With one of the largest product portfolios in the sector, distributor SIG has a front row seat in the drama of stock availability and pricing, and presents its view on where the market is headed
Rockwool introduces its latest range of products, made using NyRock technology, and how it is supporting merchants
Discussing the fundamentals of merchant / supplier relationships with specialist merchant DMR Roofing Centre and Flex R
How investment in specialist software solutions can allow merchants to maintain strong performance and business continuity during turbulent times
Effective ERP systems can ensure efficiencies throughout the supply chain PBM considers E Tupling’s decision to select K8 from Kerridge Commercial Systems
Ten 25 Software MD Ian Oldrey reflects on how the market has evolved and the key lessons he has lear ned during his 25 years in the family business
ForgeFix outlines the ways in which it is tackling the challenges facing the fixings and fastener industry, future proofing its supply chain and increasing its support for merchants
54 POWER PACK
A new multi brand battery platform alliance takes shape
The requirement for a renewed focus on more sustainable building methods and materials
The launch of Hilti’s Nuron 22V cordless battery platform
14 TO A CENTURY AND BEYOND MKM opens its 100th branch and also enters the hire market.
16 THE PULSE Tracking confidence, concer ns and prospects in the merchant sector.
20
Why the required retrofit upgrades to the UK’s housing stock represent the biggest building challenge our sector has ever faced — and also one of the biggest opportunities ever for merchants.
The forthcoming Toolfair and Professional Builder Live events.
Going behind the scenes at British Gypsum.
Writing this in mid October, it is honestly a margin call as to whether we ’ll be on our third Prime Minister of the year indeed, of the last two months! by the time this issue lands on your desks Media hyperbole is clearly not helpful, but it is a titanic stretch to deny that the early days of the Liz Truss premiership have been anything other than a disaster
She ’ s a lre ady b e en force d into j ett is oning her chancel lor Kwasi Kwar teng , w hos e mini budget on 23rd S eptemb er s et t he markets a lig ht Most of t he t ax c utt ing ple dges made (unaudite d by t he indep endent OBR) have now b e en rol le d b ack, w hi lst a promis e not to incre as e cor p orat ion t ax next ye ar has a ls o fa l len away But just w hat w i l l b e t he l ast ing d amage?
With Truss on the precipice, new chancellor Jeremy Hunt has been appointed to convey a more restrained presence and ease a situation that had seen the Treasur y with its foot on the accelerator whilst the Bank of England applied the brakes However, a move closer to the ‘ Treasur y orthodoxy’ so decried by the new PM in her leadership pitch leaves huge question marks over her position
In a phrase that draws clear parallels with the Cameron/Osborne austerity era initiated a little over a decade ago, Hunt has intimated that “difficult decisions” are being considered for public spending ahead of what will effectively be a full budget announcement on 31st October
Even the vital guarantees on energ y subsidies for homes and business es alike have b een s caled back, but p erhaps the clearest and most keenly felt cons equence of the government’s ill conceived ‘f is cal e vent’ was turbulence in the mor tgage market R ates had b een steadily creeping up for s ome time but in the immediate aftermath of Kwar teng ’ s pro clamation, 1,000s of pro duc ts were pulled and quick ly replaced by ones with signif icantly hig her rates and therefore repayments
Indeed, the average two year fixed mortgage rate is now said to have hit 6.46% with five year fixed deals standing at 6 32% Predicted to go even higher, these levels are estimated by Leeds Building Society to be “equivalent to a rate of 25 7% in 1980” when considering the larger loans required as a consequence of today’s much higher property prices and income ratios
Clearly, this will have a dramatic impact on consumer spending as already tight budgets
are squeezed even further by bigger monthly repayments Furthermore, the Resolution Foundation notes that “1 2 million households on flexible rate mortgages in Britain will feel an immediate effect” and estimates that over five million more will need to renew their mortgage fixes before the end of 2024, paying an average of £3,500 more a year than they were in Q3 2022
As we ’ ve discussed at great length before, the last few years have been so tumultuous that it is almost a state of perpetual crisis Indeed, yet more instability is just about the last thing the countr y needs right now, but is surely inevitable
And just as Covid ushered in a supposed ‘ new normal’ that demanded great flexibility and innovation on the part of business to first sur vive and then for many in the merchant sector in particular thrive, the months ahead will necessitate a similar response across the board Perhaps none more so than from Liz Truss Or her successor
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“Even the vital guarantees on energy subsidies for homes and businesses alike have been scaled back, but perhaps the clearest and most keenly felt consequence of the government’s ill conceived ‘fiscal event’ was turbulence in the mor tgage market ”
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Mercedes trucks to its in house delivery fleet The investment is part of the supplier’s continuing growth plans, and will help to further improve what the firm describes as its “already market leading delivery service” to customers nationwide.
Operations Director Phil Tissington and Transport Manager Neville Waring were on hand at the company ’ s Head Office in Glazebury, Warrington to take receipt of the new Actros L Big Space 2548LS trucks The vehicles will soon be picking up goods from the company ’ s London and Manchester Distribution Centres before travelling the length and breadth of the UK to deliver W Howard’s MDF profiles, skirting, architraves and other products
Phil said: “We’re incredibly proud of our in house delivery and logistics team, who work tirelessly every day to make sure our MDF products are delivered to our customers on time and in full These new trucks will make it even easier for us to fulfil our customers’ orders, and the striking yellow livery means you certainly won’t miss them if you see us out on the road!”
Following a strategic review, the Combined Buying Association (CBA) has declared that it intends to grow its membership to provide greater coverage nationwide Explaining that it is the “longest standing Building Material purchasing consortium”, membership is predominantly made up of a small number of significant regional independent merchants with an ethos “based on a mutual respect of each other”
The CBA also notes that “unlike other buying groups, there is no costly management fee or restrictive rules” It adds: “ The CBA trades with the major industr y suppliers and believes firmly that the benefits attained by collective buying should all revert to the membership”
Interested parties should contact Will Godfrey, MD of Robert Price, via wagodfrey@robert price.co.uk to discuss membership opportunities further
The ver y first IBC Buying Group Exhibition and Gala Dinner took place on 29 September at the prestigious Silverstone Race Circuit in Northamptonshire, with the event hailed as a “great success ” with around 500 people attending to “ engage and build relationships that benefit the entire merchant supply chain”
Business growth was also the focus of attention for IBC Buying Group itself, which used the Exhibition to further promote its ‘More than a Buying Group’ offering and introduce a brand new range of business critical IBC Ser vices to its members Partnering with leading third party companies, the new provision includes marketing support, fuel cards, and fleet management in addition to health and safety advice
Also launched was a brand new Portal and Marketing Gateway for IBC members The Portal puts all the information about a member’s work with IBC at their fingertips whenever they need it, including all rebate information, and full details of more than 150,000 products sold by IBC suppliers, with more being added all the time. The facility also contains industr y news and information on exclusive promotions, price changes and all IBC’s supplier agreements and contact details
The Marketing Gateway, meanwhile, allows members to create bespoke flyers, leaflets, POS,
banners and brochures, all easily branded to their company and featuring their logos and prices Members can create these documents online using readily available templates, then either download them for free as a pdf, or they can arrange printing through the gateway at very reasonable rates via a printer local to them
Following the Exhibition, 375 members and suppliers joined IBC for a Gala Dinner at the nearby Whittlebur y Park Hotel. The evening celebrated the ver y best growth and successes enjoyed by IBC members and suppliers over the past year Guests also enjoyed a highly entertaining speech by Stuart Pearce MBE, who regaled the audience with stories of his time as a professional footballer
See the details on the PBM website via www rdr link/mam001
The Encon Group has signed up to the Mental Health at Work Commitment, launched by mental health charity Mind The distributor says it is already active in supporting mental wellbeing across the business, including fully qualified Mental Health First Aiders ready to support employees in their time of need. However, this latest development demonstrates the Group’s ambition to develop “ an environment and culture where all employees can thrive in their roles and the workplace”
Encon joins a growing movement of over 1,000 organisations that have signed up to the initiative including high profile retailers such as B&Q and Marks & Spencer, and Barclays Developed with the knowledge and expertise of mental health charities, and leading employers and trade organisations, the Mental Health at Work Commitment is said to provide a simple framework for employers who recognise the importance of promoting
Deborah Gore, HR HSEQ Director for The Encon Group, said: “We are delighted to join many other leading organisations in recognising the importance of supporting our employee’s mental wellbeing
Just like our physical health, looking after our mental health is important too Working together, we can influence positive change to conversations around wellbeing and take the time to help others ”
For more information about Mind’s ‘Mental Health at Work Commitment’ or if you are struggling with your mental health, then reach out for support at www.mentalhealthatwork.org.uk.
CEMEX has sig ne d The Pa l let
LO OP C har ter, w hich aims to re duce waste in t he const r uc t ion indust r y t hroug h a nat iona l p a l let reus e s cheme t hat supp or ts t he pr inciples of t he circ u l ar e conomy The s cheme cha l lenges “ unsust ainable supply chain prac t ices ” w it h manufac turers p ay ing a dep osit to us e t he s er v ice prov ider ’ s durable and dist inc t ive, 100% FSC cer t if ie d g re en brande d p a l lets.
As LOOP pallets move through the supply chain, the deposit passes from manufacturer to merchant to end user. Once used, stacked and stored, the scheme operator collects the pallets and returns deposits, before repairing pallets as necessar y and recirculating them
Graeme B ar ton, Nat iona l Sa les Manager, Packe d C ement, CEMEX s aid: “Annu a l ly, around 18 mi l lion p a l lets are est imate d to b e us e d in t he UK const r uc t ion s e c tor, but on ly 10% are reus e d The Pa l let LO OP pres ents us w it h a s olut ion t hat is b etter for business and b etter for t he pl anet. We w i l l have a far g re ater imp ac t if we are a l l pu l ling in t he s ame dire c t ion
“We need the whole supply chain onside, because clearly the smallest change in process can have the biggest impact over time ”
He continued: “Additionally, The Pallet LOOP philosophy underpins CEMEX’s Future In Action strateg y, which focuses us on our critical 2050 decarbonisation targets by making changes that can be implemented right here and
now, today. We are committed to working towards a circular economy and proud to be part of the collective that has signed The Pallet LOOP charter ”
Pau l L e w is, Founder of The Pa l let LO OP, s aid: “As t he on ly circ u l ar e conomy p a l let supplier to t he UK const r uc t ion s e c tor, our aim is to cre ate a legac y of l ast ing change t hat accelerates t he eliminat ion of avoid able waste, repur p os es p a l lets, and cont inuously improves s afet y.
“We created a charter for construction industr y players to sign to make clear their commitment to considering a more sustainable solution for the movement of building materials By signing the charter, our signatories have acknowledged, individually and collectively, that now is the time for change Discussions are now moving for ward apace across the industr y and The Pallet LO OP is targeting early 2023 for the roll out of our green pallets throughout the building materials supply chain ”
The Worshipful Company of Builders’ Merchants (WCoBM) has become a member of the Livery Climate Action Group an initiative set up in 2021 and inspired by the City of London Corporation’s Climate Action Strategy The strategy aims for the City to be net zero by 2040; for buildings, public spaces and infrastructure to be resilient to climate change; and for people in the City and beyond to benefit from a clean, green and safe environment.
The Group encourages City Liver y Companies to grow their knowledge and expertise in the practical measures they can take towards a sustainable, adaptable and resilient future whilst providing a platform for them to contribute to the Climate Action Strateg y
WCoBM Master Andy Williamson said: “This is a significant development for our Livery Company and supports our objectives, and those of the merchanting industry, to strive for a more sustainable and green future. We are fortunate to represent a sector where we can draw on many great examples of environmental best practice, which is why three years ago we introduced our ‘Caring for the Environment Award’ to our annual City & Awards Luncheon ”
CEMEX’S FUTURE IN ACTION PROGRAMME JOINS FORCES WITH THE PALLET LOOPin association with
The Social Market Foundation has said that capping energy prices without a major drive to help people use less energy would risk a “reckless use” of taxpayers’ money.
The non-partisan think tank states that the Government’s new energy bill guarantee which uses public money to help cover the cost of energy must be accompanied by a significant push to reduce overall energy consumption, adding that public information campaigns offering information on reducing energy use and a dramatic increase in home energy efficiency measures such as insulation are needed
The SMF supported the price guarantee but noted that the policy means every unit of energy used will impose a cost on the Exchequer With national debt approaching 100% of GDP and annual debt interest payments on course to exceed £100bn, it said that reducing demand for energy is now “an urgent matter of fiscal responsibility.”
In a new briefing paper, the SMF noted that 19 million homes in the UK fall below the Gover nment’s target of Energy Performance Certificate rating C, meaning they use more energy than they reasonably need to, largely because they are poorly insulated
It contends that energy efficiency now imposes a direct cost on the public finances, with its briefing paper continuing: “As gas generated heat leaks through our draughty roofs, walls, floors and windows this winter
and next, it will take with it billions of pounds in public money In the months ahead, insulating homes will not just be good health, climate, and welfare policy, but also a matter of fiscal responsibility
could include advice on how households can reduce their energy demand and increase energy efficiency, including quick fix insulation mechanisms, boiler optimisation, and other tools Such changes can potentially save some households hundreds of pounds a year, and by reducing energy use curb the cost of the energy price guarantee to the taxpayer.
S M F D i re c t o r J a m e s K i r k u p a r g u e d : “ T h e P M ’s i n s t i n c t m a y w e l l b e t o l e a v e p e o p l e a l o n e t o m a k e t h e i r o w n c h o i c e s , b u t w h e re ’s t h e h a r m i n g i v i n g t h e m m o re i n f o r m a t i o n o n w h i c h t o b a s e t h o s e c h o i c e s ? B e s i d e s , t h o s e s a c ro s a n c t i n d i v i d u a l c h o i c e s a re n ’t p u re l y p r i v a t e o n e s w h e n t h e y e n t a i l t h e u s e o f p u b l i c m o n e y.
“For a country where the national debt is around 100% of GDP and annual debt interest payments may soon exceed £100 billion, that fiscal responsibility is of growing importance Failure to show such responsibility by at least trying to curb demand for taxpayer funded energy would be a reckless use of public money.”
The SMF said that ministers should take immediate action on demand reduction with a major campaign of public information. Such a campaign
“The simple fact of the Prime Minister’s energy policy is that it means each household’s choices on energy use and energy efficiency have direct consequences for the public finances Laissez faire libertarianism over the use of subsidised energy has a real and direct price for current and future taxpayers.”
n To read the home energy briefing paper from the SMF, enter the shortcode www.rdr.link/mam002
“19 million homes in the UK fall below the Government’s target of Energy Per formance Cer tificate rating C, meaning they use more energy than they reasonably need to, largely because they are poorly insulated.”
LbS builders merchants has confirmed that the business is now under the stewardship of two new managing Directors, Ben and Rachel Davies A company statement announced the promotion of ben and rachel by noting: “Mark Davies (has) handed the reins over and stepped up to his position of company Chairman after being the third generation mD of almost 40 years Still a family run business after 90 years, the company remains the largest independent merchant in South Wales With 480 staff strong, 48 branches and counting, mark has built this reputable business up to the well established position it’s in today ”
The Stelrad Radiators brand Specialists team has expanded with the appointments of Emily Charalambous and Matthew Bainbridge emily joins the business to look after Wales and the south west region, having graduated from the University of exeter this summer, whilst matthew another recent graduate, this time from the University of Glasgow will cover the north of england territory emily said: “The job means that my days are hugely varied and I get to be out on the road meeting up with our wonderful merchants They are always so welcoming and I get to spend my day answering questions and discussing sales, which I love ”
Abode has appointed two new Area Sales managers to further support its stockists With a wealth of experience in the brassware and bathroom manufacturing industry, Annette Wensley will operate in London and the South east of england whilst Victoria Hatton brings a strong commercial background in showroom sales and bathroom design from her time at City Plumbing in Leeds and will cover the north of england and Scotland
bringing six years of experience to her new role, Amber Sheppard has joined InSinkErator as Key Account manager for South West england and the West midlands, where she will be supporting its existing merchant and independent kitchen retailer customers as well as seeking opportunities to open new accounts
With many years of experience in the home improvement market, Shaun Wells has been appointed as retail Support manager for Kudos Shower Products to support stockists across the north east of england, covering an area that runs from the Derbyshire border to Durham
The Jewson branch at Arthurs Bridge Wharf in Woking has become the national builders’ merchant chain’s latest site to go “near zero carbon energy”. In addition to a new shop area with extra storage space, the renovation of the depot features improved insulation, energy saving LED lighting throughout the store, and air source heat pumps to create a comfortable temperature inside the branch Said to be significantly reducing the store’s carbon footprint, all of the products and technology installed are available to customers through Jewson’s Making Better Homes range
The branch’s environmental makeover has been made possible through the Carbon Fund of its parent company, Saint Gobain and the Woking store is said to be one of around 30 near zero carbon energy Jewson branches planned for the next year
Selco Builders Warehouse has unveiled a £2 5m boost to its staff to help them deal with the ongoing cost of living crisis Under the new package, the builders’ merchant will give 96% of its 3,000 strong workforce a payment of £750 spread over five months The scheme will run until March, with £150 payments per individual each month, and has been implemented as a direct response to rising energy bills and general inflation.
CEO Howard Luft (pictured) said: “We are living through an unprecedented cost of living crisis and it’s placing pressure on household budgets, from energy to food and fuel to mortgages, up and down the country We wanted to do what we could to provide additional support to colleagues who, day in and day out, give outstanding commitment, dedication and service to the ongoing growth and success of Selco
“Everyone in the business, apart from the most senior figures in management, will benefit from these payments which are structured in such a way that they can have a direct impact on the rising monthly bills during the winter months ”
He added: “We are hoping this will help our colleagues through the challenging economic times the country is facing and we will continue to investigate further opportunities to support our people through this period.”
Employees working in Selco’s 73 branches, as well as its Support Centre in the Midlands and two delivery hubs in London and Birmingham, will all benefit from the payment Following successful trials, free breakfasts with locally sourced products will also be available for staff every day across the Selco estate
In addition to this support package, Selco offers numerous career development opportunities to its staff with several hundred benefitting from apprenticeship programmes, including the introduction of a Driver Academy to offer employees the chance to retrain to become HGV drivers
Howard added: “Our colleagues are undoubtedly the biggest asset of our business and we will continue to invest in them at every opportunity ”
A number of other merchants have also embarked on similar schemes in recent weeks and months. For example, LBS has announced that “each and every single member of staff ” will receive a one off £500 cost of living payment.
A statement said: “We are proud that we can offer this to around 500 staff, across all sub brands including LBS Kitchens & Bathrooms, Total Plumbing, Talbot Timber, LBS Civils & Drainage, LBS Roofing and LBS Home & Garden, and would like to thank all employees for their continued hard work ”
AW Lumb has confirmed it is to join the h&b independent merchant group on January 1 2023 Earlier this year, the merchant became part of Lords Group Trading which has been with h&b for over 15 years
Jamie Wyatt, Trading Director of h&b, said: “This excellent addition to the h&b group, further strengthens our position as a leading industry buying group supporting the independent market We look forward to working with the team at AW Lumb over the coming months.”
PBM takes a look at some of the latest news stories from across the merchant sector.
Following its strategic partnership with Cairngorm Capital Partners in March 2021, PaintWell’s initial focus was on expanding its network of branches geographically and developing its e commerce platform, resulting in eight new branches across the North West, Midlands and Yorkshire
The acquisition of Promain, described as the UK’s largest distributor of industrial paints and surface coatings, broadens the decorators’ merchant’s growth strategy further and extends the platform for PaintWell’s new industrial paints division which Promain will form the cornerstone
Stuart Slocombe, PaintWell’s Managing Director, said: “I am delighted to welcome everybody at Promain to PaintWell The team is highly respected across the industry for its formidable technical and product knowledge, and great service Culturally we share the same independent approach and service ethic, so this partnership provides an important springboard for our new industrial paint division and will broaden the range of products that we are able to offer our trade customers ”
Situated near key strategic motorways, including the M56, M62 and M57, Beesley & Fildes’ new £2m distribution centre in Widnes will support the business’s 11 north west based branches and its online click and collect customers The 4 2 acre distribution centre is a key part of the merchant’s wider £3 2m expansion plans, enabling it to purchase and house more stock for its customers across the building, civils, and drainage market.
The family owned independent builders’ merchant says it is committed to “growing with its customers and providing a fast and efficient service” and that by investing in new technologies and machinery, “the distribution centre will prove to be a key facilitator in achieving this objective”
Accessing “invaluable industry expertise and experience” was said to be the key consideration for joining National Buying Group (NBG) according to the organisation’s newest Partner, Elec Mec. The bathroom, plumbing, heating, lighting and electrical merchant, which has branches in West London and Middlesex, has operated as an independent merchant for the past 25 years Yet with Managing Director Vish Gami looking to grow the business’s brand and offering, joining a larger buying group became a priority
He said: “Being part of a buying group has clear financial benefits, but this wasn’t the sole reason this particular buying group appealed to us Having this outside guidance is massively important for us we had previously been quite rigid in our thinking, working with certain brands just because it was what we had always done Now I have access to mentors who I know are doing amazing things to innovatively meet industry challenges and can help me adjust my approach to benefit the business in the short and long term.”
MKM has recently attained a major milestone with the opening of its 100th branch, which officially opened its doors in Bromsgrove on Friday 23rd September. And as the business continues to expand its service proposition, it has also announced its entry into the hire market. PBM reports.
Founded in Hull 27 years ago and starting off with just “five people in a 5,000sq ft shed”, MKM has evolved considerably from these modest beginnings Today, the company is now one of the largest builders’ merchants in the countr y with branches across the UK mainland, over 2,500 employees and a turnover of around £700m
The cutting of the ribbon to declare MKM Bromsgrove officially open was performed by the company ’ s joint founder David Kilburn alongside CEO Kate Tinsley, whilst the opening event attracted hundreds of local customers alongside special guests, ex Aston Villa and England footballer Dion Dublin, and Kevin Ward, Bromsgrove’s Town Crier. Patrons from The HB9 Foundation a local charity set up in memory of Bromsgrove teenager Harry Bennett were also in attendance and the branch has pledged its ongoing support, with Dion presenting a cheque for £1,500 on behalf of the business
MKM has already built upon its 100th depot milestone with further new outlets in North Walsham, Lincoln North, Bur y and Manchester now, or imminently due to, open as the business states its branch growth programme “will continue at a pace ” Furthermore, the firm reasserts how its “unique business model is a central lever to its expansion”, giving Branch Directors a stake in their own business and empowering them to “drive extraordinar y performance”
Explaining the fundamental philosophy behind MKM, CEO Kate Tinsley said: “It’s about providing the highest levels of
customer ser vice by employing local people who have the drive, knowledge, skills and enthusiasm to deliver this from premises built around today’s discerning customer.”
In addition to expanding its network of branches, the leading independent continues to explore new ways of driving business growth Within the last year, it opened the state of the art ‘MKM Home’ showroom in Hull to showcase its range of kitchens, bathrooms, tiles and landscaping supplies in a more ‘retail friendly’ environment
However, trade sales remain at the heart of the business, and MKM is helping its professional customer base make further inroads into the growing market for renewable and sustainable technologies with initiatives such as a recent partnership with Grant UK to strengthen its air source heat pump offer.
Now, the company has announced it is entering the hire market for the first time Working with TC Harrison JCB, it has
invested in a fleet of JCB equipment that will see ‘MKM Hire’ officially launched at five branches Nor wich, Perth, Bromsgrove, Lincoln North, and Manchester Central. Following a successful launch, MKM plans to roll the new ser vice offering out nationwide
Kate Tinsley explained: “Our ethos has always been about giving our customers what they want and need, which is why we are constantly looking at ways we can develop and enhance the ser vice we provide Entering the hire market is a fantastic evolution for the business, perfectly complementing the extensive range of building materials we supply, and (a facility) our customers have been asking for”
MKM’s initial order sees the supply over 80 JCB machines along with a range of power tools encompassing micro excavators, mini excavators, tracked dumpsters, one tonne site dumpers and hydraulic breakers available for hire at the specified branches
While sales expectations for October recovered compared to last year, and merchants’ confidence in their own business also improved year on year, their confidence in the market continued to slide no doubt undermined by recent economic and political turbulence
The Pulse, by MR A Research, is a monthly tracking sur vey of merchants’ conf idence and prospects Telephone inter v iew ing took place between 3rd and 6th O ctober 2022 (4 working days)
Despite the uncertainty of the trading environment merchants’ expectations for October sales remained stable at a net +14% Chart
1 All types of outlet and particularly Small branches (+26%) expected sales to increase. Nationals (+17%) and Regionals (+22%) expected sales to grow However, Independents ( 11%) and merchants in the North ( 5%) expected sales to reduce
Year on year sales expectations for October 2022 (compared to October last year) recovered to a net +3% the first increase since Januar y 2022 Merchants in the South (+8%) and Midlands (+4%) expected sales to increase Regionals (+12%) and Nationals (+5%) expected growth, but Independent Merchants ( 22%) expected sales to drop.
Reflecting an increase in market uncertainty, four in ten merchants (42%) who expected sales to fall were unable to say how much sales will decline Chart 3 15% of the merchants who expected sales to decline
Quarter on quarter expectations weakened slightly to a net 18% Chart 2. Expectations were particularly weak in Mid sized outlets ( 37%) and in the North ( 42%) but all types of merchants expected sales to drop: Nationals ( 27%), Regionals ( 12%), Independents ( 11%)
the next three months expected
to decline by 10
sales of more than that
by
10% 29% expected
20%, and 13% expected
drop
A net 30% of merchants were less confident in the market now than in September Confidence in the market was weak across all regions and types of merchant with Small branches ( 35%) and Mid sized outlets ( 35%) the least confident Large outlets were more balanced in the prospects for the market (a net 0%)
Confidence in the market dropped markedly year on year to a net 48% of merchants less confident in the market at the start of October than they were in October 2021 Chart 4.
Confidence dropped across all sizes of outlet, regions and types of merchant Small branches ( 58%), Merchants in the South ( 61%) and the Midlands ( 50%) were least confident.
However, merchants’ confidence in their own business improved to a positive net +14%, month on month Confidence was strong among Small branches (+21%) and merchants in the North (+38%) Confidence was weak in Scotland ( 6%) whilst Independents ( 6%) were less confident in the prospects for their own business than Nationals (+22%) and Regionals (+15%)
Merchants’ confidence in their own business also strengthened Year on Year to a positive net +5% also Chart 4.
Small branches (+9%) and Large outlets (+14%) were confident but a net 2% of Mid sized outlets were less confident in the prospects for their business than they were last year. A net +21% of Merchants in the North were confident Scotland was least confident ( 6%)
Merchants scored the performance of the new Prime Minister and Chancellor on a scale of 1 to 10. ree out of 10 rated them the lowest score of 1 Chart 5 In Scotland, it was worse, with six in ten merchants (62%) giving them a score of one out of ten and no one scored them higher than 3
On the 23 September, the Prime Minister (at the time of writing) Liz Truss and the now ex Chancellor of the Exchequer Kwasi Kwarteng announced a set of economic policies in what was widely referred to as a “mini budget”. Two thirds of Merchants across the UK (63%), and all in Scotland (100%), did not believe the policies would stimulate economic growth Chart 5 Only 1 in 10 were confident; the rest were unsure (27%).
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 41st in the series, with interviews conducted by MRA Research between 3rd and 6th October 2022. Each month a representative sample of 100 merchants is interviewed The sample is balanced by region, size and type of merchant, including nationals, regional multi branch independents, and smaller independent merchants.
Whilst increasing numbers of businesses are now recognising the importance of mental well-being it remains an area that can be difficult to manage sensitively and effectively, however the BMF is able to offer assistance in how you can help your staff.
Stress, anxiety and depression are the biggest cause of sickness absence the UK, and their effects have been compounded by enforced lifestyle changes during the pandemic Indeed, monitoring by Public Health England over the last three years found that self reported metal health and well being at a population level worsened during the pandemic and remains higher than pre pandemic levels.
The effect is not just at an individual level Mental ill health is responsible for 71 million working days lost ever y year, costing UK employers £118 billion each year.
A report published in March by Mental Health Foundation and the London School of Economics and Political Science (LSE) found the cost of mental health problems is equivalent to around 5% of the UK’s GDP However, research suggests that supporting colleagues by improving UK workplace mental health management could also reduce employers’ losses attributed to mental illness by 30%, collectively saving £8 billion a year
Mental Health First Aiders are essential to maintaining employee well being The BMF has partnered with specialist trainers MHFA England to support members to manage health and well being proactively within the
workplace and minimise the impact of mental ill health on their business and their people
Our first 2 day Mental Health First Aider programme, led by Sharon Elphick, a licensed mental health first aider instructor, takes place on 8 9 November at BMF’s Head Office in Coventry with more planned in the coming months
MHFA Eng land’s training is grounded in proved techniques and de velop ed with clinical prac titioners to ensure the b est cours e content p ossible Ever ything taug ht is ref lec tive of p eople ’ s real lived exp eriences of p o or mental health
Sharon expl aine d: “For a business to t hr ive it is imp or t ant for a te am to work at t heir b est, cre at ing an inclusive env ironment to supp or t t he wel l b eing of your p e ople is cr uci a l. In fac t, your comp any ’ s success of ten dep ends on it ”
MFHA England courses do not teach people to be therapists, but they do teach people how to respond in a crisis, and how to reach out before a crisis happens The BMF programme is designed to increase mental health first aiders’ confidence, giving them the tools to support themselves and each other, so ever yone can talk about mental health and seek help when needed It will teach people to spot the signs of mental health issues and guide a person towards support
Kerr y Wilson, BMF Learning &
Development Manager, has first hand experience of this training She said: “Having been plunged into lockdown, I realised that it’s not enough to simply tell people that mental health is important I decided to train as mental health first aider, giving colleagues someone visible they can go to when they don't have physical first aid needs
“Having completed the course, it has certainly been a revelation for me and has given me different approaches to helping others and myself. Whilst I cannot give advice, I can Listen, I can Encourage and I can Direct someone towards the appropriate help.”
n Lear ning on the 2 day course takes place through a mix of presentations, group discussions and workshop activities, with each session built around a Mental Health First Aid action plan.
Use w w w. r dr. l i n k / m a m 0 0 3 to find out more and to book your place
n BMF training ranges from formal Apprenticeships and, with leading British universities, sector specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.
Regardless of the new Government’s strategy to combat the rising costs of living, a ver y significant number of families will be pushed into poverty over the coming months. This is not surprising when you consider the cost of hot water for a cup of tea has gone up from 1p to 3 5p in under two years, according to recent stats.
How much longer can we wait before we seriously start to implement retrofit measures across the entire building material supply chain? Ensuring homes’ improved thermal efficiency is the only way we will be in with a chance of hitting the UK’s commitment to Net Zero by 2050. Not long, according to the Climate Change Committee’s 2022 Progress Report, which makes for a sobering read
Commenting on the findings, Lord Deben said: “ The UK is a champion in setting climate goals, now we must be world beaters in delivering them In the midst of a cost of living crisis, the countr y is cr ying out to end its dependence on volatile fossil fuels I welcome Government’s restated commitment to Net Zero, but holes must be plugged in strateg y urgently The window to deliver real progress is short We are eagle eyed for the promised action ”
The retrofitting of the national housing stock is the most critical climate problem to solve and without ‘joined up thinking’ from Government and our supply chain, we will
not beat climate change Put simply, getting our 28 million homes retrofitted and renovated is the biggest engineering challenge the UK has ever faced
Our homes use 35% of all the energy on the grid and emit 20% of the carbon dioxide emissions that contribute to climate change More than 80% of existing homes will still be standing and occupied in 2050; building 250,000 new homes per year only adds 1% per year to the stock and reduces domestic emissions by 0.3%, so simply building new zero carbon homes will not get us close to the target
As a collective, we need policymakers, merchants, trades specialists and home improvement contractors to grasp the fact that it’s holistic changes that are vital for sustainable and impactful change to happen Retrofitting or building new homes with energ y efficient technologies and materials in isolation does not work What’s the point of putting heat pumps into poorly insulated homes?
It’s a vicious circle of creating energ y, supplying it, and then simply squandering it This is where, I believe, working closely from their unique position in the supply chain, builders’ merchants and other materials’ distributors can help make really progress
Customers including new build contractors, general RMI builders and retrofit specialists rely on merchants not only for wide stock ranges, value for money and choice, but also for advice and expertise,
Tony Beer, Managing Director of RetrofitWorks, explains why the required retrofit upgrades to the UK’s housing stock represent the biggest building challenge our sector has ever faced —
often leveraging off their supply manufacturer partners’ resources and training What we want to do, is to help support this part of the sector to get our message through about how to do retrofits properly and using what materials when.
At RetrofitWorks, we are determined to effect change and are working tirelessly to try to get the right messages in front of the right people through action The opportunity to work with merchants is huge Just two recent contracts which we believe are the tip of the iceberg when it comes to opportunity for merchants across the country include the £40m planned investment to improve the energy efficiency of Greater London homes, as part of the Mayor of London’s Warmer Homes programme.
The Warmer Homes scheme offers over £36m to owner occupied and privately rented homes to support the installation of a variety of measures such as External Wall Insulation, loft and underfloor insulation, as well as Air Source Heat Pumps and Solar PV We have also just launched a new one stop shop retrofit ser vice, Your Home Better, to cover Greater Manchester which is supported by the Greater Manchester Combined Authority and the Mayor’s Office and delivered by a consortium of partners led by RetrofitWorks
What we ’ ve been describing as the ‘Retrofit Movement’ is really starting to gather traction as these latest initiatives show Retrofit offers a fantastic opportunity for merchants, materials’ manufacturers, contractors, installers, builders, retrofit coordinators and retrofit assessors to join us to help make the ser vice a success
Through the schemes we ’ re offering across the UK, with more and more coming on board ever y month, your business will be guaranteed great potential for reliable, long term business opportunities, in parallel helping take on the battle to mitigate climate change. We urge you to join us now so we can collectively drive for ward in our battle against climate change and enjoy the huge commercial benefits that this will bring with it
RetrofitWorks is a leading, not for profit co operative which was established to “improve homes in an environmentally friendly, Trustmark accredited way ” .
n For more information and to find out how you can benefit from joining the growing Retrofit movement, enter the shortcode www.rdr.link/mam004
With the cost of energy continuing to rise, there is increased demand for renewable energy alternatives, such as solar. Builders’ merchants wanting to make the most of this opportunity should look no further than Marley SolarTile — developed to deliver on aesthetics, installation and importantly, sustainability
Suitable for both the new build and retrofit markets, Marley SolarTile does away with the need for counter battens as required on other in tray roof systems, thanks to its double fixing to battens and trusses which, by replacing existing tiles rather than fixing over the top of them, greatly reduces the risk of costly tile breakages on the roof.
Completely compatible with all clay and concrete tiles and slates, Marley SolarTile comes as a complete kit. Colour coded boxes make for easy installation whilst the patented push together design helps achieve installation times of less than one hour per kilowatt peak
When used alongside a full range of Marley roofing products, SolarTile forms part of the company ’ s full roof system, complete with its 15 year guarantee
Stuart Nicholson, Roof Systems Director at Marley, said: “Rising energ y costs, climate emergency, changes to Part L as well as VAT cut to 0% on installing energ y saving materials in residential properties, means consumer demand for solar energ y is increasing Solar should be discussed on ever y roof and roof truss enquir y it’s a great upselling opportunity for any UK merchant.
“Whilst solar may seem like a totally new market for some merchants, the opportunity it too big to miss We can work with you to support finding solar opportunities and offering your team training and guidance on the product range and system increasing your confidence when talking to your customers
“We’re here to help guide you through the solar opportunities that lie ahead ”
n For advice and further details on Marley’s SolarTile system, use the shortcode www.rdr.link/mam005 or call 01283 722222.
Whether you need some advice on the direction the sector is heading, want to chat with manufacturers about their latest solutions or even take advantage of some great show deals on tools and equipment from leading brands, these regional tradeshows have it all
Together, Toolfair, Professional Builder Live and ELEX combine to offer a unique day out close to your doorstep Running across two days, each show features hands on product demos, a huge array of tools and equipment in addition to the chance to meet and quiz manufacturers on their latest product innovations
Plus, with regulations and best practice changing all the time, visitors will also find
seminars and training sessions on a variety of pressing topics enabling merchants to ensure they are always offering their customers the most up to date advice
In the forthcoming event at Sandown Park on 3 4 November, the new Heating & Plumbing Training Zone gives lightside specialists an additional reason to attend The Zone has been designed to provide the information and advice the industry will need to keep up to date with the latest regulatory changes and developments in the sector
With a particular focus on future technologies and low carbon heating solutions like heat pumps and hydrogen, the free seminars are packed full of practical information and guidance
With one of the largest product portfolios in the sector, distributor SIG has a front-row seat in the drama of stock availability and pricing. Damian Royds, Director of Category and Duncan Winter, Divisional Managing Director, take a look at where the market is headed.
It looks increasingly as though the economics of the construction industr y have changed for the foreseeable future We had got used to low price inflation, low interest rates and barring the COVID hiatus to consistent demand fuelled by a strong housing market And now it’s all change
The start of this year saw product supply issues fuelling price increases, which accelerated with the start of the war in Ukraine and the immediate impact on
energ y costs Back in the spring we were starting to see double digit price rises from manufacturers with some only holding prices for 24 hours It was hectic
Now, in the autumn, the picture is changing again. There is less pressure on stock and for a variety of reasons Some manufacturers have increased production volume, and transport pinch points particularly around the channel ports have eased However, as we head in to winter it is difficult to avoid the suspicion that demand is gradually softening
There’s no softening on prices, though. Fuel costs (particularly gas) are the main driver and the product groups that use most energ y in
manufacture insulation, masonr y and plasterboard, for example will be the most severely affected
Most manufacturers will hedge their gas purchases, but those hedged deals will be up for renegotiation in October / November and consequently many manufacturers are introducing double digit price increases again for the New Year
So far, this was all relatively predictable but the big additional challenge that we weren’t expecting is around currency exchange The sudden and dramatic fall in the value of the pound against the US Dollar and the Euro is adding further pain.
The problem is unfortunately not confined to products manufactured within these territories. Various raw materials and products originating from outside these areas are traded in US Dollars, so the latest exchange rate issues will impact on their pricing too.
Is t here any sig n of pr ice inf l at ion e asing? R ig ht now, I don’t t hin k anyone wou ld b e
“ I t ’ s e a s y t o b e p e s s i m i s t i c , b u t t h e r e a r e w i n d o w s o f o p p o r t u n i t y, p a r t i c u l a r l y a r o u n d t h e d r i v e t o r e d u c e c a r b o n e m i s s i o n s a n d f u e l c o n s u m p t i o n . ”
brave enoug h to c a l l t hat one Energ y supplies cou ld st abi lis e and t he gas pr ice cou ld fa l l. Most Europ e an count r ies are hastening t heir move away f rom reli ance on Russi an gas supplies and are accelerat ing any gas pro duc t ion t hat t he y c an, but t his w i l l t a ke t ime and any f ur t her rest r ic t ion on gas supplies w i l l on ly c aus e more pr ice hi kes
It’s easy to be pessimistic, but there are windows of opportunity, particularly around the drive to reduce carbon emissions and fuel consumption.
Some economists are predicting that even when wholesale gas prices start to fall, we will not see retail prices follow suit Governments across the world are starting to view gas as a transitional energ y source to be replaced by newer, greener technolog y
If that’s the case, then look out for an explosion in low carbon, energ y saving and
energ y generating technologies and a renewed focus possibly supported by government action on retrofitting
This is one priority area for SIG. We have our own focus as an organisation on reducing our operational carbon emissions and we have also started to increase our range of sustainable products and systems our PV panels have been in strong demand this year, for example.
But also, with our ability to open routes to market quickly, we are in the position to develop sustainable products within the market, working with innovative new suppliers We anticipate a gradual roll out of products with high percentage of recycled content, low embodied energ y and exceptional performance
Our categor y experts are in the best position to select and evaluate new products, with informed insight into likely market demand
Into the New Year, if we see decreasing demand combined with greater stock availability, then we may see a greater focus on innovation When manufactures are focused on tr ying to meet demand for volume products they tend to have less capacity for niche products with specialist performance. With less pressure on stocks we should see manufacturers ramping up their production of specialist products
None of this is going to be comfortable. There will be huge pressure on contractors working to fixed price contracts and SMEs, with their limited buying power, will be right in the spotlight.
Sitting in the middle of the supply chain, SIG will be looking to support its merchant customers not only with competitive pricing, but also with a huge range of options with customer ser vice as a priority
We also provide support with the tricky issue of compliance Keeping up to date with the status of performance testing and legal compliance of a vast range of products is a challenge SIG, with its SIG Assured ser vice and growing Compliance Team, is making the whole process easier by ensuring that all product documentation is available in one place for all the lines we carr y
We can’t recommend the suitability of products for specific applications, but we can provide up to date product information which has been checked by our Compliance Team. In a challenging market, where cost is the number one consideration, it’s all too easy for substandard products to creep into the supply chain
Businesses will need to be reactive and nimble to negotiate the current turbulence. It’s probably a given that the days of low inflation and intense demand are gone for a while, but in a challenging market there is room for creative thinking, excellent ser vice and strong innovation to cut through
n For more information on the range of products and support ser vices available via SIG, enter the shortcode www rdr link/mam006
QStarting with the basics, just what is NyRock?
ARockwool insulation is made using diabase rock that’s naturally produced by the earth’s crust. We melt down this rock then spin it on machiner y to form a fleece that’s then made into a variety of sizes and densities for insulation.
With NyRock technolog y (pronounced ‘ new ’ and the Danish translation of the word, reflecting the firm’s Scandinavian heritage), we ’ ve built on our production processes by amongst other things adding new spinners to make a more efficient fibre structure that’s denser and traps more air.
This extra air helps slow the transfer of heat further and means we ’ ve made a range of insulation with greater thermal performance. In fact, our new range is the most thermally efficient stone wool insulation available currently in the UK and Ireland.
AWe have two new products that we ’ re adding to the Rockwool Trade Range: Thermal Insulation Cavity Slab 032 and Thermal Frame Slab 032.
The former is for masonr y cavities and can be used in both full fill and partial fill applications. With its 0.032 W/mK thermal conductivity value, it’s a great solution to answer the new higher thermal requirements of Approved Document L in England.
When you need to achieve a U value of 0 18 W/m²K, for example, builders can use 150mm of Thermal Insulation Cavity Slab 032 (depending on the wall build up
planned), which is 25mm thinner than the standard stone wool cavity products within the same wall build up
The second product is Thermal Frame Slab 032 that can be used in a variety of external timber and steel applications, including with a brick outer and with or without a service void
A032 refers to the lambda rating of these products and is measured in Watts per Metre Kelvin (W/mK) Both Thermal Insulation Cavity Slab 032 and Thermal Frame Slab 032 have a 032 W/mK lambda rating.
Lambda, represented by the symbol ‘λ’, is a measure of thermal conductivity how easily heat passes through a specific material. With insulation, you want a material with low thermal conductivity, so a lower lambda value is better.
popular insulation types such as glass wool, for example With these new products, installers can get a new level of thermal performance for stone wool with all the added benefits that will really appeal to customers such as easy fitting
Rockwool stone wool insulation is built for the long term with independent research showing it remains effective for the life of the building (BBA Certification 22/6252) and as our slabs have a high density semi rigid composition, they will not slump or sag in the cavity
Stone wool is also able to withstand temperatures in excess of 1000°C and achieves the highest Euroclass A1 non combustible reaction to fire classification Its fibre orientation and increased density also helps to trap sound waves and dampen vibrations, significantly reducing outside noise when used in an external wall.
PBM puts the questions to James Francis, Product Manager at Rockwool, who shares more about the manufacturer’s latest range of products made using NyRock technology and how it is supporting merchants.
ratings within the range, so if a customer needs better thermal performance, look for the lower lambda
QWhat else is the company doing to support the launch with merchants?
AWe’ll be supporting the launch of Thermal Insulation Cavity Slab 032 and
Thermal Frame Slab 032 with a multi channel marketing campaign, including print advertising, social media support and of course, updated point of sale As our merchant sales team is on the ground and across the UK, they will be visiting customers to share more details and help set up fresh displays to raise awareness of the new products
We’ve also refreshed our Rockwool Demonstration Experience Truck, which merchants can request to visit their branch to help customers and staff learn more about NyRock technolog y
AAs business, we ’ re always looking at ways to innovate To this end, we ’ re currently trialling digital point of sale in certain merchant sites across the UK to see how this approach can allow us to be more agile and personalised with content and offers We’re also further developing an online platform for easier and faster ordering and account management
n For more information on NyRock and becoming a Rockwool stockist, enter the shortcode www.rdr.link/mam007
Since introducing drylining to the UK market in 1917, British Gypsum has provided its partner construction customers with industry-leading plastering and high performing drylining systems and products for multiple applications in residential and commercial buildings across the UK, helping to make the built environment better.
B ritish Gypsum is committed to providing innovative solutions that deliver both sustainability and performance, by combining its remarkable technical know how with a pioneering perspective that helps to transform the built environment. With a product portfolio that ranges from Thistle® and ThistlePro® plasters for a high quality finish, to acoustic ceiling systems with Class B sound absorption, Gyproc® plasterboard and jointing products for finishing wall linings to Gypframe metal stud products and British Gypsum fixings, there’s a solution for ever y need
To help customers find the best possible solution for their clients and enable them to build better, British Gypsum provides
dedicated technical support, advice and help via its website, White B ook and team of Technical Support C onsultants
E ach year, it supports future generations of dr ylining and plastering professionals with more than 20,000 hours of technical support and 5,000 hours of training through its purpose built training academies British Gypsum’s Technical Support C onsultants offer bespoke AutoCAD and digital construction details, as well as on site support with construction detailing and installation advice. In addition to this, it also works in partnership with 75 colleges around the United Kingdom through its Thistle Partnership training programme.
In terms of sustainability, British Gypsum has s et out a roadmap to achie ving net zero carb on by 2050 It is als o up dating its deliver y f leet to us e more multi fuelled vehicles (HVO/LNG) at a s cale w hich is exp ec ted to reduce annual C O2 emissions by circa 70% year on year, ref lec ting its commitment to signif icantly reducing the impac t of its op erations on the environment.
Through Life Cycle Assessments (LCA) and subsequent Environmental Product Declarations, customers are supplied with all the necessar y information to help them make sustainable choices when specif ying products for their builds Independently verified by a third party, these reports
present a product’s environmental profile and additional product information, as well as providing the details of how the results are calculated
Customers can us e the LCA rep or ts to help them e valuate and optimis e a building ’ s overall environmental p erformance, and for building cer tif ication Most building industr y environmental lab els, including BREEAM and LEED, grant credits if the prime contrac tor provides LCA results for the pro duc ts us ed in a building.
Gypsum is the vital raw material at the ver y heart of its plaster, and as custodians of the British g ypsum reser ves, British Gypsum has mined, milled and made innovative plaster products in Great Britain for more than 150 years
Helping to build better British Gypsum’s high performance dr ylining solutions consist of high quality systems and finishes designed specifically to work together to give spaces enhanced sound protection, better indoor air quality, more durability, assured fire protection, defence against external elements, and improved fixability with the best plaster finish.
By working together with its construction partners to pioneer innovative solutions,
British Gypsum is creating a positive legac y, building great spaces to work, rest and play, which ensure better built environments, better homes, better places to work, and ultimately, better lives which is why it is committed to creating a positive impact for people and the planet
Building for the next generation Leading the way by sharing its collective know how and innovative products with partner construction customers, British Gypsum collaborates to make positive contributions to the communities that surround their sites As a company, it partners with more than 75 colleges across the UK to support future generations of
dr ylining and plastering professionals British Gypsum’s Site Ready Skimming C ourse has been designed to upskill the employees of its partner construction customers, as well as continuing to invest in its network of UK training academies
“British Gypsum has been at the forefront of plastering and high per forming dr ylining solutions for more than a centur y. ”
British Gypsum’s new high-performance skim finish, ThistlePro® FastSet Finish, is set to improve productivity and efficiency on site.
With a 50% faster setting time, ThistlePro FastSet Finish delivers an all in one bag solution that has been tried and tested to ensure that it performs to the high standards expected from British Gypsum It also removes the need for additives and hacks that reduce product performance and void warranties, helping plasterers achieve faster setting times with a consistent finish.
Commenting on the new product, Paul Cassidy, Product Portfolio Development Director at Saint Gobain Interior Solutions, a new collective of the British Gypsum, Celotex and Isover brands, said: “Following feedback from a sur vey we carried out last year, it became clear that more of our customers would prefer to work with a finishing plaster that has a faster setting time, with many of them already using something similar several times a week.
“As a result of this, we are pleased to have launched ThistlePro FastSet Finish, the first skim finishing product on the market with a setting time of 60 minutes The latest product will not only provide our customers with an option that has been designed to allow installers to work more efficiently, but
peace of mind that the product guarantee will remain valid ”
The new rapid setting plaster has already proven to be a major hit with tradespeople across the UK, with dozens of plasterers taking to social media to sing its praises The sentiments were echoed by merchants themselves, with feedback such as: “Branches that have taken stock are (saying) their customers love the product it’s an easy sell to customers”.
While in many instances the product is being used for patching and repairs, merchants have also reported numerous examples of ThistlePro FastSet Finish being employed on other jobs where there is a tight schedule
ThistlePro FastSet Finish typically sets in half the time of standard skim finish plaster, with no compromise on performance This enables more rapid completion of projects, maximising customer satisfaction and allowing plasterers to move on to their next project sooner
The ThistlePro range also features ThistlePro® PureFinish, ThistlePro®
“ThistlePro FastSet Finish typically sets in half the time of standard skim finish plaster, with no compromise on per formance. This enables more rapid completion of projects, maximising customer satisfaction and allowing plasterers to move on to their next project sooner. ”
DuraFinish and ThistlePro® Magnetic This range of high performance plasters uses the most advanced technolog y, making it the most hard working range of finish coat plasters on the market
Designed to offer more choice when it comes to plaster, our ThistlePro® finish coat performance plasters provide an opportunity to add an extra dimension to plastering, giving either the plasterer or end user extra benefits compared to standard plaster such as better indoor air quality by absorbing one of the most common airborne pollutants, a more durable finish that is 60% tougher than standard skim finish, or the ability to create an interactive space with magnetic plaster.
n For more information on British Gypsum’s ThistlePro range, visit british gypsum com/plaster
QHow did you get into the industr y and to your current position?
AI’m Portfolio Development Director at Saint Gobain Interior Solutions, working with the British Gypsum, Celotex and Isover brands. I’ve been in the role since 2020 but have worked for the company for almost 10 years I previously worked in other marketing and product roles in manufacturing and distribution, but my passion has always been to understand customer needs and develop propositions to match their requirements.’
Prior to entering the construction products sector, I worked in the paper, adhesive and sealant industries and have been responsible for leading teams, growing portfolios and customer insight development to propositions for those companies
AOne of my key objectives is to ensure that the British Gypsum portfolio delivers the best solutions for specific industr y requirements and brings additional value to our customers I’m responsible for British Gypsum's entire product portfolio strateg y, including all system specification and individual products within the range
This involves conducting market analysis, forecasts and gaining customer insight to deliver a long term plan of product portfolio evolution that will meet industr y and customer needs.
ACustomer feedback is crucial to the success of this role As a business we ’ re constantly innovating and looking for ways to make life easier for installers while also enhancing end user benefits
We’ve brought several products to market or increased our range based on our market research and customer forums
A recent example of this is ThistlePro® FastSet Finish, a premium plaster that typically sets in half the time of standard skim finish plaster, with no compromise on performance We found that people were mixing plaster with other materials to get a faster curing time, but this impacted on performance, so we created a product to help
AIn 2021 we undertook an in depth review of how we approach marketing and data integrity when it comes to product and specification performance data. Along with several other measures, the website was updated to automatically ser ve EN standards as priority over BS standards, through the White Book Specification Selector tool
Testing to EN provides a far more rigorous set of requirements designed to help people specify and install products and
systems that perform as needed However, we will continue to offer support for specifications to BS standards while they remain an acceptable route to compliance
I’m proud to work for a business that takes its position as market leader seriously and understands that it has a responsibility to do the right thing, especially when it comes to safety and wellbeing
QWhat are your focuses for the next 12 18 months?
Testing is a key area for us We’re proud to have an independent, UKAS accredited Building Test Centre on our East Leake site, which means we can do more extensive testing than many of our competitors and even test product prototypes for R&D because we don’t have to send them off to an external lab
The centre is fully independent, meaning British Gypsum staff are not allowed on site, which among many other measures ensures the integrity of our testing process is protected
The team is looking at the Volatile Organic Compound (VOC) impact of our products to understand better how they impact their environment. We have a product called ThistlePro® PureFinish which is proven to remove formaldehyde from indoor air for up to 50 years and we ’ re testing the positive impact that this could have for people with asthma and allergies, as well as other VOCs that it may be effective against
Another vital area of focus is fire safety Due to the renewed importance of the fire rating of building products we are constantly reviewing how our products perform, both on an individual basis and when specified as part of a system with different variables, so we can equip customers with the knowledge to keep occupants as safe as possible
To maintain its status as an industr y leading testing facility, upgrades have been commissioned for the Building Test Centre which will double the testing capacity and allow us to provide even more critical fire safety data across our product ranges.
“As a business we ’ re constantly innovating and looking for ways to make life easier for installers while also enhancing end user benefits. We’ve brought several products to market or increased our range based on our market research and customer forums.”
Paul Cassidy, Portfolio Development Director at Saint-Gobain Interior Solutions, reflects upon his role and discusses the latest market developments and the products to solve current industry needs.
Earlier this year, the Construction Leadership Council warned that recruitment, retention and related wage inflation “ may supplant product availability issues in 2023 among the key risks facing the industr y ” Alarmingly, it also found clear evidence that some smaller building companies have already become reluctant to take on new projects as they cannot access the skilled tradespeople necessar y to complete them.
Following extensive discussions with key industr y bodies and feedback from UK federations and sub contractors regarding the difficulty of recruiting competent plasterers, we knew that more needed to be done to support new entrants to the industr y. So, we launched the Site Ready Skimming Course in 2021, which has already proved an excellent springboard for aspiring tradespeople.
The main aim of the course is to prepare college leavers for the working world and provide the missing link between finishing college and becoming site ready By working closely with our college partners around the UK, we can help to level up students’ skills with the experience, confidence and
professionalism needed to make an immediate impact on site
In addition to this, The Site Ready Skimming Course helps our partner construction customers to retain and develop the skills of existing employees by teaching their drylining tapers, plastering labourers, general labourers, or employees with basic trowel skills, how to skim plasterboard on site
The course is focused on training students to the highest standard in a timely fashion in response to the urgent need for more skilled workers We aim to not just develop their physical trade skills, but also their confidence, professionalism and ability to work under pressure and meet tight deadlines
All participants undertake a comprehensive final assessment to test all the skills they have developed over the six week period, and demonstrate they are able to produce a volume of finished work in one day.
To help support their ongoing professional development, participants will be connected with members of the British Gypsum training team upon completion of the course, should they need any additional support or encounter any issues once on site They will also receive a complete new set of tools
enabling them to begin work immediately.
By supporting individuals, we are also supporting contracting businesses in the commercial and residential sectors in sourcing skilled employees who are ready and willing to work We are proud to say that almost 60% of people who have completed the course have now gone on to work in the industry.
One example of how the course has supported sub contractors is in its endorsement by Taylor Hart. Managing Director Phil Lewis attended one of our academies and was so impressed that he offered two members of the cohort trial employment Both recruits are now actively working in the industr y, putting ever ything they learnt on the course to good use
With the acceleration of interest rate rises and forecasts that the UK economy is heading for a difficult 12 18 months, the skills shortage is just one of the issues facing the UK construction industr y at the moment However, the sector has already demonstrated significant resilience to market challenges, and we remain dedicated to doing ever ything in our power to help retain skilled workers and encourage more people to take up jobs within the sector.
British Gypsum explains how it helps merchants maximise their selling potential.
Using a good quality plaster product is key to enhancing the professional finish of projects Whilst some alternative finishing methods have become more widely used in recent years, many would still argue that plaster is the original and best method for smooth walls.
Manufacturers like British Gypsum continue to innovate and bring new, premium products to market which aim to solve common industry needs, such as speed of application, durability and improved indoor air quality. is means that merchants can offer extra value to customers by considering how the different plaster products available might match with their needs
Being able to communicate the features and benefits of high performance plaster products is key to selling effectively, as well as providing training for trade customers to give them added value, drive footfall and help them to promote the product to the end user
For example, time is usually of the essence during building projects and other tasks must be completed aer plastering erefore being able to recommend a plaster product which can reduce the time spent on a job and allow plasterers to move onto their next projects sooner whilst also ensuring client satisfaction with a smooth,
professional finish would be highly valued by customers
Enter istlePro® FastSet Finish: a high performance skim finish plaster, ideal for a wide range of repairs and use on smaller internal walls and ceilings due to its fast setting attributes. What’s more, istlePro FastSet Finish typically sets in half the time of standard skim finish plaster, with no compromise on performance.
A complete, all in one bagged product, it also negates the need for plasterers to use additives or other methods to speed up setting times a practice which can impact on overall plaster performance and potentially void the product guarantee
Following its launch, merchants have highlighted how popular it has been with customers, commenting that “branches that have taken stock are (saying) their customers love the product it’s an easy sell”
While in many instances the product is being used for patching and repairs, merchants have also reported numerous examples of istlePro FastSet Finish being employed on other jobs where there is a tight schedule
To support the launch of ThistlePro FastS et Finish, British Gypsum worked with a number of builders’ merchants to make them aware of the new product offering. It
created bespoke pallet wraps for use in store whilst alongside this, ThistlePro FastS et Finish was showcased at a number of industr y events and exhibitions including the National Merchant Buying S ociety exhibition and the Travis Perkins Virtual Exhibition. British Gypsum also created a variety of free literature available for merchants to hand out to customers and use in store.
In addition, British Gypsum offers merchants the chance to attend its istlePro Finish Coat Performance Plasters training course is practical one day course allows merchants to learn how to apply the range of istlePro finish coat performance plasters Relating to plastering across all industr y sectors, the course provides a great opportunity to not only improve knowledge, skill and professional experience but also give merchants a better ser vice for customers, which will make them stand out amongst others within the industr y and lead to more sales for the merchant
British Gypsum’s istlePro range helps merchants stand out from the crowd, by offering their own customers a choice and chance to earn more and retain loyalty And for merchants interested in solving a wide range of customer needs, the other products in the range include istlePro® PureFinish, istlePro® DuraFinish and istlePro® Magnetic, which are designed to provide better indoor air quality, a 60% more durable finish and the option of creating interactive spaces with a magnetic finish.
n For more information on British Gypsum’s ThistlePro range, visit british gypsum com/plaster
“Being able to communicate the features and benefits of high per formance plaster products is key to selling effectively, as well as providing training for trade customers to give them added value, drive footfall and help them to promote the product to the end user. ”
its relationship with Flex R is said to have has thrived because of the “customer first approach” taken by the respective teams. PBM reports.
Since opening in 2006, DMR Roofing Centre says it has always prioritised its people, whether that’s staff, customers, or suppliers It starts with strong relationships and it was during its first few years of supplying councils, local contractors and house builders that the company began to explore its options for supplier partners.
During this time, the business had been through a period of ever changing roofing
suppliers Sales Manager Sam Hellewell explained: “We had been having trouble with the trims we were selling, from quality to availability, and it was becoming unworkable On top of this, we had difficulty getting in touch with reps and when you can’t pick up the phone to anyone you start to feel less of a priority”
DMR Roofing Centre first made the move to Flex R in 2013 and as the firm grew, so did its need for a broader product mix and stronger, and more reliable, communication from suppliers This marked the point where Flex R began to stand out from the crowd.
Sam said: “It was about two years ago that Rubber really started to come into the market for us The demand was increasing, and it was clear we needed to
expand our offering We had been selling EPDM previously, but it hadn’t been in high demand until a few years ago The majority of our contractor customers would still be using traditional methods like hot works, but the trend started to shift and so did we ”
In 2020 the company reached out to Flex R to better understand its product range and the support offered by the team. Sam recalled: “We were impressed by the range on offer but it was the structure of support and communication which impressed us the most It was a clear choice ”
The number one priority for Sam was being able to have a direct line to representatives for questions or updates He said: “If one of the team or our customers are waiting for an order, I need to be able to call up and speak to someone. Flex R is always at
c aThe ClassicBond training classroom
the end of the phone for this and any other customer queries and we really need this support as a company At our size we ’ re running at maximum capacity, so having that helping hand is critical ”
Sam explained that this support is amplified by the team having access to specification experts: “When a customer comes in with an obscure roof or specification question that I’m not able to answer, I’ll call Flex R and it will work through what’s needed and help deliver it to the customer ”
And when it comes to the product range, specifically RubberBond FleeceBack, having trained and knowledgeable staff is important to ensuring the product offer is maximised Sam said: “We sent our sales staff up to Flex R for a training course to ensure they were well versed in the product range The training team also came to our warehouse to run sessions with some of the local roofers in our system
“Feedback all around was positive. Our staff were more confident in selling the system and the roofers were more qualified in installing to standards ”
Training ser ved a dual purpose for DMR Roofing Centre as aside from ensuring the products were specified and installed correctly, it acted as an effective way to retain customers Sam noted: “We noticed that the roofers we sent off for the training course really valued the support on offer and were more likely to return as regular customers For us, this was a huge bonus It meant we added value to their skillset and ensured they got the products they needed It was a win win ”
It would be easy to assume any merchant who consolidated suppliers in 2020 could be caught in a spiral of stock issues thanks to COVID and the resulting fallout, but according to Sam, this wasn’t the case for DMR Roofing Centre: “The team at Flex R never stopped communicating with us We knew we were being placed on allocation for product but that never left us short If we had larger jobs coming up, we’d give them plenty
of notice and likewise, when it was a last minute request, they’d always help us out ”
Fundamental to making this work was treating the supplier relationship more as a partnership Sam added: “Flex R has really proved it is our partner over the past few years and helped us when we needed it. Getting us through stock shortages and growing our businesses has really cemented us as a team ”
It’s easy to assume the optimum supplier/merchant relationship is a
commercial one where deals are strong and margins high, but in this transactional scenario it is easy to lose sight of what matters most people and the communication, trust and partnerships that drive long term business growth
n For more information on Flex-R’s range of products and support ser vices for merchants, enter the shortcode www.rdr.link/mam008
The light weight roofing systems and water proofing specialist has launched Isoline Low Line said to be the only UK under roof system to be BRE tested and BBA Accredited to as low as 10° Designed specifically for use on low pitch roofs, the lightweight bituminous underlay sheeting has been rigorously tested and proven to be at least three times less likely to leak compared to a traditional tile system
n For more information, and to view a new guide, enter the shortcode www.rdr.link/mam009
New Dawn Homes’ Stratton Villas development in Swindon provides 30 contemporary homes arranged around a landscaped green Russell Roof Tiles’ traditional Highland tiles in Anthracite were specified for the project as their smooth finish and mock joint provided the appearance of smaller tiles when laid broken bonded, which was a desired look for the developer, as well as the tiles being a cost effective option
Described as a long life, durable product that requires minimal maintenance once installed, the Highland tiles form part of the manufacturer’s Commercial Range of products traditional in look, design and available in five different colours.
n Use www.rdr.link/mam010 to discover more.
The UK division of Sunde AS has announced it will open a new 11,000m2 purpose built manufacturing site in Corby, Northamptonshire early in 2023 to produce EPS construction products.
The development is reportedly the Group’s largest single investment in the UK, adding “significant production capacity” to key sectors within the construction, housebuilding and civil engineering markets
Centrally located to support the Midlands, London and the wider south east area in additional to the firm’s more traditional markets, the manufacturer says it will absorb the production from its Gateshead factory to the new site “which will be one of the most advanced production facilities in the EPS construction industry”
n Go to www.rdr.link/mam011 for more information on the Sundolitt product range.
For builders’ merchants of all sizes, the past few years have been rocky, with Brexit and the COVID 19 pandemic causing major disruption to supply chains and working practices At the start of this year, there was some encouraging industry recovery with ONS reporting that construction activity across the UK had returned to pre pandemic levels, rebounding by +12 7% But since February, the war in Ukraine has impacted the global economy, creating fresh uncertainty
With these supply and demand issues continuing, and the availability of stock tightening, industr y competition and prices
are only set to increase In fact, this year the cost of building materials rise by around 25%, creating problems for SMEs who have smaller cash reser ves to fall back on.
Staying ahead of supply chain issues is a key priority for builders’ merchants However, this can feel like a daunting task for those reliant on manual or legacy systems. ERPs are designed to streamline the inventor y and order management processes, allowing businesses to take advantage of real time stock and supply chain updates.
Chris Fisher, VP of EMEA, LBMH Division at ECI Software Solutions, discusses the importance of builders’ merchants investing in specialist technology in order to maintain strong performance and business continuity during turbulent times.
When prop erly implemente d, ERPs w i l l minimis e t he administ rat ive t ime sp ent on t r y ing to st ay on top of supply chain disr upt ion and chasing end less p ap er t rai ls, a l low ing more t ime to b e sp ent on cr uci a l va lue add ac t iv it y such as bui lding client rel at ions, s e ek ing out ne w p ar t nership opp or tunit ies and work ing on s a les de a ls.
B ehind t he s cenes, automat ic sto ck replenishment c an a ls o s ave busy bui lders ’ merchants t ime by t rack ing sto ck and j obs to manage f uture pl anning and, by using rep or ts f rom pre v ious ye ars, ana lys e t rends to pre empt p e a ks and t roug hs in demand
A fully integrated ERP system will not only replace and simplif y the tracking procedures associated with stocking and selling hundreds of product lines, it will also reduce the chance of customers being able to order unavailable or out of stock items
When hard t imes hit, t he f irst t hing to b e imp ac te d is t he b ottom line, s o implement ing te chnolog y t hat c an prov ide an acc urate and up to d ate over v ie w of t he ent ire business is imp or t ant Sp e ci a list ERP systems remove t he ne e d for t ransfer r ing infor mat ion across mu lt iple spre adshe ets a pro cess sus cept ible to human er ror.
Similarly, manually collating data for rep or ting takes a great deal of time and precision to get rig ht and can quick ly snow ball into logistical and sto cking errors w hen done incorrec tly a costly mistake, b oth f inancially and reputationally, if orders are late or incorrec t
Wit h t he r ig ht system in pl ace, rep or ts c an b e generate d inst ant ane ously, a l low ing a busy bui lders ’ merchant to monitor t he st atus of a proj e c t Sp e ci a lis e d ERPs a ls o a l low for col l ab orat ing across te ams, ensur ing ke y met r ics c an b e delivere d to rele vant dep ar t ments in a t imely and ef f icient manner
Driv ing b e tter c ustomer s er v i c e When t hin k ing ab out implement ing ne w te chnolog y, a longside improv ing inter na l op erat ing pro cess es, a l l client facing
business es shou ld consider : “ w hat w i l l work b est for t he c ustomer? ”
If a c ustomer c a l ls to get a summar y of t heir account or re quest ing det ai ls of t heir l ast t rans ac t ion, t he y ’ l l most li kely b e af ter a quick resp ons e G one are t he d ays of putt ing p e ople on hold to t raw l t hroug h end less p ap er do c uments, dis j ointe d spre adshe ets, invoices or re ceipts to f ind t hes e answers
In t he p ast, sma l l s c a le op erat ions mig ht have st r ug g le d to f ind t he res ources or f unds to manage unfores e en, l arge or complex orders Howe ver, C loud b as e d ERP systems are f u l ly s c a l able and able to exp and as a business g rows and order volume incre as es
Fina l ly, w hen unpre dic te d del ays do o cc ur, b eing able to prov ide c ustomers
w it h t imely up d ates helps to negate st ress as you c an imme di ately ass ess t he situ at ion and for mu l ate a pl an, inste ad of hav ing to dig t hroug h f i les to re work a s olut ion
A lt houg h a ver y resi lient indust r y, at a t ime w hen many are lo ok ing to s afegu ard t heir business by dr iv ing more ef f icient and reli able ways of work ing , t a k ing a step b ack to ana lys e w hat is pro duc t ive and w hat isn’t is a go o d exercis e to c ar r y out Shou ld you de cide to implement an ERP system, b e sure to p ar t ner w it h a t r uste d exp er t t hat c an ensure your business is s et up to nav igate choppy waters now and into t he f uture.
n Disco ver more about ECI software and how it can help your business via www.rdr.link/mam012
“ERPs will minimise the administrative time spent on tr ying to stay on top of supply chain disruption and chasing endless paper trails, allowing more time to be spent on crucial value add activity such as building client relations, seeking out new par tnership oppor tunities and working on sales deals.”
Established over 50 years ago, E Tupling is a privately owned and family run distributor of Underfloor Heating Systems and Plastic Plumbing & Building products A well known supplier of leading brands to the merchant sector, the firm has recently selected K8 from Kerridge Commercial Systems (KCS) as its new business management system
Having evaluated offerings from multiple vendors, E Tupling is confident that K8 is the right platform on which to successfully grow their business, as Director Ross Duncanson explains: “We recognise that the market is evolving and that customers are demanding more flexibility in respect of how they engage with their suppliers
“With a range of trading, logistics and financial modules designed and developed specifically for the distribution and wholesale
industries, K8 offers us a range of features and technologies that will enable us to move our business for ward on a solid platform. The business intelligence and insights that it will provide us will be invaluable K8 will help us expand and improve our offering, so we ' re excited about the future with KCS ”
The system will additionally allow E Tupling to improve its stock management whilst the intuitive ‘ one screen ’ trading
functionality is designed to enable the distributor to “quickly maximise sales opportunities and deliver the great ser vice customers expect” with users able to “quickly and easily identify the right product for the job and enjoy complete visibility of price, stock availability and options” Just as important, they will also be able to source products effectively if they're not immediately available.
Ross adds: “I love how K8 is both sophisticated and simple to use When it comes to IT, our staff have var ying levels of proficiency, so we wanted a solution that would be quick and easy to learn, but that had all of the sophistication we required to drive our business for ward. The simplicity of the screens, coupled with the ability to drill down into the detail when we need to, is fantastic.”
KCS says that K8 can “support the management of your entire operation” from sales order processing, procurement and stock control to CRM and business intelligence As a cloud based solution and with a suite of integrated apps that enable businesses to “take the technolog y to the job” for stock management and deliver y, K8 streamlines operational efficiencies and can even help build towards sustainability goals by reducing energ y, paper and other resource requirements
Ross said: “We needed to select an ERP system that will help us to communicate effectively between all the departments in the business Additionally, to further build on our outstanding ser vice while improving
on our efficiencies, we need to be able to monitor our data and identify trends The good news is that when we go live with K8, we ’ ve got all that scientific analysis to look for ward to ”
Indeed, with rising costs in the supply chain and a changing landscape, implementing robust trading software that allows a business to digitally transform and take advantage of the new technologies at the same time is becoming increasingly crucial for merchants and distributors of all sizes With over 40 years of experience in delivering solutions for business, KCS says it has ensured that the latest version of K8 can help merchants “trade profitably, both now and in the future”.
Looking back to the example of E Tupling, Ross concludes: “K8 is a system that will accommodate our growth. As a modern, for ward thinking company, it fits with where we are now, but more importantly, where we want to go in future. It is not just about meeting current demand, but it is also about doing that for the next three to five years We have ambitious plans, and we believe K8 is the robust, modern
James Mitchell, Managing Director for KCS in the UK and Ireland, commented: “We’re delighted to partner with E.Tupling as its digital partner, helping it take another step in its digital evolution We work hard to listen to our customers, and design and develop solutions to help them keep up with a competitive market
“Our continual investment in technolog y means that the latest version of K8, eApps and eCommerce solutions are perfectly suited to helping merchants and distributors such as E Tupling alike We couple this with an excellent installation process and ongoing customer support, which means Kerridge Commercial Systems can help companies like E Tupling to grow confidently into a digital future ”
n For more information on Kerridge Commercial Systems’ solutions for merchants, enter the shortcode www.rdr.link/mam013
n To find out more about E Tupling’s range of products and support ser vices, use www rdr link/mam014
Firstly, software is never really finished it just gets better over time. Like so many things in life, if you wait for perfection, you ’ ll never get anywhere at all The second lesson is knowing when to follow the market, and when to lead it Change is rarely comfortable but it’s necessar y for advancement. Knowing when to pioneer and when to respond to demand is a difficult balance to strike, and I’m not sure anyone gets it right ever y time And lastly, treat others as you would like to be treated. No elaboration needed there
It is hard to admit the things I’d have done differently, but here we go ! My biggest regret is that we didn’t develop Merchanter sooner Moving generations of system is a massive leap, so it didn’t get going for longer than I’d have liked
In software you always have to be a step ahead of the trends, so the software is developed at the point ever yone decides they need it. We definitely did this with
Back in August 1997, Ian Oldrey officially took up his first role with Ten-25 Software — the company co-founded by his parents, Baird and Sue Oldrey. Now MD of the forwardthinking ERP software enterprise, Ian reflects on how the market has evolved and the key lessons he has learned during his 25 years in the family business.
Merchanter as a cloud system, but missed other opportunities with the previous popularity of Windows systems.
I suppose it’s linked, but the second regret is spending too long tr ying to tweak existing things rather than rebuilding from the ground up Merchanter has been liberating to develop, unlocking many cool features, but it is more of a mountain to climb to get back to where you were
Bolder changes are never the easiest, but I’d like to have done it all sooner
The biggest regret though, and something we ultimately had no control over, was the timing of Merchanter’s release It coincided with the start of the Covid pandemic, so we simply couldn’t give it the fanfare it deser ved I wish we could have done that differently and set it off with a bang.
Oh and I definitely regret not being part of the company ’ s lotter y syndicate back in the day when they won £70K!
There have b een times w hen a c ustomer has taken the time to thank me for their
system, telling me it has literally saved the business On more than one o ccasion, it’s picked up f raud, help ed sp ot vital trends and avoided p otential issues That makes me more proud than I can say to have built systems that protec t liveliho o ds and play a par t in keeping thos e organisations alive That’s a great feeling
Similarly, many of our customers took on a system when their businesses were small, or even just starting out It’s amazing to see those businesses grow and flourish to more than ten times the business we first worked with Providing such a vital tool to help industr y thrive, to help businesses grow, and to be a part of an industr y that literally builds the world we live and work in that’s a true honour
Secondly, I am so proud of the way we work with our customers At Ten 25 we aim to be fair, and we push hard to give great ser vice We are not always as hard nosed as some, and that isn’t always good for our bottom line, but I know I sleep better at night knowing we do right by our customers
We support them, we listen and we respond Sure, we can’t do ever ything and we do have a business to run, but I think our fair and supportive approach to our customer relationships is one of the reasons so many choose to stay with us for so long.
w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c
Which leads me to my final point I am, hand on heart, proud of Merchanter It is the first generation of system created from my experience, design and drive brought skilfully to life by a talented team It’s an awesome system and I can hold my head high knowing we have built something from the ground up that sets the standard for merchant software
The comments I get doing demos and the amazing feedback from customers using the system makes up for a lot of overtime, I can tell you!
Trust your gut, but back it up with the numbers On reflection, 25 years in this industr y have shown me that my instincts and ideas are good, and that I can be bolder in following them, sooner. In a way, that’s exactly what our aim is with Merchanter it’s a system that helps merchants have more
confidence on faster decision making, winning back time on ever y front and creating as many (or even more) opportunities as it mitigates in risk
But it’s not human so trust your gut It will be there for the numbers you need
The next bit of advice is to get a good business coach Especially for those of you running a business, it can be a lonely place and it’s so important to have people around you whose opinions you value and trust Equally, build a good team around you, who share your values and who aren’t afraid to challenge and support when needed
And finally find your ‘why’ This really lies at the heart of it all and makes everything worthwhile If you can get to the real root of why you do what you do, you can make decisions aligned with that and drive the business with a clear vision that’s solid gold.
One last thing the best ideas are born on sunny beaches Whether your ‘beach’ is
walking the dog, a long drive, or brushing your teeth, the clearest ideas are rarely found at a desk or staring at a screen So, don’t forget to find some balance, and take time off. We all need a new perspective from time to time
The Queen’s death in September has brought with it a timely reminder that nothing and no one lasts forever, so spend your time wisely, and don’t neglect the downtime
n For more information on Merchanter from Ten 25 Software, enter the shortcode www.rdr.link/mam015
With two system updates every year, Border Merchant Systems constantly develops and evolves its merchant software and the company says it has delivered over 1,100 system updates and enhancements in the last 12 months In addition, these updates are supplied to all customers as part of their support contract.
Highlights from the next system release (3 2B) will include further what3words address integration, a new purchase order export to csv feature, further controls on the creating of back to back orders, as well as support for Border’s new electronic proof of delivery option
Another new system option coming soon is version two of Border’s online account portal The new portal provides an online login area for merchant trade customers to securely access account information, view and manage quotes, as well as pay outstanding account balances or individual invoices Border says it has taken feedback from version one to improve the look of the portal, enhance its features, make it easier to use, and improve the speed of its delivery
n To find out more about the update or the Border system in general, use the shortcode www.rdr.link/mam016
Earlier in the year, Merlin announced its integration with GoCardless a payments platform that automatically collects payment on invoices on the due date, using Direct Debit, and lets you collect instantly authorised, one off payments too, with Instant Bank Pay.
To ensure every invoice is automatically paid on time, your customers fill out a simple, one time form online, and then you invoice them as normal Furthermore, the company says that this is also popular with customers indeed, 78% of businesses around the globe are said to prefer account to account payment methods
Steve Fowler, Development Director at Merlin, said: “Merlin is excited to be partnering with GoCardless as it allows our customers to get paid on time, removing any stress related to chasing payments each month At Merlin we are always looking to improve on the features we offer and I believe GoCardless will be a great addition to the software ”
Merlin also revealed its new partnership with EazyStock, which is described as a “tool that gives you total control over your inventory by automating demand forecasting, stock classification and purchasing processes”, complementing its Stock Control module to “give you the benefits of improved stock availability, lower inventory levels, optimised procurement and improved efficiency”
The cloud based software “integrates smoothly” into the Merlin software with the company saying it will deliver “fast, measurable results (that) will help improve your business finances by allowing you to carry less stock and improving your efficiency with automated processes.”
Ryan Cole, UK and Benelux Development Manager at EazyStock, commented: “We’re excited to be partnered with a leading ERP provider who holds innovation at the core of their business We’re confident EazyStock will enhance Merlin’s stock management capabilities even further, giving its customers a unique competitive advantage With EazyStock, Merlin users will now also be able to dynamically calculate their stock requirements, have confidence in every forecast they make, speed up ordering processes, and save money with optimised inventory levels ”
Steve Fowler added: “EazyStock and Merlin already have a number of happy customers in common, so formalising our relationship is a no brainer We’re pleased to be working with a solution provider that not only has world class forecasting and replenishment functionality but also puts customers at the heart of their business.”
n For further information, enter the appropriate shortcode into your browser: Merlin www.rdr.link/mam017 GoCardless www.rdr.link/mam018 EazyStock www.rdr.link/mam019
A new online platform has been launched by The Build Chain which is said to makes it easy for merchants across the UK to connect with contractors, driving new hire and materials enquiries, and providing data to ensure competitiveness Through what is described as an easy to use dashboard, contractor enquiries “are filtered quickly and efficiently so merchants can effectively provide and track quotes in any location of their choosing”
Neil Sheldon, Chief Operating Officer at The Build Chain, said: “Our online platform was created to fulfil what the industry needs and to solve a variety of longstanding industry issues For instance, comparing and compliantly benchmarking quotes, as well as choosing a local supplier that will help everyone in the chain to meet net zero targets and support regional economies In addition to bolstering current agreements and forming new relationships, the platform allows merchants to recommend products and hire solutions, making it easier to put forward high margin own brand products.
“The centralised digital dashboard stores information and correspondence in one location ensuring no emails, phone calls, or paperwork are missed, as well as meaning all information can be archived for future use and reference ”
Preferred terms can be applied to quotations meaning existing customers can also use the platform, while the option to access detailed reports provides “invaluable data to maximise local stock profiles” and to identify gaps in current product offerings
Neil added: “This is an opportunity for all merchants or suppliers, irrespective of their business size, to embrace digitalisation We know that speed equals revenue during the quotation process and our platform makes that possible, whether it is handled by a central team or at a local level We’re confident merchants and suppliers across the country will see the benefit immediately for a low subscription cost that will soon be recouped through an improved quotation process ”
The Build Chain, formerly known as NTUK, was founded by Matthew McClune and Neil Sheldon, who previously worked together at an industry leading manufacturer They have been joined by Phil Sheldon as Sales Director, following his 20 years as Business Development Director at Polypipe in addition to roles at national merchants
The platform operates a subscription based model with three different packages, allowing users to select a monthly fee that suits their business needs. In addition, there is no commission charge, meaning “complete transparency and no surprise fees”.
It has been a period of change at fixings and fastener specialist ForgeFix Like ever y company in the fastener and fixings sector, the global pandemic affected the company ’ s manufacturing supply chain Managing Director Paul Swift joined the company in Februar y 2022 and since then he and the team, which includes new appointments in key roles, have been leading a transformation focused on customer ser vice, product choice and sustainability
Paul explained: “I want ForgeFix back to where we belong in terms of flexibility, customer service and protecting our reputation as the friendly supplier who is easy to deal with, here to support your business We have always prided ourselves on providing customers with exemplary levels of service
and support including online ordering, next day delivery and expert technical advice
“As well as improving all of that, I want to expand the family of ForgeFix brands and their product ranges ensuring we provide merchants with choice, quality and the opportunity to grow their business alongside ours. ”
One of the first actions the business took as a big step towards meeting that ambition was to introduce the ‘Voice of the Customer’ programme, designed to get honest feedback from its customer base The research is on an ongoing basis and Paul says the results will “ripple through the business, ensuring decisions will be made with the merchant at their heart”
He continues: “ The team and I have spoken with a lot of our customers since I was appointed and I want merchants to know that we are listening. We will be growing the support departments to facilitate what you need We aren’t just selling a screw, we are selling a solution.
“For instance, marketing support we can help market the products on a merchant’s behalf We will also be transforming our point of sale and making it amongst the most
To enable growth in the support departments, the company has appointed a new Head of Marketing, Rebecca Fortescue Halliwell, who has a depth of experience in the fixings and fasteners sector and Brian Trevaskiss, who has taken up a role as Head of Product Development and Sustainability The new roles are intended to ensure continuity of the ‘ForgeFix way ’ with a keen eye on building a successful future too
A product support demonstrator, Steve Moore, has also joined the business and will become a familiar face in merchant branches up and down the countr y and it sounds like he will have even more products to show off, as Paul is committed to a “faster expansion of its product range ”
Indeed, despite the global pandemic, the last 18 months has already seen the launch of the successful Spectre brand of timber screws, and CorePlus a range of Diamond Blades, Hole Saws and Tile Drill Bits. Also included in the ForgeFix family is the ForgeFast brand, which features a range of Elite Performance Screws and accessories These brands and their ranges will be added
PBM speaks with ForgeFix MD Paul Swift about how the company is meeting the challenges facing the fixings and fastener industry, future proofing its supply chain and increasing its support for merchants.
to, whilst changes to where the product is sourced will help the ForgeFix team deliver on their customer promise
Paul explained: “I think it’s fair to say that, just like most other fastener and fixings manufacturers, Covid really hit our supply chain and presented us with some key challenges and decisions to make However, change will not stop us expanding our ranges and we are now transforming our manufacturing supply chain in a way which will future proof it seamlessly for our customers and with the added security that ForgeFix will be able to deliver on its promises ”
Sustainability is also stated to be a key part of the commitment ForgeFix is making to its customers, with a fresh approach to packaging which includes, in time, moving to 100% recyclable packaging One crucial
change will be seen in early 2023 when the company will be removing the plastic windows from its cardboard screw boxes, instantly making the box recyclable
Along with more recyclable plastic tub options (its tubs are already made from 30% recyclable material and this will be moved to 100% in time), the company is removing cross contamination from its plastic packaging and developing a new label printing solution which has also increased the ability to recycle its packaging
Just as the Voice of the Customer project is focusing on listening to its customers, another project is underway looking at sustainable packaging and ways to enable more purchasing flexibility when it comes to product quantities This, says Paul, is to better facilitate the changing buying habits of their
customers who will need this flexibility
“I am really excited about the progress we are making across the board and merchants will be hearing from and seeing people from ForgeFix more and more over the coming months We have faced our key challenges head on and we are prepared to support our customers as never before through this cost of living crisis, rising fuel costs and the aftermath of the pandemic.”
Paul concludes: “I am ver y positive about the future of our business, and we will be putting all our energ y towards growing in partnership with our merchant customers ”
n For more details on ForgeFix and its Spectre, CorePlus and ForgeFast brands, enter the shortcode www rdr link/mam021
ForgeFix MD Paul SwiftThe new AmpShare batter y alliance spearheaded by founding members Bosch, Fein and Rothenberger has been developed to “advance the shared vision of its founders and members to offer professional users the best and widest 18V system, with full compatibility across numerous brands, applications, and countries”
Professionals can already use more than 200 tools from a large number of leading
brands with the same 18V batter y. Indeed, with the establishment of the new alliance, the multi brand batter y system will grow to include more than 25 manufacturers. And by the end of next year, the plan is to have a range of more than 300 compatible tools, including 50 new 18V tools from Bosch Professional alone
Said to offer tradespeople a wider range of applications than before with just one common batter y platform, users will be able
to save “ money, space, and time” whilst also contributing towards greater sustainability since they will require fewer batteries and chargers overall
Henk Becker, President of Bosch Power Tools, said: “ Thanks to AmpShare, the cordless construction site is becoming a reality for professionals Work is becoming easier, more flexible and more efficient. In this multi brand alliance, we ’ re bringing together all our performance Amp and pushing for ward our vision of a universal batter y system through the ‘sharing’ of one batter y and one logo across all brands ”
A major advantage for users is that the already more than 80 million Bosch Professional batteries bought since 2008 will stay compatible They can still be used with ever y professional tool from Bosch and with ever y tool in the AmpShare alliance in the future because the brand’s underlying batter y technolog y remains at the heart of the system
According to Dr Christoph Weiss, CEO of Fein, the establishment of the batter y alliance represents another milestone in its collaboration with Bosch He said: “In 2016, we jointly developed the Starlock System for universal tool mounting with multitools By founding the AmpShare alliance, we are reinforcing this decision and supporting our shared vision to one day be able to
operate all tools, no matter from which manufacturer, with just one batter y.
“In addition to our Multimasters, we will be adapting the entire 18V portfolio at Fein to the AmpShare interface to make our customers’ daily work easier ”
Dr Christian Heine, CEO of Rothenberger, continued: “We believe both in system solutions and in the cordless construction site and a multi brand battery system with a long range combines both! So, we have decided to bring all our battery powered products into the AmpShare universe ”
Beyond its three founding partners, the AmpShare alliance encompasses expertise from a broad base of leading businesses with other well known signatories including fixing technolog y specialist Fischer ; PerfectPro, a leading producer of construction site radios; and Rexroth, a specialist in reliable tightening solutions More brands are said to be “still to come ” .
In addition to full compatibility with all B osch Professional 18V products since 2008, the alliance will facilitate the use of “unique C oolPack batter y technolog y ” for longer runtimes and ser vice life in addition to the high performance ProC ore18V batteries reportedly, B osch’s most powerful batteries thanks to their innovative cell technolog y and offering “the fastest charging time on the market”.
n A founding partner of the new battery platform partnership, Fein says that migrating MultiMaster over to AMPShare will enable the manufacturer to “continue keeping its primary focus on developing market leading power tools that provide innovative and efficient solutions for end users” Furthermore, due to an enhanced power source, the battery platform will ensure the high performance of the tools, enabling them to operate at maximum efficiency
And y Mills, Mana ging Director of Fein UK, said: “This is an incredibly exciting move for us, which will strengthen our 18v cordless portfolio We understand tha t our end users want the freedom to choose the best tool for the job, ra ther than being tied into a single manufacturer’s ba tter y pla tform By making our original multi tool a vailable on the AMPShare pla tform, we are opening this product up to 60 million+ ba tteries on the market
“It also means we can get back to doing what we do best, which is focusing on developing the next generation of power tools to revolutionise the way those across the construction, trades and metalworking sectors work ”
With AMPShare powering the 18v MultiMaster 500 and 700 series, the range continues to be compatible with a total of 180 accessories, enabling end users to complete a range of jobs with just one tool Extra versatility is also assured due to compatibility with Starlock, Starlock plus and Starlock Max accessories
n For further information on Fein, use the shortcode www.rdr.link/mam022
n For more information about AmpShare powered by Bosch, enter the shortcode www.rdr.link/mam023
n To watch a short video on the Bosch Professional YouTube channel about the new battery platform alliance, use www.rdr.link/mam024
Throughout 2022, we have seen greater evidence than ever before of the effects of climate change. Given these warning signs, there is an urgent need for all of us to renew our focus on more sustainable building methods and materials. Dean Morgan, Managing Director at Bond It, explains more.
So far this year, we have witnessed weather that wouldn’t appear out of place in a Hollywood disaster film. Starting in January, the UK and much of Northern Europe were battered by a succession of powerful storms including Storm Malik an extratropical cyclone that caused widespread damage and some loss of life
During the summer, much of Europe, the US, and parts of East Asia baked in searing heatwaves These heatwaves occurred earlier, lasted longer and reached higher temperatures than at any other time in recent memory leading to drought, famine and tens of thousands of associated deaths
More recently, South Asia and Pakistan and Bangladesh in particular have been affected by heavier than usual monsoon rains, causing record breaking floods that have impacted more than 33 million people and cost the lives of over 1,700
Scientists around the world agree that most, if not all, of these extreme climatic events have been made more likely, or more severe, by the activity of humans Put another way, climate change is no longer an abstract concept
It’s a tangible reality, and one that even the most fer vent climate change denier must now find difficult to ignore
Given this fact, there is a strong need for all of us throughout the building industr y whether we ’ re a manufacturer, a merchant or
a trade professiona redouble our effort environmental imp
Inaction is not an Bond It, like many supply the merchan continues to take s more sustainable w minimise our cont to the many differe acknowledged causes of climate change
For example, back in 2016, we invested over £150,000 into installing 542 solar panels on the roof of our West Yorkshire factor y These panels have reduced our reliance on electricity produced from fossil fuels and, over the course of their lifetime, will allow us to reduce our carbon footprint by 1171 tonnes
Similarly, the use of more energ y efficient, carbon saving LED lighting has become the norm throughout most of our buildings. Across our production operations, we also clean plant and machiner y using solvent free cleaners rather than harmful cleaning chemicals.
In addition, we are making increasing use of electric and hybrid vehicles Plus, the fact that our products are made in the UK means they benefit from lower associated transport
emissions than those manufactured in mainland Europe or further afield
We’ve turned our focus on sustainability to our product packaging too A growing number of Bond It sealants, adhesives and building chemicals are now supplied in packaging produced from Post Consumer Recycled (PCR) material.
We also offer alternatives to single use packaging such as our ReLoad system which employs a reusable cartridge and nozzle with the sealant supplied in an aluminium foil refill The refill is inserted into the cartridge before its end is removed with a pair of scissors or similar The nozzle can then be attached to the cartridge and the sealant dispensed as normal using a conventional skeleton gun. Once the refill is used up, it
can be removed and disposed of before another refill is reloaded.
Solutions like ReLoad deliver numerous environmental benefits — including a reduction in the estimated one hundred million single use sealant cartridges sent to landfill each year.
This accounts for the widespread use of
refill sealant systems in regions around the world that are at the forefront of sustainability, such as Scandinavia, yet here in the UK however, there is a limited uptake when it comes to adopting similar systems.
The reason most often cited is that trade users are not embracing the benefits, and that the convenience and familiarity of
current options outweighs sustainable alternatives. This seems a disconnect when various surveys have shown that trade professionals would be willing to switch to a more environmentally friendly product, even if it was more expensive.
Agreed, change isn’t always easy, but change is absolute necessary given the environmental issues currently facing our planet. We all need to be willing to adapt and to explore new ways of doing things.
All of us within the supply chain as well as eventual product users need to take shared ownership of raising awareness and of encouraging the use more sustainable solutions.
n For more information on Bond It and its support services for merchants, enter the shortcode www.rdr.link/mam025
Billed as the biggest launch in its history and covering more than 70 tools, Hilti Group has showcased the arrival of the Nuron 22V cordless battery platform.
Hot on the heels of a successful launch in North America, Germany and other key regions for the Hilti Group, Nuron is set to launch in the UK and northern European markets at the end of 2022. The company says that Nuron is “not just a new set of tools or batteries; it is the future of Hilti’s cordless offering, with the power to make job sites cordless across both light and heavy applications”
Launching with an “entire ecosystem” of 70 new cordless tools, reengineered on one 22V batter y platform, Hilti says it is “set to change the cordless experience for the construction industr y forever”
Sebastiaan Groenhuijsen, the manufacturer’s Head of Product Marketing for Northern Europe, said: “We are ver y excited to bring this new platform to our customers in the UK From customer feedback on what kind of innovations they would find useful, we know this will make a huge difference to their operations in many ways We are proud to deliver the most comprehensive solutions to solving some of the bottlenecks of construction sites today, increasing productiveness, introducing state of the art data driven solutions and improving health and safety.”
Indeed, one of the most important aspects of developing the new platform was in understand the everyday working conditions of customers, including the roadblocks and obstacles they face in their work Accordingly, Nuron’s “primary value proposition is split into four key areas of innovation”
Firstly, “the power of one ” concept sees all tools powered by one single source, the 22V batter y, making all batteries
interchangeable and compatible with the full Nuron line up This single platform reduces the need for multiple batteries, chargers and corded power sources, making using tools and the management of them much more streamlined.
A second area of innovation is ensuring that the cordless tools provide more power than corded or gas powered tools, thanks to the reengineered batteries The 22 volt cordless platform is said to deliver “significantly higher power transfer than corded mains”, which enables heavy duty applications that were once restricted to corded, gas powered or higher voltage batter y systems.
The third and fourth areas are said to be in health & safety and the data driven ser vices that link all Hilti tools to the cloud. The redesigned tools have used “real world insights” to improve the design and health & safety aspects of the tools. From a practical perspective, this means the tools have been redesigned to weigh less, with ergonomically enhanced grips and improved robustness through shock resistant bumpers
Furthermore, Hilti’s Dust Removal System (DRS) and Active Torque Control (ATC) are available on the Nuron platform with relevant tools Additionally, Active Vibration Reduction (AVR), another key health protection and comfort feature, has been expanded to many more tools within the Nuron portfolio.
Sebastiaan Groenhuijsen explained: “We want to provide the construction professionals with the best tools and solutions available so that they can get on
with what they do best: building society’s future infrastructure and doing it in a safe and efficient way.
“By transmitting data to the cloud, our customers can use ON!Track to improve tool performance and productivity and keep track of tools via tags, ensuring nothing gets misplaced or lost The data collected includes information such as tool usage, charging location and batter y state of health, ensuring operators are working with batteries in optimal conditions All of this information and insight can be used to manage a better functioning and fit for purpose tool park ”
n For more information on the new Nuron platform from Hilti, enter the shortcode www.rdr.link/mam026
“The 22 volt cordless platform is said to deliver “significantly higher power transfer than corded mains”, which enables heavy duty applications that were once restricted to corded, gas powered or higher voltage batter y systems.”
Designed for those who regularly change between hole saws, C.K Tools has extended its power tool accessory range with the launch of a Quick Change Hole Saw Arbor Set which is said to enable an up to 50% reduction in change times versus a standard Arbor
With universal fitments, the set is multi faceted and comes with an 8mm black oxide coated Hex Shank with a 135° split point HSS G Pilot bit, as well as an 1/2” 20 UNF adaptor for 14 30mm hole saws, and a 5/8” 18 UNF adaptor for 32 210mm hole saws
Available through Rollins & Sons, the new Kapro 985T Titan Tiler and Masons Level is a heavy duty spirit level designed for bricklayers and tilers Each 1200mm (48”) level has three solid, shockproof, UV resistant, acrylic vials with a magnified horizontal vial featuring 2% gradient lines The milled surface ensures an accuracy of 0 5mm/m while the top edge, high impact, polymeric overlay absorbs trowel, hammer & mallet blows when moving bricks, blocks or tiles into position
Featuring high and low modulus formulations, the Bostik Pro Sealants range is said to offer technologically advanced performance and is the first full range of professional sealants to be made available in post consumer recycled (PCR) cartridges, reducing the net effect of plastic on the environment.
Mould resistant, with minimal shrinkage and suitable for a variety of uses, the new range is segmented into six core application types sanitary, multipurpose, glazing & frame, construction & façade, decoration & paint, and fire protect
The latest Alveplac range of gravel stabilisation tiles are designed to create a strong, durable and permeable platform for a range of landscaping applications and usages Produced by French firm Jouplast and distributed in the UK by Plastic Mouldings Northern, the tiles feature an integrated geotextile membrane and are used to stabilise and consolidate gravel surfaces, providing a quick and simple method of creating a firm but permeable gravel platform
The tile becoming ‘invisible’ when filled for a seamless finish Both UV resistant and wheelchair friendly, the honeycomb gravel support also ensures soil stability for gardens, paths, patios and other pedestrian areas
Grant UK has announced the addition of the Uflex and Uflex MINI Overlay System to its underfloor heating range The Overlay System can be laid on most types of new or existing floor surfaces, making it a suitable retrofit underfloor heating system solution and an alternative to screeded systems.
Available in 16mm and 20mm thickness respectively, the Uflex and Uflex MINI Overlay System features lightweight, high density polystyrene boards which are available either non foiled for use with tiles when an adhesive is used and foiled, for use with surfaces such as wood laminate
Following years of testing on construction sites, the new MuckStopper product range has been engineered to stop mud and site debris from entering manholes and polluting underground drainage systems, in addition to preventing the need for costly waste extraction at the end of building projects The MuckStopper 450, for example, is an easy to fit, pre constructed product that will capture building materials that fall into a UK standard 450mm drainage inspection chamber The MuckStopper 600, meanwhile, solves the same problem but for larger manholes with 600mm access
Made of quality, durable materials, both variants can be removed and reused at the end of a building project
Among its wide range of products, Concept has been a wholesale supplier of applicator guns for over 18 years and during that time, it lays claim to having built a strong reputation for reliable, innovative, quality products The company has recently launched its new product brochure, which can be downloaded from www conceptdistribution co uk
The firm offers its own range of products but, with the expertise it has developed, can also offer own branded products to stockists which are both accredited and of professional, reliable quality
Said to represent the next generation of floor levelling compounds, Setcrete Level Smart is a high performance, fast setting, fast drying, water mix levelling compound for smoothing flooring screeds where old adhesive residues are present It is recommended for use in flooring
refurbishments and projects that face tight time constraints or when a fast track, time saving option is simply preferred, without compromising on quality.
The product can be applied over old adhesive residues, including bitumen, carpet tile tackifiers and ceramic tile adhesives whilst it is also suitable for use over a wide range of subfloor types
The private label brand of Ideal Bathrooms, six new products have been added to Essential’s growing portfolio. And following the success of the Montana L range, it has launched the brand new Montana by Tavistock collection.
The collection is available in three subtle, high gloss polyurethane painted finishes and comprises two wall hung basin units with drawers in two sizes (500 and 600mm), two floor standing units in the same sizes with doors and shelves, a cloakroom unit for small spaces at 400mm, and a WC unit
A pair of adverts outline both the application advantages of Toupret’s Joint, Skim & Fill range alongside a plethora of product support available via the firm’s bespoke app
More info awaits at www rdr link/mam032
VIPSeal Flexible Coupling range referencing the company ’ s “100 years of british manufacturing”, this ad from VIPSeal showcases the breadth of its Flexible Coupling range including Standard & Drain Couplings, Adaptor Couplings, Large & Extra Wide Couplings, Wall Seals, Puddle Flanges & Saddles
Find out more via www.rdr.link/mam033
A beautiful advert from Marshalls presents the latest contemporary additions to its concrete paving portfolio, displaying the selection of granite inspired blends that will help your customers ‘create better spaces ’
Zoom over to www rdr link/mam035 for further details
The popular promotion returns once again in the run up for Christmas (is it really that time already ?!), offering a host of deals and discounts on a wide range of tools and accessories
The advert flags up the fact the deals are only available through participating stockists, and you can find out more through www rdr link/mam034
Quite appropriately for work shoes, what we have here is actually a pair of ads one for the Scuff Caps Evo boot from the Puma Safety brand, and the second showing the Trekstar XP from the Albatros marque
Discover more from parent company ISM about these super stylish ranges via www rdr link/mam036 where you will also find information about becoming a stockist
Professional Builder and Professional Heating & Plumbing Installer magazines continued to engage with professional tradespeople across the nation throughout the pandemic, increasing their digital reach when the trade counters were closed.
With demand for work continuing to be high, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month.
There should be no shortcuts when it comes to safety and this advert gets straight to the point by presenting the company ’ s wide range of Carbon Monoxide alarms
They’d make a great add on sale for you and your installer customers, so find out more about the range via www.rdr.link/mam038
There’s a bumper prize package available for your customers, thanks to Wavin’s latest scratch card promotion The football themed competition needs the support of participating merchants, so use www rdr link/mam037 to get involved
As the drive for renewable heating technologies continues to gather pace, a choice of three models (8, 12 and 20kW) could represent a very stylish way forward
For further details on the performance and installation benefits referenced on the advert, head to www.rdr.link/mam040
With heat loss a major issue, your customers might find this handy looking piece of kit an essential business tool Boasting a host of features and suitable for use in a variety of applications, full specs can be found through www.rdr.link/mam039
Originally launched in spring 2019, Birkdale says its DuraPost Stockist Scheme has continued to go from strength to strength. Including both marketing and training support on three distinct levels, the scheme was designed to “give something back to stockist advocates of the innovative fencing range.” PBM reveals more.
Designed to address the pitfalls with traditional fencing materials and make life easier for installers and stockists alike, the range of fencing products is based around the DuraPost galvanised steel fence post said to be a strong, stylish and sustainable alternative that is 80% lighter than concrete, the range includes ever ything from composite panel systems to gates and accessories
Birkdale originally launched its stockist scheme with two levels Standard and Elite. Elite Stockist status provides many benefits including a priority listing on the DuraPost stockist search, priority access to new products, online marketing support and materials, training for a branch Product Champion, an attractive exterior POS display, an internal tools and accessories stand, and a direct link to local Trained Installers for leads
In return, branches are required to stock the full DuraPost range including the posts in all sizes and finishes, the three panel options and accessories Branches need to also
demonstrate proactive marketing of the range via their website, email marketing and social media channels
Alternatively, the Standard Scheme offers less in terms of commitment but still retains a number of the key benefits associated with the Elite Scheme namely, a listing on the DuraPost stockist search, an eye catching external POS display, training for a Product Champion and a direct link to local Trained Installers for leads
At this level, the branches need only stock the posts in specified popular sizes and two of the four finishes, plus the gravel boards and accessories They must also provide a DuraPost listing on their own website.
Both the Elite and Standard Stockist Schemes are open to any national, local or independent timber or general builders’ merchant to join Interested merchant staff need simply provide their details via a form on the Birkdale website and a representative will be in touch
Following the success of the scheme,
Birkdale has since launched Elite Gold an additional level open to high achieving Elite Stockists, selected specifically for their commitment to the brand on an invite only basis With the idea to provide more support to those merchants specifically advocating for DuraPost, the Elite Gold level includes additional marketing and POS support, priority leads and a rebate scheme.
Antony Reed, DuraPost General Manager at Birkdale said: “Our data shows that a stockist linked with two or more of our Trained Installers will do more than three times more sales on average than other stockists By creating this scheme, which amongst other support links up our stockists with our Trained Installers, we can ensure that the people at every step of our route to market feel supported and have the sales and product they need to keep working with us into the future ”
n To discover more about becoming a DuraPost Stockist, enter the shortcode www.rdr.link/mam041
Stelrad says its revamped training van will help deliver improved training services to merchants and installers Allowing its brand Specialists team to utilise the facility at virtually any UK merchant branch, the new and improved vehicle has thirteen radiators mounted inside with visitors introduced to products from the vita Series, the Softline Series or the Henrad range T h e m a n u f a c t u r e r a d d s t h a t i t w i l l b e j o i n i n g f o r c e s w i t h D a n f o s s t o m o u n t j o i n t e v e n t s i n s o m e a r e a s w h i l s t t o a r r a n g e a v i s i t f o r y o u r b r a n c h , c o n t a c t y o u r l o c a l St e l r a d b r a n d S p e c i a l i s t
The Allur brand of composite decking has enhanced its website www.allur.co.uk
Alongside improved navigation and functionality, key updates include more imagery to help customers envisage the decking in situ whilst the main product page now features a handy visualiser tool where users can see what their selection would look like in a realistic virtual setting A n e w c u s t o m e r g a l l e r y o f f e r s m o r e i n s p i r a t i o n , a n d t h e s i t e ’ s w h e r e t o b u y p a g e h a s n o w b e e n p o p u l a t e d t o d r
v e p u
f r o m a c r o s s t h e U K
Worcester bosch has relaunched its ‘Green Heating Heroes’ campaign to shine a spotlight on efficient, sustainable heating including low carbon alternatives As part of the consumer focused promotion, the firm is looking to recruit installers to become ‘Green Heating Heroes’ who are “committed to providing support and advice to those customers who are looking for sustainable ways to heat their homes ”
c h a s e
more than 1,000 installers are already part of this green army, and they will all receive an array of marketing support materials and an information toolkit to help their customers, with the ultimate view of increasing sales throughout the supply chain
For
w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k
Polypipe building Products has developed a new membership scheme to “offer genuine value” to underfloor heating engineers The Polypipe Underfloor Heating Approved engineer (Ae) programme is designed to give members access to expert advice and extra support on design and quotation with direct contacts in the supplier’s technical team
As well as the tech support, the scheme will also provide “unique training opportunities” for vetted installers
Sika everbuild says it has been the “busiest year to date” for its dedicated team of seven technical application experts who have each run close to 100 roadshows in the last 12 months alone, visiting merchants of all shapes and sizes from small family run independents to nationwide firms with hundreds of branches
With more planned for the remainder of the year and beyond, each event features fun competitions, interactive product demonstrations and giveaways in addition to providing product training to merchant staff
merchants can request a roadshow visit to their branch by filling out an online form via www rdr link/mam042
www.rdr.link/mam043
Aanco (UK) Lt d t/a Made Fo r Trade page 15 www rdr link/mam100
Border Merchant Sy stems Ltd page 51 www rdr link/mam101
Bos tik UK page 59 www rdr link/mam102
BSW Timber Lt d page 8 www rdr link/mam103
Buckbootz page 53 www rdr link/mam104
Builders Merchants F ederat ion page 4 www rdr link/mam105
Cras h Charit y inside front cover www rdr link/mam106
DEKS Indust ries Europe Lt d page 30 www rdr link/mam107
Easy Trim Roofing & Const ruction Products Lt d page 24 www rdr link/mam108
ECI S oft ware Solutio ns Lt d page 45 www rdr link/mam109
E Tupl ing & Son Lt d page 23 www rdr link/mam110
Hexst one Ltd page 57 www rdr link/mam111
Im pact H andli ng page 10 www rdr link/mam112
Jo uplas t UK page 60 www rdr link/mam113
Kerridge Com merci al Sys tem s Ltd page 45 www rdr link/mam114
Long Rake Spar Co Ltd page 7 www rdr link/mam115
Marley Ltd page 42 www rdr link/mam116
Marmox U K Lt d page 41 www rdr link/mam117
Merl in B us iness Software Ltd page 49 www rdr link/mam118
Poly pi pe Ci vil s & Green Urbanisat ion page 19 www rdr link/mam119
profess ionalbuilders merchant co uk page 45 www rdr link/mam120
ROCKWOOL Ltd page 27 www rdr link/mam121
Saint Gobai n Co ns tructi on Products UK Ltd pages 31 38 www rdr link/mam122
TOOLFAI R outside back cover www rdr link/mam123
Ubbink UK Lt d page 29 www rdr link/mam124
Wes t Fras er page 9 www rdr link/mam125
There are only a couple more weeks to go until the Premier League shuts up shop for six weeks for the World Cup The last games are on Sunday 13th November, with the competition in Qatar kicking off a week later
The closer it gets, and it doesn’t seem any less crazy to have the competition at this time of year (though quite obviously, if it is going to be played in the Middle East, it couldn’t take place at the height of summer ) I’m sure we’ll all get into it once the games start, not least what could likely be the Group B decider between Wales and England on the 29th, but I do wonder how it will affect the second half of the domestic season Arsenal, surpassing expectations at the top of the league, will probably rue the disruption the most but it is going to be fascinating to see what the ‘legacy’ of the tournament will be
Just how fatigued will the players who reached the competition’s latter stages be when the Premier League resumes on Boxing Day? And how much advantage will sides get if their star players come home early, or can put their feet up completely?
Let’s not forget, Mo Salah’s Egypt failed to qualify And neither did Erling Haaland’s Norway
In the first episode of the BBC’s new Kammy & Ben’s Proper Football Podcast, Chris Kamara and Ben Shepherd talk to the legend that is Neil Warnock He had a decent career as a winger in the lower leagues, describing himself as “quick and brainless”, making 327 appearances and scoring 36 goals but it was of course as a manager that he really made his name
He announced his retirement from the dugout (for the fifth time!) in April 2022 following an incredible career that saw him take charge of 16 different clubs for a total of 1603 games, winning promotion a record eight times. He’s also a fantastic raconteur and, ahead of touring his new one man show, his podcast interview throws out some absolute gems…
The BBC Football website carried an incredible story a few weeks ago about Glenavon teenager Christopher Atherton who has just broken the record as the UK’s youngest senior footballer The Norther n Irish schoolboy came on as a second half substitute in Glenavon’s 6 0 win over Dollingstown in the League Cup, making an instant impact by setting up the team’s sixth goal
Did you know he had a spell working as an undertaker’s assistant, digging graves and carrying coffins, but actually was nearly lost to the game to chiropody? In the late ‘80s whilst managing non League Scarborough, he ended up taking a three year course and even had his own practice but elected to stick to management when Scarborough secured promotion in 1987
Then there’s the lucky jockstrap that he refused to wash while Rotherham were on a 19 game unbeaten run! Or that at QPR, Warnock used to make the players lie down while he walked over them with his boots on to work out which of them “was soft as muck… Anybody that welched, the lads would sort them out!”
Check it all out on the BBC Sounds app.
And his age? A mere 13 years and 329 days! He took the record from the positively geriatric Jordan Allan, who played for Airdrie against Livingston in April 2013 aged 14 years and 191 days
Christopher missed the world record belonging to Souleymane Mamam (once on the books of Manchester United) who played for Togo in a World Cup qualifier against Zambia in May 2001 by just ten days
With Paul Davies
