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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2021

Merchant sector sales & confidence

MERCHANT FOCUS IBMG expands with Grant & Stone acquisition

INFORMATION TECHNOLOGY The importance of digital integration

TOOLS, FIXINGS & ADHESIVES Specialist tools for the mass market

Plus: News, BMF Conference Preview, professional development, industry comment and more.

Fantasy Football Squad game See page 51

www.professionalbuildersmerchant.co.uk

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CONTENTS INFORMATION TECHNOLOGY 24

THE IMPORTANCE OF INTEGRATION Increasing productivity and profitability by integrating ecommerce capabilities with back office systems.

ON THE MOVE Next level digitalisation with the use of mobile apps.

RULES OF ENGAGEMENT Using the processing power of AI to gain control of ‘unmanageable discount rules’.

IT ROUND-UP

November 2021, Volume 31 No. 10

TOOLS, FIXINGS & ADHESIVES 33

THE EXTRA MILE How TIMCO was able to adapt its business model to meet the challenges of the past 18 months.

DIAMONDS ARE FOREVER The launch of a comprehensive new range of ‘high quality’ Diamond Cutting Blades, Dry Diamond Core Drill Bits, Diamond Tile Drill Bits and Diamond Hole Saws.

FIT FOR PURPOSE A new portfolio of decorating tools aimed at the wider building trades.

PRODUCTS & SERVICES

SPECIAL REPORTS 13 A TALE OF TWO CITIES Previewing the return of the BMF All Industry Conference.

ROOFING, FLOORING & INSULATION 39

PERFORMANCE PACKAGING Outlining the recent changes to Knauf Insulation’s range of products, with a focus on packaging innovation and ease of on-shelf identification.

FABRIC FIRST Innovative insulation solutions to meet the surge in demand for extensions, garden rooms and loft conversions.

44 45

STANDARD BEARER The latest in roofing standards. PRODUCTS & SERVICES

REGULARS 5 6 8 10 16 17 18 46 48 50 51

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

www.professionalbuildersmerchant.co.uk

20 THE PULSE Tracking confidence, concerns and prospects in the merchant sector. 22 BACK WITH A BANG Looking ahead to this month’s National Painting & Decorating Show.

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VIEWPOINT

Half term report

s we discuss later in the issue (pages 10-11), it has been yet another incredible month in terms of transformational activity within the merchant sector with both the merger of Grant & Stone and the Independent Builders Merchants Group (IBMG) and the confirmation of Travis Perkins’ sale of its Plumbing & Heating division to an affiliate of H.I.G Capital, the Highbourne Group. Given all the interconnected upheaval in the industry — from the pandemic, increased digitalisation, the impact of Brexit, supply chain difficulties and an alarming shortage of HGV drivers to name but a few — it has perhaps been a little easy to have lost sight of just how much has changed in terms of the composition of the nation’s largest merchant firms since the turn of the year. Looking back to PBM’s most recent ‘Top 20’ merchant countdown (published in our April edition), the majority of those featured including almost all of the ten biggest players have experienced significant change in terms of ownership or through major acquisitions or disposals. We’ve covered TP who led the way, but second placed Saint-Gobain Building Distribution’s decision in July to divest its own plumbing & heating operation of Graham can arguably be considered more of a surprise. Like its Northamptonshire-headquartered compatriot, SGBD said the move — with the majority of branches moving to UK Plumbing Supplies and a smaller number to Wolseley — was part of its “continued portfolio optimisation strategy to enhance the Group’s growth and profitability profile.” Ferguson plc’s longstanding plans to sell off Wolseley UK (third on our list) were finally PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2021

Merchant sector sales & confidence

MERCHANT FOCUS IBMG expands with Grant & Stone acquisition

INFORMATION TECHNOLOGY The importance of digital integration

TOOLS, FIXINGS & ADHESIVES Specialist tools for the mass market

Plus: News, BMF Conference Preview, professional development, industry comment and more.

Fantasy Football Squad game See page 51

www.professionalbuildersmerchant.co.uk

“It has been yet another incredible month in terms of transformational activity within the merchant sector.” realised in January, with global private investment firm Clayton Dublier & Rice paying a “net cash consideration of approximately £308m” for a network of approaching 550 branches. In a crowded field, the decision of the Grafton Group — following the conclusion of its “comprehensive strategic review” — to divest its ‘GB Traditional Merchant Business’ to the Huws Gray Group was arguably the biggest headline story. In recent months, Huws Gray has also snapped up the likes of TBS Building Supplies, Builders Supplies (West Coast) and Higgins. Elsewhere within the Top 10, MKM has continued to add to its expanding branch network which, with the opening of a new depot in Canterbury in October, now extends to 90 across the UK — 11 more than recorded on our April rundown. Lords Group Trading, meanwhile, has also made a number of acquisitions in 2021, however its successful listing on the LSE’s AIM market was the standout news. The AIM admission delivered “gross proceeds of £52.0 million in an oversubscribed Placing” as

part of its strategic plan to “raise new equity to provide flexibility to accelerate growth… through a variety of organic and inorganic strategies, including geographic reach, product expansion, the active expansion of e-commerce platforms and the continued investment in logistical capability”. Lords now operates from 33 sites with a combined turnover in excess of £288million, and the Group’s stated aim is “to become a £500million turnover building materials distributor group by 2024” as it grows its national presence. It is a statement that can surely be applied more generally to demonstrate that the industry shake up is nowhere near its end point. And whilst there are all manner of implications at the local level for ‘other’ merchant firms, for all the talk of the challenges confronting the sector — from digital suppliers to disintermediation — that it is external and / or private equity money fuelling the transformation ‘at the top’ can only be a positive sign of the sector’s broader long-term profitability.

■ 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

Design Adeel Qadri

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

Group Production Manager Carol Padgett

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

www.professionalbuildersmerchant.co.uk

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

rdr.link

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

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

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NEWS UPDATE Customer service

BMF NAMES BAND OF BUILDERS AS NEW CHARITY PARTNER

Banding together

Spinks Building Supplies reports it is proud to have been part of Hughes McLaughlin Homes’ award-winning team for their Plumb Tree Court development in Retford, Nottinghamshire. Spinks Sales Manager, Terry Gillan and Building Sales Director, Chris Meek were invited to the NHBC East Awards event that took place on Friday 8th October, where the company picked up three prestigious awards: Pride in Job, Seal of Excellence and the Regional Award – East for the Small Builder Category. Spinks’ Doncaster branch was the main supplier for the construction of nine detached three- and five-bedroomed properties on the outskirts of Retford, which were built “to the highest specifications” by the developer and long-time Spinks customer, Laurence McLaughlin. The housebuilder will now compete for the National Supreme Award, to be unveiled in January 2022.

Tool time Following a “substantial investment”, IBMG businesses Parker Building Supplies, Chandlers Building Supplies and Fairalls have launched their own in-branch tool hire service. Branches in Petworth, Godstone and Eastbourne were scheduled to ‘go live’ during October and plans are in place for “at least six branches” within the network to offer tool hire by the end of the year. Simon Gibbons, who has previously managed multiple sites for National Hire businesses such as A-Plant, Travis Perkins and Grafton Group, will lead the new service. He said: “This is an exciting development for the business. It will provide our builder clients with any equipment, including specialist tools and machinery. We will concentrate on offering small tools and equipment — the fast-moving items that our customers typically need — (however) we will also have strong cross-hire partnerships with other hirers for larger plant and machines.”

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The Builders Merchants Federation has nominated Band of Builders as its charity partner for 2022. The organisation provides practical assistance to support members of the construction industry and their families who are faced with life changing or limiting circumstances. Founded in 2016, fuelled by one man’s desire to help a friend in his hour of need, it has become a national charity run by and for those working in the building industry, whether as a tradesperson or a merchant. Over the last five years Band of Builders has completed projects in England, Scotland and Wales and will undertake its first in Northern Ireland early in 2022. In addition, the charity’s latest Big Brew campaign will both raise awareness and fund a new range of mental health support services for supply chain companies, small businesses and the self-employed. Gavin Crane, Chair of the Board of Trustees for Band of Builders, said: “We are truly excited to announce this partnership with the BMF, particularly as our Big Brew Mental Health campaign launched in October, adding another dimension to our support for the industry.” BMF CEO John Newcomb added: “We are delighted to support Band of Builders as our charity partner for the coming year. Since its formation it has shown how much can be achieved when people unite to help others. “Its ethos, summed up by the charity’s strapline ‘Together Stronger’, is very similar to that of the BMF. After the challenges we have all

faced over the past 18 months, we are looking forward to fundraising with our members to support the work of Band of Builders.” Regarding its Big Brew campaign, Band of Builders is encouraging merchants to get involved with the initiative, with a series of events already underway at construction sites and merchant branches nationwide. The aim is to encourage people in the industry to connect and ‘talk over a cuppa’ in a bid to remove the taboo around mental health across the construction industry. The campaign comes amid a mental health crisis within the industry, with the suicide rate of UK construction workers estimated to be as high as two people every day. UK construction workers are also nearly three times more likely to die by suicide than their counterparts in other industries. The Big Brew initiative will also help raise funds to provide a range of mental health support services for those in the UK construction industry such as funding dedicated industry mental health support lines, the provision of interim counselling services and access to 300 free mental health awareness course places for small and mediumsized businesses and the self-employed. ■ Merchants wishing to register to

host their own events can visit www.bandofbuilders.org/the-bigbrew to find out more.

Sustainable showcase With the ‘COP26’ 2021 UN Climate Change Conference taking place in Glasgow at the beginning of November, Medite Smartply has highlighted the construction of the COP26 House — a zero carbon, timber frame building built by Beyond Zero Homes for the event to showcase how the climate emergency can be met with products and building strategies that are already in existence. The sustainable wood-based panel manufacturer has played a key role in the build, and Managing Director Chris King said: “Actions speak louder than words. This building encapsulates Medite Smartply’s commitment to building a more sustainable future. We in the construction industry have not only the opportunity but the responsibility

to put theories into action and show the world how we can build and live sustainably, using wood and ecologically responsible solutions.” The members of Beyond Zero Homes are said to be united by a common goal that goes beyond zero carbon — to demonstrate how “beautiful, affordable, healthy homes can be developed with minimal impact on the environment throughout their lifecycle, to help us meet our climate commitments”. And while the one-bed COP26 House has been designed with small scale, rural selfbuild developments in mind, the “potential for it to become the future of sustainable residential building is real, as it can be adapted to larger scale developments and offsite prefabrication”.

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

a @PBMmagazine

BRADFORDS BUILDING SUPPLIES HOSTS MENTAL HEALTH GET TOGETHERS

Time to talk

As part of a national campaign launched on World Mental Health Day on 10th October, Bradfords Building Supplies was encouraging its colleagues and customers to take the opportunity to chat about mental health as part of the ‘Big Mental Health Get Together’ initiative, organised by the merchant’s official charity partner, Mental Health UK. Similar to Band of Builders’ Big Brew concept outlined on the facing page, the campaign aims to give people the opportunity to get together to talk about any mental health problems they may have, or simply have the chance to enjoy connecting with others. Throughout the week of 11-15 October, teams across Bradfords’ branches were encouraged to have a ‘reflective check-in’ with each other and with their customers, while raising money for Mental Health UK. Bradfords’ CEO David Young said: “The importance of talking to each other is truer today than ever, especially as we up the measures in our business once again to try to prevent the rise in Covid cases. The past 18 months have been mentally challenging for so many, so the prompt to get together and simply ‘offload’ couldn’t come at a better time. “A big part of our partnership with Mental Health UK is to help change the construction

Earn your credentials

Vandersanden has been awarded a prestigious 2-star certification under the Brickmakers Quality Charter (BQC) — a ‘credentialling programme’ run by the Brick Development Association to provide the UK construction supply chain with reassurance of the highest standards of brick manufacturing processes and ethical practices. Keith Aldis, Chief Executive Officer, BDA commented: “We are delighted that

industry’s perception of mental health and provide people with the confidence to have open conversations about mental wellbeing and The Big Mental Health Get Together is an opportunity to do just that.” Bradfords’ ongoing initiatives to support the mental health of colleagues and customers include the availability of mental health first aiders across the business and its mental health awareness training programme for managers. Katie Legg, Director of Strategy & Partnerships at Mental Health UK, added: “We’re delighted that Bradfords will be taking part in our Big Mental Health Get Together campaign. Whether it’s a coffee and cake break with colleagues, a picnic in the park or a video call with friends, organising a get together gives people the space and time to talk about their mental health in a safe and non-judgmental environment. Raising money in the process will help us to empower people to better understand and manage their mental health.”

Vandersanden has achieved this award. The BQC is not an easy thing to achieve since it shows real commitment to manufacturing excellence over the longer term. Architects, specifiers, merchants and buying groups alike are now specifying that clay brick is procured from BQC firms moving forwards and so Vandersanden’s achievement, is both timely and opportune.” The manufacturer’s Sales Director Darren

Walk the walk Rainy Day Trust CEO Bryan Clover has smashed the time for his latest fundraiser — walking 84 miles non-stop in 48 hours — by just under 12 hours and is now hoping to do the same with his target of £10,000. Bryan’s non-stop hike saw him set off from the Bath branch of Kellaway Building Supplies, one of the event’s key sponsors, journeying to the outskirts of Reading with the idea of completing the 84 miles (or 134km and 168,000 steps) in 48 hours. He completed it in a jaw-dropping 32 hours and 42 minutes — please visit www.rdr.link/mab001 to read more on Bryan’s challenge and to help him hit his target to raise vital funds for the industry charity.

White said: “It’s great to see Vandersanden being recognised for the quality and craftsmanship of our bricks in the first year that this certification has been introduced. We take great pride in the products that we manufacture and the innovative projects which our bricks have helped to create.”

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MARKET MONITOR in association with

Recommended reading The CBI is the latest in a long line of organisations — from other trade bodies to the Government itself — to outline a series of recommendations for the construction sector to ‘accelerate reforms’ and deliver on the Prime Minister’s ‘build back better’ ambitions.

overnment and industry must work together to spur an improvement in construction buying habits if the industry is to “successfully underpin the country’s long-term net-zero and levelling-up ambitions”. That is the view of CBI paper New Foundations, which calls for reforms outlined in the 2020 Construction Playbook to be accelerated to enable the construction sector to fulfil its unique role in bringing ‘build back better’ aspirations to life. It recognises the construction industry — which had already endured mixed financial fortunes pre-Covid — has been ‘drastically and permanently altered’ by the pandemic, and now sees spiralling costs and labour shortages adding further pressures. But the CBI says an accelerated rollout of Playbook rules and enforcement can help ensure the sector “remains robust to drive forward the success of UK plc and develop vibrant, prosperous places across the country”. New Foundations contains 17 recommendations for action, including: • Enhancing the Cabinet Office’s ability to identify and act on businesses’ reports of poor procurement practices. • Using the upcoming Comprehensive Spending Review to ensure rapid rollout of public

sector construction training materials and delivery. • Driving forward exemplar works under Project Speed to demonstrate how Playbook guidance can shape successful end-to-end construction projects. • Requiring public sector contracting authorities to commit to working alongside suppliers to manage risks more equitably. • Establishing a client leadership group to support the adoption of Playbook behaviours throughout the private sector. • Setting out a Playbook delivery plan at local authority level, including guidance on how rules should dovetail with devolved procurement policies. The report also includes recommendations on “the crucial issue of sustainability” and calls for Government to ensure “clear and consistent targets and reporting standards to build confidence for the sector and its investors”. Matthew Fell, CBI Chief Policy Director, said: “A thriving construction industry will be essential to the success of the UK in the coming decades. Not just in hitting net-zero and levelling-up, but in developing a world-class built environment — which is the foundation and the fabric of a modern, globally competitive and sustainable UK economy.

“All of this is achievable and should be the common goal for Government and private enterprise. But it is only through financial stability and a secure operating environment that business investment will create the technologies, innovations and skills to drive the transformation needed, at the pace needed. “The industry’s response to the coronavirus pandemic shows what is possible when a sector pulls together in the same direction. A similar accord between the private sector and Government is needed now. If UK construction is to develop strong, new foundations on which to build back better and construct the future the country needs, it must seize this moment to change behaviours once and for all.” ■ Enter the shortcode

www.rdr.link/mab002 to read the CBI’s New Foundations report.

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MERCHANT FOCUS

PBM takes a look at some of the latest stories from the merchant sector over the last month, including the major news of the merger between Grant & Stone and the Independent Merchant Group in addition to confirmation of the new ownership of what was previously Travis Perkins plc’s Plumbing & Heating division.

Scaling up Grant & Stone Group and the Independent Builders Merchant Group (IBMG) have announced their merger, creating what is said to be the largest builders’ merchant group in the South of England.

he merger creates a builders’ merchant group with 123 branches, revenues in excess of £500 million and over 1,700 employees. Extending from Cornwall to Kent, the new Group comprises builders’ merchants, electrical wholesalers, plumbers’ merchants, kitchen & bathroom showrooms, roofing merchants, a timber processing site, and a dedicated ecommerce business. With the support and investment from their strategic partner Cairngorm Capital, both companies have undergone transformational growth. Via a combination of acquisitions and organic growth, IBMG has grown from 15 branches and revenues of £67m in March 2018, to 39 branches and revenues of over £200m. In parallel, Grant & Stone has scaled its business from 29 branches in the Thames Valley and revenues of £100m in November 2019, to 84 branches between London and Cornwall, and revenues in excess of £300m.

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Strategically, the merger is described as being “the natural evolution for both companies, consolidating their position as the largest independent builders’ merchant group in southern England and creating a solid platform for continued growth, new market entry and further M&A activity to ensure that the company fulfils its potential”. At a group level, the new combined company will be known as Independent Builders Merchant Group. However, given the “strength and trust” in the group’s 12 brands — which include Parkers, Chandlers, Fairalls, RGB and Total Plumbing Supplies — the existing trading names will continue to be used for all customer-facing activity. Nick House, Group Chief Executive of Grant & Stone, will lead the new combined IBMG business, with Peter Cudd as Group Managing Director. They will be supported by a new Group Board, led by David Moore as non-executive Chairman and executive

directors Allun Pittingale (Group Managing Director for IBMG South East), Kevin Fenlon (Group Projects Director and Chief Executive of RGB) and Richard Robinson (Group Chief Financial Officer). Nick said: “This merger is the natural progression for both companies. Our branch networks and product ranges are highly complementary and our values, vision and commitment to customers are completely aligned, which creates exciting opportunities for us all. We have ambitious goals to fulfil but IBMG is well structured, with strong investor support, exceptional products, first-rate employees and a well-deserved reputation for superior service. I look forward to leading the next phase of development.” Within the merchant and related sector, Cairngorm Capital’s current portfolio includes majority owned stakes in Bromborough Paints, Building Supplies Online and National Timber Group.

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CMO Group

Highbourne Group Following an initial announcement in May 2021, Travis Perkins plc has now completed the disposal of its Plumbing & Heating businesses to an affiliate of H.I.G. Capital for cash consideration of £325 million. As of 30th September, the former TP businesses now form the newly-named Highbourne Group and will continue to be led by CEO Dave Evans. With leadership experience in BSS, TP, Wolseley and latterly as CEO of Adey before helping complete the sale of the business to Polypipe, John Vaughan has been appointed to the position of Senior Adviser to the Group. In addition, with senior roles at Coles Group in Australia, Boots, Holland & Barrett, TP and Kingfisher, Tony Buffin has been appointed as Non-Executive Chairman of the Highbourne Group Board. Dave said: “The senior leadership team, our amazing colleagues and I look forward to accelerating our business plans and creating new and exciting propositions whilst digitalising our business to provide industry leading products and services to our customers faster than ever. “I am very excited to work with the team at H.I.G. to capitalise on the enormous potential for growth within all of our businesses across the UK and Ireland. Our collective commitment, energy and passion will be at the heart of our future success.” The Highbourne trading businesses will continue to operate under their existing, primary trading brands City Plumbing and PTS — with over 350 branches across the UK and Ireland — alongside specialist online outlets including The Underfloor Heating Store, Direct Heating Spares, Plumbnation and National Shower Spares.

As part of its continued growth and expansion, self-described online builders’ merchant CMO Group PLC is diversifying into the plumbing and heating market following the acquisition of JTM Plumbing in a deal worth up to £5.7m. Consistent with CMO’s growth ambitions and strategy to be able to offer “everything needed by the homeowner or tradesperson to build a home”, the acquisition establishes a foothold for CMO in the approximately £800m online plumbing and heating market and is described as “highly complementary” to CMO’s existing range of specialist categories. Founded in 2007, JTM Plumbing is a pure play digital retailer of first fix plumbing and heating supplies, based in Darlington, County Durham. CMO’s acquisition will extend the company’s already widespread product offering and, in keeping with its other trading platforms, will be marketed under the name www.plumbingsuperstore.co.uk Dean Murray, CEO of CMO, said: “The acquisition takes us another step further to being a one stop shop for customers and enhances our ability to continue disrupting and revolutionising the underpenetrated online market for building materials.”

News round-up

Huws Gray Group has announced the completion of its fifth deal of 2021 with the acquisition of TBS Building Supplies based in Towcester and Daventry, Northamptonshire. In what it describes as a “landmark year”, the business reports it remains “committed to growing the business through further acquisition and by creating more opportunities in its branches and support centres on Anglesey and in Cambridge”. It has also been a busy month for MKM Building Supplies, with the recent opening of new depots in Canterbury, Peterhead, Ashford and Derby. Overall, the company now operates from 90 branches across the UK. Gibbs & Dandy, meanwhile, has opened a new branch in Chichester which increases its national reach to 28 branches. Finally, commercial property estate agency Ernest Wilson has announced the sale of Bradford timber merchants Baildon Timber to the Myers Group, a Huddersfield-based building supplies business, for £1m.

www.professionalbuildersmerchant.co.uk

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BMF CONFERENCE PREVIEW

A tale of two cities The industry heads to Harrogate and York in early November for the ‘dual-centre’ BMF All Industry Conference. PBM outlines what delegates can look forward to.

he welcome return of industry events over the last few weeks has already seen the merchant sector gather in numbers for large-scale meet-ups such as the NMBS Exhibition and the BMF Members’ Annual Conference and Awards. However, there is perhaps something symbolic about the imminent arrival of this month’s ‘All Industry’ Conference — in many ways, the first opportunity for the whole industry to come together in person following the outbreak of Covid-19. Indeed, the cancellation in April last year of the 2020 All Industry Conference — set to be hosted by the NMBS in Sorento on Italy’s Amalfi Coast — was indicative of the growing realisation that we would have to contend with the coronavirus for the long-term. And when plans for this year’s event — being held the UK for the first time in almost 30 years — were first announced last autumn, the intention was for it to take place in its traditional early summer slot on the calendar. As the pandemic continued to wreak

havoc, the Prime Minister’s ‘Roadmap to Recovery’ meant that the June dates were an impossibility and so, in March and a full year on from the start of the crisis, the event was moved back to November. Yet from the outset, there was huge interest in the 2021 Conference, outlining just how the industry’s appetite for vital face to face interaction has remained undiminished over such a transformational 18 months. The event was reported to have fully sold out just eight weeks after its launch, whilst the BMF increased its original allocation of hotel rooms to accommodate 400 delegates. Already being hosted by two hotels in close proximity to one another, more rooms were sourced with a waiting list opened for merchants and suppliers who had initially missed out. Writing the welcome introduction on the Conference website — www.bmfconference2021.co.uk — BMF CEO John Newcomb and Chairman Richard Hill revealed they were looking forward to a

www.professionalbuildersmerchant.co.uk

Keynote Speaker John Bercow

“fantastic event to signal our confidence in the market’s ongoing recovery.” They said: “The main Conference business will take place at the Yorkshire Event Centre, with a spectacular Gala Dinner close by in the historic city of York. And while we have a very full Conference business programme, there will be ample time to explore some of the County’s delightful historic and breath-taking sights.” Reflecting on the dramatic period of change since the last ‘All Industry’ event in 2019, the BMF leaders continued: “In the

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BMF CONFERENCE PREVIEW

AGENDA Thursday 4 November Social programme and evening welcome dinner Friday 5 November YEC Conference Centre SESSION ONE 09:00 Opening Video followed by introduction to Conference from host Jason Mohammad 09:15 Welcome by BMF Chairman Richard Hill and presentation from CEO John Newcomb 09:30 Kevin Morgan from Headline Sponsor Crystal 09:35 James Mason, Welcome to Yorkshire 09:55 Geoff Ramm, customer experience guru 10:30 BMF Workshops A: Digitalisation — Andy Scothern, eCommonSense and David Haldane, Haldane Fisher B: Marketing — Geoff Ramm and Lucia Di Stazio Networking break / exhibition SESSION TWO 11:45 Steve Ingham, Page Group 12:25 Jamil Qureshi, discussing ‘performanceenhancing psychology’ 13:15 Q&A Session 13:25 Networking lunch / exhibition

Free evening at leisure or individual dine arounds Saturday 6 November YEC Conference Centre SESSION THREE — Industry Forum 09:00 Welcome back and introduction from host Martin Bayfield 09:10 Andy Mitchell, Co-Chair Construction Leadership Council 09:25 Nick Roberts, CEO Travis Perkins plc 09:40 Paul Bence, Managing Director, George Bence Group 09:55 Peter Hallitt, Trading Director, Marshalls 10:10 Panel Discussion 10:30 Nicky Moffat CBE, retired Army officer Networking break / exhibition 11:45 BMF Workshops C: Sustainability — Michael McGowan, Ibstock and James Mitchell, Kerridge Commercial Systems D: Mental Health — Tony Adams SESSION FOUR 12:30 NMBS Launch of 2022 Conference — Andy Hextall, Commercial Director NMBS 12:35 Keynote Speaker — Rt Hon John Bercow 13:20 Summary and close — John Newcomb, BMF CEO Networking lunch / exhibition 18:30 Depart for offsite Gala Dinner with After Party

year that the UK begins a new relationship with the European Union, the Conference theme Building Beyond Boundaries could not be more topical as the country looks

14 PBM NOVEMBER 2021

beyond traditional geographical boundaries to build new trading relationships, and the industry moves beyond the boundaries imposed by the Covid health crisis and responds to Government incentives to Build, Build, Build.” A key difference to the 2021 Conference programme is the addition of a Supplier Exhibition, replacing the Merchant/Supplier Exchange sessions. However, the three-day event will again feature the ‘traditional’ Friday night dinearounds and a full programme of social activities in addition to a networking welcome dinner on the Thursday and the aforementioned Gala Dinner on the Saturday night. With plenty of opportunity for networking in both formal and informal setting across the duration, the centrepiece of the event of course remains the Conference programme itself. An impressive line-up of speakers from within the industry and beyond have been gathered together to discuss the key challenges and opportunities as the country moves forward along its new path. For example, with the pandemic turbocharging an ecommerce boom, discussions on digital transformation will be high on the agenda. Similarly, the vitally important topic of mental health will be brought to the fore, including a session from mental health champion and former Arsenal and England

captain, Tony Adams. Many respected industry figures will take to the stage to outline their recent experiences from both a merchant and supplier perspective, whilst Andy Mitchell, Co-Chair Construction Leadership Council, will address the cross-sector collaboration throughout the industry which helped ensure construction was at the vanguard of the country’s pandemic recovery. The key subject of recruitment and staff development will also be tackled by Steve Ingham, PageGroup CEO. And as the UK hosts the COP26 summit, sustainability will similarly take its place on the agenda. Closing the Conference as keynote speaker in perhaps the most literal sense possible will be the Rt Hon John Bercow. With political heavyweights now a staple of the BMF All Industry Conference, the former Speaker of the House of Commons follows luminaries such as John Prescott, Michael Portillo, Alastair Campbell and the late Paddy Ashdown in previous years. ■ The dual-centre BMF All

Industry Conference 2021 — with the theme Building Beyond Boundaries — takes place in Harrogate and York from 4-7 November. Visit www.bmfconference2021.co.uk for more information.

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

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FACE TO FACE With over 180 years manufacturing, design and innovation experience, ERA is a leader in the development and distribution of hardware and security solutions for the residential building and home improvement markets. The firm has extensive knowledge and experience in delivering a total security solution for windows and doors, supplying installers, locksmiths, security specialists, building professionals and homeowners with mechanical and decorative hardware, in addition to its smart security ecosystem — ERA Protect — via its nationwide network of distributors.

PBM speaks with Senior Key Account Manager, Darren Bates

Q A

How did you get into the industry and to your current position? Prior to joining ERA, I spent 15 years working in Sales and Account Management roles within the FMCG sector. In 2016, I decided I wanted to experience a new industry and joined ERA as Key Accounts Manager. I am now Senior Key Accounts Manager, responsible for leading our distribution channel key account team.

Q A

How do you feel the industry has changed in recent years? From an ironmongery perspective, there has been increased focus on category range make up, pricing and digital content over the last 18 months, which has all been driven by the growth of national multi-channel retailers, due to the impact of COVID-19. Today, focusing on the right brands to achieve the most effective product offering and shelf price is vital to ensure every customer consistently receives the highest standards of product quality and service.

Q A

What are the current challenges facing your organisation? Like most suppliers, manufacturing capacity, raw material costs, freight costs and stable freight channels are all having a significant impact on achieving supply due to a combination of complications as a result of COVID-19 and Brexit. To overcome these issues, we have been working in close collaboration with our distribution partners to forecast orders and ensure the required frequency of product wherever possible.

What has the particular impact of COVID-19 been on the business,

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and what (permanent) changes have been implemented? The business has handled the uncertainty of COVID-19 in an extremely proactive way, placing the health and wellbeing of its employees and customers as its main priority. At ERA we pride ourselves on taking a bespoke approach to account management, and over the last year and a half we have focused specifically on how we can support our retailers through these challenging periods in new and effective ways.

“Today’s trade customers and consumers need same day availability, facilitated by click and collect purchasing models, which are combined with a diverse range of products that cover trade-recognised and trusted brands.” This dedication has ensured each of our distributors has consistently received the level of service they know and expect from ERA. By working in partnership with our distribution partners to understand their specific requirements and identify how we can continue to successfully fulfil them, we have been

able to ensure assured supply of product wherever possible, which has resulted in getting back to a distribution pre-COVID OTIF level of over 95%.

Q A

What are the current challenges facing the merchant sector? Outside of the current issues regarding product availability, from a lightside point of view, it has to be the digital presence of competitors and the need to service merchant customers’ evolving purchasing habits. Today’s trade customers and consumers need same day availability, facilitated by click and collect purchasing models, which are combined with a diverse range of products that cover trade-recognised and trusted brands.

Q A

How do you feel the issue of sustainability is to the merchant sector? From a merchant perspective, sustainability of products and packaging is at the forefront of industry news and developments. Demonstrating commitments to improving the environmental efficiency of business operations is also becoming a key driver for purchasing habits of the future. With the UK government’s Plastic Packaging Tax being enforced in April 2022, we are also working in close partnership with our nationwide network of retailers to ensure a minimum of 30% recycled plastic within the packaging of all of our products ahead of the deadline.

■ For further information on

ERA’s portfolio of security products, including its smart home offering, enter the shortcode www.rdr.link/mab003

www.professionalbuildersmerchant.co.uk

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PEOPLE NEWS

Jessica Clarke is Aqualisa’s new Senior Channel Marketing Manager, joining from travel network Busabout. With more than ten years’ experience, Jessica has successfully developed marketing programmes across a diverse range of brands, and aims to bring a fresh perspective to the shower manufacturing industry. In her new role, she will be focusing on Aqualisa’s go-tomarket strategy, including product launches and promotional campaigns, and will be responsible for deﬁning the purchase journey for installers, trade partners and consumers. Keylite Roof Windows has promoted long-standing Area Sales Manager Jamie McGuinness to Regional Sales Manager for the North. Jamie, who has been with the division for over sevenyears, said: “I’m looking forward to getting stuck into this next challenge, supporting our loyal customer base at a regional level and providing a strategic focus on future growth plans. “From large housebuilders and speciﬁers to local builders’ merchants and smaller building contractors, we want to ensure everyone feels supported, so that we’re all working together towards one common goal.”

With the increased importance of Fire Protection in buildings and the growing requirement for compliant solutions, Encon Insulation and Nevill Long are delighted to announce the appointment of Stuart Southall who joins the business in the new role of Regional Sales Manager for Fire Protection for its Northern and Central Regions. Stuart has over 15 years’ experience in the construction industry, working with some of the leading names in the ﬁre protection business.

Azpects has welcomed Samantha Norman as a Business Development Manager. Sam has more than 20 years in project and category management experience, working for businesses such as Howdens, Bradfords, Rigeons, Travis Perkins and Argos. She also has extensive experience with independent buying groups, giving her excellent insight into the industry. National Sales Manager Kevin Ager commented: “Our company has grown signiﬁcantly over the past couple of years, and it became clear this year that we needed to focus on our new business development opportunities with our national accounts and buying groups. We are therefore pleased to welcome Sam to the team; she has a signiﬁcant deal of experience and will be invaluable to growing Azpects’ business.”

SIG UK has appointed “industry stalwart” Andy Sawers to lead its Timber category. With extensive experience across the timber industry and joining from his position as Procurement Manager at Södra Wood, Andy takes up the role of Category Director for Timber which will see him take charge of the development of timber sales in a number of key marketplaces. Andy Williamson, Commercial Director at SIG UK, said: “We have long recognised the importance of further strengthening our Timber offering and Andy’s appointment will play a key role in achieving this.”

Tyman UK and Ireland has announced the appointment of its new Commercial Director, Huw Williams, who will play an integral role in leading the growth strategy of ERA and its sister company, Zoo Hardware. Superseding Helen Downer, who earlier this year became the UK and Ireland President of Tyman plc, Huw brings over 25 years’ experience within the automotive, electrical wholesale, ironmongery and building products sectors to his new post.

www.professionalbuildersmerchant.co.uk

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TRAINING ZONE

IoBM hits first membership target The revitalisation of The Institute of Builders Merchants (IoBM) continues following its merger with the BMF earlier this year as Travis Perkins signs up hundreds of the firm’s apprentices.

he IoBM is rapidly gaining the support of the merchant community with the backing of major buying groups. Now Travis Perkins has become the first national merchant to support its ambitious plans by signing up 800 of its apprentices as student members as new apprentices joining the national merchant will also be given the opportunity to join the Institute. These apprentices, along with other IoBM student members, will benefit from the Institute’s role as an independent accreditation body and its structured framework for Continuing Professional Development (CPD), designed to create pathways for them to build excellent careers in building materials supply. They can also expect their own bi-annual conferences, which are due to begin in autumn next year. This is all part of the strategic roadmap being developed by the IoBM to raise standards and ultimately to “professionalise the merchant industry” by achieving Chartered Institute status. Unlike most employers, Travis Perkins is an accredited provider of apprenticeships with over 40 programmes on offer and the TP apprentices joining the IoBM come from a wide range of backgrounds and experience. The individuals signing up will include existing employees who are taking an apprenticeship to develop their skills or build expertise in other areas as they progress to new roles, as well as those joining the industry from a former career, from school or university or migrating over to an apprenticeship having joined the business from the Government’s Kickstarter programme. Andy Rayner, Head of Apprenticeships and Early Careers for Travis Perkins Group, said:

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“I am excited to be a member of IOBM as it is a great chance for me to network and gain a greater understanding of the broader industry, outside of the area I am working in.” Kayleigh Penrich, Travis Perkins Management Apprentice “We pride ourselves on providing a full range of apprenticeships from the branch counter to the Boardroom. Our apprenticeships are designed to support existing employees as well as individuals with no prior knowledge of our industry or our business, to give them the skills they need to become valued colleagues. “This is very much in line with the ethos of the IoBM and by introducing our apprentices to the Institute as student members, they will

be able to assess how active membership can support them as they continue to develop their careers. We asked our 1,000 apprentices if they wanted to become members of the IoBM and we were delighted that the vast majority did.” Management Apprentice Kayleigh Penrich is looking forward to being part of the IoBM. She said: “I am excited to be a member of IoBM as it is a great chance for me to network and gain a greater understanding of the broader industry, outside of the area I am working in.” The large number of Travis Perkins apprentices joining the IoBM brings its initial membership target much closer, as BMF CEO, John Newcomb explained: “The IoBM Management Committee set a membership target of 1,000 new members by the end of the year. With the support of Travis Perkins, we will achieve this by the end of October. “It is particularly encouraging to see the largest builders’ merchant in the UK bringing such a significant number of new recruits to the industry into membership. Through accreditation and CPD the IoBM has set out a pathway to professionalism in the merchanting industry which can support them through their entire career. We hope others will now follow this example.” ■ The IoBM merged with the

Builders Merchants Federation earlier this year and operates as a separate brand of the BMF, with its own management body. For more information about the benefits of membership, use the shortcode www.rdr.link/mab004

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Merchants’ outlook recovers from August’s dip The latest installment of The Pulse presents some signs of a positive uptick in merchants’ sales expectations and confidence, however underlying concerns remain.

erchants’ outlook improved in September, with sales expectations and business and market confidence up compared to August. Pressures in the supply chain eased slightly with 72% of merchants reporting that all, or more than half, of their suppliers are now able to supply them. This is a marginal improvement from 69% in August’s survey. However, long lead times are prevalent. Supply is of particular concern for imported products, and this has tempered expectations in the medium term. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 1st and 6th September 2021.

(+17%). The South (+45%) and Scotland (+33%) were the only regions expecting growth month-on-month. Of merchants expecting sales to increase in September, 61% expected an increase of 10% or more compared to August. One in four expected growth of up to 9%.

Materials supply Merchants were asked on a scale of 1 (not at all) to 7 (very badly) to what extent their business and customers have been affected by supply problems. An average score of 3.99 in September shows some easing of supply problems, but it’s too soon to see a clear trend — Chart 1.

Merchants’ year-on-year sales expectations improved slightly in September (net +31%) — also Chart 2. Mid-sized outlets (+48%) and Regional merchants (+44 %) were most positive. Of those expecting growth in September, more than half (53%) expected sales to be 9% higher than September last year, while 43% expected sales to grow by 10% or more. Quarter-on-quarter, merchants’ sales expectations weakened in September with a net -13% expecting to sell less in September to November compared to the previous three months. Merchants in Scotland (+47%) had higher expectations than other regions,

Sales expectations Sales expectations improved in September compared to August, with a net +12% forecasting higher sales month-on-month — Chart 2. By branch size, expectations were strongest among Mid-sized outlets

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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 particularly the Midlands (-58%). By branch size, Large outlets had the lowest expectations (-33%). Of those merchants expecting lower sales quarter-on-quarter, 57% expect a decrease of up to 9% and 43% expect sales to fall by 10% or more. Merchants’ sales expectations for the next six months (September 2021-February 2022) compared to the last six months declined marginally in September’s survey with a net -20% expecting lower sales over the period — Chart 3. Merchants in the Midlands had the lowest expectations (-67%). Expectations are also weak among Independents (-37%) and Small outlets (-23%).

Nationals (+32%) and Mid-sized outlets (+38%) were most confident while Small outlets (-28%) and Independents (-4%) were less confident. Year-on-year, merchants’ confidence in the market grew to a net +30% in September compared to +8% in August’s survey — Chart 5. Confidence was highest in the Midlands (+46%), Large outlets (+44%) and Independent merchants (+37%). Confidence in their business Merchants’ confidence in the prospects for their own business increased month-on-month, with a net +32% more confident in September than the previous month. Mid-sized outlets (+48%) were more confident than Small branches (+15%). Compared to the same month last year, merchants’ confidence in their own business eased for the fourth consecutive month compared to very high levels in April and May, but remained historically very strong (net +44%) — also Chart 5.

Of those merchants expecting sales to fall in the next six months compared to the last six, 53% expect a drop of up to 9%. A further 45% are expecting sales to decline by 10% or more — Chart 4. Confidence in the market Confidence in the market strengthened markedly in September with a net +11% of merchants more confident than the previous month.

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 29th in the series, with interviews conducted by MRA Research between 1st and 6th September 2021. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

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

www.professionalbuildersmerchant.co.uk

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SPECIAL REPORT: PAINTING & DECORATING SHOW

Back with a bang After a difficult two years for the industry, the National Painting and Decorating Show will be back in Coventry this November after a pandemic-enforced absence in 2020.

t may have been a rollercoaster ride with contracts postponed, then the pent-up demand released once the lockdown was lifted and now ongoing issues with supplies and delivery, but the UK painting and decorating industry’s biggest and only national event is now back to welcome thousands of visitors to view the latest products from nearly 100 exhibitors. With its mix of face-to-face contact, lively and informative demonstrations, the presence of go-to experts, finding new products and the chance to snap up show-only deals, end-users and merchants will be among the 3,000-plus attendees expected to throng the Coventry Building Society Arena (the new name for the Ricoh Arena…) on November 23 and 24. The show is now in its 26th year, the past

17 of which have been at the Coventry venue where it ranks as one of the arena’s flagship trade events. This underlines its track record as the place to be for those who use, sell, stock or specify P&D products. P&D Show organiser Terry Dullaway said: “Our show is an innovations event and centres on demonstrations and masterclass

areas to see the latest technology in painting and decorating.” Among those firms planning to launch new products at this year’s event are Timbabuild, Axus Décor, Terraco, Bedec, Rustins, and Ciret. The first 1,000 visitors through the door each day will be handed a goody bag packed with exhibitors’ samples and every attendee will be automatically entered into a prize draw to win a QTech Trade Decorators Pack worth over £1,200. ■ The National Painting and

Decorating Show is open from 9:30 to 16:00 on November 23 and 24. For more details and ticket information, visit www.paintshow.co.uk

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INFORMATION TECHNOLOGY

The importance of integration I

t’s understandable that many rushed to implement new software in the early days of the pandemic. However, in an attempt to adapt quickly some neglected the importance of fully integrated digital systems — creating problems later down the line. Using multiple software systems not only makes it impossible to break away completely from manual processes, it can also drain staff time and hinder your ability to provide five star customer service.

The digital revolution According to research last year from L.E.K. Consulting looking at how customer demand has transformed the builders’ merchant landscape (www.rdr.link/mab005), even before the pandemic approximately 80% of customers were regularly using smartphones for work, while 60% used laptops. There’s no doubt that these figures skyrocketed during the pandemic, with digital solutions offering firms a lifeline when government restrictions forced stores to close. The same research found that the increasing availability of mobile apps helped enhance customer experience, with survey respondents citing the leading app providers as Toolstation (36%), Screwfix (35%) and Amazon (35%) as the ‘go-to’ providers. It’s easy to see why merchant businesses of all sizes are now seeking to adopt new

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technologies able to manage ecommerce and click-and-collect services effectively, however there are some key elements that must be considered. The ability to access an in-depth and real-time overview of the business is crucial and if you are operating multiple, disconnected systems this task becomes virtually impossible. You may find yourself working from old data, or having to input data manually from one system into another. Not only is this incredibly time consuming, it is also prone to human error or oversight. One survey found inaccurate data to be a key factor impacting merchants profitability (use www.rdr.link/mab006 for details on the PBM website), with 50% of respondents citing it as a top-three reason, followed by Brexit impact and manual processes, both at 38%. The same survey found that 94% of respondents believe technology is now a vital element to the efficient running of their business, while 88% agree that automating business processes helps their companies stay competitive. The challenge of ecommerce While many rushed to add some form of ecommerce functionality to their business at the start of the pandemic, to avoid this feeling like an add-on that simply creates extra work for your team it’s essential that

For many merchants, the COVID-19 pandemic forced the rapid adoption of digital solutions and helped businesses cope with a challenging year. In most cases, this involved implementing ecommerce or click-and-collect to ensure consumer demand could still be met — even when stores were closed. Chris Aitken, consultant at ECI Spruce, explores why merchants should now look to integrate these systems, to help ensure productivity and profitability as the sector rebounds.

you integrate your back office processes with your ecommerce software. You will struggle to retain customers and build your reputation if a potential buyer sees a product listed online but then arrives in-store to find it’s already been sold. Operating a single system, such as ECI Spruce, can ensure that you and your team have full visibility of real-time stock levels as well as tracking deliveries and managing the restocking process. With a real-time picture of stock levels, you can also ensure that new materials are ordered in line with demand, as well as taking advantage of any bulk buying discounts. As more customers move towards ordering online or through specialist apps, a digital equivalent to the in-store team is required.

www.professionalbuildersmerchant.co.uk

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CRM systems can help you better personalise customer journeys, able to send out targeted emails, offer product specification advice or suggest items that the customer might also be interested in — a service that can help you gain the competitive edge. Streamlining the day-to-day The lasting impact of the pandemic, Brexit delays and price hikes mean that many merchant businesses are faced with tighter profit margins. To ensure their operation remains profitable, some have sought to automate many of the day-to-day processes and free up staff to focus on growing the business and winning new customers.

“The ability to access an in-depth and real-time overview of the business is crucial and if you are operating multiple, disconnected systems this task becomes virtually impossible.” An ERP system can automatically store and send out records, receipts and proof of delivery notes — 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. Many customers now expect merchants to keep an accurate log of previous orders, quantities and other key details. With a fully integrated system, staff working on the shop floor can quickly access information while chatting to a customer — helping to secure a sale or increase order size. Overall, the benefits of a fully integrated system are now clear and arguably an essential factor in a merchant business succeeding in a digital age. ■ For more information on ECI’s

Spruce business management software, enter the shortcode www.rdr.link/mab007

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INFORMATION TECHNOLOGY

On the move Through their integration with core ERP systems, the use of mobile apps is increasingly helping builders’ merchants to improve operational efficiencies. Using the solutions available from Kerridge Commercial Systems as an example, PBM takes a closer look at the concept.

obile technologies have come a long way in twenty years, and the need for businesses to embrace digitalisation has never been greater. Kerridge Commercial Systems (KCS) states that it is helping increasing numbers of builders’ merchants to make the digital transition, whilst allowing them to further reap the benefits of going digital by integrating their core ERP solution with apps that run on mobile phones. The company’s K8 flagship ERP solution is already well-known and trusted by many merchants. Described as simple to use but comprehensive in scope, the trading and finance software is designed to drive efficiencies in all aspects of a company’s daily operation from automated

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invoices through to financial analysis, or warehouse management and keeping in line with sales targets. With K8, users can automate their core processes to save them time and money and improve their customer service. Furthermore, the widespread use of mobile apps now means that more parts of a business can become digitised. By integrating apps with a core ERP solution like K8, the number of hours companies spend on manual tasks is cut together with the associated costs. They can re-deploy their resources into other areas, which then optimises their operations overall. For example, the K8 eReceipts app allows you to book receipts quickly from a purchase order. Multiple users can also

book in single purchase orders or scan or even manually update product quantities. In both scenarios, notifications reach you instantly if there are stock issues. Additionally, because it pulls data from K8, eReceipts helps you view automatic updates of any products received. Deliveries made easy The K8 ePOD app is intended to streamline the whole delivery process, making it easier for your drivers to confirm their deliveries. The app captures images when the delivery arrives. Then the recipient records an electronic signature, after which the delivery record stores all the relevant data. This way, staff can drill into the details should they ever need to.

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K8 ePOD’s functionality also helps you track your driver’s location and keep your customer informed. With K8 Delivery Management, notifications reach customers as soon as planners schedule the load. Paul Cornford, IT Services Manager of KCS customer Howarth Timber & Building Supplies, said: “K8 ePOD has streamlined our processes significantly. We no longer need to produce paper documents for our drivers or sort and file delivery notes on ■ Leading with a headline of ‘One integrated solution for your business’, the new interactive builders’ merchant brochure from Kerridge Commercial Systems (KCS) outlines key information on its flagship Cloud-based K8 software. The brochure describes the software’s key benefits and functionality, and includes clickable links to customer case studies and comments from merchant businesses such as Grant & Stone, the Independent Builders Merchants Group (IBMG) and Reeds of Wantage. It goes on to present the ways in which merchants can “become more competitive and profitable” in the digital age by streamlining their core processes with enhanced ecommerce integration, the use

their return. All delivery information is on one screen. As you can imagine, it’s a real time-saver.” Whether you distribute supplies from a branch or yard, K8 ePick is designed to ensure you can have a fast and accurate picking process with the simple-to-use app “guiding you to the right bin locations in the most effective sequence”. Then you can scan items using your mobile device, reducing the chance of a shipment arriving at the wrong address. of innovative apps and the processing of electronic purchase orders. A statement from the company says: “KCS delivers software solutions that help builders’ merchants operate more efficiently, competitively and profitably. We are here to give you the tools you need to achieve a strategic advantage over the competition, while enabling you to run your business, your way. “Our flagship Cloud-based K8 software is designed and developed by experts with a real understanding of the building supplies industry. K8 combines a suite of business modules that includes ecommerce, digital and mobile solutions that enable our customers to control every aspect of finance, trading and logistics.”

www.professionalbuildersmerchant.co.uk

Import and manage invoices Daily accounts payable processes can be a struggle for many builders’ merchants. With EasyAP, however, KCS says you can electronically import and match your invoices directly into K8 with the app increasing the speed and accuracy of your processes. That way, you can reallocate your resources elsewhere. A valuable asset on the road, K8 Sales Rep Portal is intended to help your sales staff take orders when speaking with customers. By retrieving data from K8, they can see what’s in stock and relay vital product information to the customer. This seamless interaction facilitates sales and saves time calling the main office. With the range of apps on offer from KCS, the firm’s UK and Ireland Managing Director James Mitchell summarised the “many benefits of going digital” by declaring: “KCS has developed apps to help businesses run smoother and make day-to-day life more efficient. These apps are designed to take the ERP system to the job, rather than the other way around.” ■ For more information on K8 or

the selection of integrated mobile apps it offers, enter the shortcode www.rdr.link/mab008

■ Use www.rdr.link/mab009 to

discover more information and to download a copy of the new brochure.

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INFORMATION TECHNOLOGY

Rules of engagement

ost merchants try to manage discount rules using spreadsheets. These are set by customer / group of customers and product / group of products, however these can soon become unmanageable because individual branches and salespeople keep adding in new terms and/or discounts for individual customers, coupled with overrides for single sales transactions. One merchant we worked with had over 160,000 discount rules on their accounting system, with an additional 400-500 being added each week. The branch team was soon experiencing ‘discount rule blindness’! The issue was that they ended up with multiple discount combinations for an individual customer and didn’t know which ones to remove to reduce confusion. We also identified that two branches were giving away 80% of their discount. It clearly wasn’t working and was costing them dearly in lost margin. The managers had tried to fix the problem many times without success, mainly because the spreadsheets were so complicated.

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The situation was completely unmanageable and by the time they were able to unpick the discount terms into a sensible structure, new rules had been added. Using the power of technology It was against this background that we set about developing a method of tackling the problem using the processing power of AI. We worked with our scientific advisor Huseyin Seker, the leading professor in the subject at Birmingham University, along with backing from Google and Microsoft. We start by getting three months’ worth of customer data and then carry out a free analysis that tells the merchant how much money they are leaving on the table by eliminating unfair discounts and how many redundant discount rules they have. Doing this allows us to clearly quantify how we can improve things for the merchant. For the customer with over 160,000 discount rules, we discovered that that only 350 were actually being used. Once we’d dealt with all the others, it suddenly made them manageable and put their branches in

Imagine if you could increase your gross margins by 3% or more, simply by getting control of your unmanageable discount rules. Here, Alan Timothy, CEO of Bubo.AI, looks at one way of doing it. charge of their margin once again. The remaining discount rules are then assessed in a ‘price fairness index’. Typically, when we look at the remaining ‘active’ discount rules we find that 50% of them make the merchant a ‘good’ margin, 25% an acceptable margin and the remaining could be better (offering too much discount). Take an example where a builder visits a merchant’s branch for their usual large order of sand, receiving their normal 15% discount for a bulk order. As they leave, they ask the price of two wheelbarrows (they don’t ‘know’ what the price of these items are, just that they will be around £50 each). They add the wheelbarrows to the same order and so receive a 15% discount on these items, too. For the branch, that is lost margin because the customer didn’t know the ‘market’ price of a wheelbarrow as they buy them so infrequently, and so would have paid the full, undiscounted price. The fact that the branch gave 15% discount cost them £15 in lost margin (two £50 wheelbarrows x 2 = £100, less 15%). It may seem like a small

www.professionalbuildersmerchant.co.uk

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amount, but when unfair discounts like this occur multiple times every day, the lost margin sums up quickly. Another example is where a customer was a ‘large builder’ and begins to order less but still continues to receive the same bulk discounts. Our technology has been designed to spot this anomaly and alerts the branch team with a ‘suggestion’ on a PC dashboard in real time for pricing and commercial managers to act on. ‘Specials’ is another area where discount rules are an issue. We work with merchants where up to 50% of their standard products are being put through the system as specials because salespeople know that the price won’t be challenged. What they don’t realise is that the difference between selling a product as a standard and a special can be as high as 10%, which has major implications on margin.

Grasping the opportunity We have shown that merchants can improve around a quarter of their ‘unfair’ discount rules without any changes to volume sold. The 15% discount given on the two wheelbarrows would flag up as ‘unfair’, allowing the branch to make an adjustment, meaning the £15.00 would go directly to their gross margin. If you add the multiple tens of thousands of transactions like this throughout the year, you soon see why those branches that find an effective way of getting control of their discount rules can increase overall gross margins by 3-5%. The choices are stark; carry on using a spreadsheet and lose out on significant margin opportunity and, at some point, have to pay a pricing consultant anywhere up to £40-50,000 to sort the discount structure out (although once the consultant has left, with no checks in place, the situation soon reverts back to what it was).

Alternatively, forward thinking merchants who embrace AI technology with its user friendly dashboard find that it brings order to their unmanageable discount rules — and keeps them that way. The result is a 3% or more increase in gross margin. ■ Bubo.AI supports customers such as

wholesalers, retailers and other B2B companies through the use of its awardwinning AI technology and expertise to determine the “optimal price point for each and every individual transaction”. The firm says it is “committed to deliver profitable growth and typically achieves a 3% increase in gross margin” for its customers. ■ For more information about

Bubo.AI’s DBX AI-powered discount management, enter the shortcode www.rdr.link/mab010

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INFORMATION TECHNOLOGY

INTACT JT ATKINSON PARTNERSHIP

Family-owned independent builders’ merchant JT Atkinson is rolling out Intact iQ merchant ERP software across its network of 30 branches, two warehouses and two online stores. The business states its investment in Intact iQ will “augment its focus on operational excellence and provide greater visibility and control of the business”. Flexibility to support growth was also said to be a key priority for the firm’s ambitious team. Mark Atkinson, JT Atkinson Director, said: “The initial thing that attracted us to the Intact iQ solution was its underlying configurability and its openness to interface readily with other software. Our conviction only grew throughout the selection process as it became clear to us that Intact iQ has these characteristics built into it at its core. “Recent events have underlined the need to be flexible and nimble. The requirement to adapt working practices quickly and effectively has been a huge challenge in the last 18 months, and we believe that Intact iQ will allow us to more readily adapt to changing circumstances going forward.” The project team at JT Atkinson were also impressed by what they termed as the ‘undeniably impressive’ range of features included. From merchant-focused functionality such as trade counter, advanced rebate management, hire and transport scheduling to “essentials” such as business intelligence, workflow automation, mobile, online and CRM. All are included within what is described as “one cohesive platform”.

ECI SOFTWARE SOLUTIONS ECOMMONSENSE ACQUISITION

ECI Software Solutions has announced the acquisition of Merchant Systems Group, the UK-based developer of the eCommonSense eCommerce and product data management platform. Designed specifically for the building materials supply sector, eCommonSense integrates with the most common business management systems so that builders’ merchants can “improve efficiency, grow profitably and increase customer satisfaction”. The platform has seen significant growth over the last 18 months as merchants increasingly looked at investing in or enhancing their eCommerce capabilities to help overcome some of the trading challenges brought about by the pandemic.

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Mark added: “The ability to seamlessly integrate with other systems was an important consideration for us. You don’t know what technology shifts are on the horizon so we needed to invest in an ERP system that can easily integrate with any current or future ‘best of breed’ solutions we use to ensure we retain a cohesive, central hub to run the business. Essentially, it’s about looking to the future and covering the unknowns and that’s what we’ll have with Intact iQ and its built in REST API capabilities.” ■ Enter the shortcode www.rdr.link/mab011 for

more information and to download Intact’s guide to implementing ERP software.

eCommonSense will join ECI’s LBM and Hardlines group, which will “leverage eCommonSense as both an integration to its cloud-based ERP solutions as well as a standalone global eCommerce solution”. Andy Scothern, CEO and founder of eCommonSense, said: “When I first entered into a partnership with ECI, I was struck by how similar our missions were: to provide building suppliers and merchants with the technology they need to create the strongest businesses possible. As I’ve gotten to know ECI better, I’ve grown in my conviction that they are the right partner to help us scale, and I am looking forward to seeing what we accomplish together.” ■ For more information, enter www.rdr.link/mab012

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BLUE ROCK ENVIRONMENTAL BENEFITS OF ERP

Blue Rock has signed up with Carbon Neutral Britain to help the software supplier reduce its existing emissions and offset its Carbon Footprint via the Woodland Fund, enabling the company achieve Carbon Negative status. With reference to the UN’s recent report on the impact of human activity on our climate, Blue Rock states that it has been looking into how it can further decrease its environmental impact, and also how it can help its customers reduce their carbon footprint. Indeed, it is a big topic within the builders’ merchant industry, for example with the Construction Leadership Council introducing ConstructZero, the Builders Merchants Federation committing to zero carbon operations, and the government’s Net Zero by 2050 10-point plan. To go even further, Blue Rock reports it has opted to go ‘carbon negative’ instead of carbon neutral, meaning it will offset double its actual emissions of 61.48 tCO2e and remove more carbon from the atmosphere than it emits. To help the company achieve this goal, it has signed up with Carbon Neutral Britain, which is helping it to reduce its existing emissions and offset its Carbon Footprint via the Woodland Fund. The Carbon Neutral Britain Woodland Fund supports reforestation,

deforestation prevention and woodland management projects, with a strong focus on having a positive impact on the local wildlife, ecology and biodiversity. George Troullis, Blue Rock’s Managing Director, said: “For decades, my team and I have been helping customers reduce their carbon impact through the use of our software systems. To be fair, we achieved this as a side effect of making our customers more efficient — less paperwork, less travelling, less returns and less waste by providing world class software tools to

TRADEDROP ON-DEMAND DELIVERIES

Working in partnership with local merchants, TradeDrop is looking to expand its provision of “Deliveroo-type deliveries for trade customers”. Described as a “technology-based service similar to Uber in terms of requesting a delivery, instant price and live-tracking of the car”, TradeDrop already works with a wide range of distributors such as electrical wholesalers, plumbers’ merchants — including Willbond and Wolseley — and other trade suppliers to extend their delivery capability through ‘on-demand’ drops that allow tradespeople to stay on site to finish jobs and enables merchants to “complete

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calculate recommended stock levels. “Not only will Blue Rock continue to innovate and bring innovation to our merchant and distribution customers to help them cut their carbon footprint but we will also play a direct part to account for our own effect on the environment.” ■ Use www.rdr.link/mab013 to

read the company’s blog on the key environmental benefits of ERP systems and to also see some of Blue Rock’s recent implementation case studies.

orders which may otherwise be lost”. The service is said to offer deliveries in as little as 30 minutes via a network of community-based, independent drivers, facilitated by “powerful delivery tracking software” and “competitive delivery prices”. The company says that its service requires “no change” to a merchant’s existing sales process, with the order prepared and invoiced as normal. Furthermore, it is described as offering “risk free pricing” to merchants, operating on a “pay as you go basis with no setup costs, subscription or additional costs for vans or insurance”. ■ For more details, use www.rdr.link/mab014

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TOOLS, FIXINGS & ADHESIVES

The extra mile Despite the unprecedented challenges of the last 18 months, TIMCO states that it was able to successfully adapt its business to cope with the demands of the pandemic — and has reported a 14% turnover increase for the year along with predicting a further substantial increase across 2021. PBM reveals more.

escribing itself as a leading supplier of essential construction products, Cheshire-based TIMCO has reported an increase in turnover of 14% to £49.7m for 2020, and is predicting a £60 million turnover for 2021. This rapid growth, which occurs in the run-up to the company’s 50 years in business, has necessitated an expansion of its facilities in Nantwich and for the company to embark on a new recruitment drive. Both the Management and External Sales teams have been further strengthened this year, including seven new Regional Business Consultants bringing the total to 20, as well as the appointment of a new Digital Platforms and dedicated Ironmongery Product Manager. Established in 1972 by Tim Midwood, the family business is now led by the son of the founder, Simon Midwood. During the pandemic, the company experienced a surge in demand for its products, driven by home improvements, the buoyant housing market, and new infrastructure projects. Consequently, it made investments of £1.1m to increase warehouse space to 120,000 sq ft, introduced further automation for greater efficiency, and has also secured six acres of land adjacent to its current site which will allow it to double its storage capacity, increase parking and grow the offices further in years to come. As the company has grown, TIMCO states it has remained committed to retaining its core values as a family-run business that seeks to provide industry-leading support, services, and products to a customer base of more than

“The company’s website, re-launched before the pandemic, has undergone a period of continual development and enhancement. Together with a further shift towards ordering via the website, online sales have therefore increased from 20% to over 50% of all sales within the last 12 months.” 4,500 builders’ merchants. It aims to be a ‘one-stop shop’ for those merchants and to help them grow their business through the implementation of a broad range of services and support functions which are known as ‘the TIMCO hug’. The company’s website, re-launched before the pandemic, has undergone a period of continual development and enhancement. Together with a further shift towards ordering via the website, online sales have therefore increased from 20% to over 50% of all sales within the last 12 months.

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This has been accompanied by extensive rebranding during the pandemic to align all the products under the TIMCO brand, which are featured in the company’s latest product catalogue. Furthermore, next-day delivery and direct-to-site deliveries have all been introduced to help customers sell more products. This year, TIMCO has already launched over 750 new lines — bringing its portfolio to over 7,000 lines — a including this month’s new range of Personal Protective Equipment (PPE) and a new range of hand tools by the year-end. MD Simon Midwood said: “We are delighted that, despite a challenging year with the pandemic and shortages of raw materials, we have been able to grow the business significantly. With our 50th year in business nearly upon us, we aim to grow even further and predict a £60 million turnover when our accounts are finalised for 2021.” Simon also emphasised the importance of excellent customer service. He added: “We are always looking at ways to further support our customers and provide industry-leading service to our merchants. Our team has been trained to take a ‘Dear Mum’ approach where they look to treat both fellow employees and customers in the same way that they’d like their own family members treated — well supported, with respect, and going the extra mile to deliver excellent service.” ■ For more information on

TIMCO’s range of products and support services for merchants, enter the shortcode www.rdr.link/mab015

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TOOLS, FIXINGS & ADHESIVES

Diamonds are forever Brian Trevaskiss, Marketing Manager of CorePlus, explains how merchandising and selecting diamond blades at the trade counter has just got simpler.

electing the right diamond cutting tool can be confusing. Products that all look the same with overly complicated naming can mean that counter staff and merchant customers choose the wrong tool for the job. There are some basics to understand when it comes to choosing the correct product which are worth knowing. For instance, correctly identifying the material you’re going to cut is the most important factor in choosing a blade. Blades for cutting hard, dense (less abrasive) material such as tile, hard brick, stone or hard-cured concrete require a softer metal matrix bond — these wear faster, replacing worn-out diamonds fast enough for the blade to keep cutting. Equally, blades for cutting soft, abrasive materials such as block, green concrete or asphalt require a hard metal matrix bond to resist abrasion and hold the diamonds longer. As a general rule, determine the material that will be cut most often, or the material for which top blade performance is most important. Before your customers get started, they must decide what is most important — the initial price of the blade, or the cost per cut. For smaller jobs, or occasional use, a low-priced blade may be preferable. For longer jobs, or regular use, a higher priced blade will actually be less expensive to use because it will deliver the lowest cost per cut. For really big jobs, the lowest possible

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sawing cost (cost per metre) is usually much more important than the initial price. There are advantages and disadvantages to both wet and dry cutting. Wet cutting will keep the blade cooler and will significantly extend the blade life. Wet cutting is the most cost-effective method but is not always safe or practical. When using an electrical power hand saw, it is not safe to use water without an appointed safety rated accessory system. The advantages of dry cutting are that no water supply is needed and does not require specialist equipment such as water spray systems and cutting can be done near electrical equipment. Also, there is no water damage to the environment. The disadvantages are that dry cutting can only do short shallow cuts to keep blade cool. A large amount of dust generated, causing a premature wear of equipment and generally it leads to a shorter blade life and slower overall cutting speeds.

of jobs it will do and blade life they can expect. The simple star rating displayed on the back of each blade pack clearly indicates how the blade will perform. For extra

Clear packaging When we developed the CorePlus range — which we launched at the recent NMBS Show — we recognised that choosing a Diamond Cutting Blade should be made a lot simpler. The range has specially designed packaging that makes it easy to match the right diamond blade to the job in hand and therefore making it easier to choose at the trade counter. Trade users need simply look at the packaging and it clearly shows them the type

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simplicity, when long blade life is the key selection criteria, the ‘Elite Endurance’ mark provides the maximum number of cuts for your customers’ spend. Essentially, CorePlus matches user-friendly, no-nonsense packaging with high quality diamond technology which we believe will make the range a success for tradespeople. Safety Impressive safety and quality standards are integral to the range and the products are manufactured with state-of-the-art production technology. All our diamond cutting blades are manufactured to EN 13236 and our Elite Endurance range meets the additional certification standards required by oSa the German Organisation for Safety of Abrasives. Whilst quality and concentration of diamonds is an important factor in cut precision, the bond matrix that delivers the diamond is just as crucial. Our bond technology has been developed by the metallurgist professor at the University of Sheffield here in the UK and is specially formulated for different substrates. Merchant support To support its CorePlus merchant stockists, extensive Point of Sale is available as the company looks to build a network of stockists across the UK. Merchant stockists will be backed by exemplary levels of service and support including online ordering, next day delivery and expert technical advice. ■ Offering a comprehensive range of high quality

Diamond Cutting Blades, Dry Diamond Core Drill Bits, Diamond Tile Drill Bits and Diamond Hole Saws, CorePlus is the first brand that has been developed within, and is specifically for, distribution through the Dormole Group. Other Dormole companies include Forgefix, Olympia Tools and Toolbank. ■ For more details on the CorePlus range, and to enquire about becoming a stockist, enter the shortcode www.rdr.link/mab016

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TOOLS, FIXINGS & ADHESIVES

Fit for purpose With an extensive history of supplying premium products for professional painters and decorators, Hamilton has now launched a range of decorating tools aimed at the wider building trades.

ollowing “months of extensive research” into today’s users, Hamilton discovered that a large sector of multi-skilled trades are looking for a range of high quality decorating tools to be more readily available to them. And with 90% said to have named Hamilton as an “aspirational, trusted brand”, the leading supplier has now launched a new solution — Hamilton For the Trade. Hamilton states it will always be dedicated to the professional painter and decorator — a central focus for its product development and innovation since 1746. However, with many more professional users now offering skilled decorating services, the brand says it is “right that it offers a simple, comprehensive and quality range of products tailored to these needs”. Brand Manager Sarah Coussens said: “We’re certainly not stepping outside of our heartland of professional decorators, (but) we are instead embracing those multi-skilled trades and welcoming them into the fold. They also need access to products that offer innovation, quality and confidence — we’re generating even more decorating champions.” With the majority of such trade users purchasing from their local builders’

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merchant or trade counter, the development of the Hamilton For the Trade range is described as fulfilling this need for increased availability perfectly. And whilst a more specialist selection of tools for specific applications is certainly more in-line with the needs of the professional painter and decorator, Hamilton also recognises that ease of selection and keeping a handy set of multi-purpose tools is essential for a trades person who is multi-skilled, and not just decorating 100% of their time. This led to the development of Hamilton’s ‘For The Trade’ range, with Sarah commenting: “Speed and efficiency are proving to be key drivers for trade users, where a smaller selection of tools to cover a wider variety of applications and paint types is vital.” The new range has already been tried and tested by real users, and the company hopes that the positive feedback on the range will give assured confidence for other users. Products were also put through laboratory trials that tested for filament loss, coverage, pick-up and release, speed and control, as well as lint loss and spatter. The For The Trade range includes brushes, sleeves, frames, roller sets, tools,

surface protection and accessories. For example, the fine-tipped synthetic brushes are designed for use with all paints, and have FSC certified wooden handles with flat, reach, angled and cutting-in brushes available. Larger wall brushes are also included in the range, alongside a masonry and timbercare brush for outdoor projects. 9” Roller sleeves are available in short, medium and long pile — all with a 1¾” core for maximum pick-up. 4” minis are also provided, in medium pile and high density foam, as well as a 12” medium pile. Tools and accessories in the new range include kettle, scuttle, trays and liners that are all made from 100% recycled materials in addition to a 42 litre multi-purpose tubbie with reinforced handles and a selection of durable but lightweight extension poles. A filling knife, stripping knife and pack of continental filling knives complete the assortment. ■ For more information on

Hamilton’s For The Trade rage, enter the shortcode www.rdr.link/mab017

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TOOLS, FIXINGS & ADHESIVES

HULTAFORS TOOLS

TOUGHBUILT 2-IN-1 SCRAPER UTILITY KNIFE

Adding to its wide range of products — including sawhorses, knee pads, tool bags and totes, and the ClipTech system of tool belts and pouches — ToughBuilt has launched a new Scraper Utility Knife. The multi-purpose device is billed as a ‘world first’ through the use of ‘advanced technology’ which allows users to quickly flip between a utility knife and a scraper with the flick of a thumb. Featuring a rugged handle with a rubber grip for maximum comfort, as a utility knife it can be used to cut all manner of materials whilst as a scraper it can be used to remove paint, sealants, putty, adhesives and labels from various surfaces including windows, mirrors and tiles. ■ To see a video demo of the Scraper

Utility Knife, enter the shortcode www.rdr.link/mab018

HDC Chisels are designed for jobs on site that need strength and precision for accurate chiselling work and Hultafors’ newly extended range is now said to have “a superior ergonomic design” and is comprised of 11 different blade widths up to 40mm. All the blades are forged using a unique steel formula into a one-piece I-beam construction for strength and rigidity, with a robust profile for extreme breaking strength and a design that maximises power transmission downwards through the tool. Additional features include an ergonomic Santoprene handle with an impact resistant nylon striker that can be replaced when worn down. ■ Use www.rdr.link/mab019 for more information.

MIRKA UK LEROS-S

Focusing on speed, lightweight and efficiency, Mirka UK is showcasing its innovative LEROS-S 950CV (LEROS-Short) at the P&D Show this year on stands 67 & 83. Designed for a variety of applications where time is of the essence, the new device is said to combine the best-in-class features of the original LEROS — including a sanding head with 180° flexibility and a 5mm random orbital movement — in a more compact design that makes sanding in confined spaces easier, more efficient and dust-free. And when combined with Mirka’s dust-free net abrasives and suitable dust extraction, the LEROS-S is said to ensure virtually dust-free sanding. ■ For further details, visit www.rdr.link/mab020

WERNERCO BOSS POD RANGE

BOND IT APP

WernerCo has expanded its range of BoSS Pod low-level podiums with the addition of the BoSS Pod 1500. Designed for working at fixed height for long durations, the BoSS Pod 1000 and new 1500 model are described as heavy-duty podiums which offer an all in one solution specialised for single person use. Thanks to the addition of the new 1500 model, tradesmen can now easily choose from two different platform heights — whilst the BoSS Pod 1000 offers a safe working height of 2.95m, the new 1500 enables users to reach up to 3.45m. ■ To see all of the features and benefits of the range, enter

www.rdr.link/mab021 in your browser.

SAMAC PERFORMANCE EXTERIOR WOOD SCREW

A new Exterior Wood Screw is the fixings specialist’s latest addition to its Performance Range of high performance screws. Suitable for external projects such as fixing fence and gate ironmongery, it is available in what is described as being one of the widest ranges of sizes and finishes on the market for a solid fix and professional look on any project. Available in a silver Ruspert finish as standard, Samac has also launched a black Ruspert version to cover the range of typical gate ironmongery on the market. Two head types — countersunk and pan head — are on offer whilst standard features include a type 17 cut point and partially serrated thread which “make fixing soft and hardwoods simple”. ■ Additional details can be found via www.rdr.link/mab022

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Providing users of its products with “excellent reference tools”, Bond It’s recently launched app has been designed to ensure quick and easy locating of technical data sheets, declarations of conformity, safety data sheets and application advice relating to the firm’s entire product range. The free, ‘quick and easy’ reference guide gives additional key information including pack images and product descriptions, ensuring that users can find all the information they need directly via their mobile device. ■ For more, use

www.rdr.link/mab023

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ROOFING, FLOORING & INSULATION

Performance packaging Vanessa Rae, Marketing Director of Knauf Insulation, outlines some of the recent changes to the company’s range of products with a focus on packaging innovation and ease of identification on the shelf.

Q A

What are the changes in a nutshell? Essentially, we’ve made it easier for customers to choose, use, store, handle and transport our insulation whether inbranch or on-site. From clear product identification to colour-coded thermal conductivity groups, our packaging has been redesigned to give our customers all the information they need at a glance and ensure they use the right product for their application. We’ve also upgraded our compression packaging technology — already the best in the industry — which means there’s even more product per pack or pallet. This, together with other sustainability improvements, is helping to make our insulation even greener.

Q A

How does the new packaging help merchants and their trade customers? Our packaging has been designed to make it easier for customers to choose the right product for their application. Firstly, product names are bigger and clearer. We know that additional performance factors such as non-combustibility or acoustic performance are becoming more important, so we have made them more prominent on our packs.

This information, together with consistent colour-coding of the packaging into thermal conductivity groups across the range, means customers can identify the product they need immediately. We’ve also launched Rocksilk, a new brand with a fresh new look for our Rock Mineral Wool range, and we’ve discontinued the Earthwool brand to simplify the brand structure.

Q A

Why have you made these changes? Trade customers have told us efficiency is of the essence — in branch they need to be able to select the right product for the right application quickly. This means they want to be able to instantly assess product benefits such as thermal conductivity, non-combustibility, acoustic performance and whether it contains ECOSE Technology, our unique bio-based binder, which improves the installer’s experience and is better for the environment. Similarly, on a busy site, they want to be able to grab the product they need and install it. They don’t want to have to read the small print to check they’ve picked up the right product. That’s why we’ve colour-coded the

packaging and made the most important information highly visible, which means they use the right product for each application.

Q A

What is compression packaging and why is it important? Unlike other insulants, such as rigid boards, Glass Mineral Wool is flexible. As well as helping builders achieve highquality installation by adapting easily to the substrate and eliminating air gaps, this flexibility allows the Glass Mineral Wool to be compressed in the pack and on the pallet.

We have further improved what was already the most advanced packaging compression technology on the market, which means we can now compress our products down to just a tenth of their size. On average there is 15% cent more insulation per pack for the rolls, and 25% more per pallet for the slabs. This makes our products even more efficient to store, handle and transport.

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ROOFING, FLOORING & INSULATION

Q A

How do the changes make the products more sustainable? As there is more insulation per pack or per pallet, we can fit more insulation per truck and trade customers can fit more into their vans. This means less handling overall, and fewer vehicles are on the roads, which reduces transport related carbon emissions. It also allows for more efficient storage on site. Better compression also means less plastic packaging per m2 of our insulation which reduces the impact our products have on the environment too. We’re also introducing a new packaging film that contains a minimum of 30% recycled plastic, and our new designs use less ink, so our packaging is even easier to recycle.

Q A

Why should your customers care? The changes we have made reduce the carbon footprint of our products. They

help fulfil the commitments we’ve made in our ‘For A Better World’ sustainability strategy and build on our long history of innovation For example, more than ten years ago, we developed ECOSE Technology, our bio-based binder, that contains no formaldehyde or added phenol. It is made from natural raw materials that are rapidly renewable and is 70% less energy-intensive to manufacture than traditional binders. In addition to its sustainability credentials, it has improved the installer experience with Mineral Wool — our products are soft to touch and they generate low levels of dust and VOCs. From the new design and compression technology to reducing the use of plastic packaging and making it even easier to recycle, we’ve made our range even better for our customers. This means the trade can focus on delivering better buildings — and ultimately, that’s better for their customers and the environment too.

■ Knauf Insulation has recently been selected as a net zero ‘Business Champion’ by the Construction Leadership Council and Department for Business, Energy and Industrial Strategy (BEIS) for the CO2nstructZero initiative.

For more information on Knauf Insulation’s product range, support services for merchants and its sustainability initiatives, enter the shortcode www.rdr.link/mab024

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ROOFING, FLOORING & INSULATION Actis Hybrid products are being used by Point 1 Building Systems in the construction of a barrel-roofed Cotswold home set to feature on Grand Designs.

The ‘loft area’ in Jewson’s Leatherhead branch includes Actis Hybrid products along with looped screenings of its one minute ‘how to’ installation videos for customers.

Fabric first

With the rising popularity of extensions, loft conversions and garden rooms, the role of effective insulation is crucial in such projects. PBM considers why increasing numbers are choosing to utilise innovative insulation solutions from Actis.

he demand for extensions and loft conversations has soared over the last 18 months as homeowners have looked to ensure their properties were up to the multipurpose requirements of pandemic life. Furthermore, in both general renovation applications and new build projects alike, ensuring the speed and efficiency of construction is growing ever-more in importance as supply chain issues and labour shortages impact on the sector’s capacity. Increasingly, many in the industry are turning to solutions such as timber frame and the use of products such as the Actis range of innovative building insulation products, including reflective multifoil insulation and membranes for roofs, walls and floors designed to ensure airtightness, acoustic performance, vapour permeability and moisture resistance. For example, Kent-based garden room specialist Watts and Holden has seen demand for its buildings double over the past year as people work from home, with Actis insulation enjoying a rise in orders as a result. One of the firm’s latest projects, an extension at a house in Maidstone, doubles as an office by day and a teenage den by night and its timber frame construction meant it took only ten and a half days to build from start to finish. The option of Actis Hybrid insulation is said to have proved extremely popular with the firm and its customers, not only because of its “impressive thermal efficiency” which

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reduces heating bills for the owners, but because it is “a dream” for the builders to install. Ben Watts, who has been running the company with business partner Mark Holden for more than 20 years, said: “Timber garden rooms have been rising in popularity anyway over the past few years, but since last March we have been overwhelmed by the increase in our workload.” Regarding the use of Actis products, he added: “We like the ease of fitment; it’s clean and produces no dust or mess” and in the project itself, 75mm honeycomb Hybris insulation and the supplier’s Boost R Hybrid insulating reflective breather membrane were used in the walls, with 125mm Hybris and insulating vapour control layer H Control Hybrid in the flat roof. And with the popularity of extensions, garden pods and loft conversions which serve a similar purpose on the rise, many merchants are reporting a huge rise in sales of the necessary insulation products. For example, Jewson Sales Manager Brad Ellis said: “Insulation and insulating membranes have been flying out of the door over the past year, with a current loft promotion across stores in the south of England generating even more interest.” Brad’s area covers ten branches in Surrey and Hampshire, two of which are Woking and Leatherhead, and he added: “We have seen a huge uplift in sales for loft conversions and extensions in the area. Improvement projects are currently on the

Jewson Business Unit Director Andy Sunter takes the ‘Hybris Challenge’ along the route of the merchant’s 130-mile ‘Monster Walk’ which saw staff raise £30,000 for charity.

property owners’ minds. We currently have customers using Actis for loft and barn conversions and complete build projects as well as home offices and playrooms. “We have ensured that the big brands are stocked in these branches to give our customers choices and the ability to purchase the stock then and there. We have purpose-built loft displays in dedicated

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Garden room specialists Watts and Holden added this home office extension to a property in Maidstone, Kent.

branches to showcase our extended loft offering, which has proved popular with our core target audience, as well as attracting new customers to the branches who are keen to know more about the products we stock.

He continued: “Our customers have welcomed our loft launch in the area and are now asking questions in the branches about why Actis is so good. As well as Hybris, the core insulation product, sales of H Control Hybrid — an insulating vapour control layer — and insulating breather membrane Boost R Hybrid have also generated interest, with more customers purchasing these products. “This is largely thanks to the Actis Regional Sales Manager, Liane Bayliss, giving technical training to the sales team who have been massively receptive to the product. Our customers enjoy the flexibility, efficiency and the economic saving that comes with this product when installing on their projects.” Actis offers a number of support initiatives to its stockists, including training, in-branch promotions, regular prize draws, trade days, and special events — such as Jewson’s fundraising ‘Monster Walk’ which

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raised over £300,000 for charity — in addition video tutorials and an online U-value simulator. Furthermore, the CE-marked Actis Hybrid range has LABC and LABSS registered details and LABC Warranty approval. Earlier in the year, it reported record sales of its products with UK and Ireland Sales Director Mark Cooper stating: “We are seeing more and more contractors moving towards using Actis Hybrid in particular as an alternative to traditional forms of insulation. We’re finding that once builders have discovered Actis they tend not to go back to the old ways. So there is a lot of repeat business there.” ■ For more information on the

Actis range and its support services for merchants, enter the shortcode www.rdr.link/mab025

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ROOFING, FLOORING & INSULATION

Moisture management

A recent blog on the Marley website discusses the implications of the “fully revised” British Standard BS 5250.

he launch of the fully revised British Standard, BS 5250, aims to address all sources of moisture within buildings and the associated impacts to the building fabric and occupants’ health by preventing them from becoming breeding grounds for health hazards such as mould spores and spreading infections. BS 5250:2021 replaces BS 5250:2011 + A1 2016 and gives new guidance on preventing moisture risk in buildings, including pitched roofs. The revised Standard was launched on 29 July and has been re-named ‘Management of Moisture in Buildings — Code of Practice’ to reflect its new, integrated whole building approach, which considers the interactions between the fabric, services, and occupants. While former editions of the Standard focussed mainly on condensation, the new guidance has been broadened to include other moisture problems such as excessive humidity, rising damp, rain penetration and roof leaks. It also recognises that, in both

new and existing buildings, the gap between the design on paper and the way it performs when it is built and in use may vary significantly, particularly due to modern building methods and climate change. The revised Standard represents best practice in terms of assessing, controlling, and preventing the risk of moisture in buildings, giving both design and practical recommendations. Stuart Nicholson, Roof Systems Director at Marley, explained: “The changes that are introduced in BS 5250 recognise the fact that buildings are coming under increasing stress from excess moisture, not only from climate change, with increasingly high rainfall and flooding risk, but also due to improved energy efficiency, causing greater humidity in buildings. “We have been advising about the risks associated with moisture and the importance of adequate ventilation for many years now. The revised BS 5250 is an

important step forward because it adopts a whole building approach to reducing the risk of excess moisture. Pitched roofing has a critical role to play in this integrated guidance and in the revised Standard, roofs are covered in greater depth than before and the different moisture risks between roof types are explained in detail. “Importantly, it shows that roof ventilation should not be seen as an add on but is an important part of the whole building approach to managing moisture. This will help to prevent damage to buildings from different types of excess moisture and reduce the harmful risk to occupants’ health from inadequate ventilation levels.” ■ For more information on the

new BS 5250, and for further details on the Marley product range, enter the shortcode www.rdr.link/mab026

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www.professionalbuildersmerchant.co.uk

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ROOFING, FLOORING & INSULATION WELSH SLATE ONLINE VISUALISER TOOL CUPA PIZARRAS CUPA 50

Cupa Pizarras has added to its extensive portfolio with the launch of CUPA 50, a non-carbonated, deep grey slate. With a uniform, smooth surface and thin laminations, the product can also be produced in larger sizes making it a versatile option for the UK market that is suitable for both new builds and renovations. The site of the product’s extraction is newly acquired by the company, which is currently building a new factory in order to further capacity as part of its ongoing investment and expansion. CUPA 50 will be available in a range of sizes between 20x20cm and 64x45cm and also comes in a variety of thicknesses, from 3.7mm to 7.5mm. ■ To find out more, enter

the shortcode www.rdr.link/mab027

An online product selector that helps users visualise natural slate in flooring and paving applications has been launched by Welsh Slate. The user-friendly tool gives users the option to choose flooring and paving options such as product, colour (including grout/joint colours), finish and size. Launched in response to the ongoing trend for homeowners to improve their properties rather than move home, the free service does not require the user to upload an image, and the layout — with up to four mixes of sizes for new-build and refurbishment projects — is ready to view “in super-quick time”. ■ Go to www.rdr.link/mab028 to discover more

WEST FRASER FLOORING CHOICES

West Fraser’s versatile CaberFloor system is described as offering an advanced range of flooring products designed to fit all applications including new-build, replacement, domestic and commercial. For example, its popular CaberFloor P5 particleboard is said to be the UK’s most specified moisture-resistant P5 flooring. BBA approved for 60 days exposure, CaberShieldPlus is designed to allow building work to continue in all weathers by offering double-sided protection with a tough, permanent waterproof coating. CaberDek, meanwhile, is BBA approved for 42 days exposure and has the advantage of a strong, waterproof and slip-resistant peelable film to provide protection from the elements and construction mess and, when removed, leaves a clean, finished floor.

■ For more on the West Fraser portfolio of flooring solutions, including the CaberFix range of sealing and fixing products, enter the shortcode www.rdr.link/mab029

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MARKETING SUPPORT

Counter talk David Barnes, Marketing Manager of KNIPEX, looks at the highquality hand tools making waves with merchant customers.

and tools are a crucial part of any installer’s toolkit and there is a large choice available to the trade. However not all hand tools are created equal. Specialist pliers’ manufacturers, such as KNIPEX, have a long history of producing the very best products and provide innovative, extremely effective and comfortable tools which save time and money out on site. Carl Gustav Putsch founded KNIPEX back in 1882 and it is still a family-owned enterprise to this day. Based in Wuppertal Cronenberg in Germany, the factory grew from just one building into the impressive complex it is today, exporting its tools to more than 100 countries across the world. With over 1,000 different pliers across its product ranges, the company manufactures many variations which cater for many different applications a professional tradesperson will encounter. The high quality and reputation of these tools means builders’ merchants can easily communicate the benefits of the brand at the trade counter and there are some key ranges which are currently popular with merchant customers.

Gripping With 25 jaw locking positions, the everpopular Cobra Water Pump Pliers can be set to the desired size by the push of a button. Fine size adjustment ensures optimum handle position and box-joint construction

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prevents the pliers pulling to one side when in use. A user-friendly guard prevents fingers being pinched. The Cobra XS (100mm) was launched in 2020 and it has already proved a success with builders and plumbers — and with a gripping capacity of 24mm, this ‘everyday carry’ tool really does fit into the palm of the hand, making it well-suited to quick jobs like radiators, taps or just those quick tighteningup tasks. Whilst also offering 125mm, 150mm and 180mm sizes to offer solutions for jobs in awkward spaces and positions, the 250mm pliers are unsurprisingly our most popular size with all tradespeople for general maintenance and domestic jobs. Finally, larger pliers at 300mm (60mm capacity) and 400mm (95mm capacity) are used in more industrial settings.

Keep it compact Kick started by the Cobra XS, the trend for compact hand tools has been embraced in the Pliers Wrench range too, which is now available as an XS version with a length of just 100 millimetres. With a width across flats of up to 21 millimetres, the small allrounder has a continuous gripping capacity for all common widths, both metric and imperial, whilst its smooth jaws ensure gentle use on delicate surface finishes. Sometimes on site, brute force is needed and the CoBolt Compact Bolt Cutter is a pocket-sized muscle tool. With its practical size of 200mm and low weight of less than 400g, these tools can easily be kept on hand for demanding jobs. For bigger cutting jobs, for instance for thicker wires and cables, Bolt Cutters are available in a range of lengths, from 460mm up to 910mm. Merchant support Our team is available to help merchants with product information and details on how to source the marketing materials and new products. KNIPEX provides eye-catching point of sale and marketing materials with solutions designed to help boost sales with glass display cases, illuminated boxes and accessories such as shelf stoppers, perforated panel hooks, secondary stands and displays. ■ For more details, use the

shortcode www.rdr.link/mab030

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SHOWERWALL RRP BROCHURE

HIB 2022 BROCHURE

As featured in its new 2022 brochure, HiB has unveiled its latest collection of mirrors and cabinets which is said to “showcase the very best sophisticated styling and stunning functionality”. As well as viewing the latest ranges, customers browsing the new brochure — which is available in print and online via the company’s website — can make use of new QR codes to see additional images, information and videos online. Enter the shortcode www.rdr.link/mab031 to take a look.

RESIDEO BAND OF BUILDERS CAMPAIGN SUPPORT

Resideo has leant its support to Band of Builders’ Big Brew campaign, which aims to help raise awareness of mental health and wellbeing amongst the trades. The heating controls manufacturer sponsored the charity’s Big Brew events, which featured at merchant branches nationwide throughout October and pledged to donate £1 to Band of Builders for each Honeywell Home product purchased over £50 at the events to further support its projects. The company has a further programme of events and fundraising in place that will run right across the busy heating season and into 2022.

WIENERBERGER NATIONWIDE TOUR

During October, the ‘Wienerberger On the Road Tour’ visited Jewson branches across the UK to ask builders about the challenges and opportunities of the last 18 months. Hosted by builder and broadcaster Andy Stevens, along with bricklayers Mat and Rob, the team also offered a host of daily prizes via the ‘Wienerberger Wheel of Fortune’. Marketing Manager Dan Cheung said: “It’s been a unique year in the industry, with trades working harder than ever in difficult circumstances. This tour is a great opportunity for us to show our support and solutions by listening and engaging with customers, whilst also having some fun and giving away some great prizes along the way.”

BPC FIXINGS BUILDERS’ METALWORK BROCHURE

Showerwall has introduced a new Recommended Retail Price List book for its 2021 range to support customers showcasing its extensive bathroom panelling collection in showrooms. The book can be used to offer homeowners ideas and inspiration on the latest bathroom trends, with each design shown with an RRP, with and without VAT. Including all the company’s available accessories and also available as a digital version, the guide has been divided between Showerwall’s popular HPL, Acrylic and Custom Collections, and details the different panel sizes and ﬁnishes including its Square Cut and HPL Proclick panels.

WAVIN REWARDS APP As part of this year’s Gear Up campaign, Wavin has launched its new Rewards app which gives customers points every time they buy Wavin products, including those in the Hep2O and Osma ranges. The points can then be redeemed against a range of vouchers and gift cards from brands including Amazon, Argos, Just Eat and Greggs on addition to Jet2 Holidays and TUI. All installers have to do to collect points is to either submit their invoices or scan their receipts through the app, earning one point per pound spent.

BPC has issued a new brochure to turn the spotlight on its expanded builders’ metalwork range. The brochure has been designed as a sales aid for merchants when dealing with customer enquiries and features clear and comprehensive product information. Featuring in-situ images and comprehensive information, the publication has been described as “a real step up” and details the company’s full range of single piece masonry hangers, restraint straps, timber to timber joist hangers, timber engineering hardware, multi-truss hangers, angle brackets, timber ﬁxings and timber connectors. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mab032

www.professionalbuildersmerchant.co.uk

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PRODUCTS & SERVICES RUSTINS 500ML AEROSOL

Rustins’ award-winning Strypit Paint & Varnish Stripper range just got bigger with a 500ml aerosol added to the 250ml, 1 litre, 2.5 litre and 5 litre sizes. Marketing and Design Manager Vince McDonagh said: “Our DCM free Strypit 500ml aerosol will achieve the same results, but it is easier to get into those harder to reach and more intricate areas of the item that needs stripping.” The product is non-drip, making it suitable for use on vertical surfaces, non-caustic and water- and solventwashable. All users need do is simply spray on a liberal coat of Strypit and then leave it until the paint starts to soften or blister. After a short wait of between five and ten minutes, the paint can then be easily removed with a stripping knife or scraper.

EVERBUILD CENTRAL HEATING TREATMENT SYSTEM

Sika Everbuild has launched a new Central Heating Treatment System which is said to offer an effective three stage solution to clean, protect and test central heating and hot water systems. Comprising a range of targeted solutions to solve the most common cause of heating breakdowns — such as the accumulation of limescale, sludge, bacteria, mould or rust — each of the nine products in the system has been created to provide a high performance, rapid response which will make it easy for professionals to clean, protect, test and ultimately prevent problems caused by a build-up of debris. The System offers three “powerful cleaning solutions” including P24 Power Cleaner to clean debris and sludge build ups from the system, P26 Biocide to eliminate and prevent further bacterial and fungal growth and P28 Filter Fluid which ensures heavy sludge particles reach the filter for safe removal. It also features a full range of products to protect central heating systems once they’ve been thoroughly cleaned — from chemical inhibitors such as the P30 Protector, to Magnetic and Electrolytic scale inhibitors as well as the P32 Leak Sealer. Detection and testing are also vital to ensure central heating systems work effectively and with this in mind, the new launch includes a Universal Protector Test kit which allows engineers to quickly test the level of inhibitors present in the system.

ALTRO TEGULIS GROUT-FREE ALTERNATIVE TO TILES

The Altro Tegulis wall system is said to offer “the ideal alternative to traditional tiles” for wet rooms, bathrooms, kitchens, and retail spaces. Available in an extensive colour and design palette, the system is said to have the look and feel of tiles, but has custom-etched grout lines that eliminate the cleaning, repair and hygiene issues that can be associated with traditional ceramic tile installations which use porous grout. From natural stone effects to smooth neutral satin finishes, featuring on-trend chevrons, hexagons and timeless metro tiles, the range can help to create a stylish, flexible look for walls in numerous room types. Said to be easy to install and maintain, the durable panels are also offered with a 10-year guarantee.

NEOPERL MINI ECOBOOSTER

The Mini Ecobooster is an aerator for the kitchen tap that can be switched from water-saving flow to full capacity in an instant, allowing the tap to be on eco-mode for general use but boosted to a fuller flow when required. The flow device, which can be easily retrofitted to most kitchen taps, protrudes slightly from the tap and can be switched easily into boost mode by pulling the sleeve upwards. After closing the tap, it always switches back into the default water saving mode. It solves any argument on a water saving device resulting in a lack of performance.

SNICKERS WORKWEAR CLIMATE CONTROL GARMENTS

A selection of new styles from Snickers Workwear are said to deliver winter warmth and cooling comfort whenever users need it. With styles for both professional tradesmen and women, garments in Snickers’ 37.5 Technology clothing range “excel at ventilation to keep you cool and moisture transportation to stop you getting cold to keep you working comfortably wherever you are on site”. The 37.5 Technology fabric is a very quick-drying material that captures and releases moisture vapour for superior coolness and dry working comfort. It’s integrated into selected Snickers Workwear base- mid- and top-layer garments to keep you working at your best whatever the weather.

FOR MORE DETAILS ON THESE AND OTHER NEW PRODUCTS FROM THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MAB034 48 PBM NOVEMBER 2021

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ADVERTISEMENT INDEX Aanco (UK) Ltd t/a Made For Trade .............................................................................................page 19 Bradite Paints Ltd .......................................................................................................................page 45 BSW Timber Ltd ...........................................................................................................................page 8 Buckbootz .................................................................................................................................page 32 Builders Merchants Federation ......................................................................................................page 4 Eurocell .........................................................................................................................inside front cover Everbuild Building Products Ltd ...........................................................................................pages 29, 37 Long Rake Spar Co. Ltd ...............................................................................................................page 7 Merlin Business Software Ltd ......................................................................................................page 25 OMNIE Ltd .................................................................................................................................page 12 Professional Builder Live .............................................................................................................page 49 Resapol Ltd ...............................................................................................................................page 22 ROYD Tool Group ......................................................................................................................page 40 RWC (UK) Ltd ............................................................................................................outside back cover Samac Fixings Ltd ......................................................................................................................page 32 Siroflex Ltd ...................................................................................................................................page 9 Soudal (UK) Ltd ..........................................................................................................................page 35 Superglass Insulation Ltd ............................................................................................................page 41 Ubbink (UK) Ltd ..........................................................................................................................page 43 West Fraser ........................................................................................................................pages 15, 23

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With Paul Davies

TALES FROM THE VICARAGE So who didn’t have Watford down as the first EPL club to sack their manager this season? Despite a relatively decent start — 7 points from 7 games and 15th in the table isn’t a return many Watford fans could complain about — the clock was always ticking on Xisco Muñoz’s reign at Vicarage Road. Appointed in only December 2020, the Spaniard was able to successfully get the Hornets back up into the Premier League, but despite the steady start, concerns were raised about tactics and team selections. A lacklustre defeat against Leeds ahead of a tricky run of fixtures was enough for the club’s owners, the Pozzo family, to once again press the ejector seat button. Watford’s list of managers since the Pozzos took charge in 2012 makes War & Peace look like a pamphlet, so much so that the club’s Wikipedia page only goes up to the sacking of Nigel Pearson in July 2020 before giving up, exhausted — two full time gaffers have been and gone since then, before getting to the new incumbent Claudio Ranieri! It is a model that works to an extent, and let’s be honest, it is very much a ‘Head Coach’ position than the authority that comes with being a permanent ‘boss’. Thus far, there has been little prospect of a Ferguson or Wenger style dynasty — much less a Graham Taylor — with the manager imprinting a long-term ethos. So in comes Claudio Ranieri, the Pozzo’s 14th manager in nine years, and on the surface it is a fantastic appointment and with a much stronger pedigree than many of his predecessors. Somewhat maligned at Chelsea, he can really take some credit for kick-starting the ensuing success of the Abramovich era. And

whilst his time at Fulham didn’t work out, it does present the rather wonderful bit of trivia that he took over from Slaviša Jokanović — his first signing for Chelsea — and was himself succeeded by his final signing at the Bridge, Scott Parker. In a relatively successful managerial career predominantly across Italy, Spain and France, Ranieri is of course most celebrated here for his title win with Leicester. I don’t think anyone is expecting such an impact with the Hornets (but we’ve said that before…!), yet the club actually has a decent squad — Ismaïlla Sarr in particular — and Ranieri should be able to attract and retain talented players. That said, he’s signed a two-year deal, but I’m not going to bet on him seeing it all the way through!

I WOULD LOVE IT… Leaving the geopolitics to one side, I’ve found the response of the other Premier League clubs to Newcastle’s protractedbut-now-completed takeover to be hilarious. It has been hysterical to see the gnashing and wailing about how unfair it all is, and the bottomless pockets of the Toon’s new owners impacting upon the ‘integrity of the competition’ or some such nonsense. Have we all forgotten why the Premier League ‘broke away’ in the first place? And I’m old enough to remember

the European Super League farrago of, erm, all of six months ago… Well, suck it up and reap what you sow. Is the takeover good for the wider game? Not really. Could it lead to protectionist behaviour that could further damage the pyramid and clubs lower down in the pecking order? Quite possibly. But for now, it has ruffled the feathers of the big boys who don’t like that they can’t always have it their way. Good!

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