Issuu

001_PBM_MAY22_000_PBM_APRIL_04.qxd 11/04/2022 12:52 Page 1

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MAY 2022

Merchant sector sales & confidence

BRICKS, BLOCKS & HARD LANDSCAPING Driving towards sustainability

TOOLS, FIXINGS & ADHESIVES Product selection and point of sale support

PAINTS & WOODCARE Capitalising on the latest trends

Fantasy Football See page 59

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

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 11/04/2022 09:47 Page 1

003_PBM_MAY22_Layout 1 11/04/2022 12:54 Page 3

CONTENTS PAINTS & WOODCARE 27

ON THE ROAD Bradite gets back to the branch.

MAKING A FEATURE OF IT Creative designs.

PASSING THE TEST Ensuring brushes and decorators’ tools keep pace with modern paint technology.

PRODUCTS & SERVICES

May 2022, Volume 32 No. 5

BRICKS, BLOCKS & HARD LANDSCAPING 32

TP’S GOT A BRAND NEW BAG Navigating the new Plastic Packaging Tax.

AT THE READY Discovering more about what is purported to be the “UK’s first zero carbon concrete block”.

OFF-SITE SOLUTIONS How merchants can help their customers enhance the quality of brickwork detailing in a highly labourefficient way.

THE BIGGER PICTURE The wider aspects of the drive towards enhanced sustainability in the built environment.

PRODUCTS & SERVICES

TOOLS, FIXINGS & ADHESIVES 47

STRATEGIC EXPANSION New owners for TIMCO.

RECYCLE PATH Greater moves towards a more circular economy.

DIAMOND LIGHTS Supplier support for diamond blade selection.

PRODUCTS & SERVICES

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

REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

MERCHANT FOCUS

BMF TRAINING ZONE

FACE TO FACE

PEOPLE NEWS

MARKETING SUPPORT

ADVERTISEMENT INDEX

FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

12 LONG TERM VIEW A Q&A session with James Beesley, Commercial Director at Beesley & Fildes. 23 SUSTAINABLE SUPPLY CHAINS SIG UK discusses the role of the distributor in aiding communication between manufacturers, merchants and housebuilders.

PBM MAY 2022 3

PBM Page Grid_Layout 1 02/04/2022 14:54 Page 1

005_PBM_MAY22_Layout 1 11/04/2022 12:59 Page 5

VIEWPOINT

The oncoming storm?

s discussed in depth last month, the merchant sector delivered a remarkable recovery from the worst ravages of the pandemic, however a growing cost of living crisis is now seriously threatening the nation’s broader economic bounce back. In April alone, we saw a substantial rise in gas and electricity costs as a consequence of the 54% increase to the price cap, whilst an upswing in National Insurance Contributions for many comes on top of generally higher Council Tax bills. From the ongoing impact of Covid to unresolved Brexit consequences and the reverberations from the terrible situation in Ukraine, previously existing supply chain difficulties are only being compounded. Indeed, whilst rising utility costs have rightly grabbed the headlines in recent weeks, energy companies and price comparison sites were already pulling deals last September ahead of the previous cap coming into effect. Similarly, much has been made of escalating fuel prices as a direct consequence of the Russian invasion, but pressure at the pumps has been felt for months. And whilst the cost of the weekly supermarket shop has also been edging upwards for some time, these most recent changes seem to be the straw that obliterated the camel’s back. Such is the magnitude of those energy price rises in particular that the impact is being felt by millions of people who had hitherto

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MAY 2022

Merchant sector sales & confidence

BRICKS, BLOCKS & HARD LANDSCAPING Driving towards sustainability

TOOLS, FIXINGS & ADHESIVES Product selection and point of sale

PAINTS & WOODCARE Capitalising on the latest trends

Fantasy Football

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

www.professionalbuildersmerchant.co.uk

“Make no mistake, these are going to be desperately challenging times for vast swathes of the country.” considered themselves to be comfortably off, eating into their disposable incomes and forcing them to monitor their expenditure far more stringently. Inflation is already tracking at 6.2% — the highest it has been in three decades — and the Bank of England says the figure could reach 10% later this year. Reappraised on a six-monthly cycle, the cap is almost certain to go up yet again in October. Make no mistake, these are going to be desperately challenging times for vast swathes of the country. And of course, whilst the recent home improvement boom is under threat as consumers now reconsider their discretionary spending, construction sector business operations — and perhaps especially merchant firms — are also impacted by the onslaught of inflationary pressures. We’d urge you to read the comments of Nick Oates, MD of the National Buying Group, on this subject later in the issue (page 8). Acknowledging the burden on suppliers, Nick has called for “realism” in price negotiations. He warned: “There is a real danger that if prices increase too much, we will impact demand from the end consumer,

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

www.professionalbuildersmerchant.co.uk

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

which could ultimately kill the market. We need to spread the inflationary impact across the supply chain.” The old mantra of closer collaboration is once again vital, and must focus on longer-term efficiencies rather than only on immediate, reactionary responses. And whilst the challenges of the pandemic were somewhat different in nature, perhaps the renewed foundations established since March 2020 will prove advantageous. To try and spin another positive, the energy cost spike could potentially deliver some opportunities for the sector as homeowners turn to low carbon heating systems or even, more simply, improved insulation to mitigate surging prices. Another ill-considered Green Deal or Green Homes Grant is probably the last thing we need, but an effective Government-backed incentive — such as a bona fide National Retrofit Strategy, as long championed by the likes of the Federation of Master Builders — would be a real boon for the industry and the population at large.

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

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

PBM MAY 2022 5

006_PBM_MAY22_Layout 1 11/04/2022 13:57 Page 6

NEWS UPDATE New identity for IoBM Following its merger with the BMF last year, the Institute of Builders Merchants has unveiled “a bold new identity to signal its mission to define and promote the profession of merchanting”. The new logo — which visually links the Institute with the BMF parent brand — is said to be just the start of a major re-launch programme that will be rolled out over the coming months with targeted communications for merchant employers, corporate supporters and the individuals working in merchants “who stand to gain the greatest benefit from IOBM membership”. The IOBM will also run its first Conference for members in October 2022. The Institute’s prime focus is to help its members build excellent careers in merchanting by creating a framework of accredited qualifications, recognised by employers in the sector, that will help develop individuals’ skills and advance their careers. The accredited qualification framework will have clear entry criteria and pathways to progressive membership grades.

Enter the Dragons’ Den PipeSnug founders Chris Burdett and Alex Lever have braved BBC One’s Dragons’ Den, successfully pitching PipeSnug and FlueSnug to the famous panel of entrepreneurs, Touker Suleyman, Sara Davies, Deborah Meaden, Peter Jones and Steven Bartlett. Alex said: “We wanted to go on Dragons’ Den to help secure investment to develop new versions of the product to satisfy the increased demand in the coming months and years as PipeSnugs become the norm on site.” And following what was described as a “nerve-wracking but exciting pitch and negotiation”, including intense questioning from all of the entrepreneurs, Chris and Alex secured a joint investment from the show’s long-standing Dragons Deborah Meaden and Peter Jones who saw the opportunity PipeSnug and FlueSnug presented and made an offer to invest. Watch the episode on BBC iPlayer via www.rdr.link/mah001

6 PBM MAY 2022

WCOBM RECOGNISES YOUNG TALENT AND INDUSTRY ACHIEVEMENTS AT ANNUAL CITY & AWARDS LUNCHEON

In good Company The Worshipful Company of Builders’ Merchants’ (WCoBM) recently hosted its annual City & Awards lunch at the 17th Century Vintners Hall in the City of London. The popular event celebrates the achievements of individuals in the industry and within organisations the Company supports in training and education through its charitable fund. Liverymen, Freemen, award winners and guests gathered to celebrate the success of young achievers in the industry and among the Company’s affiliations. Now in its 10th year, the lunch received a welcome return following a two-year gap due to the pandemic. More recently, the event has developed to recognise wider achievement and contribution, including environmental best practice with its ‘Caring for the Environment’ award, and the coveted Master’s award. Members are also encouraged to invite ‘rising stars’ from their businesses to learn about City Livery Companies, and network with senior figures from the industry. Award winners at this year’s event included students from the BMF and the City & Guilds of London Art School; individuals from affiliated organisations, namely the 3rd Battalion, Princess of Wales’s Royal Regiment

(PWRR), HMS Forth, Beckenham and Penge Sea Cadets, and the Battle of Britain Memorial Flight (BBMF); and young achievers working with Build Up, a charity that focuses on regenerating community spaces in deprived areas of London. The BMF student winners were: Michael Church of City Plumbing, awarded Apprentice of the Year; Alun Thomas of LBS Builders Merchants for Best performing Diploma Student; and Joy Walker of JT Atkinson for Best BMF Online Student. Acknowledging companies or individuals in the Livery whose efforts in areas of waste management, manufacturing processes, packaging or product development have resulted in greater sustainability or resource efficiency, the winners of the Caring for the Environment award were Polypipe Civils & Green Urbanisation and Bradfords Building Supplies.

Mental health support Band of Builders’ Big Brew event last October raised enough money to fund a new tradeonly counselling service for the next two years, whilst the charity is also funding 150 mental health awareness courses for merchants. It is reaching out to tradespeople who are experiencing anxiety, depression, loneliness, relationship issues, self-harm, feeling suicidal or any other trauma to encourage them to take the all-important first step of seeking help, which is tailored for those in the construction industry. In addition, Band of Builders is also funding the training of 150 mental health awareness courses —designed primarily for builders’ merchant staff across the UK, as they are often the first line of support for tradespeople. The introduction of the counselling service and the drive to make mental health awareness courses more widely available is

the charity’s response to tackling the mental health crisis within the industry, where the suicide rate of UK construction workers is estimated to be as high as two people every day. UK construction workers are also nearly three times more likely to die by suicide than their counterparts in other industries. Big Brew will be running again this October and BoB has set its sights on doubling the amount of events across the UK so it can fund even more mental health provision for the industry.

006_PBM_MAY22_Layout 1 11/04/2022 13:58 Page 7

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

NMBS & BMF JOIN FORCES TO SUPPORT SMALLER MERCHANTS

Kick-Start BMF membership NMBS has teamed up with the Builders Merchants Federation in a move designed to “help developing merchant businesses to further their growth with a generous funding scheme that will enable them to benefit from the many advantages afforded by membership of the industry trade body”. The NMBS Kick-Start Growth & Development Scheme will help NMBS’ smaller members to join the BMF for the first time, and is available to any business with an annual turnover of less than £2m. The NMBS grant will cover the full cost of BMF membership for the first 12 months of a two-year annual subscription. The second year’s fees will be paid by the member company, and they will receive a substantial discount on the BMF’s standard subscription rates. Chris Hayward, NMBS MD, said: “NMBS is committed to supporting the trade association activities of the BMF and equally committed to supporting the growth and development of our independent merchant members. We see real value in the BMF’s services to merchants, suppliers and indeed the whole industry and identified the opportunities this would provide to

our smaller members. “Requiring them to commit to two year’s membership of the BMF is an important element of the Kick-Start scheme. By encouraging the level of engagement that comes with long-term membership they will be able to fully explore and experience the BMF’s wide range of training and support services that can make a tangible difference to developing their business, which in turn may also enhance their trading relationship with NMBS.” BMF Chief Executive John Newcomb added: “The BMF is the trade association for the entire building materials industry and we are delighted to be working with NMBS on this innovative initiative to support smaller independent merchants. Our mission is to help our members develop excellence in their operations and there are many areas where we can provide vital support to a growing business.”

a @PBMmagazine

Diary date E.Tupling has announced that its popular annual outdoor supplier and customer event will be held on Wednesday 11 May at its Warrington Distribution centre. The event last year attracted a huge number of plumbers’ and builders’ merchants who travelled from as far as Kent, Wales and Scotland to join in what was described as a hugely informative and successful day. More than 150 merchant customers, manufacturers and key industry personnel are anticipated to attend this time around. Indeed, the distributor has said that 19 of the leading UK Building Plastics and Underfloor Heating Manufacturers it represents — including Polypipe, FloPlast, Pipelife, Flexseal, Grant, Fastwarm and Alumasc — are fully championing the event, with each manufacturer having committed to showcase several new and innovative ranges at the event alongside numerous product demonstrations, informative conversations and free samples.

DIY opportunities

The launch of Plane & Simple, a new online DIY marketplace, is said to be offering UK builders’ merchants the opportunity to branch out to a wider customer base. Described as providing a new way to access high quality building materials and home improvement supplies, Plane & Simple connects DIYers with trusted local independent merchants, “shining a light on great local merchants who might not be on a customer’s radar”.

Once a merchant signs on as a partner, the company says they will benefit from “market insight, regular monitoring and additional marketing to drive online sales”. Glen Stocco, Co-Founder of the platform, said: “The pandemic has advanced online purchasing in all sectors, and builders’ merchants are no exception. We know that 40% of online shoppers prefer to shop on marketplaces, and that shoppers are five times more likely to search

for a product on a marketplace than on a brand’s website. We expect this will only increase as the sector adopts more digitalisation.”

008_PBM_MAY22_Layout 1 11/04/2022 14:03 Page 12

MARKET MONITOR in association with

Counting the cost The impact of inflation across the construction supply chain, fuelled in part by energy price increases, has led the National Buying Group (NBG) to call for “realism” in pricing negotiations.

he Office for Budget Responsibility (OBR) is forecasting an inflation peak of 9% this year which is driving material costs up along the length of the construction supply chain. And whilst “able to accept reasonable cost pressure”, NBG is increasingly concerned that price changes must be “justified and be proportionate with transparent detail to support any changes”. Nick Oates, the buying group’s Managing Director, recognises the market is difficult for everyone and said: “We understand this is a very challenging market and that is being reflected in our negotiations. However, there is a real danger that if prices increase too much, we will impact demand from the end consumer, which could ultimately kill the market. We need to spread the inflationary impact across the supply chain.” For the merchant, Nick argues that passing price increases on to the end user is increasingly more challenging because they must also factor in the greatly increased cost of delivery onto any product price changes. He explained: “Merchants are arguably the most vulnerable portion of the supply chain to this ‘double squeeze’ from both material and fuel pricing. In effect, merchants must find an extra circa 5% on top of the increase in material prices to cover the cost of delivery.”

Suppliers to the merchant sector can help in two ways — by looking at their stock levels and asking for “realistic” price increases — says Nick: “We’re asking Suppliers to be reasonable about when they ask for price increases. If a Supplier is sitting on many months of stock, there is no need to ask for a price increase today.

“Merchants are arguably the most vulnerable portion of the supply chain to this ‘double squeeze’ from both material and fuel pricing. In effect, merchants must find an extra circa 5% on top of the increase in material prices to cover the cost of delivery.” “Secondly, prices need to be more dynamic and reactive to commodity price changes. When commodity prices come down, Suppliers need to react as quickly as when they go up. That is only fair.” He concluded: “NBG and its Partners have always prided themselves on building strong relationships with their Suppliers. We

Nick Oates, NBG Managing Director

understand that suppliers cannot absorb all the increase in cost and a proportion needs to be passed on, but independent merchants are also being impacted and their margins eroded by the cost of delivery, so we must take a longerterm balanced view.” ■ For more information on the National Buying Group, including how to join, enter the shortcode www.rdr.link/mah002

PBM Page Grid_Layout 1 02/04/2022 15:00 Page 1

010_PBM_MAY22_Layout 1 11/04/2022 14:08 Page 10

Merchants’ mood is still buoyant With a turbulent picture emerging both at home and abroad, it is perhaps inevitable that the merchant sector expressed some unease in the latest instalment of The Pulse, however grounds for optimism remains.

fter a sharp rise in February, merchants’ sales expectations and confidence in the market had only one way to go, and it dipped in March — but only to the still high levels of preceding months. Compared to the same month in 2021, merchants’ confidence in the prospects for their own business fell steeply too. Supply problems continued to affect merchants generally, but there were signs that things were improving. Many merchants had also become “better organised and prepared”, so they were less affected by shortages and delays. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1st and 3rd March 2022.

Scotland (net +79%) and Large outlets (+68%). Among merchants expecting sales to increase in March, 44% expected sales to grow by up to 9% compared with February. Nearly half expected sales to increase by 10-20%. Year-on-year, sales expectations in March dipped (net +33%), compared to the same month in 2021, and were in line with recent months following February's sharp rise — also Chart 2. Expectations were strongest among Large outlets (net +63%) and National merchants (+54%). Expectations were weakest among branches in the Midlands. Almost half of those expecting growth in March, compared to the same month in 2021, expected growth of up to 9% and a further third expected growth of 10-20%. More than 20% growth was expected by 8%.

Materials supply Merchants’ supply problems eased in March. The average score (3.71) was the lowest since we started to measure supply problems a year ago — Chart 1. Being more prepared and thinking ahead were cited along with a return to some normality.

Merchants expected a strong quarter ahead, with a net +54% expecting March-May sales to increase compared to the previous three months (December to February) — Chart 3. Expectations were strongest amongst Independents (+70%), Scotland (+64%), Large

Sales expectations Merchants’ sales expectations slipped to a still very high 52% in March compared to February — Chart 2. Expectations were strongest in

10 PBM MAY 2022

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.

010_PBM_MAY22_Layout 1 11/04/2022 14:09 Page 11

TRENDS MONITOR Independents (-13%) were least confident. Confidence also weakened considerably, year-on-year, with a net +27% of merchants more confident in March than the same month in 2021 — Chart 5. Merchants in the South (+45%) and Large outlets (+42%) were most confident. Branches in the North and Independents (both +13%) were least confident in the market.

outlets (+63%), Mid-sized outlets (+62%) and the South (+61%). Three in ten merchants expecting sales to grow over the next three months, expected them to increase by up to 9% — Chart 4. A further 45% expected sales to grow by 10-20%, and 17% expected even stronger growth.

Confidence in their business In March, merchants’ confidence in their own business returned to the still high levels of January after February’s strong surge (net +46%). Confidence was strongest among merchants in the North (net +65%) and in Large branches (+63%), and noticeably weaker in Scotland (+14%). After several months of steady growth, merchants’ confidence in their own business fell away quite steeply compared to the same month in 2021, but from a very high level to a still high level (net +40%) — also Chart 5. Merchants in the South and in Scotland (both net +50%) were most confident. Branches in the Midlands were less so (+16%).

About the Pulse A net 47% of merchants expect sales to grow in the six months, March-August, compared to the previous six months (September 2021-February 2022). Merchants in the North and Independents (both net +57%) had the strongest expectations. Expectations were lower among branches in the Midlands (+36%). Just over four in ten merchants expecting growth over the next six months, expected sales to increase by up to 9%. A further 55% expected sales to increase by 10% or more and 16% expected sales to grow by more than 20%. Confidence in the market Confidence dropped markedly in March (net +6%) compared with February. Merchants in the Midlands (net -16%), Scotland (-14%) and

■ 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 35th in the series, with interviews conducted by MRA Research between 1st and 3rd March 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 Research on 01453 521621.

www.professionalbuildersmerchant.co.uk

PBM MAY 2022 11

012_PBM_MAY22_Layout 1 11/04/2022 14:32 Page 12

MERCHANT SPOTLIGHT

Question time PBM puts the questions to James Beesley, Commercial Director at leading North West-based independent, Beesley & Fildes.

What have been your top business takeaways from the pandemic, and are there any trends that have been accelerated or become more embedded as a result of the Covid experience? We have definitely seen behaviour change from customers since the start of the pandemic. Changes were initially prompted by working around the challenges of lockdown and supply chain issues but have now become longer term trends — and we have adapted quickly and substantially to respond. Online sales are up for example, tripling in the space of 12 months without any proactive marketing, so there is huge potential for us to grow this channel further and we’ve been investing in improved SEO and the user experience of our website to capitalise on that. We’re also going to increase the range that’s available to order online and introduce a click and collect service, which will connect the online experience with footfall in our branches, aiding cross-selling opportunities and building on the personal, service-driven approach at the heart of customer loyalty. Another trend that is contributing to growth has been the number of orders we’ve seen from outside the North West. We have 11 branches in Greater Manchester, Merseyside and Cheshire but we’ve been

12 PBM MAY 2022

receiving orders from London and the South because we can offer availability and pricing they haven’t been able to find locally, with delivery direct to site. As we continue to develop our online channel, this extended geographical reach will be another long-term trend.

During the pandemic and the lockdown DIY boom, it seemed as though a number of merchants were more actively targeting retail customers. Is this a particular target area for the business? Our core business is trade but we have seen more footfall from retail customers, both for our kitchen and bathroom showrooms and more generally in the branches. It’s a different type of customer that wants to browse and needs advice, as opposed to busy tradespeople who usually know what they need and want it as quickly as possible. One related trend we’re seeing is tradespeople asking their customers to purchase the materials for projects, allowing them to quote on the work alone. This is being driven by price uncertainty, which is making jobs difficult to quote accurately if materials are included. We’re putting measures in place to support retail customers as a result, such as a

member of the team on the landscaping section to talk retail customers through the products, but our main focus will remain on trade customers.

How important is the issue of sustainability, both for the business itself and supporting customers with more ‘eco-friendly’ product solutions? Every business has a responsibility to consider sustainability across all their operational decision-making and we are committed to driving down our carbon footprint. For example, the biomass generator at our Widnes branch uses discarded pallets as fuel and generates enough heat and hot water for six departments. We have extensive recycling in place, have invested in electric vehicles for company car users and have a few initiatives in the pipeline. We’re also offering a wider range of eco products to customers but our decisions on what to stock are driven by demand, so we

www.professionalbuildersmerchant.co.uk

012_PBM_MAY22_Layout 1 11/04/2022 14:33 Page 13

ADVERTISEMENT FEATURE

Heat Pump Installations — the foundations

will continue to balance eco choices with selecting products that are practical and commercially appropriate for our customers.

With recruitment and staff retention such an important issue for the sector, what is Beesley & Fildes’ philosophy in terms of attracting and supporting the right talent across the business? Our aim is not to give people a job at Beesley & Fildes, but to give them a career here. What that means in practice is offering people the opportunity to set their own career goals, enabling them to move across branches and departments and providing the training they need to achieve their full potential. For example, we are currently putting in place BMF training for members of the team at assistant branch manager level and above to prepare them for their next step up. At the other end of the career ladder, we’re continuing to invest in apprentices to train the talent we need as we continue to grow and attract young people into our business and our industry.

Q A

Are there any plans in place for further branch expansion or any other key initiatives in 2022? We’re always open to new opportunities to broaden our branch network but it has to be the right opportunity in the right location. Meanwhile, our new distribution centre will be operational by Easter, giving us greater supply chain resilience and capacity as we continue to grow, and we’re building on our civils capabilities — in fact, we’ve just made a new hire in civils with 15 years’ experience in the sector, to help us grow in that market.

In a market home to a number of national chains and a sizeable amount of private equity finance, what are the particular challenges for a large but still family-owned, independent regional business? As an independent business we are much more agile than the nationals and we have a culture of building personal, service-oriented relationships with customers, which has helped us nurture the kind of customer loyalty that larger companies can only dream of. Price volatility and supply chain reliability continue to be issues across the industry and we don’t have the buying power of a national player, however, we are investing — both with our distribution centre and our online channel, to overcome these challenges — while still leveraging the can-do, pragmatic approach that has kept customers returning to us and recommending us for generations.

An air source heat pump installation is not the same as installing a traditional fossil fuel boiler and heating system, with thorough planning needed to accurately calculate the property’s heat loss, the correct heat pump size and appropriate heat emitters. Kevin Ellis, Grant UK’s Renewables Sales Manager, outlines the importance of the design phase and highlights how merchant staff can make themselves stand out by providing effective customer support during this stage.

s discussed in last month’s column, the Government’s low carbon heating strategy places heat pumps at the forefront. While air source heat pumps are not new, there are still many installers and merchants who are not yet engaging with this proven technology. Air source heat pumps are low temperature heating systems so there are some key differences to be aware of if you are currently more familiar with gas and oil boilers. Typically operating at lower system flow temperatures, heat emitters will need a larger surface area to transfer heat into a room — this may mean that larger radiators are needed or an underfloor heating system with closer loop spacing may be more suitable. It is also worth highlighting that the radiators on a low temperature system will not be as warm to the touch compared those working with a traditional boiler; however, provided the system has been sized correctly, the desired room temperatures can be achieved. If you listen to our Net Zero Heating Show Podcast, many of our guests mention the importance of calculating the heat loss from the property and determining the heating and hot water demand of the household. The designed system needs to meet the requirements and expectations of the homeowner while also being able to work effectively with the fabric efficiency of the home. The good news is, here at Grant UK, we have an in-house Design and Specification Team who can help merchants and their installers with this step. ■ The Grant eLearning Academy has a free ondemand course which provides merchants with an introduction to its Aerona³ R32 Air Source Heat Pump range, covering topics from how the unit works through to system design and heat emitter specification. Scan the QR code to sign up.

PBM MAY 2022 13

ADGRIDS_PBM_ad grids_PBM_april_04 02/04/2022 15:05 Page 14

015_PBM_MAY22_Layout 1 11/04/2022 14:39 Page 15

MERCHANT FOCUS PBM rounds-up some of the latest stories from across the merchant sector this month.

The Highbourne Group PAB Systems acquisition

The City Plumbing owner states it is “making strides to a digital future” with the acquisition of Policy Administration Business (PAB) Systems — a specialist software and systems provider that assists clients such as housing associations, landlords and social housing contractors with managing and administering policies and repairs in the heating sector. With the system built on a comprehensive boiler database “with detailed fault code information about every boiler ever made and manufactured, and any required spare parts needed to remedy that fault”, the Highbourne Group believes it can offer a multitude of benefits to plumbing and heating engineers, landlords and homeowners, with users benefitting from PAB’s ability to “proactively identify the boiler fault and the required remedy, reducing the time the boiler is unavailable for use, the cost of solving the issue and the mileage and CO2 emissions for each engineer”. Accordingly, the acquisition will enable City Plumbing to launch a

James Burrell Investment drive

Said to be James Burrell’s largest investment to date, development work is currently progressing well on a four-acre site at Billingham that will see the opening of the firm’s 11th branch in August. In addition, the business will be receiving 12 new HGV wagons into its fleet at a cost in excess of £1.5m, and taking the total number of crane vehicles up to 40, to enhance the operational and delivery capability of the familyowned firm.

subscription-based diagnostic faultfinding service later this year that will utilise PAB’s data and services to assist customers to diagnose faults quickly, improve first-time fix rates, and quickly source the spares they need through the merchant’s 370strong branch network. Set to be “the first of its kind in the UK”, the service will be a 24/7 nationwide support network that enables a ‘supply and fix’ service for trusted engineer and installer partners of City Plumbing to fix and repair any boiler efficiently, first time. Housing associations, social housing providers and contractors will also be able to ensure their tenants receive quick and efficient repairs whilst also reducing costs. Dave Evans, Chief Executive Officer at The Highbourne Group says, “As one of the nation’s largest providers of spare parts to the plumbing and heating sector, we have observed that the ways in which our customers want to do business with us are changing. We recognise that many plumbing and heating businesses and their engineers are increasingly turning to technology to help them operate more effectively and

therefore we are focusing on developing our strategies and solutions with a digital first mindset. “Through the acquisition of PAB, we will combine data, diagnostics and digital technologies with our ability to effectively stock and distribute thousands of spare parts across the country. This partnership will ensure that almost every engineer in the country can have even quicker access to what they need; when they need it, meaning they can provide a better and ultimately more efficient service to their customers.”

Recently filed accounts at Companies House reflect an “exceptionally strong business performance” with turnover 34% up on the year at £91.6m, and 27% ahead of pre-Covid results from two years earlier.MD Mark Richardson said: “The last two years have been a real team effort. As a multi-generational family owned and managed business, our priorities have been the health and safety of our staff, customers and suppliers. Our industry has been challenged by the impacts of Covid, the constant pressure of supply chain

disruption and significant price increases. Despite these we have found a way to maintain a strong servicebased growth within the business.”

MKM Building Supplies Sustainability focus MKM says its Glasgow branch is “raising the bar in its approach to sustainability” with a host of environmental, recycling and low carbon initiatives including a biomass boiler and photovoltaic (PV) solar panels to reduce its reliance on high carbon omitting technology and investment in a hybrid distribution vehicle. With the depot also working with suppliers of sustainable product solutions, Branch Director Lee Smith said: “It’s vital the construction sector supply chain can support customers in the most efficient and sustainable way. It’s such a critical area that is only going to get more important. We are constantly looking at

www.professionalbuildersmerchant.co.uk

ways we can continue to push the sustainability boundaries and futureproof the business for years to come. “This includes looking at banding machines, the efficiency of our transport fleet through route mapping and optimisation, plus the use of more electric vehicles such as forklifts.”

PBM MAY 2022 15

015_PBM_MAY22_Layout 1 11/04/2022 14:40 Page 16

MERCHANT FOCUS

Jewson EFL partnership

The national builders’ merchant has signed an ongoing deal to become an official EFL Supporter, giving the brand a strong presence across The Sky Bet Championship, League One and Two, and at Wembley for showpiece finals including the Carabao Cup, Papa John’s Trophy and the Sky Bet Play-Off Finals. Jewson will also have a presence on the EFL website, social media channels and platforms such as iFollow, the online streaming service for EFL fans. And in parallel to the EFL partnership, the company is also launching a girls’ Grassroots football initiative which will see it provide 72 sponsored kits to girls’ football clubs throughout the UK. The merchant’s Marketing Director Gareth Drew commented: “We know that football is a diverse sport and extremely popular amongst our customers, therefore this partnership is a great fit for our business and will certainly strengthen the Jewson brand. As well as tickets, the agreement also gives us access to trophies, player appearances and merchandise. We will be launching a programme of events and incentives to bring our customers and colleagues closer to the action.” Neil Warnock, English football’s longest-serving manager (and existing Jewson account holder!), visited the merchant’s Leicester branch to mark the official launch of the EFL partnership.

16 PBM MAY 2022

Bradfords Building Supplies Sustainability Champions training

Bradfords continues to invest in developing the knowledge of its sustainability champions, with a recent training day at the National Self Build and Renovation Centre (NSBRC) in Swindon. The team enjoyed an update on the implications of the forthcoming Building Regulations Part L uplift and the Government’s Future Homes Standard, courtesy of Xtratherm, and this was followed by workshops looking at how to encourage more of the Bradfords team onto the environmental sustainability journey. Lynda Moore, Head of Talent and Development, said: “We know we’ve got to be ready for what’s coming down the line when it comes to environmental sustainability, so this is an important new aspect to the training and development we offer at Bradfords to ensure that we’re ready as a business, and to be able to provide the service we need to for our customers.”

Independent Builders Merchant Group New electrical wholesale branch

IBMG’s electrical division has opened the latest Grant & Stone electrical in Acton, West London. Increasing the division’s geographic reach and part of a large expansion plan “specifically designed to complete gaps in its branch network”, further branch openings are planned over the coming months. Darren House, MD of IBMG’s electrical division, said: “Grant & Stone has a strong presence from Enfield through to Paignton, with ongoing negotiations around many new locations. As a Group, we continue to remain fiercely independent in our approach, outlook and dealings with customers as this is the reason for our continued success.”

Lords Group Trading plc DH&P Plumbing and Heating acquisition

Lords has announced the acquisition of a 90% interest in plumbing and heating merchant DH&P for a total consideration of £9.3 million. The remaining 10% will be retained equally by the firm’s current vendors, who will remain in their management roles. DH&P consists of five branches with a strong regional focus in Ipswich, Chelmsford, Southend, Benfleet and Colchester. The business also operates as a national distributor of plumbing and heating spares servicing 400 customers, whose operations “align strongly” with Lords’ APP Wholesale division. Lords CEO Shanker Patel said: “The acquisition will be highly complementary to our existing Mr Central Heating and APP Wholesale businesses within our Plumbing and Heating division, and will help to increase our customer base, broaden our product offering and enhance our UK geographic coverage.” The Group has also confirmed that its Hevey Building Supplies subsidiary has completed the acquisition of the former Buildbase branch in Sudbury, Suffolk.

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 05/03/2022 15:11 Page 1

018_PBM_MAY22_Layout 1 11/04/2022 14:41 Page 18

TRAINING ZONE

BMF Diploma — what’s really involved? Following last month’s column covering different ways to study for the BMF Diploma in Merchant Management, sales representative Adam Holman and branch manager Colin Campbell from St Andrews Timber & Building Supplies share their thoughts on achieving the qualification.

oth were looking to gain insight into the management process and had raised the possibility of formal training with their MD. It turned out that the company had recently been in touch with the BMF to discuss training and had identified the Diploma as a good option for those seeking to progress their career. The Diploma is designed to improve the skillset, confidence and competence of aspiring managers, and prepare them for promotion — making it a win-win for St Andrews Timber & Building Supplies, and for Adam and Colin. Undertaking the Diploma alongside a busy day job requires a high degree of commitment. This is one reason why the BMF now offers the Certificate in Merchant Management as a standalone qualification covering the first three modules of the full Diploma, and which enables students to continue to the Diploma and complete the remaining six modules after a break. However, Adam and Colin chose to go straight to the 18 month Diploma programme, with each of the nine modules covering a different aspect of the management process, including areas that are specific to the merchant industry. Here, they explain the work involved: “To complete the

course and achieve the Diploma we had to attend quarterly group workshops where we would go through the latest module, discus the concepts covered with our tutor and the other candidates and participate in related group exercises. “We were also required to do 4-5 hours of self-study a week, reading course notes and answering questions to demonstrate understanding. The format for each Module consisted of 15 initial questions relating to the course notes, followed by a more personal question requiring candidates to relate the theme to their own working life, by describing a situation that had occurred at work and the positive, or negative, attributes associated with it. “The final element for each module required us to prepare a detailed answer, or report, on two given areas of the course work studied that quarter.” Although they admit it was hard to find the energy and motivation to keep going at times, particularly when work was extremely busy, with the support and encouragement they received from their employer and from their BMF tutor, Richard Green, their persistence paid off. Both gained their qualification and would happily

“Undertaking the Diploma alongside a busy day job requires a high degree of commitment. This is one reason why the BMF now offers the Certificate in Merchant Management as a standalone qualification covering the first three modules of the full Diploma, and which enables students to continue to the Diploma and complete the remaining six modules after a break.” 18 PBM MAY 2022

recommend the Diploma to others: “The course gave us a great deal of insight into the duties and responsibilities of a manager while teaching us new techniques and methods. “Understanding the processes needed for a successful operation has helped us in our daily business and improved customer, supplier and staff relationships.” ■ To find how the BMF Diploma in Merchant Management programme can help you and your team, please contact Becky Stokes, BMF Training & Admin Support via becky.stokes@bmf.org.uk

019_PBM_MAY22_Layout 1 12/04/2022 10:04 Page 19

FACE TO FACE Marmox has been selling construction materials for walls and floors for the last 25 years. With annual sales increasing exponentially around the world, the brand is a global leader in the creation of new and innovative construction products. The company specialises in Extruded Polystyrene (XPS) core products, with XPS described as an “amazingly versatile product to work with as it is a strong, lightweight material that offers fantastic insulating and waterproofing qualities”.

PBM speaks with Jonathan Parsons, UK Business & Product Development Manager at Marmox UK.

Q A

How did you get into the industry and to your current position? I was 18 years old when my father set up Marmox UK. Insulated construction boards were in their infancy as a product and it wasn’t long after our launch at the Interbuild show in Birmingham that we were approached by an electric underfloor heating company hoping that by incorporating our insulation board in their specification, we could help reduce the heat up time and improve the efficiency of the UFH. We successfully drove the optimal heat up time from 3 hours down to 15 minutes in our first round of testing, so you could say that Marmox was the original insulation board for the underfloor heating market. My main duties today are to oversee the sales of the UK division of Marmox as well as being part of an international product development team, creating new and innovative products that are sold throughout the world.

Q A

How do you feel the industry has changed in recent years? We have seen a seismic shift in the way the construction industry operates — caused by Brexit, Covid 19 and now the Russian and Ukrainian conflict — which means the availability and increase in the cost of raw materials is a constant concern for all manufacturers worldwide. The next 12 months will certainly be a very interesting time for all companies that are European based as they will have to obtain raw materials from further afield, creating a much bigger on-cost to some of their core products that have up until now been fairly inexpensive.

What are the current challenges facing the merchant sector?

Right now, it’s the increase in haulage costs that are creating the biggest concerns. We are already hearing that some companies in Europe are closing their doors for the next few months whilst they wait out the storm in the hope that upon their return the cost of haulage will have decreased. If more companies throughout Europe follow this trend, it will create a huge restriction on supply through the increased demand of not having materials on the shelf — and to cover missed profits, merchants will have no choice other than pass this cost onto the end user.

“If more companies throughout Europe follow this trend, it will create a huge restriction on supply through the increased demand of not having materials on the shelf — and to cover missed profits, merchants will have no choice other than pass this cost onto the end user.”

Q A

And what are the current challenges facing Marmox? Our biggest challenge is identifying which product to introduce into the UK! Marmox manufactures all its products in Egypt under the name of our parent company CMB International (Chemical for Modern Buildings). CMB produces an entire catalogue of materials from solvent paints for the

www.professionalbuildersmerchant.co.uk

automotive industry, to injection moulded bathroom furniture and fixtures. Naturally we would love to flood the market with all our product range but warehousing space and finding routes to market can be challenging. Therefore, every decision we make must be carefully thought out and forward planned.

Q A

What have been some of the highlights of your career to date? Our biggest success last year was the increase in our merchant sales. Up by 110% of net sales, we truly exceeded all our expectations. As result of Brexit, we had decided to double our stock holding in the event of transport disruptions during this period of uncertainty and as a result we kept our warehouse fully stocked throughout the year, which had a knock-on benefit when Covid struck us. For several months we found ourselves to be one of the only companies to have stock on the shelf. Finally, how important do you feel the issue of sustainability is to the merchant sector? Sustainability is the core purpose of our insulated wall board. By lining walls, floor and ceilings, home owners can dramatically decrease heat loss in their home. Also, when it comes to packaging, it is extremely important to use recycled materials wherever possible. As a company we proactively review our packaging detail and make sure that the materials we use for packaging are recyclable.

Q A

■ For more information on the Marmox product range and its support services for merchants, enter the shortcode www.rdr.link/mah003

PBM MAY 2022 19

020_PBM_MAY22_Layout 1 11/04/2022 16:39 Page 20

PEOPLE NEWS

Mike Ward, Territory Director UK and Ireland at Wavin, has been elected to the Board of the Builders Merchants Federation to serve as the Elected Director-Suppliers. Mike takes over from Charles Ledigo, Chairman of Reisser, who stepped down on 31 March having completed his second three-year term of office. Mike’s career in construction products manufacturing spans 26 years. Before joining Wavin in 2018, he held senior positions in timber building products and engineered wood solutions as Managing Director UK & Ireland for Metsä Wood UK and MD of JELD-WEN. Filstorage has appointed a new Installation Manager to its growing team with Richard Sowden joining the business and bringing more than 20 years’ experience to the role. Overseeing Filstorage’s installation teams, Richard will also be responsible for health & safety onsite and producing the Risk Assessment Method Statements (RAMS) for each job. He said: “Ensuring a smooth installation is key to meeting a client’s expectations and ensuring they can get into the building at the earliest opportunity and become fully operational. My role is to make sure this is carried out efficiently and most of all, safely, at every site Filstorage is working on.” Azpects has welcomed Lee Patterson as its newest Regional Account Manager, covering the North East. Lee has a long history in sales and gained extensive experience with brands including Howdens and WernerCo. Additionally, Priash Chauhan has joined the Retail team as Regional Account Manager, supporting Rebecca Cox. Hannah Watts has joined Klober as an Area Account Manager with responsibility for the Home Counties, including Oxfordshire, Buckinghamshire and Warwickshire. Joey Hall, meanwhile, has joined the ﬁrm as Area Account Manager for East Anglia. Commenting on the new appointments, Commercial Director Chris Nicholls said: “We take pride in our people as this means our network of merchants and contractors can be conﬁdent that they are in good hands. That’s why I’m extremely pleased to have Hannah and Joey on board and excited to see what they achieve.”

Aqualisa has announced the appointment of Mat Norris as Chief Executive Officer. As part of a planned succession, Mat will replace Colin Sykes, who has held the position since 2018. Colin will remain as a non-executive director and strategic advisor to the business until December, focusing on the company’s international expansion, at which point he will semi-retire and focus on other nonexecutive roles. In this role, Mat will spearhead Aqualisa’s product expansion and innovation strategy. Other developments will include the extension of the ﬁrm’s product portfolio to incorporate a premium, channel-exclusive brassware series under a new brand. This multi-brand strategy will complement the Aqualisa and Gainsborough brands, and further strengthen the company’s ability to offer its customers differentiated product ranges.

The Arbordeck division of Arbor Forest Products has gained two new Trex area sales managers for central and northern England, and a new area sales manager for Scotland/Northern Ireland to support sales of outdoor living and timber ranges through its merchant partner network. Previously working in selling composite decking, Lauren Bamford has joined as ASM for the central region whilst Michael Massey comes aboard as ASM for northern England having previously been a technical sales manager working in landscape aggregates. Ronnie Mclean has also joined Arbordeck to increase brand exposure and sales as ASM for Scotland and Northern Ireland, bringing with him 18 years’ experience in the timber sector.

20 PBM MAY 2022

www.professionalbuildersmerchant.co.uk

ADGRIDS_PBM_ad grids_PBM_april_04 02/04/2022 15:18 Page 21

PBM Page Grid_Layout 1 02/04/2022 15:23 Page 1

023_PBM_MAY22_Layout 1 11/04/2022 16:43 Page 23

SUSTAINABLE SUPPLY CHAINS

The drive to Net Zero As the industry demands materials and services from companies committed to sustainability, Lorna Stork, Environmental, Sustainability and Governance Director at SIG UK, explains how distributors acting as sustainability champions can be instrumental in aiding communication between manufacturers, merchants and housebuilders.

ressure is mounting on the supply chain to deliver clearly traceable, sustainable solutions to housebuilders, investors and developers working towards Net Zero. Indeed, the construction industry is responsible for up to 40% of the UK’s carbon emissions and is therefore being looked at for some of the most impactful changes when it comes to our critical need for environmental reform. Carbon emissions are split into three areas when considering sustainability. Housebuilders will usually examine scopes 1 and 2 carbon emissions first, which are direct emissions from owned or controlled sources, and indirect emissions from purchased electricity, steam, heating and cooling. Scope 3 covers all other indirect emissions that occur in a company’s value chain and sits outside a housebuilder’s own controlled sources. So, without effective communication along the supply chain, this is where housebuilders struggle to ascertain the precise environmental impact of a construction project, and therefore struggle to provide accurate information to investors and buyers. However the distributor, as the essential connection between manufacturer and customer, is perfectly positioned to ensure accurate product data is gathered and passed on to merchants, housebuilders and their contractors, provided manufacturers are just

as diligent in their information gathering. And with access to numerous well-known and relied-on manufacturers and brands, SIG UK is well positioned to help merchants source and supply the most sustainable products, with all the right sustainability information. Calculating Embodied Carbon: mitigating inconsistencies The most common methodology for calculating embodied carbon uses Environmental Product Declarations (EPDs), based on the European standard EN 15804. However, there can be inconsistencies in how manufacturers measure their embodied carbon data — one supplier might measure the embodied carbon from raw materials through to manufacturing, while another might consider whole product lifecycles. SIG UK is currently working on creating a common methodology for measuring the embodied carbon of products, that relies on EPD information and lifecycle analysis, as well as considering the carbon impact of the product in use — its operational carbon. This will provide a standard for measuring carbon and finally give housebuilders — and their buyers — more clarity over the products that go into their buildings, enabling them to make fair comparisons between products.

www.professionalbuildersmerchant.co.uk

By implementing this within the supply chain, specification of better performing, lower carbon products can be accelerated through the transparency of their carbon data. This would give the industry all the tools to drive significant change and aid the development of a wide range of products to meet evolving customer demand. This is just one part of the sustainability strategy of SIG UK, which looks at our footprint as a distributor and how we can help our suppliers and customers reach their goals. Indeed, many suppliers to SIG UK are actively working to reduce their Scope 1 and 2 emissions. SIG UK has a responsibility to pass this information on and ensure it is visible and transparent as it accounts for our customers Scope 3 emissions. With this in place, it’ll become far easier to track, measure, and pass on those savings, ensuring all our targets are met.

PBM MAY 2022 23

023_PBM_MAY22_Layout 1 11/04/2022 16:43 Page 24

SUSTAINABLE SUPPLY CHAINS

What is SIG UK doing internally to drive the sustainability agenda? SIG UK has recently been appointed CO2nstructZero Business Champion by the Construction Leadership Council, recognising and further demonstrating our work and commitment in the Net Zero space. CO2nstructZero is a programme from the CLC which sets out a framework for how the construction industry can achieve Net Zero by 2050. Within the programme are nine priorities which provide focus and a

roadmap for the industry to meet the Net Zero goal. Business Champions are organisations whose actions and values align to these nine priorities. Demonstrating a commitment to a Net Zero approach, SIG UK has been awarded the Business Champion title and has developed a UK road map for current initiatives to work towards this goal, including setting annual targets for the business. Equally, we are working closely with suppliers to understand their own sustainability goals and implement additional information requests to capture product and manufacturer sustainability information. SIG UK has also partnered with the Supply Chain Sustainability School (SCSS) to

provide resources to further sustainable building practices within the supply chain. Through this partnership, SIG UK will be helping to develop learning pathways in key sustainability areas for internal colleagues and suppliers. Alongside this, SIG UK is also investing in reducing Scope 1 and 2 emissions through reducing the carbon emissions of our own distribution fleet. We are trialling the use of Hydrogenated Vegetable Oil (HVO) fuel as an alternative to diesel; chosen as it immediately delivers significant carbon benefits while the commercial vehicle industry is still deliberating between electric, hybrid, battery or hydrogen operated vehicles.

■ For more information on SIG UK’s product range and its sustainability credentials, enter the shortcode www.rdr.link/mah004

Our net carbon negative products can offset building emissions

UK construction must comply with net zero targets to balance emitted and locked up carbon. Our sheet products, all proudly made here in the UK, are net carbon negative and counter those that are not.

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

ADGRIDS_PBM_ad grids_PBM_april_04 02/04/2022 15:39 Page 26

027_PBM_MAY22_Layout 1 11/04/2022 16:45 Page 27

PAINTS & WOODCARE

On the road Bradite says that its One Can roadshow got off to an impressive start earlier in the year, with visits to builders’ and decorators’ merchants in London and the South West.

upported by the brand’s Wally One Can mascot, the one-day events introduced trade customers to the many advantages of using the quick-drying coating. Launching the roadshow at Winterstoke Decorators Supply in Westonsuper-Mare were Bradite Technical Sales Managers, James Burton and Matt Tomkins. WDS took its first delivery of One Can at the end of last year and set up the special event with its trade customers. Owner Debra Knapp said: “It was a very successful event and we were pleased by the number of customers that turned up. The day included technical demonstrations and visitors left with a free sample. “The product has some unique attributes,” Debra continued. “In particular, the quick drying saves time whilst the stain blocking is also popular, especially for those repainting rental properties.” The roadshow then moved on to Builders Depot in West Hampstead with Senior Stock Controller Adam Bohan commenting: “What was really good was the fact that the

product was being explained to our staff as well as the trade customers. We wanted the event to be a staff training event as well so they can help customers in future.” Adam also revealed that the event also saw an instant increase in One Can sold: “We sold out of the black eggshell very quickly, and people who have used the product are coming back for more.” Outlining the motivation to get ‘back on the road’, Bradite’s Technical Sales Manager James Burton said: “The plan is to make up for lost time. Having been in and out of lockdown for the past two years, it has been difficult to see customers face to face. Both Matt and I are making plans for further events over the next 12 months and hope to be introducing the Bradite products to new customers and meeting up with existing users. “Wally One Can will be joining us on the trips for photo opportunities and to give away samples and goodies, and we hope to build on the great start to the year we had at WSD and Builders Depot.” One Can in an eggshell finish quickly found favour with professional users when it was launched just three years ago. Said to retain all of the product’s key benefits but in a low-sheen matt finish, One Can Matt meanwhile is touch dry in just 30 minutes and re-coatable in one hour — enabling three coats of the quick-drying finish to be applied in a single working day.

www.professionalbuildersmerchant.co.uk

Water-based and “virtually odourless”, the product combines a primer, undercoat and topcoat all in one can, which means it can be applied to perform any of those individual roles or act as all three at once. For example, the paint has “excellent stain-locking characteristics” so can be used to overcoat a surface where there is a requirement to obliterate a range of blemishes including water damage, nicotine stains, rust or resin bleed. Applied by brush, roller or spray, Bradite says that there are thousands of BS, RAL and NCS colours available whilst its full range is supported by high quality technical information, available at point of sale. ■ For more information on the full Bradite range, enter the shortcode www.rdr.link/mah005

PBM MAY 2022 27

028_PBM_MAY22_Layout 1 11/04/2022 16:50 Page 28

PAINTS & WOODCARE

Making a feature of it Jason Burns of FrogTape looks at how feature walls are being used at work and at home, enabling buildings adapt to the new demands being placed upon them.

he last two years have made us all look at our homes and workplaces in completely different ways. This has provided a number of opportunities for the professional tradesperson as with homes becoming a place of work, rooms needed to be changed and re-ordered accordingly. In addition, the traditional office was closed, then re-opened and then reconsidered and recalibrated to cater for a new hybrid way of working. No longer a simple, functional space, the modern office needs to have the comfort level ramped up, and it needs to include zoning — first to manage social distancing and then to allow shared workspaces to be developed in newly opened up floors. Rebuilding, decorating and design can play a huge part in this. Clever use of plants, paint effects, flooring, and furniture means that these elements — which already provide a role — are now being used help to create a comfortable, stylish interior that looks good, works for the people within it and encourages people back to a shared office, even if it’s on a more flexible rotational basis than before.

28 PBM MAY 2022

We’ve done it in our own office (pictured). We welcomed artists Art + Believe at the end of last year so that they could give our plain white walls a bit of life. They are world-famous for their bold, colourful designs and use of straight lines and their feature walls are usually vast geometric vibrant designs, on buildings, floors and in public spaces.

One of its most famous works is at Alexandra Palace — as part of its restoration work, it was commissioned to create a 1,200sqm piece of floor art in the East Court of the venue and the hand painted result is stunning. Meanwhile at our UK headquarters, Art + Believe created a

“The last two years have made us all look at our homes and workplaces in completely different ways. This has provided a number of opportunities for the professional tradesperson as with homes becoming a place of work, rooms needed to be changed and re-ordered accordingly. In addition, the traditional office was closed, then re-opened and then reconsidered and recalibrated to cater for a new hybrid way of working.” www.professionalbuildersmerchant.co.uk

028_PBM_MAY22_Layout 1 11/04/2022 16:52 Page 29

wonderful feature wall and in doing so, illustrated what we do as a business — as our Delicate Surface FrogTape was used throughout — and it brings a vibrancy and expanse of design that is quite unusual for a smaller space. We’ve spoken to a few professional decorators about how easily creating an area or a feature wall with FrogTape and some paint has helped to create better, brighter spaces, in commercial and leisure environments. The main benefits are: Zoning: Feature walls help create zones within a large room, sectioning off the office from the kitchen, or the reception from the accounts area. Paint can denote a one-way system and keep people safely distant without it feeling enforced. Ease of use: The beauty of paint is that it is easy to work with, and the finish suits both modern and period properties. The simplicity of feature walls means that they are not difficult to achieve, and the tools are minimal. Flexibility: Paint works well on high traffic areas. Flat matt and endurance paints are tough and hide wear and tear on high traffic areas like staircases, while reflective paints can really brighten rooms and so are perfect for smaller areas or those with less natural light. Individuality: Businesses can use feature walls to promote their own brand, through colour matching with their existing logo, or creating a mural or artwork that conveys their business ethos. Natural light, outdoor space, textures and imaginative colour schemes have all been introduced into workplaces to encourage comfort, convey character and inspire creativity. This can only be a good thing. And as workspaces change and develop, they need to cater for all sorts of employee — professional builders and tradesmen can help their clients do this, through close collaboration throughout the supply chain. ■ For further information on the FrogTape product range and the brand’s support package for merchants, enter the shortcode www.rdr.link/mah006

030_PBM_MAY22_Layout 1 11/04/2022 16:59 Page 30

PAINTS & WOODCARE

Passing the test Paint has changed, and Hamilton states that the tools your customers use must also evolve. Accordingly, the 250+ year old name in decorating tools explains that continuously testing and reviewing its product range is paramount to ensuring they deliver with today’s paints. PBM reveals more.

rguing that a reputation which spans over 250 years can only be built upon expertise, confidence and continuous development, Hamilton says it has always been an advocate of strenuous product testing — both in automated laboratory settings as well as in the hands of real users. Furthermore, innovation in paints and coatings — especially in recent years — can mean that decorating tools that have stood the test of time may now need to be updated, alongside ongoing new product innovation. The supplier explains that its product testing process begins quite early on, where development is driven by end-user insight. Following extensive research and design, products are tested in both automated settings as well as in the hand of users in real life working environments — ensuring the term ‘tried and tested’ is part of the norm. For example, Hamilton uses a Tension Meter to measure the tensile force needed to pull out brush filaments — this ‘pull test’ is performed against relevant competitor products on a regular basis to ensure requirements are met for no filament loss. Hannah Jones, International Product Manager for the UK, recently completed a

30 PBM MAY 2022

testing project that took several weeks, comparing Hamilton products to others in the domestic market. She revealed: “We not only want to ensure that our products perform as our users expect them to, but we also want to ensure they are outperforming comparable products too. This can take quite a lot of resource and investment, but is crucial in allowing us to build a range that delivers as is expected from a brand such as Hamilton.” Trade Brand Manager Sarah Coussens added: “We don’t just want to pay lip service when it comes to how our products deliver — we must always be able to back up those benefits with appropriate insight and testing. Such laboratory settings allow us to strip away any bias and focus on real results.” However, getting real users with products in hand is said to be even more important. The recent launch of the firm’s ‘For the Trade’ range is a prime example of how testing recruitment allowed real users to try out upcoming products and review how well they work and how comfortable they are to use, amongst other feedback. This anecdotal feedback allowed for final tweaks and the assurance that products are more than suitable before they are launched into market. Overall, the company asserts

that it wants users of its products “to be able to choose and use their decorating tools with confidence” — and this continuous and controlled focus on user insight, testing and development is designed to give trade professionals full peace of mind. ■ Building on its extensive history of supplying premium products for professional painters and decorators, Hamilton’s For the Trade range was launched last year to offer a suite of decorating tools aimed at the wider building trades. ■ For more info on Hamilton’s full line-up, visit its brand new website by entering the shortcode www.rdr.link/mah007

www.professionalbuildersmerchant.co.uk

031_PBM_MAY22_Layout 1 11/04/2022 17:01 Page 31

PAINTS & WOODCARE DULUX TRADE DULUX ACADEMY EXPANSION HMG PAINTS NEW MERCHANT PARTNERSHIP

As part of Dulux Academy’s “ongoing commitment to professionalising the industry, promoting the profession and making training more accessible across the UK”, the business is continuing to expand its reach via Dulux Decorator Centres with the latest launch seeing the company’s relocated new decorators’ merchant in Scunthorpe including a purpose-built Dulux Academy at the premises. The opening follows the successful introduction of on-site Dulux Academy facilities at Dulux Decorator Centres in Norwich, Altrincham and West Thurrock in 2021, and the latest location is reportedly just “one of several” to open across the UK this year. Vickie Mather, Dulux Academy Lead at AkzoNobel, said: “Since its conception (in 2016), Dulux Academy has offered the chance for painters and decorators to explore, expand and learn new skills. We’re so proud of our partnership with Dulux Decorator Centre, which allows us to increase the level of training and support we can give to the trade and local businesses across the UK and, in turn, address the wider industry skills gap. “Our new site in Scunthorpe will help more trade professionals upskill and hone their craft through our industry-leading courses and marks the latest step in our ambition of having a Dulux Academy within 100 miles of a decorator.” Guy Butterworth, Managing Director at Dulux Decorator Centre, added: “We always endeavour to improve skills of our customers, opening this store will help us provide easy access support and advice for those in the trade. Partnering with the Dulux Academy means we can make it easier for customers to train in new techniques, ensuring they are equipped with all skills they need to succeed.” ■ For more information on

Dulux Trade, use www.rdr.link/mah008

Aberdeen-based decorators’ merchant Trade Secrets is the latest business to become a stockist of HMG’s Made in Britainaccredited decorative range. The supplier’s Fence and Shed Paint was the first product to be featured, with more being introduced throughout the year including PVC Pro. Jason Wallace, Trade Secrets’ Store Manager, said: “HMG has been very accommodating and is always willing to go the extra mile. Having bespoke packages, tailored to meet our needs and customer demand, as well as allowing flexible order quantities without the constraints of large minimum order quantities made the set up simple.” HMG Paints states that it relies on a “loyal, countrywide distribution network to supply and service previously unreachable customers and expand the HMG Paints brand” with new distributors “selected based upon their reputation, expertise and local knowledge”. Ahead of the rollout for its latest partnership, Gracienne Ikin, the paint manufacturer’s Brand Development & Communications Manager, commented: “We are really looking forward to launching with Trade Secrets this spring, in time for the outdoor season. The whole team’s passion for quality paint and exceptional service shines through and we see this as an extension of HMG’s customer service. After many meetings pulling together the perfect portfolio for the launch, we can’t wait get started on our partnership together.” ■ Discover more about HMG Paints via www.rdr.link/mah009

NATIONAL PAINTING & DECORATING SHOW 2022 PRE-REGISTRATION

The National Painting & Decorating Show returns to the CBS Arena (formerly the Ricoh) in Coventry on November 22nd and 23rd, and the organisers say it is “shaping up to be the most visited trade event for the painting and decorating professional in 2022”. Over 100 exhibitors are signed up to exhibit their latest products, proven best sellers, preparation tips and finishing techniques “that will be making the news in 2023 and beyond”. Over 3,000 professionals from the decorating sector are expected to travel to Coventry for “an action-packed two days buzzing with new product launches and practical demonstrations”. Pre-registration for free tickets is now open and all attendees will be entered into a draw to win a fabulous prize from Mirka — a sanding kit worth over £1,100 including a LEROS-S 950 CV wall sander with bag and 75 Abranet 225mm discs. ■ Full show details can be found via www.rdr.link/mah010

www.professionalbuildersmerchant.co.uk

PBM MAY 2022 31

032_PBM_MAY22_Layout 1 11/04/2022 17:08 Page 32

BRICKS, BLOCKS & HARD LANDSCAPING John Duffy, Senior Category Manager Aggregates & Blocks at Travis Perkins; Kerry Jackson, Head of Aggregates & Builder Merchants for Centurion Industrial Products; Lee Hudson, Managing Director of bagged aggregates supplier, GRS Building Products.

TP’s got a brand new bag In what is described as a first for the industry, Travis Perkins has launched a new bulk bag with a minimum 30% recycled content in response to the introduction of the Plastic Packaging Tax which came into effect on the 1st April 2022.

n common with many other items, bulk bags are now subject to the new Plastic Packaging Tax levy and are typically made of 100% virgin grade material. The tax means any business that manufactures or imports 10 tonnes or more of plastic packaging that contains less than 30% recycled plastic will be taxed at £200 a tonne. By making the changes to the bag, the merchant estimates that it will save in excess of 350 tonnes of virgin grade material from being used within a year. The move also follows the publication of the company’s decarbonisation roadmap to achieve the Group’s Science Based Targets initiative (SBTi) approved carbon targets by 2035. Travis Perkins has been working closely with one of its key suppliers, Centurion Industrial Packaging, since April 2021 to

32 PBM MAY 2022

develop a bulk bag that reduces the level of virgin grade materials. The bags are now said to have passed both international independent safety standard tests as well as TP’s own rigorous internal testing processes to ensure they’re robust enough for use in branches and on site. Production began in November 2021, and the bags were tested over 4,000 times in real-life situations and put under typical duress and strain that would occur when transported in branch and on site. The new and improved bulk bags will be sold under Travis Perkins’ own label and are now available via the merchant’s branch network of c.560 branches or for order on its website. John Duffy, TP’s Senior Category Manager for Aggregates and Blocks, said: “With the introduction of the Plastic Packaging Tax,

there’s a clear incentive for everyone to switch to recycled plastic. Allied with our ambition to become a net-zero carbon partner to the industry, there isn’t a better time to introduce this bulk bag to our customers. This move will not only prevent unnecessary waste but also reduce plastic pollution. By offering this solution we believe we can help the industry make changes that together will add up to a big difference for our environment.” As outlined in the company’s fleet decarbonisation roadmap, 2022 will also see Travis Perkins continuing to pilot initiatives such as sustainably-sourced HVO (Hydrotreated Vegetable Oil) wagons on its delivery fleet, the transitioning of Fork Lift Trucks to electric power, and provide alternative fuels to the company’s Plant Hire fleet.

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 05/04/2022 08:50 Page 1

PBM Page Grid_Layout 1 08/04/2022 09:35 Page 1

035_PBM_MAY22_Layout 1 11/04/2022 17:12 Page 35

BRICKS, BLOCKS & HARD LANDSCAPING

CEMEX has introduced what it describes as the UK’s first zero carbon concrete block. Lee Jones, Deputy Editor of PBM’s sister publication Professional Builder, finds out more.

At the ready W

e are now set firmly on an inexorable path towards a greener and more sustainable built environment, but many of the most important points on that journey have hitherto prioritised heat pumps and other emissions-reducing technologies. By comparison, relatively little has been said about the building fabric, but CEMEX believes it can make significant gains here too, and the result is ReadyBlock Zero. CEMEX Technical Manager, Martin Ashfield explains the principle behind the product: “There are essentially two parts to the story. Our first task was to reduce the embodied carbon of the block to the lowest level that can be achieved, and we did that by

developing a geopolymer concrete solution. That will, however, always leave a residual level of carbon, which can then be addressed through a process of offsetting.” Where a traditional block would use cement as a binder, which is a relatively energy and CO2 intensive material, CEMEX has utilised a by-product of the steel industry in its place — GGBS (Ground Granulated Blast-furnace Slag). Geopolymer products of this kind are not new, of course, and manufacturers have for some time been making use of the likes of Pulverised Fuel Ash — sourced from coal fired power stations — as well as less common materials such as RHA (Rice Husk Ash), which is an agricultural waste.

www.professionalbuildersmerchant.co.uk

In each instance — and crucially for the end user — a blend of GGBS and complementary alkali activators delivers a block which is just as hard and durable as its concrete counterpart. Indeed, in terms of strength, thermal performance, density, and any other parameter you can mention, there is no discernible difference. Where it stands apart is in its environmental credentials and, with the Government’s Future Homes Standard

PBM MAY 2022 35

035_PBM_MAY22_Layout 1 11/04/2022 17:13 Page 36

BRICKS, BLOCKS & HARD LANDSCAPING

demanding a 75-80% reduction in carbon emissions by 2025, that is now of fundamental importance. “The savings are significant,” continues Martin, “and we estimate a reduction from 1.3kg of CO2 generated per block, down to 0.3kg, or around 80%, with the remainder then addressed through carbon offsetting.” For manufacturers, combating climate change in their own processes is a war on many fronts and the product itself is only one theatre of operation. Using renewable

energy where possible, sourcing raw materials, such as aggregate, with lower embodied CO2, and many more factors besides, all play their part, and this is where CEMEX has gone a step further. Paul Fletcher, Head of Sustainability Europe reveals more: “We’ve been working with an award-winning company called Natural Capital Partners, who are experts in the carbon offsetting arena. Using a methodology known as the CarbonNeutral Protocol we’ve been able to verify our CO2

Packaging performance ■ CEMEX has also committed to “a robust programme” of reducing the plastic packaging of its Concrete Products. The manufacturer says its key building products plant at Northfleet in Kent has made significant inroads over the last 12 months as its Urbanisation Solutions business continues to improve the sustainability of its operations in line with the company’s global ‘Future In Action’ strategy, which is committed to Net Zero CO2 in concrete by 2050. Production equipment at Northfleet has been upgraded through a £100k CapEx investment to enable increased supply and ongoing maintenance. A new high-strength banding process means that plastic hoods are no longer required on dense and lightweight bricks and concrete blocks. As a result, the facility has eradicated 6.1 tonnes of plastic, or the equivalent of over 65,000 plastic water bottles, per year from its traditional plastic packaging process. In addition to plastic reduction, Northfleet is continuing to make environmental savings in timber by increasing the volume of void packs which reduces the volume of timber palleted products. Over 100 tonnes of timber — roughly the equivalent of 100 ten foot high oak trees — was saved in 2021 and it is expected this figure will increase further in 2022. The programme is further supported by CEMEX’s pallet recovery scheme, which works with merchants and distributors to recycle and reduce timber waste across the supply chain to make greater environmental efficiencies.

36 PBM MAY 2022

emissions our products — including ReadyBlock Zero — from cradle to customer. “It’s actually an incredibly detailed study that takes into account not just raw materials and production, but water and energy usage at every stage, transportation to the customer, and even the strapping that goes around the blocks for delivery. Once we have that data we can then work to reduce the CO2 output further.” The process doesn’t stop there, however, because Natural Capital Partners takes this CO2 initiative to another level by managing various tree planting and reforestation schemes on behalf of its clients, which ultimately delivers the coveted CarbonNeutral status. It also places environment issues at the forefront of the organisation’s thinking, which is why all UK CEMEX plants are now powered by renewable electricity for example, whilst globally the manufacturer is pioneering a move towards solar-driven cement plants. The problem is, of course, pressing not just in terms of a climate crisis but also for contractors who need to adapt to new regulations. By June 2022, new build homes in the UK must reduce CO2 by around 30%, for example, and CEMEX says a cement-free solution such as ReadyBlock Zero can make a telling contribution, without any compromise on quality. ■ ReadyBlock Zero is part of CEMEX’s VERTUA family of low carbon and sustainable Urbanisation Solutions. For further information, enter the shortcode www.rdr.link/mah011

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 07/04/2022 08:14 Page 1

ADGRIDS_PBM_ad grids_PBM_april_04 02/04/2022 15:51 Page 38

039_PBM_MAY22_Layout 1 11/04/2022 17:16 Page 23

BRICKS, BLOCKS & HARD LANDSCAPING

Off-site solutions Whilst trends towards buildings materials come and go, housebuilders’ love affair with brick continues. However, achieving complex brickwork design efficiently on-site at a time of skills shortages and fast build programmes can be a huge challenge for builders and contractors. Chris Hemmington-Green, Sales Director of Keystone Lintels makes the case for offsite manufactured brick slip systems, explaining how merchants can help their customers enhance the quality of brickwork detailing in a highly labour-efficient way.

urrently, brick is experiencing something of a resurgence and with this has come a wave of housebuilders returning to the material and the many qualities it has to offer. Architecturally, the intricate detailing that brickwork enables is like no other — brick detail in the form of brick soffits, deep reveals and flying beams continually make for stunning exteriors, enabling housebuilders to create truly unique façades. Prefabricated brick solutions can help the industry in a myriad of ways, including the skills shortage in the sector with the average age of a bricklayer at 59-years-old. To overcome this issue, prefabricated solutions have been tipped as a potential answer, as they negate the need for a high number of skilled craftspeople onsite and enable intricate brickwork detail to be carried out in a factory-controlled environment.

technical support, Keystone’s innovative Keyslip products include Brick Feature Lintels, Lightweight Brick Headers and Lightweight Brick Sills. Every Brick Slip Feature Lintel is manufactured bespoke to order, ensuring that each unit is customised according to the unique size, shape and aesthetic requirements of the project. This modern

Offsite quality In order to achieve the most challenging architectural designs, Keystone offers a technically advanced, offsite solution for an extensive range of brick slip installations including arches, panels, soffits and architectural features. Supported by an industry-leading design service and

www.professionalbuildersmerchant.co.uk

offsite construction means that genuine character details can be added without significant cost increases. For the specifier the possibilities are endless, as Brick Slip Feature Lintels can accommodate a large range of bond patterns in order to create everything from segmental and flat arches, to gothic and parabolic arches, as well as apex and bullseye arches. Manufactured offsite, the solutions negate the need for brick cutting or mechanical handling onsite — with the bricks collected from site to ensure that the product blends seamlessly with the traditionally laid brickwork. Brick slips are bedded in a highperformance BBA-approved adhesive and the finished feature lintel joins seamlessly with already constructed brickwork. Making an entrance Testimony to the aesthetics, offsite craftmanship and precision of Keystone Lintels’ pioneering brick slip system is the façade of a luxury apartment complex in Buckinghamshire (see images) which is in keeping with its exemplary architectural design. Located on one of Beaconsfield’s premier roads, Wellington Court is an exclusive development of one, two and three-bedroom

PBM MAY 2022 39

039_PBM_MAY22_Layout 1 11/04/2022 17:17 Page 24

BRICKS, BLOCKS & HARD LANDSCAPING

apartments. Developer Halamar’s architectural vision for this property required a gable-ended façade and main entrance featuring prominent and distinctive brickwork arches in the Arts and Craft style. To meet its requirements, Keystone’s technical team-designed Brick Slip Feature corbelled and full arch lintels which were manufactured in a factory-controlled environment, negating the need for complex brick cutting on-site. The one-piece lintel design solution required exacting dimensions to avoid any

conflict with the proposed stone sitting at the end of each arch bearing. Measurements of 3593mm for the upper coursing span and 3143mm for the lower coursing span were essential for the seamless installation of the prominent entrance. A consignment of light textured Parham Red bricks was collected from site by Keystone, which reduced brick wastage and improved material management. Double Cant bricks were precisely cut and bonded onto an extra heavy duty corbelled arch lintel using

the BBA-approved construction adhesive in a factory-controlled environment. Integral key prefabricated lintel components were all manufactured concurrently as opposed to sequentially, which offered greater predictability of operational expenditure during the build programme. Delays associated with bad weather onsite were also avoided, allowing for high quality and consistency to be achieved when replicating the four large full arch lintel designs. The impressive 4300mm span and 2150mm rise arches were delivered to site ready for final pointing, with all the arch lintels including lifting hooks for an easier and safer installation.

■ Keystone is one of the largest suppliers of steel lintels in the UK and Ireland. For more information, enter the shortcode www.rdr.link/mah012

PBM Page Grid_Layout 1 02/04/2022 15:57 Page 1

ADGRIDS_PBM_ad grids_PBM_april_04 11/04/2022 10:01 Page 42

043_PBM_MAY22_Layout 1 11/04/2022 17:30 Page 23

BRICKS, BLOCKS & HARD LANDSCAPING

The bigger picture The drive towards enhanced sustainability in the construction sector encompasses numerous factors, from products and processes to legislative compliance, supporting biodiversity in the built environment and, increasingly, customer demand. PBM considers some of the latest developments at Ibstock.

he new EcoHabitat range from Ibstock is a suite of products designed to help promote biodiversity in both new-build developments and RMI. The range, which spans the manufacturer’s Clay and Concrete offerings, has been designed to be as unobtrusive and easy-to-install as possible whilst helping to protect and support critical wildlife alongside maintaining the integrity and aesthetic appeal of our homes. The range is spearheaded by five key products — Bee Bricks, Hedgehog Gravel Boards, Bat Boxes, Swift Boxes and Sparrow and Starling boxes — which have been specifically chosen to meet a need in each area, where available habitats are in decline and species need our support to survive. For example, more than 240 species of bees in the UK are solitary and do not live in

colonies, making them vulnerable to the country’s notoriously changeable weather. The Bee Bricks provide a safe home for these pollinators, with holes in the face that replicate a bee’s natural habitat. Made in either clay or cast stone facings and sealed at the back face, the Bee Bricks keep the wall cavity sealed and are highly durable, lasting for the life of the wall. Bat and Swift Boxes, meanwhile, are available in a choice of concrete and clay styles plus a variety of colours to suit the build. The boxes recreate the natural nesting environment of the animals and fit with standard masonry for an unobtrusive and maintenance-free feature. Nesting boxes are also available for the UK’s dwindling sparrow and starling populations, encouraging biodiversity in urban areas. Highly durable and built directly into the façade, the boxes will last the life of the wall and keep the cavity sealed. Marketing Director Richard Brown said: “Biodiversity is an important part of our focus on sustainability. Tackling habitat loss and providing safe spaces for wildlife is vital and we are seeing increasing demand for products that address these issues. Our range of EcoHabitats provide durable, attractive and easy to install solutions suitable for a wide range of wildlife and come in an extensive

www.professionalbuildersmerchant.co.uk

array of styles and finishes to ensure they meet the needs of our customers, whatever type of project they are working on.” The manufacturer has also embarked on a special project to raise funds for Shelter to mark “the world’s first ever net zero brick factory” at its Atlas site in the West Midlands. Named ‘A Place in History’, the project gives businesses, customers, community groups and the general public the opportunity to personalise an engraved brick that will build the new factory’s kiln. All profits from the sale will go to the charity, supporting its work with people facing homelessness and poor housing. Ibstock hopes that the engraved bricks will create a mural in its new factory kiln to act as an important reminder about the importance of everyone having a safe, secure and affordable place to call home. CEO Joe Hudson said: “Our partnership with Shelter is really important to us across the Ibstock Group. I hope the project at Atlas serves to raise further awareness of homelessness and remind us all why we are building and how we go about our activities to serve a more meaningful purpose at the heart of building. Let’s engrave a mark that we are proud to remember.” Enter the shortcode www.rdr.link/mah013 for more details about the initiative.

PBM MAY 2022 43

043_PBM_MAY22_Layout 1 12/04/2022 10:07 Page 24

BRICKS, BLOCKS & HARD LANDSCAPING

Outlining the plc’s wider sustainability ambitions, the business has recently released its new ESG Strategy to 2030. With a number of the original targets set out in its five-year Sustainability Roadmap, published in 2019, achieved ahead of time, Ibstock’s evolved strategy is said to define “a new era of responsible business and manufacturing and serves as an important accelerator in speeding up the pace of positive change”.

Organised under three themes — Address Climate Change; Improve lives; and Manufacture Materials for life — the strategy has been structured in a way that its milestones and ambitions are communicated clearly and simply. Headline ambitions include: • 40% reduction in absolute carbon (Scope 1 & 2) by 2030; • Increase female senior leadership representation to 40% as part of a proactive approach to diversity and inclusion; • 20% of sales turnover revenue to come from new products and solutions that deliver customer value and improved sustainability. Ibstock says it new strategy is informed by a “materiality assessment” which has

taken into consideration the views and perspectives of its key stakeholders. In addition, the company is also launching a major customer survey of attitudes to sustainability amongst housebuilders, builders’ merchants and architects and specifiers with the results shaping “a longterm programme of communications aimed at informing and connecting with external stakeholders”. ■ For more information on Ibstock’s range of products and support services for merchants, enter the shortcode www.rdr.link/mah014

PBM Page Grid_Layout 1 07/04/2022 08:26 Page 1

046_PBM_MAY22_Layout 1 11/04/2022 17:35 Page 46

BRICKS, BLOCKS & HARD LANDSCAPING

VANDERSANDEN COATED BRICKS IMPERIAL BRICKS SCOTCH AND GISCOL COMMON BRICKS

The new Weathered Original Scotch Common and Original Giscol Common bricks from Imperial are described as sustainable alternatives to reclaimed bricks for RMI and new build, with both brick types originally used in industrial towns in Scotland and the North of England. Gary Dawber, the manufacturer’s Area Sales Manager for the North, said: “These bricks fill a gap in the market that’s existed for many years. Homeowners, builders and developers in the North of England have had limited options for refurbishing, extending or building new properties in keeping with the local architecture, as the historic factory ceased production a long time ago and suitable reclaims are scarce. “We can offer a ready and sustainable supply of Scotch and Giscol bricks — a real opportunity for merchants and developers.” ■ View Imperial’s branded range

of bricks via www.rdr.link/mah015

Over time, bricks can discolour and lose their lustre because of the impact of wet weather, air pollution or efflorescences. To combat this detrimental effect on a building’s visual aesthetic, Vandersanden has worked with Belgian University KU Leuven to develop a solution which treats bricks with a special sustainable coating after the firing process to provide “superior protection against gypsum efflorescence as well as secondary protection against the effects of pollution”. The manufacturer has now developed a “viable, large scale coating solution” and has invested 30 million euros to install coating facilities at three of its European manufacturing facilities. According to the company, its Coated Bricks are the only ones on the market to protect against white spots and residue, with a 25-year warranty against gypsum efflorescence. ■ For details, enter www.rdr.link/mah016

TOBERMORE ENVIRONMENTAL PRODUCT DECLARATIONS

Tobermore says it has “beaten the competition” to publish Environmental Product Declarations (EPDs) for its entire product range. An EPD is a document that lays out the environmental performance of a construction product over time and, following a rigorous Life Cycle Assessment, the manufacturer says it can now accurately demonstrate the environmental impact of over 400 paving, walling and kerb products. MD and Owner David Henderson said: “We recognise our duty to provide our commercial customers with environmental product data which has been third party verified. While this is a significant milestone for us, sustainability is all about continuous improvement which we pledge to implement throughout the entire organisation.” ■ Tobermore EPDs can be downloaded from the firm’s website, or via

www.rdr.link/mah017

AG CARBON EMISSIONS REDUCTION

AG says it has reinforced its position as a market leader in sustainable construction through its latest carbon emissions data which shows a reduction in scope 1 and 2 emissions by 10%, despite a 30% increase in production volumes as the company faced unprecedented demand for its products. This is the result of a series of sustainability initiatives, which includes a longstanding dedication to producing a significant amount of its product range using recycled aggregates alongside locally quarried materials. Other recent measures have included switching to bio-LPG from the industry-standard LPG, resulting in a carbon saving of 70%, whilst the business also introduced electric and hybrid cars into its fleet with a goal of having a full hybrid/electric fleet by 2025. ■ For more on the company’s product range and

sustainability initiatives, use www.rdr.link/mah018

46 PBM MAY 2022

FORTERRA ACCRINGTON FACTORY INVESTMENT

Forterra has announced a £12 million investment in the manufacture of clay brick slips at its Accrington factory in Lancashire, capitalising on the growing market demand for brick slips — a material which combines the aesthetically appealing finish of traditional brick with a number of sustainability benefits, including the reduction of raw material and energy usage relative to the manufacture of traditional bricks. Manufacture is expected to commence in late 2023, with a production capacity of up to 48 million brick slips per annum. ■ Enter www.rdr.link/mah019 for more details.

www.professionalbuildersmerchant.co.uk

047_PBM_MAY22_Layout 1 12/04/2022 10:36 Page 47

TOOLS, FIXINGS & ADHESIVES

Strategic expansion Bufab, a Swedish-based C-Parts Supply Chain Partner, has acquired TIMCO, one of the UK’s leading suppliers of essential construction products.

eadquartered in Nantwich, Cheshire, TIMCO recorded a turnover of £49.7 million in 2020 and is expected to report a turnover of approximately £60 million for 2021. The purchase price paid upon closing of the transaction amounts to £54million on a cash-free/debt-free basis whilst a performance-based additional payment may be made in 2023-2024 conditional on operating profit. Founded in 1972 by Tim Midwood as TI Midwood & Co, the company remained family-owned and is currently led by Tim’s son, Simon Midwood as Managing Director and Simon will continue to run the business with the existing senior team at TIMCO. Under Simon’s leadership, the business has expanded to become a one-stop-shop for over 4,500 independent merchants across the UK and Ireland, supplying essential products that trade professionals rely on every day, such as screws, fasteners and fixings, nails, adhesives and chemicals, powertool accessories, hand tools, building hardware and site protection, security and ironmongery and PPE. Johan Sandberg, Director Global Business Development and Group Director UK for Bufab, said: “I am honoured and very happy to announce this acquisition, which is the largest acquisition so far for Bufab. It is a significant

and attractive add-on to our existing businesses in the UK. TIMCO is a very strong brand within C-parts (screws, fasteners and fixings, nails etc) to the construction industry and will significantly improve Bufab’s customer offering in this market segment. “This strategic expansion in the UK market further underlines our commitment to grow and widen our offering in new market segments and we are confident that TIMCO will continue to grow and to keep its strong entrepreneurial DNA and excellent customer service also as a member of Bufab group.” Simon Midwood commented: “This deal will enable us to accelerate our growth and continue expanding the range of products and services we offer, while still maintaining our first-class customer service. We look forward to working with our new colleagues at Bufab in driving the company forward.” Speaking earlier in the year, Simon referenced how TIMCO had navigated “a very difficult two years” with the industry afflicted by product shortages, rising prices and transport delays in the wake of Covid. He explained that TIMCO has taken measures to protect against product shortages and

www.professionalbuildersmerchant.co.uk

typically keeps around five to seven months’ worth of stock which acts as a buffer against the worst product shortages and delays. Moreover, the company continued to invest in warehouse capacity and in its people during the pandemic with £1.1m invested in increasing warehouse space (to 120,000 sq ft) and seven new Regional Business Consultants introduced, bringing the total 20. He said: “We’re looking forward to continuing our upwards trajectory in 2022 when we’ll be launching new products, such as hand tools in Q1, and new workwear in Q3, with another 500 new product lines for 2022, and more partnerships. We have enough capacity and space to enable us to double in size, in what will be a landmark 50th year in business for us.” ■ For more information on TIMCO’s range of products and support services for merchants, enter the shortcode www.rdr.link/mah020

PBM MAY 2022 47

048_PBM_MAY22_Layout 1 12/04/2022 10:37 Page 48

TOOLS, FIXINGS & ADHESIVES

Soudal has unveiled the new T-Rex 80% Recycled Grab Adhesive. Said to be the first of its kind on the market, the formulation is based on recycled raw materials and is packaged inside a cartridge made from post-consumer recycled plastic and manufactured using renewable solar and wind energy. PBM reveals more.

Recycle path W

ith the sustainability debate continuing to gain momentum, Soudal reports that it is moving towards a more circular economy and is increasing the number of recycled materials used within its production processes whilst reducing the amount of virgin ones. Supplied in a cartridge made from 80% recycled plastic, the new T-Rex product is described as a high-performance solvent free grab adhesive which is made from 82% recycled raw materials, of which 35% is bio-based. The company states that the heavy-duty construction adhesive reduces impact on the

environment without any compromise on product performance or usability. Indeed, according to Soudal, the powerful initial grab properties of the adhesive will support loads of 250kg/m², making it well-suited for bonding heavy materials — as the firm’s marketing states, “it may be 80% recycled, but it’s definitely 100% strong”. Acknowledged by the Solar Impulse Foundation, the T-Rex Grab Adhesive has been awarded the independent body’s stamp of approval

“We not only focus on the performance of our products, but also the energy it takes to manufacture them. The new T-Rex Grab Adhesive is a big step in the right direction and a continuation of our efforts in the area sustainability — it’s all about offering a more sustainable choice, with no compromise for the end user.” 48 PBM MAY 2022

for efforts in reducing CO2 emissions, as well as limiting the use of virgin material. The accolade is given to products based on being both clean and profitable solutions for the market, and recognises Soudal for its “active contributions in preserving natural resources and helping to achieve climate objectives”. The new 80% Recycled T-Rex Green Grab Adhesive is reportedly “one of many

www.professionalbuildersmerchant.co.uk

048_PBM_MAY22_Layout 1 12/04/2022 10:37 Page 49

sustainable innovations” introduced by Soudal in recent years as part of its stated commitment to building a more sustainable future. It states: “Driven by the will to continuously improve and to provide better, more environmentally-friendly solutions for its customers, Soudal is leading the way in product innovation”. And in aiming to reduce the environmental impact of its activities, Soudal says it focuses on improving processes on three different levels — Energy, Materials & Packaging. From production plants powered by renewable energy, to sourcing more sustainable materials for manufacturing products and packaging, the company notes that it also “produces close to the market” with 24 production sites worldwide, helping

to minimise transportation and the distance goods need to travel. Marketing Manager Jonathan Tanser explains: “We not only focus on the performance of our products, but also the energy it takes to manufacture them. It’s important to look at the full picture. The new T-Rex Grab Adhesive is a big step in the right direction and a continuation of our efforts in the area sustainability — it’s all about offering a more sustainable choice, with no compromise for the end user.” And on that note, the new product is designed to gives end-users a more sustainable choice when looking for a construction grab adhesive, reducing the ‘barriers’ for making a more environmentally aware purchasing decision. Available in a 300ml packaging format, it provides a

sustainable alternative that can be applied using a standard cartridge gun. As with all Soudal products, the company asserts that the range will be fully supported with an array of point of sale material for stockists to display the product in-branch and maximise visibility of the brand in both primary and secondary locations. ■ For more information on the 80%

Recycled T-Rex Green Grab Adhesive from Soudal in addition to its marketing and support package for merchants, enter the shortcode www.rdr.link/mah021 ■ In addition, the new product is just one of the ways Soudal is helping to ‘Build the Future, Sustainably’. To discover more about the supplier’s sustainability initiatives, a short video is available via the company website — watch the film via www.rdr.link/mah022

ADGRIDS_PBM_ad grids_PBM_april_04 06/04/2022 09:04 Page 50

051_PBM_MAY22_Layout 1 11/04/2022 17:48 Page 51

TOOLS, FIXINGS & ADHESIVES

Diamond lights With so many different abrasives on the market, finding the most suitable one can be a minefield and contractors and DIYers alike are therefore looking to merchants and manufacturers to help them find the right diamond blade for each job. Here, Dom Waring, Specialist Markets Manager - Hire Machines and CP Engineering at Norton Clipper, SaintGobain Abrasives discusses how builders’ merchants can do just that.

ne of the most prominent factors that lead to loss of time, money and resources whilst on site is the incorrect use of tools. This issue could be as simple as contractors using the wrong diamond blade on a material, which can soon lead to hours of lost time and expenses when replacing multiple blades. As such, our absolute top advice for any merchants looking to point their customers in the right direction is simply “don’t be afraid to ask”. There can be endless variables that determine what type of product is ideally suited for specific applications, so if you’re ever unsure, there is always a Norton Clipper representative happy to talk these through. Also remember to check a manufacturer’s website, as there will often be pages of information on which blade is best for which job and webpages may even feature product guides or demo videos. Instead of guiding customers towards the cheapest all-rounder option or the

same product for every job, firstly ensure you ask them some questions: “what quantity do they need to cut?”, “what materials will they be cutting?” and “what

www.professionalbuildersmerchant.co.uk

power tools or machines will they use to cut it with?” The answers will help determine which size and type of products are needed.

PBM MAY 2022 51

051_PBM_MAY22_Layout 1 11/04/2022 17:48 Page 52

TOOLS, FIXINGS & ADHESIVES

Most contractors will be looking for the faster and longer-lasting performance found in diamond blades. Diamond blades offer a more comfortable and safer cut for the user thanks to reduced vibrations, which helps to decrease the effects of fatigue and the chances of getting white finger. But the main attraction to diamond blades is, of course, their unrivalled ability to work longer, faster, and achieve a better finish — helping contractors save both time and money on a job. What many tradespeople aren’t aware of however is the wide variety of diamond blades, which is where customers rely on the advice of the merchant. There are diamond blades available for almost every material and application, and using the right one can determine a job well done. Put simply, when using an incorrect diamond blade, the tools used must work harder to achieve the desired result, whilst the blade can prematurely wear and no longer cut effectively. It may even damage the material when cutting. Norton Clipper has worked to ensure its stockists can help advise their customers on the best product for the job, all at a simple glance. For example, the wide variety of products within Norton Clipper’s diamond blade range are tailored to specific materials and

52 PBM MAY 2022

applications to guarantee maximum performance and merchants need to be able to quickly and easily identify the correct blade for a customer’s project. Here, the Norton Clipper diamond blades and packaging are colour coded as follows, helping to determine which materials the blade is suitable for: ●

●

Red — Concrete/Beton range, suitable for use on concrete and reinforced concrete; Blue — Universal range, suitable for use on a wide range of building materials, including roof tiles, pipes, bricks, block paving and kerbs; Black — Asphalt and Green Concrete range, suitable for use on asphalt and abrasive materials including asphalt over concrete, green concrete, bitumen, cement joints, breeze blocks and Lignacite blocks; Grey — Multimaterial range, one blade to tackle all materials, these blades can tackle anything from reinforced concrete to general building materials and even asphalt; Green — Ceramic range, suitable for use on ceramic and porcelain tiles; Turquoise — Granite and Pro Marmo range, ideal for use on granite, marble and stone;

●

Orange — ZMD and RC range, designed to tackle refractory materials and refractory bricks easily.

The diamond blade range also offers a clear choice of product performance levels for every job requirement — Standard, Classic, Pro, and Extreme, helping stockists to recommend a product that suits the budget and level of performance and longevity that the customer requires. Norton Clipper is also offering merchants a range of point of sale materials to help boost customer relations and product awareness, which will help provide upselling opportunities and boost merchant sales throughout the year. Kits include bus stop hanger cards with magnetic mounts, flyers, dispensers, and signage. ■ To see which Norton Clipper blades are best for which application, and for more details on the brand’s support package for merchants, enter the shortcode www.rdr.link/mah023

www.professionalbuildersmerchant.co.uk

PBM Page Grid_Layout 1 02/04/2022 16:04 Page 1

PBM Page Grid_Layout 1 02/04/2022 16:08 Page 1

055_PBM_MAY22_Layout 1 11/04/2022 17:54 Page 55

TOOLS, FIXINGS & ADHESIVES FORGEFAST VIDEO SERIES

Performance woodscrew specialist ForgeFast has launched a series of informative and tipfilled videos designed to showcase its premium range of products. The videos give the trade a ‘deep dive’ into its range with each video detailing practical hints, tips and expert advice on how to use the products to their maximum potential. In the nine new videos, filmed in the workshop, viewers will get to see the company’s Self Drilling and Low Torque screws, its Decking screws, Anti-Split and Fast Start screws, Exterior Elite 2000 screws, Timber Fixing screws, Construction screws and Flooring screws. ■ To view the videos, use the

shortcode www.rdr.link/mah024

MAKITA UK XGT 40VMAX RANGE

Makita UK has announced more additions to its powerful XGT 40VMax range of machines to offer professional users even more high-power products to aid their efficiency and productivity on site. For example, the new LS003G has been designed for high precision and consistent smooth cutting, delivering a no-load speed of up to 3,600rpm and with a maximum mitre range of 60° to 60° (L-R) and bevel range of 48° to 48° (L-R). Amongst the other new products in the range are the VC001GL and VC003GL dust extractors which are said to deliver outputs equivalent to corded alternatives. With large tank capacities of 8-litres and 15-litres respectively, both machines can also house two XGT 40VMax batteries so that when the first runs out of charge, the second one automatically kicks in to keep the machine running for longer. ■ For more on the full range, enter www.rdr.link/mah025

SIKA EVERBUILD CHEMICAL ANCHOR ADHESIVES

Sika Everbuild is shining a spotlight on its styrene-free chemical anchor adhesives — Everbuild Anchorset Green and Sika AnchorFix-1. The styrene-free, low odour formulation of both adhesives is said to make them more pleasant to work with than other similar products on the market without compromising on quality in terms of application or durability, with each “providing the robust performance that the chemical anchoring process demands”. The specialist adhesives offer a strong two-part process which is described as a reliable way to anchor metal fixings whether that’s a satellite dish mounting, gate hinge or balcony rail, to a concrete substrate securely without risk of the concrete cracking under the strain. ■ Use www.rdr.link/mah026 for further info.

SNICKERS WORKWEAR KNEEGUARD PRO

The long-term effects of working on your knees can cause a lifetime of discomfort and restricted movement, however Snickers says its Kneegguard PRO system provides a suitable solution to such problems. The fully certified, trademarked PPE system combines the “highly effective” Kneepads with the Kneeguard PRO positioning system within the brand’s trousers to protect against kneeling injuries and everyday knocks at work. The company supplies a variety of Kneepads to fit different types of trousers for all manner of jobs on site. For example, the D30 Ergo kneepads are made of a material that moulds around the knee to provide enhanced impact protection.

KNIPEX TETHERED TOOLS

The pliers’ specialist has expanded its Tethered Tools range, which is now available for over 45 models of the company’s pliers, to bring additional safety and reassurance to users of tools working at height or in locations where falling tools could be a risk. In a “three-part fall protection system”, the tether attachment on the inside safeguards the ergonomics of the tool whilst the “core element” of the flexible tether permits a large operating radius and comfortable handling of the secured tool, stretching to a length of up to 1.5 metres when under strain. Finally, an adapter strap primarily guarantees that the tool can be switched safely, quickly and without problems from the tool bag to the tether. As with the tether, it can withstand strain up to a weight of 1.5 kg and is therefore also suitable for use with large tools. ■ Use www.rdr.link/mah027 to see a video of the tethered tools in action.

www.professionalbuildersmerchant.co.uk

■ www.rdr.link/mah028

PBM MAY 2022 55

056_PBM_MAY22_Layout 1 11/04/2022 17:55 Page 56

MARKETING SUPPORT

It pays to display Bethany Hall, Sales Manager for Onduline Building Products, discusses how merchants can drive growth and optimise revenue through well-executed Point of Sale displays.

s the world becomes more and more tech savvy, and tradespeople increasingly time poor, taking the time to scroll through a product brochure or technical data sheet is often no longer an option. Although it is easy to presume that customers can find out everything they need to know via the smartphones or tablets that have become so pivotal to today’s lifestyle, nothing catches the eye better than a striking, visual display — and seeing is believing. As such, when used effectively, POS remains a successful way for builders’ merchants to increase sales and drive growth. Showcasing products and information in a clear and concise way, these displays are highly effective promotional tools. In terms of choosing the most effective POS displays, the importance of a strong visual appeal cannot be underestimated. A well thought out, attractive design is essential in order to persuade and attract attention at a glance. This then needs to be followed up by clearly communicating all of the key product information — the materials, features, benefits and any tangible USPs. Generally, merchants have a small captive window to entice their customer, so it’s

56 PBM MAY 2022

important that the POS they choose to display conveys all the headlines and makes an impact. And as we’ve already highlighted, time is generally in short supply so being able to anticipate the customers’ questions and provide them with added value is really beneficial — such as the inclusion of a QR code that leads to easy-to-follow installation guides and how-to videos, or the provision of a screen showing installation videos. Furthermore, with such a wide range of roofing products available — for example, with differing roofing sheets for differing applications, and accessories such as membranes — it is important that key technical details about tensile strength, weight of the product and suitable applications etc. are there in plain sight to aid those decisions. However, knowledge is also king. Merchants are often the source that customers will turn to for trusted guidance, so being able to offer this expertise enables counter staff to build relationships with customers and it may also prove to have a positive impact on sales. But how do you choose what products to showcase? Space is a valuable commodity and every supplier is vying for a prime position within the store. It can therefore be a real challenge for merchants to juggle the demands of its partners versus demand for products. Obviously, the product you’re showcasing has to be in demand, otherwise, regardless of how strong the commercial proposition is, it does not make sense to take pride of place. With this in mind, merchants shouldn’t be

afraid of talking with suppliers and telling them what they need in order to increase sales and drive growth. A partnership approach can make all the difference and, working with merchants across the country, Onduline has listened to feedback about what is wanted and has recently launched its new EASYLINE POS displays. Purposely designed to provide an easy upsell opportunity for busy merchants, the freestanding, striking display enables merchants to showcase the full range of EASYLINE’s popular roofing sheets along with accessories and fixings. The display also includes a QR code that, when scanned, leads to a simple-to-follow installation video, providing everything a tradesperson may need in an all-encompassing stand.

■ To find out more about Onduline products and the EASYLINE POS displays, enter the shortcode www.rdr.link/mah029

056_PBM_MAY22_Layout 1 11/04/2022 17:55 Page 57

KEYSTONE LINTELS DRIVE FOR FIVE

IKO BEST OF BRITISH

IKO asserts that the issue of buying building products from a UK-based manufacturer, rather than importing from abroad, has been thrown into sharp focus due to the global construction materials shortage. And with its products manufactured in four production plants across Britain, IKO has launched a ‘Best of British’ campaign to highlight “the cost, supply and sustainable beneﬁts” of engaging with a UK building products manufacturer that can offer “product supply certainty, reduced lead times and good stock availability”. A dedicated landing page showcasing these advantages in greater detail can be seen on the company’s website via www.rdr.link/mah030

As showcased recently at the NMBS Exhibition in Coventry, Keystone Lintels says its Drive for Five merchant initiative will give sellers “the opportunity to win new orders and boost turnover”. The scheme will see the supplier’s dynamic sales teams follow up on leads provided by their merchant customers and once ready to convert to an order, the details will be passed back to the merchant, resulting in a direct sale for that branch.

MAKITA ONLINE OFFER

Until the end of September, the power tools manufacturer is offering end users the chance to get their hands on free equipment such as a Bluetooth Job Site Radio or 40VMax Worklight with the purchase and registration of selected XGT 40VMax machines. Makita says its XGT 40VMax range has been designed to offer tradespeople the “high output, durability and fast charge times” needed for regular professional use. This redemption deal is available to those who purchase from a wide selection of XGT 40VMax machines including demolition hammers, rotary hammers, combi drills, circular saws, mitre saws and angle grinders.

STELRAD PRODUCT VIDEOS

The radiator specialist says that installers are reacting warmly to the addition of a number of new short videos covering the Stelrad radiator range on its YouTube Channel. The latest additions feature four of its new towel rail products and the latest release of a new range of Cast Iron radiators. The new products featured include the Lecco, the Como, the Concord Side Concept and the Concord Side Chrome.

NAVIEN NAVI-VAN

Navien has unveiled the ‘Navi-Van’ — a brand new display and mobile training vehicle, which allows the company to take its products out on the road directly to installers and merchants alike. The van is liveried with Navien’s latest branding and imagery, as well as equipped with a wide range of heating and hot water technologies. The vehicle not only contains fully-working models of Navien’s NCB condensing gas boilers and LCB700 Blue Flame oil boilers, but also an NPE Premium Condensing water heater. This allows installers and merchants to experience the company’s product portfolio ﬁrst-hand, for both training and educational purposes whilst the vehicle can also be used for entertaining customers, as its side panels fold out to form an extended function and reception area.

RWC JOHN GUEST WEBSITE The push-fit plumbing and heating specialist has launched the first of a collection of new EMEA websites to unite its family of brands with a consistent and bold visual identity. Reflecting the group’s corporate branding, and said to significantly enhance the user experience, the first website to be unveiled is home to RWC’s JG Speedfit, JG Underfloor and John Guest brands. The redesign is said to offer much clearer navigation, making it easier to find products and get quick access to detailed technical information while the website has been designed to be “particularly user-friendly to view on a mobile device”.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mah031

www.professionalbuildersmerchant.co.uk

PBM MAY 2022 57

058_PBM_MAY22_Layout 1 12/04/2022 10:44 Page 72

ADVERTISEMENT INDEX Aanco (UK) Ltd t/a Made For Trade ........................................page 17 www.rdr.link/mah100

Long Rake Spar Co. Ltd ..........................................................page 7 www.rdr.link/mah118

Allur ......................................................................................page 21 www.rdr.link/mah101

Marshalls PLC ......................................................................page 45 www.rdr.link/mah119

Blue Rock Systems Ltd ........................................................page 14 www.rdr.link/mah102

MEDITE SMARTPLY ................................................................page 9 www.rdr.link/mah120

Bond It ................................................................................page 38 www.rdr.link/mah103

Mirka UK Ltd ........................................................................page 29 www.rdr.link/mah121

Bond It ................................................................................page 53 www.rdr.link/mah104

Professional Builder Live ........................................outside back cover www.rdr.link/mah122

BSW Timber Ltd ....................................................................page 8 www.rdr.link/mah105

professionalbuildersmerchant.co.uk ......................................page 42 www.rdr.link/mah123

Buckbootz ............................................................................page 50 www.rdr.link/mah106

Saint-Gobain Abrasives ........................................................page 49 www.rdr.link/mah124

Builders Merchants Federation ..............................................page 14 www.rdr.link/mah107

Setcrete ..............................................................................page 22 www.rdr.link/mah125

Builders Merchants Federation ..............................................page 21 www.rdr.link/mah108

Simpson Strong-Tie ..............................................................page 40 www.rdr.link/mah126

Centurion Europe Ltd ............................................................page 24 www.rdr.link/mah109

Soudal (UK) Ltd ....................................................................page 54 www.rdr.link/mah127

DEKS Industries Europe Ltd ..................................................page 34 www.rdr.link/mah110

Spanish Slate Quarries UK Ltd ..............................................page 42 www.rdr.link/mah128

Everbuild Building Products Ltd ..............................................page 4 www.rdr.link/mah111

Stuart Turner Ltd ..................................................................page 26 www.rdr.link/mah129

Filstorage ..............................................................................page 42 www.rdr.link/mah112

TEP Products Ltd ..................................................................page 44 www.rdr.link/mah130

Grant Engineering (UK) Ltd ....................................................page 13 www.rdr.link/mah113

The Millboard Company Ltd ..................................................page 41 www.rdr.link/mah131

Hexstone Ltd ........................................................................page 50 www.rdr.link/mah114

TN International ....................................................................page 33 www.rdr.link/mah132

Impact Handling ........................................................inside front cover www.rdr.link/mah115

Wavin OsmaDrain ................................................................page 37 www.rdr.link/mah133

Jouplast UK ..........................................................................page 38 www.rdr.link/mah116

West Fraser ..........................................................................page 25 www.rdr.link/mah134

Lifestiles Ltd ..........................................................................page 26 www.rdr.link/mah117

FOR YOUR FREE SUBSCRIPTION TO PROFESSIONAL BUILDERS MERCHANT PROFESSIONAL

PROFESSIONAL

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

FEBRUARY 2022

Merchant Sector Sales & Confidence

MERCHANT

WORKWEAR & EQUIPMENT

TOP 20 MERCHANT COUNTDOWN

THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

Holding the right stock profile

MARCH 2022

THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

APRIL 2022

MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MAY 2022

Merchant sector sales & confidence

Taking the temperature of the sector

Merchant sector sales & confidence

Merchant sector sales & confidence BRICKS, BLOCKS & HARD LANDSCAPING

GARDENS & LANDSCAPING Composite decking, fence posts and ancillary sales

Merchant and supplier collaboration

REPAIR, MAINTENANCE & IMPROVEMENT Enhancement and upselling

TOOLS, FIXINGS & ADHESIVES Levelling up agenda

Plus: News, industry comment, merchant profiles, branch manager support, training, marketing and more.

Fantasy Football See page 51

www.professionalbuildersmerchant.co.uk

INFORMATION TECHNOLOGY Business software integration

DOORS, WINDOWS & SECURITY Managing supply chains

Fantasy Football

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

www.professionalbuildersmerchant.co.uk

PLUMBING & HEATING Time-saving solutions for customers

DRAINAGE & WATER MANAGEMENT A focus on sustainability

Plus: News, marketing support, industry comment, training, acquisitions, appointments and more.

Fantasy Football See page 67

www.professionalbuildersmerchant.co.uk

BRICKS, BLOCKS & HARD LANDSCAPING Driving towards sustainability

TOOLS, FIXINGS & ADHESIVES Product selection and point of sale support

PAINTS & WOODCARE Capitalising on the latest trends

Fantasy Football See page 59

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

www.professionalbuildersmerchant.co.uk

Please contact Kirstie Day on 01923 237799 58 PBM MAY 2022

059_PBM_MAY22_Layout 1 11/04/2022 18:02 Page IBC67

With Paul Davies

GOING TO THE WIRE As seems to have been the case for many years now, the Premier League effectively breaks into three separate divisions at this time of year — the fight for the title, the race for the Champions League and the battle to avoid the drop. And at the time of writing, the combatants of each minileague are separated by a point or less… Billed as something of a title decider (though surely nothing will ever beat the genuine, winner takes all contest between Arsenal and Liverpool in 1989…), the 2-2 draw between Man City and Liverpool was just an incredible watch, and showed that the race will surely go right down to the wire. Could there be another Agueroooo moment on the cards? Who knows, but Liverpool ‘just’ edge it for me. Chelsea probably have enough points on the board to guarantee Champions League football next season (though who knows what situation the club may find itself in, given the sanctions placed upon its owner…). However, the four teams below them are all in a tightly contested sprint for fourth. Arsenal have grown as the season has progressed, but is there enough experience to slug it out ‘til the end? Manchester United still look like less than the sum of their parts, whilst West Ham could ultimately be undone by the endeavours of an extended Europa League campaign. Much as it pains me to say it, I think

Spurs might sneak it on the line! They’ve been typically inconsistent but the team probably has more goals in it than their rivals, with Kane back in form and Son continuing to be one of the EPL’s most underrated players (everyone says he’s good, but I think he is outstanding…), whilst they don’t ship too many at the other end either. And in Conte, they have a manager that has seen it all. At the bottom, Norwich and possibly Watford will likely be relegated by the time this lands on your desks, but, as the great Barry Davies might say, the final drop spot is interesting, very interesting! Leeds and Newcastle have probably given

themselves enough breathing room, which means we’re looking at a choice between perennial great escapers Burnley and the almost unsinkable Everton. Contrary to the popular myth, Everton have dropped out of the top flight before, last suffering relegation in 1950-51 and they’ve come close on a couple more occasions — perhaps most notably in 1994 when they needed to come from behind to beat a distracted Wimbledon on the final day. This time around? The Toffees have a tough run-in and look far more disjointed than Burnley in my opinion, but I still just can’t see them falling through the trapdoor.

FOR THE RUN IN Whilst we’re now well into the final furlong, a plethora of Double Game Weeks and possibly some lingering chips could still see ground gained in many an FPL minileague. Juggling fixtures when some will be ‘on the beach’ and others perhaps focusing on European competition adds

extra complexity to those final transfer decisions, but finding a few difference makers could be vital. Diogo Jota’s ownership has dropped a little, and I think he could score very well in the run in. Equally, Dejan Kulusevski has hit the ground running for Spurs and is

significantly cheaper than Kane and Son. A fit again Reece James can return some explosive scores, whilst Marc Guehi at Palace has points potential at both ends of the pitch for the impressive Eagles and frees up some budget to max out on the big hitters…

New Style PB Live - PBM_Layout 1 23/03/2022 10:30 Page 1

THE TRADESHOW FOR PROFESSIONAL BUILDERS

Professional

LIVE!

See all the latest trade products and talk directly to manufacturers FORTHCOMING SHOWS: YEC, HARROGATE 28TH/29TH APRIL 2022 ICC, WALES 17TH/18TH MAY 2022 CBS ARENA, COVENTRY 14TH/15TH SEPTEMBER 2022 Register for free at www.probuilderlive.co.uk