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PROFESSIONAL
BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS
NOVEMBER 2020
MERCHANT SECTOR SALES & CONFIDENCE
INFORMATION TECHNOLOGY Change and transformation
ROOFING, FLOORING & INSULATION Gearing up for the Green Homes Grant
TOOLS, FIXINGS & ADHESIVES New product innovations
Plus: News, BMF Members’ Annual Conference, acquisitions, industry comment and more.
Fantasy Football All to play for! See page 51
www.professionalbuildersmerchant.co.uk
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CONTENTS TOOLS, FIXINGS & ADHESIVES 20
LIGHTEN THE LOAD Sustainable sealant application.
23
FAMILY MATTERS Fein streamlines its MultiMaster range of oscillating multi-tools.
24
PRODUCTS & SERVICES
November 2020, Volume 30 No. 10
14
ROOFING, FLOORING & INSULATION 27
2020 VISION SIG outlines its renewed commitment to the merchant sector.
30
GRANT MAINTAINED Discussing the new Green Homes Grant scheme.
32
GO GREEN How merchants can capitalise on the growing market for green roofs.
34
OUTSIDE EDGE Support packages for floor preparation products.
36
PRODUCTS & SERVICES
SPECIAL REPORTS 8
CONFERENCE CALL Reporting on the recent, virtually-held BMF Members’ Annual Conference.
INFORMATION TECHNOLOGY 38
REMOTE LEARNING The ways in which remote services have kept merchants trading during the pandemic.
40
SYSTEM REBOOT Underlining the importance of effective ERP systems.
42
IT ROUND-UP
REGULARS 5
VIEWPOINT
6
NEWS
12
PEOPLE NEWS
18
MARKET MONITOR
19
NBG BUYING BETTER
44
PB & PHPI AD CAMPAIGNS
46
MARKETING SUPPORT
49
PRODUCTS & SERVICES
50
ADVERTISEMENT INDEX
51
FANTASY FOOTBALL
www.professionalbuildersmerchant.co.uk
10 10 THE PULSE Tracking confidence, concerns and prospects in the merchant sector. 14 DAYLIGHT SAVINGS High specification roof windows and accessories. 16 LOCK, STOCK AND BARROWS? Secure collection lockers and contactless service. 48 PRODUCT FOCUS A closer look at the ERA Protect smart home security system.
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VIEWPOINT
Green shoots
S
peaking at the Conservative Party’s ‘virtual’ conference in early October, the Prime Minister delivered a resolutely upbeat speech that, whilst perhaps lacking in detail and paying only lip service to addressing the ongoing Covid challenge of today, offered a longer term vision of a greener, greater Britain. Continuing with the Government’s ongoing theme to (literally) ‘Build Back Better’ in the aftermath of the coronavirus crisis, the PM reiterated the pledge to “fix our broken housing market” and to “transform the sclerotic planning system” whilst reasserting plans to “make it faster and easier to build beautiful new homes without destroying the green belt or desecrating the countryside.” Coupled with the ‘Planning for the Future’ White Paper launched by Housing Secretary Robert Jenrick back in August, the Government messaging is certainly consistent on this issue, and should offer great encouragement for the building industry as it navigates its way through the day-to-day constraints of a nation still gripped by the pandemic with its rolling series of local lockdowns and prolonged economic uncertainty. A commitment to driving up design standards for new homes, including an adherence to minimum space standards for residential conversions under Permitted Development Rights, can also be seen as a boost to the supply chain. For example, the Federation of Master Builders’ Chief Executive Brian Berry commented recently: “Everyone deserves the right to a decent home and I’m grateful that the Housing Secretary has listened to the calls from a range of organisations, including the FMB, PROFESSIONAL
BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS
NOVEMBER 2020
MERCHANT SECTOR SALES & CONFIDENCE
INFORMATION TECHNOLOGY Change and transformation
ROOFING, FLOORING & INSULATION Gearing up for the Green Homes Grant
TOOLS, FIXINGS & ADHESIVES New product innovations
Plus: News, BMF Members’ Annual Conference, acquisitions, industry comment and more.
Fantasy Football All to play for! See page 51
www.professionalbuildersmerchant.co.uk
“The time-limited Green Homes Grant scheme must be more than just another false start.” and that a loophole for unscrupulous builders has now been closed. “Permitted Development Rights should offer local builders the opportunity to help homeowners upgrade their homes and create more space, as well as to bring life back into our dying high streets. But quality must not be compromised. Ensuring that these opportunities are open to small, local builders will mean more jobs retained and created in our communities.” Of course, new build is only one part of the sustainability equation and, in recent weeks, the Government has also launched the Green Homes Grant scheme to subsidise a raft of energy-efficient home improvement measures. We explore the scheme in greater depth elsewhere in the issue, but the key point for the sector is that it appears to work in harness with the existing supply chain, affording opportunities to merchants and their trade customers that were catastrophically ignored by previous, doomed
initiatives such as the Green Deal. Yet this time-limited scheme must be more than just another false start, with a comprehensive long-term strategy required to facilitate the successful retrofit of the nation’s 28 million homes, especially when considering the Government’s 2050 zero carbon target and the projection that 85% of our existing homes will still be standing in thirty years. Returning to the Prime Minister’s speech, the rhetoric is certainly uplifting and measures such as the Green Homes Grant are indeed beginning to be rolled out. Yet whilst a conference speech is intended to serve as an upbeat rallying cry rather than a deep dive into policy detail, it has to be set against the fact that we have a long winter ahead with the shadow of Covid still looming over us. For the country to truly ‘Build Back Better’, the immediate problems still have to be addressed.
■ As guidelines shift and business support packages
evolve, we would urge readers to check in with PBM’s website and social media streams for the latest news and updates. Please also make use of our digital ‘Readerlink’ enquiry service — www.rdr.link — to instantly access additional information on the topics, articles and new products featured in the magazine.
Editor Paul Davies Assistant Editor Abbie Smith Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102 Advertisement Manager Sam Shannon-Tinsley stinsley@hamerville.co.uk Tel: 07554 013302 Midlands & Northern Advertisement Manager Ian Duff
www.professionalbuildersmerchant.co.uk
Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith Publisher Bryan Shannon
rdr.link
Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid
Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF. Tel: (01923) 237799 Fax: (01923) 246901 Email: pbm@hamerville.co.uk Copyright © 2020
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PBM NOVEMBER 2020 5
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NEWS UPDATE Keyline launches Plastics Specialist Having seen a “significant increase in the demand for plastic civils and drainage products”, Keyline has opened its first dedicated Keyline Plastics Specialist branch to “provide an even more extensive range of stock and a higher standard of support and expertise for plastic procurement”. The inaugural branch is in Gravesend with additional outlets set to be opened across the UK over the coming months. Keyline MD Paul Beaman said: “With this strategy in place, Keyline’s holding of plastic civil and drainage products is set to increase by over £5m, allowing us to be able to fulfil customers’ orders on time and in full through our plastic specialist branches.”
Quinn becomes Mannok
Quinn Industrial Holdings, with its familiar brands Quinn Building Products and Quinn Packaging, is being rebranded as “Mannok” in a move that is said to mark the “culmination of a five-year transformation and investment programme” which has seen an increase in sales of over 30% during the period. The name derives from Fear Manach, the origin of ‘Fermanagh’, reflecting the company’s pride in its roots in the Fermanagh and Cavan region, and its “commitment to the people and communities which are the lifeblood of the organisation’s success”.
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NMBS ANNOUNCES VIRTUAL EXHIBITION AND BOOST TO ONEPLACE B2B PLATFORM
Online initiatives NMBS is to host its first ever virtual Exhibition for the power tools, tools, fixings and workwear sector, with the event taking place on 3 November, 2020 to give independent merchant members the chance to interact with suppliers, purchase stock, and find out about the very latest products. With the annual NMBS Exhibition in Coventry put on hold and Coronavirus restrictions likely to remain in place for some time, NMBS was keen to find new ways to bring its suppliers and members together. Members will be able to access the same rebate offers, discounts and on-the-day promotional prices they would usually enjoy at the annual Exhibition. Furthermore, orders place during the entire month of November are also eligible for exclusive discounts if they attend the event and schedule a virtual appointment with a manufacturer. During the day suppliers will have the option to run live product demos, and provide customers with the ability to download brochures and product details of their new ranges. Members will be able to browse virtual stands, view products and ask questions via a dedicated chat function. There will also be the option to schedule one-to-one meetings with suppliers. It has also been announced that WernerCo
is the latest supplier to join the NMBS OnePlace B2B platform, which gives NMBS members the ability to order product online quickly and easily. WernerCo is also making dropshipping available to members as part of its offering on the platform, meaning that the merchant does not keep the goods in stock but instead orders product from a manufacturer to be shipped directly to the customer. Dean Hayward, NMBS Sales and Marketing Manager, said: “We see dropshipping as a huge benefit that NMBS, together with our valued suppliers, can offer our members going forward. Being able to place orders online through OnePlace without having to find space for new stock means merchants can start selling a lot more product than before, offering entirely new ranges and becoming a one-stopshop for everything their customers need.”
Grant & Stone acquisition Grant & Stone has announced the acquisition of 3Counties Timber & Building Supplies in a move said to mark a “key step in its strategy to expand through a combination of acquisitions, new site development and organic growth” and its latest expansion following investment from Cairngorm Capital Partners. Established in 2007, 3Counties services customers across Hertfordshire, Bedfordshire and Buckinghamshire from its branches in Aylesbury and Hemel Hempstead. The transaction is described as being ‘highly complementary’ in terms of the two firm’s “vision and values”, whilst also extending
Grant & Stone’s geographic network beyond the Thames Valley “to the benefit of both companies’ customers”.
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EMAIL: PBM@HAMERVILLE.CO.UK
BMF PROMOTES END-TO-END QUALITY FOR GREEN HOMES GRANT SCHEME
Green Homes Grant The Builders Merchants Federation has called on members to actively support the recentlylaunched Green Homes Grant, and work with their trade customers to ensure “end-to-end quality” in the scheme’s supply chain. Under the grant scheme the Government has made £2bn available to improve the energy efficiency of existing homes, helping homeowners to save up to £600 a year on their energy bills. A further £1bn has been earmarked to upgrade public buildings. The scheme has the potential to improve the energy efficiency of over 600,000 homes and to support 100,000 jobs. Tradespeople need to be TrustMark registered to carry out home improvements under the scheme. The BMF, which is working in partnership with TrustMark on the project, has called on merchant members to encourage their trade customers to get involved. A dedicated page on the TrustMark website will also list those BMF members who are actively supporting the scheme through the manufacture or supply of suitable products. John Newcomb, BMF CEO said: “The Green Homes Grant is a fantastic opportunity for merchants to work alongside their installer customers to help homeowners upgrade their homes, with the government paying for much of the work.
“The initial scheme is running for a limited time and more accredited tradespeople are needed to carry out the work. The BMF printed 50,000 leaflets for our merchant members to pass on to customers in advance of the launch, explaining the scheme and encouraging them to get involved. By working together we can make the Green Homes Grant a success.” The BMF has also recently published its first Industry Forecast Report to take account of the Covid-19 pandemic. Whilst initial forecasts for the second half of the year expected average growth to decline by -20%, the final forecast is more optimistic and shows year on year growth declining by -11.5%. Looking further ahead to 2021, the forecast includes two trading scenarios relating to Brexit, the first moving on from the transition period with a deal, the second without a deal. It also includes a valuation of the merchant share of the UK Building Materials Market in 2019 and a valuation of the UK Plumbing and Heating Market 2019, together with industry comment and insights including the rush to digital trading in the wake of Covid-19. For more information, enter the shortcode www.rdr.link/mv001
Minimum space standards The Federation of Master Builders has described the Government’s announcement that new homes delivered through Permitted Development Rights will need to meet minimum space standards as a welcome boost to creating quality new homes. Brian Berry, FMB Chief Executive, said: “I’m grateful that the Housing Secretary has listened to the calls from a range of
organisations, including the FMB, and that a loophole for unscrupulous builders has now been closed. No one should be expected to live in a ‘rabbit hutch’ home. He added: “Permitted Development Rights should offer local builders the opportunity to help homeowners upgrade their homes and create more space, as well as to bring life back into our dying high
a @PBMmagazine
Digital digest Featured stories on the PBM website over the last month have included Huws Gray’s acquisition of Milford Building Supplies and a new ‘conversation campaign’ from Selco to tackle mental health awareness. There’s further discussion on the Green Homes Grant scheme as well as details on the IBC’s new online Business Information Zone. In addition, self-styled “online builders’ merchant” CMOStores.com has presented impressive half-year results and an increase in profit of 126%, fuelled by both an investment in customer-focused AI and the dramatic shift towards digital spending this year. Use the shortcode www.rdr.link/mv002 to catch-up with recent merchant sector news and also the latest Covid-19 information from the PBM website.
streets. But quality must not be compromised. Ensuring that these opportunities are open to small, local builders will mean more jobs retained and created in our communities.”
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NEWS STORY: BMF MEMBERS’ ANNUAL CONFERENCE
Conference call With a theme of ‘Sustaining Excellence’, the BMF’s recent Members’ Annual Conference addressed the issue of sustainable buildings — and sustainable businesses — in a changing landscape. PBM reports.
P
intends to deliver for its stakeholders via ossibly the most surreal aspect of the enhanced engagement — the true benchmark BMF’s ‘virtual’ Members’ Annual for any membership organisation. Conference was actually how normal Having identified the different ‘strands’ of it all seemed. Usually a bustling, two-day BMF members, the idea is to specifically event with plenty of informal networking target those who are currently ‘low sessions to punctuate the series of speeches engagement groups’ in a number of ways to and seminars, circumstances clearly precluded this tried-and-tested formula — yet develop a better solution for their needs, and as the ‘new normal’ extended into its Lord Deben Megan Adlen seventh month, we have all adjusted to seeing our industry friends via Zoom. The well-attended webinar certainly had the hallmarks of fondly-remembered past events, with plentiful discussion in the ‘chat room’ about the how the sector is battling to meet its current challenges — Covid and beyond — in addition to a parade of informative speakers who addressed pressing issues such as sustainability, training and greater
industry collaboration. Indeed, BMF Finance Director, MKM’s Mark Smith said that the level of engagement with members over the last six months has been “extraordinary” and the theme was continued in BMF CEO John Newcomb’s presentation. Total membership is now up to 751 merchants and suppliers (up from 701 a year ago, and from 324 in 2012) whilst the 397 merchant firms now in membership is said to represent 85% of the sector. Discussing the progress of the BMF’s ‘Building Excellence’ strategy, first revealed at last year’s event at St. George’s Park National Football Centre, John discussed the ‘Project Excellence’ initiative and how the BMF
8 PBM NOVEMBER 2020
for the benefit of the wider membership body. John moved on to discuss the work currently being undertaken as part of the Construction Leadership Council and its post-Covid Roadmap to Recovery plan. The BMF is represented on a number of its Industry Working Groups whilst John also outlined the importance of the merchant sector supporting the recently-launched Talent Retention Scheme. Following presentations from event sponsors Nathan Garnett, Director of UK Construction Week, and Peter Hallitt, Trading Director of Marshalls, the theme of ‘Sustainability’ was addressed by Keynote Speaker Lord Deben, Chairman of the UK
Committee on Climate Change. The Conservative Life Peer cited his experiences in politics (as plain old John Selwyn Gummer) and business to give an illuminating view on the roles and responsibility of both Government and industry to meet the country’s statutory requirements on climate change. Offering further perspective from within the industry itself, Megan Adlen, Travis Perkins’ Group Head of Sustainability, drew on her 20+ years of experience in sector (one year at TP, following on from service at Ferguson and Wolseley). Sustainability, she noted, is about economic, social and environmental resilience and the increasing drive towards sustainable solutions is presenting a number of business opportunities for the merchant sector.
The BMF used the Members’ Annual Conference to officially launch the 2021 BMF-hosted All Industry Conference, scheduled to take place from June 17-20 next year at the Yorkshire Event Centre near Harrogate. For further details, visit www.rdr.link/mv003 ■ For the full PBM report on the BMF Members’ Annual Conference, enter the shortcode www.rdr.link/mv004 ■ You can catch up on the discussion directly by viewing the event video on YouTube via www.rdr.link/mv005
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Merchants’ expectations moderate W
hile the market is still buoyant, with a V-shaped recovery, merchants are cautious about the next three to six months. The ongoing threat from the pandemic and its impact on the economy and employment is weighing on merchants’ minds. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1-8 September.
Impact of COVID-19 All branches we interviewed in September were open, and nearly two thirds are open fully. While new restrictions announced by the Government during September do not have a direct impact on branch opening times, more announcements and restrictions are expected to control the virus as we head into the winter months — and these may have a wider impact on businesses by the time this survey is published. Material supply continued to improve in September, with over 90% of merchants reporting that all or most of their suppliers are now able to supply them — see Chart 1. However, longer lead times and stock shortages remain an issue.
The latest survey responses suggest that merchants’ expectations and confidence eased in September.
Sales expectations A net +29% of merchants expected sales to increase in September compared to August — see Chart 2. Sales expectations were broadly similar for merchants of all sizes and region. While Independents overall expected no change month-on-month, Regional merchants and Nationals forecasted growth (+26% and +46% respectively). Merchants’ year-on-year sales expectations indicate a continuing V-shaped recovery, with a net +16% forecasting an increase in September compared to the same period last year (also Chart 2). Regionally, the picture was mixed. A net +36% of merchants in the Midlands and North expected to grow against just +3% of merchants in the South. A net -6% of merchants in Scotland expected sales to decline.
Quarter-on-quarter, sales expectations eased in September with only a net +10% of merchants predicting an improvement over the period. The outlook is similar for branches of all sizes. Merchants in the South (net +42%) and Nationals (+33%) are most positive. The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, a negative indicates decline. Net zero implies no change.
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TRENDS MONITOR Of those expecting better sales in September to November, over half expect an increase of up to 10%. Just over one in five merchants expect growth of 10-20%. Some expect even stronger growth — see Chart 3.
Compared to last year, confidence in the market has plateaued — see Chart 5. Recession and potential redundancies across the sector due to the pandemic were merchants’ main concerns. Confidence in their business Confidence in a merchants’ own business, however, continues to be strong with a net +48% more confident in September compared to August. Year-on-year, merchants’ confidence in their own business continues to strengthen too, with a net +3% more confident over the period (also Chart 5).
Looking six months ahead, while the outlook is positive — shown in Chart 4 — expectations are mixed. More small and large branches (net +32% and +28% respectively) forecast better sales over the period than mid-sized companies (+10%). Regionally, merchants in the South are most confident (net +53%) compared to the North (+9%) and Scotland (+6%). A net -4% of merchants in the Midlands expect sales to drop.
■ About the Pulse
The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is the 17th in the series, with interviews conducted by MRA Research between 1-8 September 2020. 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. Confidence in the market Confidence in the market softened for the third consecutive month with a net +21% of merchants more confident in September compared to August.
■ The full report can be downloaded for free from www.mra-research.co.uk/the-pulse, or call Lucia Di Stazio at MRA Research on 01453 521621.
www.professionalbuildersmerchant.co.uk
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PEOPLE NEWS
Marley Alutec has appointed Jordan Iles as its new Area Sales Manager for the North Wales and Central England region. Having been with the company for the last 12 years, most recently as a Senior Technical Estimator, Jordan’s new role will see him work closely with both merchants and the supply chain to support existing projects and develop new relationships within his region.
Jim Blanthorne has been appointed as Managing Director of Keylite Roof Windows, part of The Keystone Group. With over 18 years’ experience in operations and senior management roles within the building products market, including four years as Operations Director for Keylite, Jim brings a wealth of knowledge and passion to the role.
Set to lead the next stage of its journey towards a sustainable future and net zero carbon, Karen Boswell OBE is the new Managing Director of Baxi Heating UK and Ireland. Karen joins from Hitachi Rail and is an accomplished leader, whose career spans different industry sectors. She has a strong focus on business improvement and accelerating growth, is passionate about equality, diversity and inclusion and has extensive experience in manufacturing, supply chain and customer service.
A seasoned sales professional with a two decade track record of regional sales, Emma Underwood has joined JB Kind as its new Regional Sales Manager for its Midlands and North Region. Emma, whose previous experience includes a decade in the door industry at XL Joinery, has worked her way up the corporate ladder since the age of 18, fulfilling roles from sales administration and orders, to merchandiser, sales team leader and area sales manager.
With more than 15 years of experience in marketing management roles, Ross Telford is the new Head of Marketing at AG (Acheson & Glover). Most significantly, Ross spent 10 of these years leading the marketing department in a builders’ merchant and a construction manufacturing company, and has also spent several years in plastics manufacturing.
12 PBM NOVEMBER 2020
Following its acquisition by Newbury Investments in January this year, Primaflow F&P has now appointed Andrew Ballantine as Managing Director. Andrew has worked for Newbury Investments for 22 years, most recently as Chief Operating Officer of the DIY, Gardening & Houseware wholesaler, Decco.
ESi has recruited three new additions to its sales team up and down the country. Joining with immediate effect are Dan Davies, who will strengthen coverage in Wales and the north west, Simon Headlam in the south east whilst Paul Widger will be stepping up representation in the south and south west. Tristan James, the heating controls specialist’s Sales Director, said: “We’re seeing significant growth again this year despite the lockdown and we’re looking to increase market share again, month by month, as the year draws to a close.”
(Left to right: Dan Davies, Simon Headlam and Paul Widger)
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SPECIAL REPORT: HIGH-SPEC ROOF WINDOWS
Grant Sneddon, Product Manager for VELUX, considers the current state of the UK construction market and explores how homeowner demand for higher specification products can drive industry growth.
Daylight savings A
ccording to the Office for National Statistics, the three months prior to July this year saw construction output fall by over 10%, driven both by a reduction in new work as well as a decline in ongoing repair and maintenance jobs. It’s been a tough year, but thankfully for all of us in the industry, we’re experiencing a shift. Construction output has grown over 15% in the summer months, and there’s now a reason to be optimistic. The current increase in demand for construction indicates a real appetite for renovations. With office workers now spending more time at their kitchen tables or in box rooms, it’s these homeowners in particular who have been able to better consider how their homes need to adapt. At VELUX, we have seen a rise in property owners looking to develop more
14 PBM NOVEMBER 2020
flexible and larger spaces or researching ways to make their homes healthier with more fresh air and daylight. We’re often the first brand owners consider thanks to our wide product portfolio, including sloping roof windows, flat roof windows, sun tunnels and sun-screening accessories, all of which help merchants’ customers, and in turn homeowners, achieve their dream project. These dream projects don’t necessarily need to be big and bold — even the simplest of upgrades can make the biggest difference to homeowners’ spaces. For example, we know that natural daylight and ventilation are two of the key components for having a healthier home and it is recommended that if glazing covers 15-20% of the floor area in a room, this will ensure adequate daylight is provided. However, it’s the combination of vertical and roof window glazing that is paramount
to making sure daylight travels further into a room, which is especially important in open plan living spaces and single storey extensions. By incorporating just a couple of roof windows, the amount of daylight can make an immeasurable, positive difference to how a room can be used. For projects which already include roof windows or have them specified in their plans, a simple switch from a standard centre-pivot roof window to an electric or solar powered VELUX INTEGRA centre-pivot roof window allows homeowners to open and close their roof windows with one touch of a pre-paired wall switch — ideal in rooms where roof windows are out of reach. The VELUX INTEGRA system is also available in (mains-powered) top-hung operation, in addition to blinds and shutters which can also be controlled automatically, demonstrating how advances in construction products can make life that little bit easier. For homeowners keen to ensure their homes are healthier places to live and work, VELUX ACTIVE with NETATMO is a complete smart sensor kit which continuously monitors the temperature, humidity and CO2 levels in the home. Working with VELUX INTEGRA products to open and close roof
www.professionalbuildersmerchant.co.uk
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THREE THINGS TO KEEP AN EYE ON In association with
A FUTURE OF TRANSFORMATION í˘ą
windows, blinds and shutters, ACTIVE automatically helps maintain a healthy indoor environment. What’s more, it can be controlled from anywhere in the world via a smartphone app and is even compatible with Siri and Google Assistant. Other ‘upgrade’ products include VELUX STUDIO roof windows. These encompass three window sashes in one frame in the form of two centre-pivot windows on either side of a fixed glass unit. With a slimmer profile, VELUX STUDIO offers extended panoramic views, and the single frame design makes it as easy to install as a standard centre-pivot roof window — suitable for loft conversions where space might be at a premium. But how do these products benefit the industry? Firstly, VELUX has introduced a new incentive which we hope can help builders’ merchants encourage their customers to consider choosing our more advanced products. We’re offering a free VELUX ACTIVE kit with all purchases of VELUX INTEGRA roof windows until the end of December 2020. This is a perfect opportunity for merchants to encourage customers to make that extra purchase if they are squeezing in some renovation work before Christmas. VELUX works hand in hand with the industry to drive interest and sales. This can be through monetary incentives but having been at the forefront of innovative design for over 75 years, VELUX is a highly trusted brand and we provide excellent customer care service to help both our merchant and installer customers’ businesses. For example, we have quick and easy stock ordering processes which are followed up by a delivery service with lead times often around 2-7 days. Our dedicated local sales representatives span the whole of the UK and Ireland and our customer service team are trained to understand the questions or needs our direct customers may have, so VELUX can support their business needs. Overall, we aim to support the industry by delivering creative, innovative and well-designed products, and invest heavily into pushing inspirational and educational homeowner marketing campaigns which deliver increases in product demand and benefit our merchant customers. We need to support each other as the industry recovers, and we’re committed to strengthening the recovery for merchants in any way we can. ■For more information on the Velux product range and its support for merchants, enter the shortcode www.rdr.link/mv006
Brexit: There’s little news on a trade deal, but whatever happens, the CE product marking regime is changing. From 1 January there will be a new UK mark, the United Kingdom Conformity Assessed (UKCA) mark. However, most products can continue to use existing CE until 1st January 2022, so the change will be gradual. Some building trades are likely to be added to the UK’s Shortage Occupation List (SOL). This allows people in designated occupations to work in the UK and the list of trades likely to be added to the SOL includes bricklayers, masons and welders. Applications for work permits will, however, need to be made by the employers, and it can be a lengthy process, so there is still likely to be an increasingly difficult shortage of skilled trades.
í˘˛
Housing: The market has remained very strong through the summer and, perhaps not surprisingly, the type of homes people are looking for has changed this year. According to property website Rightmove, searches by buyers for homes with gardens are up by 42% in May. The main reasons people give for wanting to move home are bigger gardens (63%), bigger home (43%) and a better home workspace (36%). Meanwhile, Housing Secretary Robert Jenrick is keen for new buildings to look nice. He has announced that a new body is being established to consider what factors are important to make housing developments look and feel like great places to live. The idea is that these principles will then become part of the planning process to ensure new homes are developed into communities rather than just houses.
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Moving online: Retail sales rose in July and August this year and were actually higher in this period than in pre-pandemic February. However, the percentage of retail sales that are completed online continues to grow, suggesting that UK buyers are increasingly going online first in pretty much all product sectors.
Keep an eye on the H+H website www.hhcelcon.co.uk for more topical views on housebuilding. PBM NOVEMBER 2020 15
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SPECIAL REPORT: SECURE COLLECTIONS
The COVID-19 pandemic has forced merchants to reconsider many aspects of their business models, not least with social distancing measures affecting the numbers of customers allowed in branch. PBM hears how collection lockers from Ripple are facilitating a contact-less service at Dulux Decorator Centres.
Lock, stock and barrows? R etailers of all kinds — including trade merchants — are now considering collection lockers as part of their strategies to improve efficiency and add value to the customer experience. It is an especially apt tactic during the current climate, however the high investment costs and infrastructure changes required to successfully move towards a fully automated collection locker system have thus far tended to limit the number of businesses who can implement such an offering. Perhaps unsurprisingly, one of the first brands to invest in collection lockers was Amazon back in 2011 when it began introducing them to petrol stations, shopping centres and stores. Click and collection lockers at supermarkets such as ASDA and Tesco who weren’t too far behind, with many others now recognising the benefits of making products available without the need for customers to enter the store and being able to collect out of working hours.
Ripple has been working closely with Dulux Decorator Centres (DDC) to develop a simpler, more adaptable version of the collection locker that does not require an intricate and costly automated system. The company says it has focused the design around it being managed at the store level and using a method that ties in with the decorators’ merchant’s customer ordering process, via email, online or over the phone. Accordingly, it offers a simple and accessible solution to the ‘click and collect’ process which does not require significant investment or a process change, whilst still maintaining improved customer service at a low cost — and supporting social distancing guidelines. The collection lockers used by DDC feature a durable, tamperproof, steel construction with and exterior powder coat finish, so it can be securely positioned either indoors or outdoors and anchored in place. The lockers are secured with a digital locking system and a three-point
bolting lock in each door, with the pin codes for each locker entirely managed at the store level and can be quickly reset and recoded by staff between collections. Ripple is now able to offer the same tried and tested solution as a standard product for other retailers and merchants. Features include: ● An adjustable shelf in each compartment; ● Finished in mid-grey but individual branding and/or graphics can be applied; ● The option for remote allocation pin system; ● Standard format lockers offer 100 litres of storage with bespoke sizes and configurations available upon request.
How it works Managed by the individual branch, when a customer order is received a timeslot for collection is agreed and a unique pin is generated either remotely using the Remote Allocation System (RAS), or manually at the unit for the order to be collected. Once collected, the master pin, a physical key or RAS is used to access and reset the system, ready for the next order. ■ For more information on Ripple’s Collection Lockers as used by Dulux Decorator Centres, in addition to its other retail design services, enter the shortcode www.rdr.link/mu007
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MARKET MONITOR in association with
Learning curve The latest BMBI report confirms a strong V-shaped recovery for the sector so far and affords all merchant businesses a useful category by category benchmark for their own performance.
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uilders’ merchant sales bounced back strongly in the three months May to July, with sales values “surging” 38.9% ahead compared with February to April, as reported in July’s Builders Merchants Building Index (BMBI) report. Compared with the same three months of 2019, sales were down 13.4% overall. However, July sales were only 1.3% below July 2019 and some categories were ahead. Landscaping (+25.4%), Workwear & Safetywear (+21.3%) and Timber & Joinery Products (+1.5%) were all up on the same month last year. Mike Rigby, CEO of MRA Research which produces the BMBI reports, said: “These sales figures demonstrate the resilience and strength of a V-shaped recovery in the sector. Builders’ merchants sell to a variety of markets, including new build, but their customers — general builders, developers, and other trades — are the backbone of the housing RMI market. “The ONS provisional estimates for the same three months, May to July, are seemingly at odds with these figures, putting overall construction down 10.6%, with RMI falling 12.4% and private housing RMI dropping by 17.9%. “But a note of caution: we’re not comparing apples with apples,” added Mike. “ONS numbers are provisional estimates based on a sample survey, and as more information comes in the
estimates are revised. However, GfK’s Builders’ Merchant Point of Sale Tracking Data, on which the Builders Merchant Building Index is based, is different. It’s not a sample survey and it’s much more focused. “It doesn’t include every element of housing RMI, but it includes the bulk of it and it’s a very good proxy for repair, maintenance, and improvement. The data is actual value sales out to builders from generalist builders’ merchants,
“Compared with the same three months of 2019, sales were down 13.4% overall. However, July sales were only 1.3% below July 2019 and some categories were ahead.” accounting for over 80% of total sales from builders merchants throughout Great Britain. It’s also validated before publishing, so it doesn’t get revised.” Developed and run by MRA Research, the BMBI — a brand of the Builders Merchant Federation — is a
monthly index of builders’ merchant sales, and is described as being the most reliable, up-to-date measure of Repair, Maintenance, and Improvement (RMI) activity in the UK. BMBI monthly reports track what is actually happening in the market whilst an indepth review — including Expert comments — appears every quarter. BMBI has become an effective platform for building recognition of the builders’ merchant sector supply chain, explaining markets and building brands. For example, the Department for Business, Energy and Industrial Strategy (BEIS) includes a summary and link to BMBI monthly reports in its authoritative Monthly Construction Update alongside the ONS, Bank of England and other key resources. ■ Enter the shortcode www.rdr.link/mv008 to download July’s BMBI report.
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NBG BUYING BETTER
Weathering the storm Nick Oates, Managing Director of National Buying Group, explores the impact of the challenges caused by COVID-19 on independent merchants and why collaboration has been key in helping NBG Partners remain resilient.
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he past six months have seen significant and rapid challenges across our sector, with the operations of every independent merchant across the country feeling some impact. Government-enforced lockdowns meant that customers were unable to access branches as previously, with operations adjusted to incorporate social distancing measures. The sudden introduction of new procedures and changes to IT systems — for example to enable online orders to be taken — and ensuring teams were fully trained to use them, provided another obstacle to both the operation of the branch and the mental wellbeing of their teams. One of the central pillars of the National Buying Group (NBG) Partnership is an open exchange of ideas and communication of best practice across more than 100 independent merchant businesses. From the outset, we wanted to keep communication channels open between our Partners and Suppliers, keeping the exchange of information as seamless as possible. In addition to holding meetings virtually via Zoom and Teams, we launched Live Zoom Presentations providing Suppliers with an opportunity to keep Partners up to date with new product launches and key business updates. Using technology we may not have previously relied on has become integral and enabled us to continue to maintain relationships, discuss impacts on our businesses — for example of government legislation — and most importantly support one another through some difficult times. This has all highlighted one of the great advantages of the independent sector in our ability to adapt. Unlike many of the larger nationals, our Partners have remained agile
and able to react quickly throughout the pandemic. There have even been many positive stories that have emerged from our Partners. PGR Builders & Timber Merchants, for instance, saw the creation of eight new jobs to support two new branches. Elsewhere, QS Supplies secured a new branch, a new website has been launched by Kellaway and many others have seen their website ordering grow dramatically. We’ve seen NBG’s priorities change over the period. Concerns at the onset of the pandemic were around cashflow, with Supplier payments prioritised and new systems and procedures rapidly put in place by NBG to help Partners and Suppliers maintain controls. Now our major issue is one of ensuring access to supplies, with shortages across many product areas driven by high demand as sectors recover. By regularly engaging with our Suppliers, we are able to get a far more holistic picture of the industry and create a more collaborative environment between Suppliers and Partners. We have also seen three general sales trends in terms of the response across the industry. Firstly, geographically south to north — Partners in the south either remained open throughout or have been quickest to come back, whereas in Scotland legislation forced merchants to remain closed. Second, sector based heavy to light — the transition in demand from heavyside products, especially outdoor related like landscaping, to lightside products which are indoor based.
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Finally there has been the companies’ approach to legislation and risk, with those that have been closed the longest finding it harder to get going again. When we look back over the last six months, the lessons that we’ve learnt and ways that businesses have adapted, we must also remember to keep one eye on the future. Many of our Partners have put in place more efficient systems and processes that will enable them to cope more quickly with future disruption, learning from honest mistakes made early on when decisions had to be made quickly. We will continue to adapt and revise the ways that we work during the rest of this year and into the first quarter of 2021 as government guidelines and restrictions are likely to remain in place. It is the development of a strong network of Partners and Suppliers, and the independents’ focus on good service and high quality stock, that will be key in helping us to continue weathering this storm. ■ For more information visit www.nationalbuyinggroup.com
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TOOLS, FIXINGS & ADHESIVES
Lighten the load Reducing environmental impact is becoming an increasingly important priority for those operating across all levels of the building industry. Bond It argues that one small step to make a big difference is taking a fresh look at the trade’s use of sealants.
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very year, it’s estimated that a staggering one hundred million used sealant cartridges are sent to landfill in the UK — and that equates to around 6,000 tonnes of non-degradable waste. However, Bond It believes that it has now found an innovative way of addressing this problem with the launch of its new Reload range. David Moore, Managing Director at the manufacturer of sealants, adhesives, grouts and other building chemicals, explained: “For all businesses — including those in the sealant applicator sector — the case for adopting more sustainable products and working practices has never been stronger. Aside from protecting the environment for future generations, going greener can deliver major benefits in other areas such as
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potentially reduced costs and increased marketing opportunities. “It’s for this reason that Bond It remains committed to enhancing our range with environmentally friendly products that still offer all the performance of their more traditional, less green counterparts. A prime example of this can be found in our Reload range.” The Reload range of silicones employs a reusable design that helps to minimise waste to landfill to offer a solution based around sustainable packaging with the system designed for use with special ‘sausage refills’. Three of the company’s most popular silicones and sealants are currently being offered — WP100, Frame-Mate and Multi-Mate — with a view to rolling out the concept to other products in the range at a later date. How the Reload refillable system works is simple. The silicone is supplied in the form of EU3 aluminium foil sausages that can be replaced as needed. The end of this refill is removed with scissors before the nozzle is attached as normal. The sealant can then be dispensed using an ordinary skeleton gun and once the refill is used up, the aluminium slug can be simply and cleanly removed and disposed of before another refill is reloaded.
As well as being easy to use, the Reload system also lays claim to offering significant environmental benefits. In particular, both the cartridge and the nozzle are completely recyclable while the system’s refillable nature also means that any excess silicone in the nozzle doesn’t go to waste. Going green Furthermore, the reusable nature of Reload is also said to result in a considerable reduction in the overall amount of waste generated, and subsequently requiring disposal. David explains: “Aside from helping to reduce the enormous number of sealant cartridges currently being sent to landfill, the Reload system also delivers a significant reduction in packaging use and subsequent waste. In fact, compared to traditional spent sealant cartridges, a used Reload refill is up to 60% lighter and 80% smaller in volume. “This offers major benefits against a backdrop where site waste disposal costs are now determined by waste type and weight. It’s also particularly pertinent when we take into consideration the legal requirement for Site Waste Management Plans (SWMP) on all building projects over £300,000 which seek to increase waste
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reduction, recovery and recycling.” As a further benefit which will be of particular interest to merchants, the aluminium foil packaging employed on the refills ensures that the silicone boasts twice the product shelf life of traditional cartridges. This helps to significantly reduce spoilage whilst the reduction in packaging also helps to make the refills lighter and more space-effective than traditional alternatives. Potentially it will also be an even more cost effective option to consider if the Government passes legislation in 2022 to tax imported plastic packaging that does not contain at least 30% recycled content. With many current cartridges being produced from 100% virgin plastic, the legislation has the potential to lead to an increase in product price. David concludes: “Bond It has always had a firm focus on product development and on pioneering new solutions that meet the evolving needs of the industries we serve. As a result, we continue to enhance our range with products that not only set new standards in terms of performance and technical innovation, but also environmental credentials. “Reload is a prime example of this commitment. Its greener, more sustainable nature makes it an ideal choice for any organisation or individual that handles silicones and sealants and that wants to reduce their environmental impact.” ■ Bond It has launched a new sealant to complement its growing silicone and sealant range. No Crack Caulk — introduced under the company’s Superheroes brand — is a water-resistant, high quality decorators caulk that is designed to prevent craze cracking when painted. This white, solvent-free, waterbased sealant is highly flexible with a joint movement capability up to 12.5% and it can be overpainted within one hour. Said to offer excellent gap-filling properties, the hard wearing caulk contains a fungicide to retard mould growth and is suitable for use on both interior and exterior jobs. In addition, it will adhere to most surfaces without the use of a primer and is non-corrosive to metals.
■ To download the 2021 Bond It product catalogue, enter the shortcode www.rdr.link/mv009
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TOOLS, FIXINGS & ADHESIVES
Family matters A
s part of a plan to streamline its product range for the benefit of stockists and end-users alike, the MultiMaster 300, 500 and 700 series from Fein — formerly known as the MultiTalent, MultiMaster and SuperCut — will now form one single family of multitools. Each product will be available as both cordless and mains-powered options, and Raphael Rudolph, UK Managing Director, said: “The MultiMaster range provides a one-stop-shop for a breadth of jobs, be it cutting, sawing, sanding or polishing, due to its incredibly extensive catalogue of compatible accessories. “Whether you’re on site for eight hours a day or completing a quick DIY project, the three new products offer a range of performance classes, from entry-level to super powerful for the most demanding requirements.”
Fein has simplified its product range, grouping its popular oscillating multitools together to form one new MultiMaster family. PBM reports.
The MultiMaster family is compatible with a total of 180 accessories — including compatibility with the Starlock standardised accessory fitting system — enabling end-users to complete a range of jobs with just one tool. Raphael explained: “The MultiMaster 700 series is one of the most powerful, precise and rapid multitools out there and we’re anticipating it to quickly become the market-leading multitool in the industry, due its advanced and innovative features. The 300 and 500 series offer compatibility with an extensive mix of accessories to complete a roster of jobs, also at a great price point.” He continued: “We were the first company to invent a handheld power tool over 150 years ago and our heritage, alongside our expertise, really have
positioned us well to continue launching new, innovative and market-leading products consistently for more than a century. We’re excited to be unveiling this update to our already prominent MultiMaster family and know our customers and dealers will welcome it too.” ■ To find out more about the new MultiMaster family and to see a demonstration video, enter the shortcode www.rdr.link/mv010
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TOOLS, FIXINGS & ADHESIVES OWLETT JATON VORTEX EXTERIOR SCREWS Extending the brand’s power screw portfolio, the new highperformance Vortex exterior screw is said to be an excellent choice for external applications in softwood and hardwood such as decking, roofing, and fencing. The screws feature a Magsho Silver Organic coating, which can withstand a 1000-hour salt spray test and helps reduce corrosion, as well as being ACQ (Alkaline copper quarternary) timber resistant. The recessed double countersunk head reduces the chance of the head shearing, ensuring product reliability, and has sharp milling ribs which enable self-countersinking, helping reduce time and increase efficiency. The screws are available in 4 and 5mm diameters, and lengths 30-100mm with most sizes fully CE compliant to BS EN 14592:2008+A1:2012. The screws come packaged in an attractive retail-ready tub which is robust, water-resistant, drop-proof, and ideally sized. Each tub also comes complete with a 50mm impact driver bit in a bag.
For details on Owlett Jaton’s full range, visit www.rdr.link/mv011
QUADSAW SQUARE DRILL INVESTMENT New investment and expertise is looking set to take Quadsaw — billed as the world’s first drill for square holes — to the next level. Following the latest ‘Angel’ funding round, Jim Hodkinson, the former CEO of B&Q, has become a major investor and the first Chairman of the London-based start-up behind the tool’s development, Genius IP. Manufactured in the UK, Quadsaw is a ‘seamless’ attachment to a power drill that uses patented technology to convert rotary motion into linear motion in four planes at once, enabling users to cut square holes with minimal dust and absolute precision. Almost all construction projects require square holes for electrical sockets and other boxes but electricians currently create them with pencils, rulers and other tools that are not specifically designed for the task, which can be time consuming and inaccurate. Quadsaw — which is currently predominantly sold through a number of leading electrical wholesalers — is designed to solve this problem by enabling square holes to be cut in seconds rather than minutes, saving the construction industry millions of hours of labour annually. Ean Brown, CEO of Genius IP, said: “While 2020 started with sales momentum, when COVID-19 hit, the company was hurt much like most businesses in the world. But we used the time to recruit new engineers (and) invest in infrastructure for growth, including a design update of the Quadsaw and a bigger production facility.”
For more on Quadsaw, including demo videos, enter www.rdr.link/mv012
HIKOKI POWER TOOLS UK SKULL CATACOMB RANGE Featuring an eye catching ‘skull’ design, HiKOKI has launched a collectible range of Limited Edition ‘Catacomb’ tools. The SKULL range includes the DV18DBXL 18V Brushless Combi Drill, the WH18DBDL2 18V brushless Impact Driver and the WR18DBDL2 18V Impact Wrench. The Brushless Combi, for instance, has a high maximum torque of 136Nm and includes 6.0Ah Li-Ion batteries with a fast charger. The Impact Driver, meanwhile, features a highpower brushless motor with maximum tightening torque of 207Nm (hard) whilst the Impact Wrench has a compact design for better handling.
Head to www.rdr.link/mv013 for more on HiKOKI’s complete portfolio.
HUNTSMAN ADVANCED MATERIALS ARALDITE 2000 ADHESIVE CORE RANGE The Araldite 2000 Adhesive Core Range comprises nine adhesives that can simplify your product selection, reduce your SKU inventory and minimise worker training. The line-up consists of three technologies: epoxy, acrylic and polyurethane. These include adhesive products that are resistant to impact, high temperatures, water, and chemicals, while offering a variety of colours, open times, viscosities, and appearances.
For more details, use www.rdr.link/mv014
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SNICKERS WORKWEAR KNEEGUARD The patented Kneeguard and Kneeguard PRO system delivers knee protection for frequent kneeling on site. Designed specifically for the increasingly popular slim fit stretch work trousers, the newest slim fit D30 Ergo kneepads are made of durable material that moulds around the knee to provide enhanced impact protection. The kneeguards have EN 14404 Type 2 Level 1 rating to guard against pebbles, nails and various floor debris. There’s also cushioning and protection as standard with D3O — a high-tech material that is flexible, durable and cut-resistant.
Check out www.rdr.link/mv015 for further info.
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NORTON CLIPPER EXTENDED RANGE In a first from Norton Clipper, and what the company bills as “possibly the most significant update to the brand’s portfolio in over a decade”, the range has moved into four new application sectors — wood and composites; multimaterials; veneer and laminates, and aluminium. Comprising Tungsten Carbide Tipped (TCT) circular saw blades, hole saws, jigsaw blades, reciprocating saw blades and planer blades, the range is now suitable to an even wider variety of processing requirements — meaning more sales opportunities for distributors. To enable stockists to advise on the correct blade for a customer’s job, the packaging is also colour-coded to help identify which materials it can be used for.
Discover more about the extended range via www.rdr.link/mv016
HULTAFORS TOOLS SCREWDRIVERS RANGE Hultafors Tools has launched a new range of Screwdrivers for professional tradesmen and women. With VDE Screwdrivers specially designed for electricians — including tested and certified SL/PZ and Voltage Tester models — there are over 80 other screwdrivers that can be bought individually or in sets, or by size. The long rubber-coated handles, made from durable PPC plastic, ensure grip for precision and maximal transmission of power. The permanent marking of type and size on the top as well as the handle’s colour make it easy for the user to select the right screwdriver.
Head to www.rdr.link/mv017 for further details.
KNIPEX STEPCUT CABLE SHEARS Made of forged and oilhardened special quality tool steel, the Knipex StepCut Cable Shears ensure that it takes significantly less effort to cut cables. Wires or strands can be cut one after the other with the stepped blades, thus reducing the effort required by up to 40%, whilst the shears are said to make it easier to cut single and multi-conductor cables made of copper and aluminium up to a diameter of 15mm (50 mm²). Solid NYM cables can be cut easily and precisely up to a maximum of 5 x 4 mm².
Visit www.rdr.link/mv018 for more information.
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ROOFING, FLOORING & INSULATION
2020 vision This year’s inaugural SIG Live event saw the launch of the organisation’s new customercentred strategy, with forging stronger relationships with merchants being one of the key objectives. Tom Rose, National Accounts Manager, outlines the company’s renewed commitment to this vital link in the construction supply chain.
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t this year’s inaugural SIG Live, the virtual event which served as our ‘mission statement’ for the future of the business, SIG UK’s Managing Director Philip Johns unveiled a new company strategy which puts the customer firmly at the heart of all we do. We recognise that our customer base is a
broad church which encompasses much of the construction supply chain; from Major Contractors to specialist installers and contractors at one end, to merchants at the other. And it’s that offering to merchants which has recently undergone significant investment and focus. It goes without saying that 2020 has been a
uniquely challenging year for UK’s merchant sector. The spread of Covid-19 forced a temporary cessation on all construction activity nationwide and, by proxy, hit trading levels. Furthermore, the subsequent social distancing measures implemented by the government have changed purchasing habits, forcing merchants to reassess how they get
From the SIG Live event: SIG UK MD Philip Johns in discussion with presenter Dan Walker, with SIG Group CEO Steve Francis on screen.
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ROOFING, FLOORING & INSULATION The SIG UK Head Office in Sheffield.
stock to contractors. Sitting at the centre of the UK construction industry supply chain, SIG is uniquely connected to understand the challenges facing merchants at the moment; and it is this understanding we have been using to further improve our offer and services. Supporting the sector At the heart of our business is, of course, the specialist range, depth and quality of our products, which currently number more than 250,000 roofing and specialist construction product SKUs from over 2,000 suppliers. As specialists in pitched, flat and industrial roofing supplies, along with insulation, construction accessories and fixings, we seek to ensure merchants have access to all of the products they need to provide an all around offering to their customers. What’s more, we also stock a range of products, specifically chosen to help merchants enter new markets. All of this is backed by a significant investment in stockholding across our national network of distribution centres and a 180-strong fleet of delivery vehicles, ensuring we are well positioned to maintain an unbroken supply chain to merchants across the country. This has been further strengthened with the recent launch of our brand new
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distribution hub in Bristol. Spanning more than 165 acres, this state-of-the-art distribution centre has been purpose build to enhance our delivery capabilities to merchants across the South West and South Wales — both identified as key regions for strategic growth by the business. Added value We understand that, from a merchant’s perspective, purchasing from a wide range of suppliers can be both costly and time consuming. So, when it comes to identifying a dedicated supplier for roofing and specialist construction products, merchants will want a distributor which can supply a service bespoke to their unique needs and circumstances. As a business, we are striving to go beyond just the products merchants need, but to provide a range of value-added services to make their customers work the best that it can be. This includes an in-house team of experts on-hand to provide guidance on a range of subjects including fitting advice and legal compliance, alongside a streamlined purchasing process which, ultimately, affords merchants the flexibility and cost savings they need to be even more responsive to their customers. This year may have had its fair share of challenges for the merchant sector, but that’s not to say there aren’t opportunities to be grasped, too. With the government
announcing the most significant investment in infrastructure for a generation, and a pledge to build more than 180,000 new homes to shore-up the country’s affordable housing stock, the construction sector could soon be entering a boom period. ‘Green Homes Grant’ What’s more, the government has recently announced its Energy Efficient Home Improvement Scheme. The new initiative will see funding of up to £10,000 made available to homeowners looking to shore-up their home’s sustainability, such as investing in insulation. The new measures, which will also cover installing heat pumps and draft proofing, is great news for the construction sector, with the BMF suggesting it could create up to 100,000 new jobs across the supply chain. For merchants in particular, this will mean an increase in demand from customers, and the opportunity to grow their business further. That’s why they should ensure they have all the stock they need to meet this demand, and the trusted partnerships in place to make the most of these opportunities.
■ For more information and to view the full video content from the SIG Live event — including the ‘merchant breakout room’ — enter the shortcode www.rdr.link/mv019
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ROOFING, FLOORING & INSULATION
Grant maintained Gareth Dunn, Service Innovation Director at British Gypsum, explains why merchants can expect an increase in demand for internal wall insulation products as a consequence of the new Green Homes Grant.
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he government’s £2 billion Green Homes Grant scheme will enable homeowners to make savings on their energy bills while lowering CO2 emissions. Large numbers of homeowners have taken advantage of previous similar schemes, which means that the Green Homes Grant is likely to present a big opportunity for the building trade — accordingly, merchants will need to ensure they have the right product ranges and systems available to meet demand. The scheme operates with a voucher system, enabling homeowners to receive grants covering up to two-thirds of the cost of energy-efficient home improvements. The maximum amount granted will be £5,000 whilst, for those on lower incomes, up to £10,000 will be made available for certain work that will benefit the environment. Among the key types of improvement work permitted under the Green Homes Grant is internal wall insulation (IWI), which means it’s likely these products will see increased demand from the trade. IWI can help maintain an optimal temperature for thermal comfort in a home, enabling homeowners that have lived with uncomfortable temperatures to start enjoying a more relaxing home and the benefits it brings. Importantly, it offers a versatile way to significantly improve the insulation
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properties of solid walls — around 35% of heat can be lost through a home’s walls, so reducing this helps to maintain a more constant temperature and lower energy bills. IWI solutions can be installed relatively quickly to help minimise air leakage and thermal bridging, providing better building envelope performance. Installers will need to be equipped with the best performing products, but the ideal quality materials will also depend on the surface area. IWI solutions should be used with a board solution and come in different forms. For example, British Gypsum’s DriLyner RF can be used following the removal of skirtings, fixtures and fittings etc., with the board applied directly onto the existing cleared painted surface. Yet if the existing plasterwork is loose, a different solution is needed. Once the loose background has been removed, DriLyner TL is the preferred solution due to its speed, ease of installation and minimal encroachment on to a room’s floor space. Both of these solutions alongside GypLyner Universal – Metal Frame Based, and GypLyner IWL – Metal Frame Based, are suitable for retrofitting and therefore are the ideal type of solutions that installers should be considering to complete projects under the Green Homes Grant scheme. Selecting high performance products is just one part of meeting the Green Homes
Grant eligibility criteria. To carry out work under the scheme, a merchant’s installer customers must be TrustMark registered. The TrustMark system helps assures homeowners that they are receiving reliable workmanship as well as an installation with quality products. To obtain TrustMark accreditation, tradespeople must have PAS2030/35 accreditation, making it vital to receive comprehensive training in order to qualify. British Gypsum’s various IWI products are supported by the firm’s training, which covers a range of techniques and best practice across multiple products. ■ For more information on British Gypsum’s IWI product range and training provision, enter the shortcode rdr.link/mv020
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ROOFING, FLOORING & INSULATION
Sound decision Green roofs are often thought of as a specialist feature and therefore overlooked by merchants, yet it can be easy speak to contractors about adding them as an extra service. Adrian Buttress, Managing Director of Permaroof, explains the simplicity behind creating a sustainable roof when you choose the right materials.
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reen roofing is one of the fastest-growing eco-friendly options for homeowners who want to boost sustainability while extending their home, offering great benefits as well as simply being an attractive feature. Green roofs are also known as ‘living roofs’ and, as the name suggests, they have a visible top layer that consists of plant medium. There are several ways a living roof can be crowned, depending on the taste of the building owner, the purpose of the green roof (such as whether it’s a flat roof on an extension or garden room, or on something smaller such as the top of a bin- or bike store) and its weight-bearing capacity. There are different types of green roofing and the type that is specified will depend on its usage. However, in simple terms green roofs consist of layers of materials with a base, waterproofing
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membrane at the bottom, protected from the drainage layers by insulation medium, and a planting layer on the top. Planting layers typically consist of ground cover, water-loving plants like sedum and other succulents, moss and grasses. The base membrane is arguably the most important layer to get right. Once you’ve determined that the structure will take the additional weight of a green roof (a surveyor may need to confirm this), using a good quality, reliable waterproofing membrane is critical. Indeed, the creation of a green roof can be a costly, time-consuming process for the client that will be wasted if the base membrane fails and needs to be replaced, not to mention any reputational damage if regular failures occurred. The base layer must provide waterproofing across the entire project and must be effectively adhered directly onto the roof deck. As such, EPDM membrane is perfect for a long-term living roof, providing 100% waterproofing. Firestone RubberCover systems — available via Permaroof — are installed in a single sheet with no joins, eliminating the vulnerabilities caused by joined membranes. Such EPDM membranes carry a life expectancy of more than 50 years, proven in the field all over the world in a wide range of climates. Once laid, EPDM is reliable enough
to protect the flat roof deck beneath the green roof from water ingress. Because the planting medium absorbs rainfall so effectively, there is often a consistent water presence that seeps through the drainage and protective insulation layers before reaching the membrane. This is where the membrane comes into its own. After investing the time into building and creating a living, or green roofing system, failure of the vital drainage layer could be disastrous. Here, EPDM membranes are not only reliable but offer the best protection over time than any other membrane for flat roofing.
Additional design tips to pass on 1: Use insulation widely across the living roof The base waterproofing membrane needs to be completely protected from the gravel and any sharp stones used in the following drainage layers. Although EPDM does not damage easily, adequate protection should be given to avoid puncturing the membrane. Cover the entire surface area with suitable insulation, such as geotextile fleece, rot-resistant cushioning, or old blankets. 2: Consider maintenance aspects during the green roof design process There are three types of green roof design — extensive, semi-intensive and intensive.
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Extensive green roofing is the low-maintenance option and is often planted with mediums that are mostly self-sustaining and hardy against most weather conditions. The most successful plants for extensive green roofs are sedum, rough grasses, or moss. Semi-intensive design is often used in roofing that can be used and walked upon, such as roof terraces. Paths with planting that can be lightly maintained are ideal. Finally, intensive green roofing is often the most weight-bearing option, so advice from a surveyor or architect is advised to make sure the current roof can support the additional weight. 3: Add interest around the edges Dull, yet necessary drainage channels can be made much more attractive around the edges of a green roof if filled with stones of differing sizes. A cheaper, rough gravel layer on the bottom can be disguised with larger
■ Permaroof has invested in two new vehicles to
boost the speed and consistency of its service as external couriers continue to feel the pressure of the pandemic. The company has increased the size of its delivery fleet from four lorries to six, ensuring that orders going to its merchant stockists and directly to contractors are guaranteed to benefit from reliable deliveries when and where they are needed. MD Adrian Buttress said: “One of the challenges we faced during lockdown was couriers starting to let us down, with an obvious knock-on effect to our customers and in turn, their clients. As an independent family-run business, it’s just so important that our standards of service remain consistent, so this investment was essential.” pebbles and rocks arranged to be seen from the ground. Adding large stones or even a water feature can make a huge difference and break up the effect of a moss or grass roof. The final point is that merchants should choose a supplier that can support a contractor’s design vision and has a dedicated knowledge of green roofs. This includes support of the design or aesthetic
value of the intended roof as well as consideration of creating habitats for urban wildlife, surface water management, sound insulation, and energy efficiency. ■ To find out more about green roofing, and to see the range of products available from Permaroof, enter the shortcode www.rdr.link/mv021
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ROOFING, FLOORING & INSULATION
Outside edge S
etcrete has reported that its Exterior floor levelling compound has seen year-on-year growth of 300% in leading builders’ merchants, driven by consumer demand to reinvigorate outside spaces during the coronavirus lockdown. Used to prepare patio areas and other outdoor spaces prior to the installation of floor coverings such as porcelain tiles — popular for creating a continuous ‘outside-inside’ flooring solution for areas connected by bi-fold or sliding doors — and for creating a wearcoat surface in garages and garden outbuildings, the product is said to offer a quick and easy way to smooth and level rough, worn or mechanically-damaged concrete or sand/cement screeds. The resulting base is described as providing the “perfect platform” on which to lay tiles to optimise the finished aesthetics. Alternatively, it can be left uncovered as a standalone wearing surface or even painted over (with a suitable floor paint), for example in converting a garage into a gym. An advanced, water-mix formulation is said to make the product quick and easy to apply, providing a surface that is ‘walk on hard’ from two hours after application. When set and cured, is unaffected by rain or frost. Due to its moisture tolerant properties, Setcrete Exterior can also be used internally over damp, uneven concrete and
34 PBM NOVEMBER 2020
sand/cement screeds prior to the application of Setcrete Rapid Set DPM. Commenting on the product’s increasing popularity, Brand Manager Peter Wilson said: “There is no doubt that people have been motivated to upgrade and improve their outside spaces during the lockdown
As the market continues to get to grips with the unprecedented period of disruption related to the COVID-19 pandemic, Setcrete has offered a positive sales update in addition to unveiling the latest additions to its support packages for merchants. simplify product selection. In addition, tailored product training for merchant staff and in-branch product demonstration days are also offered whilst expert technical support is available for both merchants and end users, either remotely by phone or video or by pre-arranged site visits.
“There is no doubt that people have been motivated to upgrade and improve their outside spaces during the lockdown period, as well as looking at how they can optimise their use of semi-external areas such as garages.” period, as well as looking at how they can optimise their use of semi-external areas such as garages. “Once builders have used the product, they instantly see its benefits; so repeat purchases and word of mouth, along with a sustained promotional campaign, have been a factor behind Setcrete Exterior’s rise in popularity.” The manufacturer has also unveiled its latest merchant support package for stockists of the company’s portfolio of high-performance floor levelling compounds and floor preparation products. The package includes the provision of branded point-of-sale displays which complement the firm’s eye-catching, colour-coded packaging, itself designed to
A comprehensive website provides additional support tools, including a product selector ‘app’, a floor area coverage calculator and a merchant locator, as well as a library of product guides and data sheets, flooring installation videos, and a selection of case studies, highlighting real-world product installations. Lastly, Setcrete has also implemented a comprehensive promotional campaign targeted at professional builders and focused on driving trade buyers to builders’ merchants. ■ For further information on Setcrete’s new products and merchant support packages, enter the shortcode www.rdr.link/mv022
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ROOFING, FLOORING & INSULATION
ONDULINE ‘DIY-SIZE’ ROLLS Onduline has extended its Ondutiss Air breathable roof membranes range by adding a new product line in ‘DIY-size’ rolls. Ondutiss Air 95 is available in handy 1.5 x 20m rolls and is especially suited to projects such as shed roofs, summer houses, garden offices and gazebos. Said to be totally waterproof, the membrane provides a secondary layer of protection against driving rain or snow and is suitable for cold and warm roof applications.
HAVWOODS INTERNATIONAL GREY TIMBERS
The first interiors product designed and developed by Composite Prime, Touchstone Flooring is available in 16 finishes and comes with an acoustic underlay, making it suitable for both residential and commercial developments. A waterproof flooring system which is suitable for use in bathrooms and kitchens, it is fire, scratch and indent resistant, and has been manufactured with a textured 3D surface to deliver the aesthetics of solid or engineered wood and stone flooring. Touchstone Flooring is a Class 33 product, suitable for heavy domestic and commercial use and is covered by a 25-year warranty.
Havwoods offers over a hundred different grey timbers said to suit “every interior scheme ranging from minimalist chic to luxury outdoor decking”. The Henley collection, for example, presents a range of pre-finished engineered planks with an oiled and lacquered surface whilst the ‘Design from Havwoods’ portfolio includes both engineered and solid construction planks, alongside the introduction of a select range of genuine reclaimed wood. A range of composite wood decking brings a “sophisticated grey palette” to exterior spaces, with Xscape decking planks offering a strong and substantial board that is resilient against the impact of extreme weather conditions.
For more information, search www.rdr.link/mv024
Visit www.rdr.link.mv025 for more.
For further details, enter the shortcode www.rdr.link/mv023
COMPOSITE PRIME TOUCHSTONE FLOORING
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WELSH SLATE CEMETERY LODGE A derelict Grade II listed cemetery lodge in West Yorkshire is being repurposed with the help of a multi-patterned Welsh Slate roof. The original Welsh slates, which had been on the roof since it was built — some 165 years ago — required replacing like-for-like, and so some 850 of Welsh Slate's Penrhyn Heather Blues now adorn the gothic-style building. To match the originals, they were cut into five different shapes by two experienced craftsmen from Welsh Slate distributor and natural roofing slate specialists Yates & Company using a portable slate guillotine in its yard at Clitheroe, Lancashire.
For the full case study, visit www.rdr.link/mv026
BMI UK & IRELAND SIMPSONS LANE ACADEMY Cost-effective and guaranteed for 20 years, the bespoke solution devised by BMI UK & Ireland and contractor Watershed Roofing gave a Yorkshire primary school roof a new lease of life and solved its ponding problems. Working on behalf of Delta Academies Trust, surveyors David Yeadon called in Watershed Roofing to inspect the roof at Simpsons Lane Academy in Knottingley, West Yorkshire. The refurbishment included utilisation of the existing system as the substrate, with the subsequent application of the BMI Thermaweld FireSmart warm roof system, incorporating a new cut-to-falls insulation scheme.
For more on the project, head to www.rdr.link/mv027
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INFORMATION TECHNOLOGY
Remote learning Drawing on the experiences of a number of customers, James Mitchell, Managing Director of Kerridge Commercial Systems in the UK and Ireland, discusses the ways in which remote services have kept merchants trading during the pandemic.
T
he last few months have created unusual trading conditions for builders’ merchants. The need to adapt to these changing conditions has never been more important — and the same goes for the companies providing the systems that keep business operations moving. At the start of the pandemic, Kerridge Commercial Systems (KCS) saw an opportunity to help both new and existing customers by remotely offering services it would usually provide in person. This has coincided with a number of product launches, which have further enabled KCS customers to adapt to their new norm by trading differently. Builders’ merchants wanting to thrive and develop during these unusual times have had little option but to embrace new tools and technologies. With this in mind, KCS has ensured its customers have kept up with the pace of change by giving them access to consultancy days, implementations and training sessions — all without the need for an on-site visit. KCS has primarily been using Microsoft Teams to deliver its remote services; this collaborative tool allows for screen sharing, video calling and other functionality that adds a personal element to its remote offering.
38 PBM NOVEMBER 2020
Customers are encouraged to use a webcam, as this enables the KCS team to gauge reactions and check whether they have understood the content that has been delivered. Going live in lockdown One of the companies to have benefited from KCS’ remote services is Haldane Fisher, which upgraded to the latest version of K8 a matter of weeks before lockdown. However, thanks to KCS’ remote services, training went ahead as planned. Group Managing Director Ian Haldane noted: “We have been working remotely with the team at KCS on a weekly basis to get ourselves settled into the system and make sure it’s working the way it should be. We have also signed up to a number of training programmes to see how we can fine tune and develop the system to improve operational and processing efficiency.” KCS has delivered online customer workshops during lockdown on a variety of topics such as inter-branch transfers and credit control. These will continue over the coming months as businesses such as Haldane Fisher recognise the obvious benefits to having staff take part remotely in meetings and e-learning courses. Ian added: “Remote working has
delivered a great degree of flexibility and timeliness — you don't have to get on a plane or in a car to attend, you’re there for the duration of the meeting and that’s it. It’s not the right approach for every meeting, but it’s going to make us more efficient and effective in the long run.” Another KCS customer who has seen the benefits of remote services first hand is Grant & Stone. IT Manager Dave Oliver highlighted that it’s been easier to schedule in the remote work at a time that’s suitable for the business. He said: “We’ve used lockdown to crack on with various projects around our K8 system. KCS has been able to deliver consultancy using Microsoft Teams; this experience has led to a new, more agile and flexible way of working that we hope to continue using in the future. “We can dedicate shorter slots to online configuration and training activities, which helps the learning experience. We are always so busy at Grant & Stone that this approach is well suited to us.” Implementing new products KCS has launched a number of new products during lockdown, which have enabled customers to continue trading — and open up
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new routes to market — in these difficult conditions. This includes a suite of ecommerce solutions, which have allowed companies such as Grant & Stone to quickly establish an online presence at a time when visiting physical stores was no longer possible. Dave explained: “We have implemented a brand new customer portal for our trade customers. KCS launched its pre-configured WebTrade solution at the beginning of lockdown, and it suited our needs ideally. The remote implementation has been very quick and straightforward.” Another product that has really come
into its own during the pandemic is the ePOD electronic proof of delivery application. By capturing images and signatures electronically, delivery drivers can minimise social contact and continue to provide great customer service. Hevac in Ireland is one of the merchant businesses where K8 ePOD has been implemented during lockdown. Operations Director Aidan Grogan explained: “All the set-up and training was done online. This app is very easy for our drivers to use, and it gives us huge gains in efficiency and customer service. “Where needed, we will now hold on K8 the signed proofs of delivery and any photos taken at delivery. This is just brilliant for query resolution and credit control.”
Looking to the future The remote method of delivery has worked well for KCS and its customers — the benefits have been far-reaching, making this an important focus for the business moving forwards.
“
■ Historically, the merchant sector has been slow to embrace the digital revolution. However, personal experiences during lockdown, where the ease of buying online has really proven itself to be of great benefit to us all, together with the obvious success of those merchants with an online presence during this period is leading more and more business owners and managers to urgently reconsider their digital strategy. Many will have viewed the success their competitors have enjoyed with a degree of envy.
”
■ Read the rest of PBM’s in-depth Q&A discussion on Kerridge Commercial Systems’ perspectives on the digital transformation accelerated by the pandemic by visiting www.rdr.link/mv028
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INFORMATION TECHNOLOGY
System reboot Despite the challenges builders’ merchants faced in the first half of 2020, we’ve seen some impressive examples of diversification, with businesses adapting to meet a change in customer demand and maintain revenue streams. Chris Fisher, UK Operations Director at ECI Spruce, explores how ERP systems have been integral in helping many merchants get back on their feet.
U
nder normal circumstances, you would expect tradespeople to drop by their local merchant on a fairly regular basis. Whether they’re ordering supplies for the next big job or picking up last minute items part way through a project, all merchants rely on these customers to generate a substantial level of revenue month-on-month. Unfortunately, lockdown forced the closure of building sites up and down the country, meaning these loyal customers disappeared almost overnight as their projects were put on hold. During the same period, thousands of UK homeowners looked to smarten up their homes and gardens, with reports suggesting a cumulative spend of a staggering £50billion on renovation during lockdown. While this wasn’t a substitute for lost income for all merchants, this surge in consumer demand created a real opportunity for those who were able to quickly alter product lines
and move their operation online. Of course, for merchants considering the implementation of a cloud-based ERP solution or the introduction of an ecommerce system, there are a number of factors to be considered before investing. Despite merchants being allowed to re-open several months ago, many are now faced with tighter profit margins and are being forced to cut back wherever possible. To ensure their operation remains profitable and they can continue serving their local tradespeople, some have looked to deploy ERP solutions, designed to automate many of the day-to-day functions that were previously draining time and increase overall productivity across the business. Prior to Covid-19, it was common for merchants to send out invoices in the post, keep paper records of customer details, receipts, invoices, collection or proof of delivery notes, and then inevitably lose time searching for this information at a later date.
“Via ERP systems, all transactions are automatically linked, giving your team instant access to everything they might need on one single database.” 40 PBM NOVEMBER 2020
Not only is this inefficient, it can also lead to poor customer service — a customer would not be impressed if their order was processed incorrectly, went missing or arrived later than anticipated. An ERP system can solve many of these problems, allowing you to store and send out records, receipts and proof of delivery notes electronically — avoiding costly oversights or administration errors. Sending an invoice online takes seconds, with customer details and order history automatically saved in your system, ensuring all invoices can be processed and paid in a timely manner. The BMF Key Performance Indicators Report 2020, for example highlighted how in the past year merchants have actually witnessed debts being paid in a shorter time frame and are able to identify bad debts earlier, allowing for a more proactive approach to help reduce the level of bad debts impacting profit — a trend attributed mainly to the introduction of ERP systems. Via ERP systems, all transactions are automatically linked, giving your team instant access to everything they might need on one single database. This means staff working on the shop floor can quickly pull up information while chatting to a customer, helping to secure a sale or increase order size.
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Once you have an ERP system up and running, you’ll be in a strong position to consider integrating ecommerce into your operation. It’s important to ensure the right systems are in place to avoid ecommerce feeling like an add-on creating extra work for your team, who have to juggle orders, track
deliveries and manage the restocking process. You’re unlikely to retain customers if they turn up looking for a product listed online, only to find it’s already been sold. Products like ECI Spruce are designed to eliminate the admin headache that can come with a poorly managed e-commerce platform.
Operating on one single system, you and your team have full visibility of real-time stock levels, ensuring you order materials in line with demand and also, allowing you to make the most of any bulk buying discounts. With one of the deepest recessions on record looming over us, timber and builders’ merchants need to work hard to set themselves apart from local competitors, attract new customers and retain existing ones. The implementation of a specialist ERP system can help your business evolve and adapt in line with buying trends, streamlining your day-to-day working and opening up new revenue streams through the implementation of ecommerce. ■ For more information on ECI’s Spruce business management software for builders’ merchants, enter the shortode www.rdr.link/mv029
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INFORMATION TECHNOLOGY A mobile-based billing, invoicing and quotation application for the trade, Powered Now is designed to help SMEs make their businesses easier to manage. It has recently worked with Graham to integrate its customer catalogues into a bespoke version of the app, and is keen to work with other merchants to deliver more collaborative solutions throughout the supply chain. PBM reports.
Linking the chain
I
t is perhaps indicative of the transformed landscape we have seen since March that increasing numbers of firms across the wider building materials supply chain are turning to technological solutions to ensure closer collaboration and more streamlined ways of working, especially in these ‘socially distanced’ times. Initially developed as a business management tool focused on SME trade firms, earlier in the year Powered Now worked with Graham the Plumbers’ Merchant to create a bespoke version of its award-winning app to deliver a number of additional features to the merchant’s customers. For example, customers could browse and order from Graham’s catalogues, requesting delivery direct to site, to their office or to collect from their local branch. From the merchant’s perspective, Marketing Director Ian Kenny commented: “I think that providing our Always Available and Trade Saver catalogues right on our customer’s smartphones really adds value. As well as raising purchase orders with Graham,
the app also comes with an upgrade path to run their entire business. Post Covid-19, we need to be flexible and this facility means our branches are effectively open 24/7.” For Ben Dyer, CEO of Powered Now, the partnership is indicative of the wider potential of technology in narrowing some of the gaps in the supply chain. He said: “It has always been our goal to be the operating system of the UK trade industry. We started with the end user as the pain of admin and burden of paperwork is the most obvious issue. However larger suppliers, merchants and industry associations have similar issues. We can help solve this with a common platform.” Beyond its partnership with Graham, Ben explained that Powered Now is currently in discussion with a number of other merchant businesses (of all sizes) so they can offer a similar service to their own customers. He explained: “The trade purchase materials from various merchants and we know that providing a wider set of suppliers is important. We are very interested in offering both our White Label and catalogue service
to other merchants. “For example, our White Label offering enables forward-thinking merchants to offer their customers something to help support their business while increasing their own Purchase Order volumes — which is vitally important in a post-Covid world. “Merchants can take advantage of our award-winning software quickly and easily. We can get a branded product up and running within a few weeks, depending on the size and complexity, whilst there is also a “half-way house” option available for smaller merchants that allows them to have a branded mobile solution for their customers without the commitment of a larger White Label deal.” ■ For more information, including product demos and customer testimonial videos, enter the shortcode www.rdr.link/mv030
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INFORMATION TECHNOLOGY IBC BUYING GROUP BUSINESS INFORMATION ZONE A new online Business Information Zone (BIZ) has been launched by IBC Buying Group “as the next step in its ongoing drive to bring Members and Suppliers even greater benefits.” The IBC BIZ has been designed to put essential data about Members’ IBC accounts at their fingertips, making it easier for them to manage their accounts and develop long-lasting relationships with the buying group’s 130+ suppliers. Using the Zone, Members can access the latest information about their IBC Spend, Turnover and Rebates to make informed business decisions that are always based on the most up-to-date financial information. A central feature of BIZ is the advanced Product Search function, which allows Members to quickly locate any specific product or product type across all IBC Suppliers. Other key features include the ability to check invoices and monitor rebates due, as well as seeing how their current spend compares with previous quarters. All financial information can be filtered by a wide variety of options and turned into downloadable reports, allowing Members to drill down and examine their account in any way they wish.
For more information, and for details on becoming an IBC Member, enter the shortcode www.rdr.link/mv031
INTACT SOFTWARE THE DEFINITIVE GUIDE TO MERCHANT SOFTWARE With transformative issues such as Covid and Brexit to contend with, Intact argues that change can bring with it opportunity — however, the “ability to constructively react to changing circumstances will be flawed if you are using outdated software to run your business”. The firm says that if your software has been in place for some time, “no doubt your business is losing out — losing margin, efficiencies, insights and more”. Conversely, merchants using modern business software can offer their customers “a seamless end-to-end digital experience facilitated by tight e-commerce integration, automation of processes, intelligent decision making and much more”. To highlight the possibilities, Intact has compiled ‘The Definitive Guide to Merchant Software’ — a free, 60-page guide to all the features and functionalities businesses should expect from today’s modern merchant software.
To download a copy of the guide, enter www.rdr.link/mv032
ENABLE INTERNATIONAL COLLABORATION PLATFORM FOR GRAFTON A leader in cloud-based B2B deal management software, Enable International has provided the Grafton Group with its collaboration platform to work more closely with over 500 of its suppliers to create better deals and further improve trading relationships. The merchant had previously commissioned Enable in 2010 for the development of a custom rebate reporting solution. The latest project is seeing it upgrade to the collaboration platform, which is said to not only improve its processes for managing rebates but will also enable all of its suppliers to upload their transaction data, view and sign off deals and other agreements and see a history of their actions — all in one, convenient place and ensuring more accuracy in the data to make better and faster trading decisions.
For more information, go to www.rdr.link/mv033
PEAK AI SOLUTIONS FOR CMOSTORES.COM The self-styled online builders’ merchant is said to be seeing superb results from its latest investment in improving the customer experience on its six e-commerce sites, with ‘recommended product purchases’ doubling since the company invested in a new onsite personalisation solution via artificial intelligence (AI) specialists Peak when compared with the original, non-AI recommender tool. The solution, part of Peak’s Customer AI offering, is designed to create “hyperpersonalised product recommendations” at the point of sale across CMO’s web superstores. Over a fifth of all transactions on the sites have involved an interaction with the AI solution, proving that customers are using and benefiting from the new technology — leading to an 11% increase in overall session values across the sites, and a 6.5% increase in overall session-to-transaction conversion rates.
For more information, enter the shortcode www.rdr.link/mv034
www.professionalbuildersmerchant.co.uk
PBM NOVEMBER 2020 43
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FREE TO TH E TR ADE
Professional
Counter talk
PLUMBING ■ ROOFING BUILDING ■ FLOOR ING ■ AND DECOR ATING ■ ■ CARPE NTRY ■ PAINTI NG NOVEMBER 2020
FOR THE BUILDING INDUSTRY THE BUSINESS MAGAZINE
VEHICLES & PLANT
DRIVING FORCES AT WORK!
HEATING, PLUMBING & WETROOMS WARMING TO THE IDEA OF WINTER!
NEW
BREATHE MORE EASILY CLEANER WILL HELP YOU NEW CORDLESS VACUUM SUCK IT AND SEE! METABO’S IN THE WORKPLACE. WITH HEALTH AND SAFETY
Family connections made faster All the control and reliability of Reliance Valves with the speed and simplicity of JG Speedfit.
Rockwool Green Homes Grant
At RWC we’re bringing our family of brands closer together by combining two of our world-leading technologies to transform the speed and simplicity of installations. Designed for domestic and light commercial applications, our new Reliance Valves range delivers ultimate control with fast, reliable push-fit connections – perfect for tight spaces as no tools are required. Find out more at rwc.com/valves
With the Green Homes Grant scheme now live, the timely message to the trade with this campaign is how they can ‘get ahead’ by using the company’s stone insulation products. Professional fitters can ‘add value’, ‘save time’ and ‘improve quality’ for their own customers, who can take advantage of special discounts under the new initiative. For more information on how you can support them, enter the shortcode www.rdr.link/mv035 N EW
DO YOU KNOW WHAT’S BEHIND THE PLASTIC?
WE DO.
PASSED STRINGENT BSI IOT STANDARDS GDPR COMPLIANT DATA STORAGE & PROCESSES ENCRYPTED WIRELESS COMMUNICATION BACKED UP BY BUILT-IN 4G SIM THAT TRANSFERS DATA FROM BOTH ALARM AND CAMERAS IN ALERT SITUATION VANDAL-PROOF FEATURES ON ALL SYSTEM COMPONENTS
CLOUD BASED
SMARTPHONE CONTROL
WIFI
Now available with flexible Professional Monitoring Service.
ROAMING 4G SIM BUILT-IN*
Alarm and camer as cameras can be c ontrolled b controlled by y a single app ** app**
ONE S SYSTEM, YSTEM, ONE SMARTPHONE SMARTPHONE APP AND A MULTITUDE MULTITUDE OF CAPABILITIES CAPABILITIES Don't trus system because it looks good trustt an alarm system
securit security y standards standards laid out by by BSI IoT. IoT.
on the outside, outside, it is imperative imperative you you know know what's what's on
Our tteam eam has demanded excellence excellence from from every every
the inside The full range range of ERA ERA Protect Protect products products inside.. The
c component omponent and functionality functionality to to provide provide the best best in
ha ve undergone undergone extensive extensive testing testing and review review to have to
next generation generation alarm & camer a ttechnology. echnology. next camera
ensur e the complete complete system system exceeds exceeds the stringent stringent ensure
Contact us for for more more details. Contact
FOR FOR FURTHER FURTHER INFORMATION INFORMA AT TION
0 0345 345 25 257 7 2500
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ERA ERA Protect
“Serious about security” is the key message here, as ERA provides more detail on its latest package of ‘Smart Home’ security solutions. The ad’s central point is to consider the substance behind the style, and ERA’s flexible portfolio of alarms and cameras offers smartphone control, data back-up and a Professional Monitoring Service, all underpinned by BSI IOT Kitemark standards. See our piece on page 48 for more and enter the shortcode www.rdr.link/mv036 to see an introductory video.
RWC Reliance valves with JG Speedfit connections EASIFIT TMV
312 COMPACT PRV
NICKEL PLATED BALL VALVE FOR WATER
AUTOMATIC AIR VENT
This latest campaign from RWC emphasises the company’s ongoing move to bring its ‘family of brands closer together… to transform the speed and simplicity of installations.’ Here, the new Reliance valves — designed for domestic and light commercial applications — are said to deliver “ultimate control with fast, reliable push-fit connections” that are “perfect for tight spaces as no tools are required”. For full details and to request a demo, visit www.rdr.link/mv038
Wera Tools Impaktor bits & Joker adjustable spanner
A pair of stunning, poster-quality adverts from Wera showcase some of the company’s latest innovations with both ads bringing to mind the artwork of the Alien movie franchise. First up are the ‘Out of this world’, high-performance Impaktor bits, which feature the ‘Tritorsion system’ and diamond coated tips. The ad for the latest 6004 Joker adjustable spanner, meanwhile, highlights its self-setting and self-gripping capabilities, plus the 30° low return angle. Enter the shortcode www.rdr.link/mv037 for details on more of the company’s new products and promotions for the autumn.
44 PBM NOVEMBER 2020
6004 JOKER
SELF SETTING
SELF GRIPPING
RATCHETING ACTION
30° LOW RETURN ANGLE
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NOVEMBER / DECEMBER 2020
Throughout the lockdown, Professional Builder and Professional Heating & Plumbing Installer magazines have continued to communicate with trade professionals across the nation, increasing their digital reach when trade counters were closed. As work continues to ramp up, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month.
WATER TREATMENT
HOW TO REMEDY COMMON ISSUES
TOOLS & EQUIPMENT METABO’S NEW HEAT GUN
PLUMBING & BATHROOMS
CREATE ‘THE LOOK’ WITH PIPES, VALVES AND FIT TINGS
VISIT PHPIONLINE.CO.UK FOR REGULAR UPDATES
AND EXCLUSIVE CONTENT
Viega Prevista
Highlighting the innovation beneath the surface, this ad from Viega showcases the company’s ‘new generation of pre-wall technology’. Developed to make installation simple, Prevista offers full compatibility with any Visign flush plate alongside a number of design aids to make fitting the frames easy in any situation. For full product details, head to www.rdr.link/mv039
A cylinder to suit every need Lifetime warranty UK designed, engineered and manufactured Reliable Easy to install Find out more
www.megaflo.com
Trusted by the best.
Baxi Heating UK Megaflo by Heatrae Sadia
The well-known brand is reminding installers that it can offer a cylinder to suit every need, backed up by a lifetime warranty. UK designed, engineered and manufactured, the company says its easy to install range is ‘trusted by the best’ in the industry. Enter www.rdr.link/mv041 to take a look at the full range
ATAG Heating Technology 14 year warranty 18V / 36V ASR 36-18 BL 25 M SC
The new cordless vacuum cleaner with more than 100 minutes runtime.* *per battery pack 2 x LiHD 10.0 Ah
www.metabo.com/uk uk
Metabo Cordless Vacuum Cleaner
More effective dust extraction on site is becoming an increasingly important consideration, and Metabo says its new cordless M-Class vacuum takes matters to the next level with features including up to 100mins runtime and self-cleaning functionality. Take a look at a video of the machine in action via www.rdr.link/mv040
www.professionalbuildersmerchant.co.uk
Having opened up its sales channels to selected independent merchants earlier this year, ATAG says it is looking out for installers and their Europe’s most efficient customers even more boiler range by offering an ATAG Heating. Looking out for installers and their customers with our extended warranty extended, 14 year warranty on what it describes as “Europe’s most efficient boiler range”. Take a look at the full details of the initiative via www.rdr.link/mv042 To find out more call us on 0800 680 0100 or visit www.atagheating.co.uk/14-year-warranty-promotion @atagheating
@ATAGHeating
‘Excellent’ rating 4.9/5
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MARKETING SUPPORT
Whatever you want As part of the launch of Dunlop’s new range of ‘Most Wanted’ powdered tile adhesives, the manufacturer has introduced a selection of point of sale items to create an impact — regardless of the size, format or number of SKUs that are held in branch.
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unlop’s new range of powdered tile adhesives is described as “significantly streamlined”, with only the product SKUs “Most Wanted” by customers to ensure all jobs are covered alongside an easier selection process. For merchants, this means more shelf-space for popular lines, while providing additional space for new technology in the range — such as its new S1 adhesives for larger tiles and difficult backgrounds. To support the launch, merchants can pick and mix from a choice of Point of Sale (free of charge to all Dunlop Stockists). The supplier says there are are plenty of options to choose from, whether merchants are looking for high-impact large format banners and floor stickers to a more subtle approach to help ensure that customers are selecting the right products for their tiling projects. The POS has been designed to be highimpact and, focusing on the ‘Most Wanted’ theme, it ties together a national campaign that Dunlop hopes will be instantly recognisable by customers. Depending on
the size, space, and format of the branch, merchants can select from: ● A1/A2 posters ● Pallet wraps ● Floor vinyl graphics ● Stockist banners ● Aisle end bus stops ● Shelf wobblers/barkers ● DL end user selection guide and leaflets Boosting branch staff awareness Dunlop has also produced an A4 guide for branch staff to ensure they are able to advise customers about the new range. This describes the full product information and benefits of the new range, old products names and their new alternatives, as well as an introduction to the new product technology and full visuals of the POS and Literature available. While customers at builders’ merchants may not be working on tiling jobs regularly, they still face the same problems as professional tilers. New literature has been produced to support them, as Marketing Manager Kathryn Hyde explains: “We understand that customers don’t need to be
an expert on everything tiling, but they can be an expert on that specific job by the time they leave the branch, as well as having the right product on the van to do it. “In addition to the powder adhesivespecific DL leaflet we have produced, we have also updated the full Dunlop product guide which features a fold out selection guide, enabling tradesmen to quickly and easily identify which products they could choose for their background, area and tile type.” Further support is available from the company’s expanded team of Area Sales Managers. Debi Boulton, Head of Sales, said: “We made a significant investment in our sales team last year, increasing it from five to 12. This means that we cover more areas of the country, providing a greater level of support to our merchant customers. “They are on hand to offer advice and assistance with merchandising the new range, providing bespoke solutions for a merchant’s particular client base whilst also making sure only the right products for the branch are stocked at any one time to ensure fast moving stock profiles.”
■ For more information on Dunlop’s support for merchant stockists, enter the shortcode www.rdr.link/mv043
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NUIE HEATING COLLECTION BROCHURE
The new Heating Collection Brochure features the company’s recently expanded range of heating products including many new design-led radiators, heated towel rails as well as coordinating accessories. Over 40 new products are included in the brochure, bringing the nuie heating collection to in-excess of 100 products, and all are illustrated with stunning lifestyle photography that promotes their features and style cues for inspiration and use.
CARL KAMMERLING BIG BRAND DEALS 2020 PROMOTION
Running until 18 December, Carl Kammerling’s Big Brand Deals 2020 promotion offers stockist and end users savings on over 200 products from all CKI brands including C.K, C.K Magma, C.K Classic, Avit and Kasp. New product brochures (electrical and hardware) are available which feature all the brands and products available in the promotion. Stockists who sign up to Big Brand Deals 2020 receive counter mats, price stickers, shelf wobblers and window stickers all designed to drive sales, with many featuring QR codes for a direct link to an electronic version of the consumer brochure.
LAKES VIRTUAL SHOWROOM Fayers is reportedly the first independent merchant to launch Lakes’ innovative online showroom platform to its trade customers, and the first retailer to present the new shopping experience to consumers through its Just Add Water website. The online platform allows Lakes products to be viewed and favourited, helping merchant sales by enabling showroom staff to turn leads into orders, and upsell complementary products such as taps, showers, grab rails and shower seats. Accessed through the stockist’s own website, visitors to the Lakes showroom can also download joint-branded brochures and ask questions directly to the stockists’ staff via chat and email.
VITRA BROCHURE
WORCESTER BOSCH EXCELERATE
Available for all installers, Worcester Bosch has officially launched its new ‘Excelerate’ loyalty programme. Rewards include discounts on training, product accessories, marketing and business advice as well as transferring points onto a Worcester Bosch branded credit card to spend anywhere. Members of the previous loyalty scheme Greenstar Rewards will also have their account and points automatically transferred across to the new scheme.
BAXI RETURN OF CASHBACK SCHEME
To help installers pocket some extra money this year, Baxi’s cashback promotion is back. For every three Baxi 600/800 boiler installations registered on Baxi Works, installers can claim a £300 return. The uncapped promotion means Baxi installers have unlimited opportunities to earn while the scheme is running until 30 November 2020. Both new and existing Baxi Works members can take advantage of the promotion.
Based on market research and customer feedback, VitrA says it has taken a new approach to the product literature for both the Designer Collection and Bathroom Collection. For each, there is now a consumer-focused brochure as well as a separate brochure for use by the showroom staff. The consumer brochures include with lifestyle imagery and creative ideas, making it easy for them to make an informed choice. The technical information is kept simple, with just the essential product dimensions. The retail showroom-focused brochure, meanwhile, is more technical with exact sizes, technical drawings plus clear information about colours and product features. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mv044
www.professionalbuildersmerchant.co.uk
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PRODUCT FOCUS
Maximum security stock aid As demand for all manner of ‘smart home’ products continues to rise, the launch of ERA Protect is described as “the next generation of wireless smart security systems” and is billed as the first of its kind to attain the prestigious BSI IoT Kitemark. PBM reveals more.
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ombining ‘alarm and camera excellence’, ERA Protect is said to offer a multitude of capabilities and features that “empower users to take charge of their smart security from start to finish”. The company states it committed to extensive research and development to launch the system, resulting in ERA being the first organisation to attain the BSI IoT (British Standards Institution Internet of Things) Kitemark. BSI developed the IoT Kitemark in response to the rapid growth of internet connected products and is designed to help customers confidently and easily identify IoT devices they can trust to be safe, secure and functional. Building on previous product ranges to develop “a serious security solution rather than a gadget”, ERA Protect launches with an Alarm, Siren, Accessories along with an Outdoor camera and Floodlight camera. Unlike many other systems, the alarm and cameras work together via wireless connectivity and can be controlled through the same app and triggered as a complete system during alert situations. Even if there is a broadband outage, a built-in 4G roaming SIM will ensure functionality is maintained by allowing crucial data — such as the camera recordings — to be sent to the secure ERA Cloud. In addition to the intuitive, easy to use smartphone app and wireless connectivity, the system offers further flexibility as it can
48 PBM NOVEMBER 2020
be added to at a later date — for example, the addition of an extra PIR or camera. With no fixed long-term contracts to be tied into, ERA Protect’s subscription packages are optional and can be cancelled at any time should circumstances change. Furthermore, the system also offers a professional monitoring capability and ‘on the ground’ local authority response if
required — potentially a huge confidence boost for the elderly, or people away from home who would be unable to attend in an emergency. To give added confidence, ERA has also invested effort into smaller details which can potentially make big differences. For example, the motion detection in the cameras is PIR driven which is claimed to significantly reduce false alerts. The cameras also have protected wiring so vandalism is reduced, whilst significant focus has been given over into making sure the alarm system itself can’t easily be jammed or affected by power cuts.
The three main products within the ERA Protect range are: • ERA Protect Alarm System — easily programmed via the app and features alerts sent via push, phone call or SMS notification to pre-programmed alert numbers for added peace of mind. • ERA Protect Outdoor Camera — boasts on-demand recording when in live view for instant recordings. • ERA Protect Floodlight Camera — discrete security as it looks like a floodlight only, with no indication that it also incorporates a camera. Customers can tailor their security system to meet their individual needs, with the system available in a range of four Service Packages with corresponding monthly fees. This starts with ERA Protect Basic which has no monthly fee and offers the basic monitoring features of the alarm as well as making use of the live view capabilities from the camera. In addition to the BSI IoT Kitemark, the ERA Protect system is also approved by the Neighbourhood Watch. ■ For further information on the ERA Protect range of smart home security and the firm’s wider portfolio of security solutions, enter the shortcode www.rdr.link/mv045
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SNICKERS WORKWEAR GORE WINDSTOPPER JACKETS The new jackets from Snickers Workwear have a fleece-lined interior for warmth and climate control fabric to keep the body warm or comfortably cool when working on site. With a water-repellent fabric, the jacket can be worn on its own or combined with Snickers’ Mid- and Base Layer garments. It also features stretchable side panels in for comfort and flexibility, with stretch Cordura-reinforced elbows for durability.
LAKES SHOWROOM EXCLUSIVES Designed to help stockists maximise sales, Lakes has added two ‘showroom exclusive’ showering spaces — Antigua and Aruba — to its premium Island Collection. The Antigua is a two-metre high slider with high specification design, while the Aruba has all the features of the Antigua with the addition of a side panel. Sales & Marketing Director Mike Tattam said: “The Antigua and Aruba combine the best in performance and design. With a surge in home improvement activity and a shift to multi-generational households, we’re confident these new ‘showroom exclusive’ products will achieve maximum impact in showrooms and give our stockists more opportunities to sell showering spaces for today’s lifestyles.”
BIRKDALE GATEMATE EURO PROFILE LONG THROW LOCK Designed to provide gate security across all types of applications, the Gatemate Euro Profile Long Throw Lock is claimed to outperform traditional locking systems on a number of levels, and Birkdale has recently been awarded full product patents for the single and double locking versions of the product. The durable and reliable solution features a hardened core bolt design, with a high-security six pin lock barrel, making it harder to cut through, if attempted. This resistance can be further enhanced with the addition of a High Security Escutcheon, which is also supplied by Birkdale.
JT NATURALS Taking inspiration from iconic local landscapes, Yorkshire-based JT has extended its shower tray offering with a new Naturals range. Responding to the bathroom trend for natural textures and colour schemes, the new stone effect range features four contemporary colourways — Flamborough White, Malham Grey, Runswick Cream and Howarth Black — inspired by Yorkshire’s quintessential landscapes and tones. The trays include a fast flow one-piece 90mm waste that incorporates a hairtrap for easy cleaning. Optional colour-matched waste covers are available to tailor the perfect bathroom look.
PAREX RENDER BEAD ADHESIVE Capable of bonding to a wide range of substrates, the Parex ready-to-use, high-strength Render Bead Adhesive has been designed for ease of application. Based on new technology, the product is said to be the first hybrid polymer grab adhesive specially created for the installation of external render beads. With the stated ability to bond to almost all materials, in both wet and dry conditions, this high-strength adhesive can be used for bonding render beads to porous and non-porous materials including bricks, blockwork, stone, render boards, plasterboard, concrete, PVC/stainless/aluminium beads, stonewall and EPS.
VISTA ENGINEERING RETAIL 50 PACKS The company’s full range of VE4 Housing Wall Ties is now available in retail 50 Packs. Previously 50 packs had only been available in 200 and 225mm ties but they are now also available in lengths of 250 and 275mm for builders who want to “grab a small pack of housing ties on the go”. The packs are designed to be displayed vertically on Euroslot hooks, whilst Vista Engineering emphasises that “the VE4 light duty housing tie is still the only BBA approved light duty housing tie manufactured in stainless steel.”
For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mv046
www.professionalbuildersmerchant.co.uk
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ADVERTISEMENT INDEX
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Fantasy Football And we’re back! See page 51
Timber cutting machines for merchants
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DRAINAGE & WATER MANAGEMENT Fantasy Football Season’s greetings! See page 51
SuDS and flood prevention
Plus: News, customer feedback, apprenticeships, industry comment and more.
Fantasy Football A new beginning See page 51
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With Paul Davies
GETTING SHIRTY
Luke Shaw, looking for a team-mate
It is always a feature of any new season to revel in some spectacular new kit designs with many harking back to past classics, but there are always a few that seem to push the envelope a little. I love that Wolves have elected to go for a near replica Portugal strip for the third kit, doubtless making the nine Portuguese players in their squad feel more at home, but what were Man United thinking with their third choice ‘zebra’ shirts? It makes the infamous brown Coventry kit of the seventies look like the height of fashion, albeit it is perhaps challenged by Birmingham City’s rather bizarre ‘German flag’ outfit of 1972-74 which made an admittedly rather more stylish return a couple of years ago. For what has to the all-time weirdest kit design, the prize has to go to the Cowboy-themed Caribous of Colorado ‘uniform’ (as the Americans say…) of 1978. Way more Roy Rogers than Roy Race! Enter www.rdr.link/mv047 for the full horror!
BACK WITH A BANG It has been an absolutely bonkers start to the season, with a host of crazy results. At the time of writing, Everton are a side transformed following a number of astute signings and Carlo Ancelotti stamping his mark on the team. Villa look to offer a lot of value in the FPL market, whilst Son and Kane are looking lively for Spurs. I’m sure we’ll return to something akin to ‘normalcy’ soon, but right now you couldn’t confidently pick Liverpool defenders or traditional points magnets like De Bruyne. Crazy! Whilst you’re throwing out your carefully considered close season plans and deploying an early Wild Card, it’s still not too late to join the new PBM FPL mini-league. Head to www.professionalbuildersmerchant.co.uk/fantasy-football for all the details.
BRING YOUR BOOTS With a televised FA Cup tie on the BBC, Hashtag United garnered some attention recently with many questioning the ‘validity’ of a team that has now taken its place in the pyramid having been formed by YouTube personality Spencer Owen (nope, me neither…) to play exhibition matches, subsequently developing a huge online following from the uploaded games. I suppose it is quite easy to be dismissive, but is it really any different to the way a host of the clubs we follow today evolved from works teams in the late nineteenth and early twentieth century? It is relatively well-known that West Ham were previously Thames Ironworks and Arsenal trace their origins to the Dial Square workshop at the Woolwich Arsenal, but did you know that Sunderland started out as a team for local teachers in 1879? Or that Coventry City began as Singers FC (from the local bicycle factory) and that both Stoke and Manchester United are among a number of clubs formed by railway workers?
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