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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

OCTOBER 2020

CHECKING THE INDUSTRY HEARTBEAT

KITCHENS & BATHROOMS Showroom solutions for the new normal

DOORS, WINDOWS & SECURITY Opening up new sales

DRAINAGE & WATER MANAGEMENT SuDS and flood prevention

Plus: News, customer feedback, apprenticeships, industry comment and more.

Fantasy Football A new beginning See page 51

www.professionalbuildersmerchant.co.uk

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CONTENTS DRAINAGE & WATER MANAGEMENT 22

UNDER PRESSURE The importance of pressure reducing valves (PRVs) in delivering safe and stable water supplies.

MANAGING FLOOD RISK Discussing the Environment Agencyâ€™s flood protection blueprint.

SUDS LAW Capitalising on the renewed drive for Sustainable Drainage Systems.

October 2020, Volume 30 No. 9

DOORS, WINDOWS & SECURITY 29

LET THERE BE LIGHT How merchants can make the most of the trends for open plan and indoor/outdoor living. IMPROVING AIR QUALITY Roof windows and the provision of background ventilation.

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

KITCHENS & BATHROOMS 35

BEST OF BOTH WORLDS Blending showrooms and digital strategies for post-COVID success.

FINISHING TOUCHES How hardware is becoming more than just a functional addition in the kitchen.

PROTECT AND SERVE Connecting merchants, installers and consumers whilst ensuring safe and secure transactions.

WORKPLACE SOLUTIONS Supplying hygienic hot water for business and commercial environments.

PRODUCTS & SERVICES

12 PARTING OF THE WAYS The latest industry views on Brexit. 16 POT BLACK Opening up the pothole repair market to merchants with cold-applied, bagged asphalt.

REGULARS 5 6 8 14 18 20 44 46 48 50 51

VIEWPOINT NEWS MARKET MONITOR MERCHANT FOCUS SUPPLIER PROFILE BMF TRAINING ZONE PB & PHPI AD CAMPAIGNS MARKETING SUPPORT PRODUCTS & SERVICES ADVERTISEMENT INDEX FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

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VIEWPOINT

Uncharted waters

“

his year is probably unique, the most memorable we’ve ever had, and we still have some way to reach before 2021. The initial shock and fear have been replaced by the realisation that this is a long-term problem and a lot needs to happen before the world returns to what was previously considered normal,” so wrote Emile van der Ryst, Senior Client Insight Manager – Trade at GfK, in the introduction to the Q2 Builders Merchants Building Index report which was published towards the end of August. It is an especially apposite statement to describe a situation that remains inescapably fluid. The BMBI data reveals the sector was down by -38.6% by Q2, yet as Emile attests: “April, May and June couldn’t have been more different”. The near full lockdown in April saw a year-on-year decline of -76.5% whilst May ‘recovered’ to -39.9% as restrictions were relaxed. In June, this grew to 2.2% whilst anecdotal evidence and data from other sources suggests that growth continued over the summer as restrictions eased further and the good weather facilitated more progress, for example in a ‘booming’ BMBI Landscaping category. So, well into autumn, where are we now? As we discuss later in the issue, the most recent IHS Markit/CIPS data show a slight contraction for the wider construction market in August, but confidence and optimism within the merchant sector and their predominantly SME trade customers seems to be holding strong — see, for example, feedback from Travis Perkins, Jewson and Burton PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

OCTOBER 2020

CHECKING THE INDUSTRY HEARTBEAT

KITCHENS & BATHROOMS Showroom solutions for the new normal

DOORS, WINDOWS & SECURITY Opening up new sales

DRAINAGE & WATER MANAGEMENT SuDS and flood prevention

Plus: News, customer feedback, apprenticeships, industry comment and more.

Fantasy Football A new beginning See page 51

www.professionalbuildersmerchant.co.uk

“The end of furlough is set against a backdrop of a substantial rise in the number of COVID-19 cases, and a clear plan to balance the ongoing health risk with the needs of the economy remains alarmingly opaque.” Roofing across pages 14-15 along with the findings presented in this month’s ‘The Pulse’ tracker survey. Yet whilst we can analyse the data of the year so far, reference points to previous periods and the experience of years past are somewhat unreliable markers. As Emile so aptly said, these are truly unique circumstances — and despite the remarkable resilience of the sector to recover thus far, the fear is that this is only a lull before another storm. The most immediate danger is the looming conclusion of the furlough scheme (notwithstanding a £1,000 bonus for businesses keeping on previously furloughed employees to January). As discussed in this column last month, many sectors have seen a seismic shift in working practices and once the level of state subsidy — which supported 9.6m individuals with claims submitted by 1.2m businesses — is scaled back from 1st November, only then we will begin to

see a much more accurate economic picture. The end of furlough is set against a backdrop of a substantial rise in the number of COVID-19 cases, and a clear plan to balance the ongoing health risk with the needs of the economy remains alarmingly opaque. There have been many pronouncements to support individuals, companies and wider business sectors — and not least, the construction industry — yet any broader strategy remains somewhat unclear. On top of all this, the issue of Brexit is rising up the news agenda once more. With the transition period finishing at the end of the year, whether you support Brexit or not is no longer the concern; from January, the UK will be out of the EU — but we still don’t know on what terms… In short, the industry has demonstrated remarkable ingenuity and flexibility to perform so well against the odds. But there is a long battle ahead.

■ As coronavirus guidelines shift and business support packages

evolve, we would urge readers to check in with PBM’s website and social media streams for the latest news and updates. Please also make use of our digital ‘Readerlink’ enquiry service — www.rdr.link — to instantly access additional information on the topics, articles and new products featured in the magazine.

Editor Paul Davies Assistant Editor Abbie Smith Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102 Advertisement Manager Sam Shannon-Tinsley stinsley@hamerville.co.uk Tel: 07554 013302 Midlands & Northern Advertisement Manager Ian Duff

Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith Publisher Bryan Shannon

Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid

EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £65 post paid Printed by Walstead Peterborough

Average net circulation figure for the 11 issues distributed between 1 July 2019 to 30 June 2020 = 9,912 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

Cover story: Bradfords has taken delivery of a new dropside DAF CF260 from Ryder which features a commemorative livery to mark the merchant’s 250th anniversary.

www.professionalbuildersmerchant.co.uk

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NEWS UPDATE 130 not out for Naylor

Barnsley-based Naylor Industries is celebrating its 130th year. The company was established in 1890 as a clay pipe manufacturer by George Wilfred Naylor and remains in family hands under CEO Edward Naylor, the fourth generation of the family to head up the business. Founded in the West Yorkshire village of Denby Dale, the firm retains a Yorkshire focus today with three of its five factories being in the Barnsley area. More recently, it acquired manufacturing sites in Fife and the West Midlands. While the company still manufactures clay pipes, recent decades have seen the business diversify, launching a range of plastic and concrete products and carrying out a multi-million pound programme of investment in its manufacturing capabilities.

Local advice

Gibbs & Dandy’s network of 29 branches has been offering local builders the opportunity for a free consultation session to help them grow their business following the Government’s pledge to drive Britain out of recession by getting the country building. The ‘Welcome Week’, which ran from Monday 31 August, was designed to give builders the chance to talk to the merchant’s branch teams about everything from trade terms to ensure the best possible price, right through to attracting new building commissions in the local area. The initiative also featured a number of special promotions for new customers, including selected free items when they open a new account.

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NEW BMF SERVICE GIVES MEMBERS EASY ACCESS TO GOVERNMENT JOBS SCHEME

Kickstart support

The Builders Merchants Federation is encouraging Members to take advantage of the government’s £2 billion Kickstart scheme by providing full administrative support to simplify the engagement process and enable every BMF member to participate. Kickstart is the government’s post-Covid regeneration tool intended to enable employers to offer highquality six-month work placements to young people aged 16-24 who are at risk of long-term unemployment and are currently claiming Universal Credit. Employers will be able to claim 100% of the National Minimum Wage for their charge, up to 25 hours, plus the associated employer National Insurance and minimum automatic enrolment contributions. The BMF believes this is a tremendous opportunity for members to bring young people into their business and help them to identify future apprentices. However, the

complexities and timeconsuming administration of the scheme may have prevented some from applying. Carmen Daley, BMF Apprenticeships Plus Operations Manager, said: “One of the largest barriers to entry is the requirement that employers undertake a rigorous application process and have at least 30 placements available. To ensure all BMF members have access to this incredible opportunity, the BMF Apprenticeship Plus team is offering a dedicated Kickstart Support Service. “As well as providing an access route for those who do not meet the minimum number of placements, the managed service oversees all practical and administrative elements of the initiative making it as simple as possible for all BMF members to engage.” To find out more about the BMF Kickstart Support Service, or to register your interest, please contact Carmen Daley on 07496 370 224 or email carmen@bmfapprenticeshipsplus.co.uk

Cover story Bradfords is continuing to celebrate its 250th anniversary with the delivery of a new dropside DAF CF260 from Ryder which not only features a commemorative livery that acknowledges the business’s heritage but also a personalised licence plate — RIG 1770 — to mark the year of its founding, initially specialising in agricultural supplies, by William Bradford. It had been intended that the new truck would work in a marketing and PR capacity before transferring into the main fleet. However, due to a combination of the COVID19 pandemic forcing the postponement of outdoor events and a surge in business volumes, the vehicle has been pressed into active service early.

The truck has been named ‘Charlotte Anne Ellen’ in memory of Charlotte Carlisle, a former Bradfords colleague and third generation of her family to work for the business who sadly lost her battle with cancer in April. Additional vehicles will also be named in a programme to add some local ownership to the merchant’s iconic yellow lorries.

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

NEW TIMBER INDUSTRY CAMPAIGN aims TO REDUCE CO2 IN CONSTRUCTION

Sustainable sales

With the industry being urged to use more timber to meet the UK’s net zero target, the Wood CO2ts less campaign aims to increase awareness of timber’s environmental credentials and highlight how using wood from sustainably managed forests is one of the simplest ways to help reduce carbon emissions. Members of the timber industry collaborating on the campaign include Wood for Good and industry bodies Swedish Wood, Confor, the Timber Trade Federation (TTF), Structural Timber Association (STA) and British Woodworking Federation (BWF). The construction industry has already taken its own steps to creating more sustainable buildings through initiatives such as the Chartered Institute of Building’s Carbon Action 2050 toolkit. The Wood CO2ts less campaign calls on the construction industry to continue this positive movement, through

Get connected

using more wood. Sarah Virgo, Wood for Good Campaign Manager, said: “The government set a target for the construction industry to achieve net zero carbon by 2050 but it’s not feasible for all sectors of the economy to become carbon neutral. To reach net zero, we need to compensate for these emissions by finding ways of removing carbon from the atmosphere. The simplest way to contribute to this reduction is to consider wood first, instead of other materials. “If we are to meet government targets and reduce climate change, we must act now. Everyone involved with the design and construction of a building, new or old, can play their part in tackling the climate emergency.” For more information about the campaign, follow the #woodCO2tsless hashtag on social media or enter the shortcode www.rdr.link/mu001

Go Trade Local is a new, free to use online tool for tradespeople and DIYers across the UK to source all the materials and products they need within their local areas. Intended to save them the headache of spending time making multiple phone calls or trawling the web to find relevant companies and prices, part of the service also allows them to find local merchant stockists. Martin Ainscough CBE DL, formerly of Ainscough Crane Hire, co-founded the

a @PBMmagazine

Digital digest Despite the gradual return of more ‘normal’ trading conditions, developments surrounding the coronavirus crisis continue to be a key news story and underpin many of the articles later in the issue. Please also use the shortcode www.rdr.link/mu002 to access the most up-to-date Covid-19 information on the PBM website. Other news items online over the last month include the interim results from both Travis Perkins and Grafton Group plc, policy updates from the BMF on skills shortages and future immigration policies specifically relating to Wales in addition to comment on housing delivery in London. Plus, branch expansion for Benchmark Building Supplies and SIG Roofing, a new merchant partner for NBG and a number of positive news stories from merchant members of h&b. Visit www.professionalbuilders merchant.co.uk for details.

company with young entrepreneur Harry Longworth. He explained: “The mission we have for our partners and their businesses is clear. We want to generate new leads for you and increase your profits by encouraging users to spend their money with a local branch and business.” Merchants can start a three-month free trial once they have created a profile in the sign-up area. For more information, enter the shortcode www.rdr.link/mu003

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MARKET MONITOR in association with

An uneven picture As the government continues to offer commitments to the construction sector, the latest data reveals an industry fighting its way to recovery but with a setback in August.

hilst ONS data for Q2 revealed the construction sector has suffered “by far the largest decline in quarterly growth since quarterly records began in Quarter 1 1997”, on a month-by-month basis, construction output grew by a record 23.5% in June — a figure substantially higher than the previous record monthly growth of 7.6% in May 2020 — which demonstrates the rebound effect as construction activity ramped up. Despite this strong monthly growth, the ONS data acknowledged that construction output in June remained comparatively low at 24.8% below the February 2020 level, which was before the full impact of the coronavirus (Covid-19) pandemic. And as we await the ONS update for Q3, it is worth considering the monthly UK Construction Total Activity Index from IHS Markit/CIPS. The latest available figures are from August and “pointed to a setback for the recovery in UK construction output, with growth easing from the near five-year high seen during July” as survey respondents “mostly suggested that a lack of new work to replace completed contracts had acted as a brake on the speed of expansion”. Any figure above 50.0 indicates growth of total construction output

and the headline seasonally adjusted index registered 54.6 in August, down from 58.1 in July, with higher levels of activity recorded in each of the past three months. That said, house building has registered the strongest rebound since the stoppages of work on site in lateMarch, and this trend continued in August, with the seasonally adjusted Housing Activity Index posting well inside expansion territory (60.7). The equivalent figures for commercial work (52.5) and civil engineering activity (46.6) were notably weaker than the headline index in August. Respondents also provided “a wide range of comments in relation to the strength of their order books, which largely mirrored the multi-speed recovery experienced across different sectors of the UK economy”. Furthermore, “stock shortages and an imbalance of supply and demand for construction inputs” were said to have contributed to higher purchasing costs with Duncan Brock, Group Director at the Chartered Institute of Procurement & Supply, noting: “There were ongoing difficulties in supply chains which hampered the sourcing of raw materials. Delivery times lengthened in August as a result of stock shortages

at suppliers and cost increases were the highest since April 2019.” More positively, he added: “Even with all these obstacles, builders were at their most optimistic since the beginning of the year. This glass half full attitude will have to carry companies into the autumn as the UK economy remains delicate and susceptible to more turbulence.” Reflecting the view of many commentators — rather poetic descriptions of the current picture for construction have included “a curious mishmash” and a “faltering foxtrot” — Kate Kirby, Partner in the Construction & Infrastructure practice at global legal business DWF, said: “In a post–pandemic world, there will still be a requirement for more homes, urban regeneration, improved infrastructure, improved offices, retail space and more distribution facilities. We all know from past downturns that a robust construction sector will emerge but how and when, we just do not know.” ■ For more details on the latest UK Construction Total Activity Index from IHS Markit/CIPS and to see previous reports, enter the shortcode www.rdr.link/mu004

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Cautiously positive Conducted in August, the latest survey showed a market continuing to recover from lockdown but still confident of further recovery.

he most recent data show sales expectations and confidence varying by merchant size, region and type. Merchants, however, are cautious — the prospect of mass unemployment when Government support is withdrawn and the consequences for the economy are significant concerns. The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 3rd and 7th August. Because of the unusual circumstances, we continued with the extra questions we added in April to get a better picture of the market through the lockdown. Impact of COVID-19 Merchants are getting back to normal, with no branch closures or non-responses in this month’s survey. All merchants interviewed have implemented new safety measures in accordance with new government guidelines. One of the main restrictions in place is limiting people in the branch or yard. While availability of supply continued to improve in August — see Chart 1 — extended lead times remain an issue.

Sales expectations A net+21% of merchants expected sales to improve in August compared to July — see Chart 2. More small (net +29%) and mid-sized branches (+20%) forecasted better month-on-month sales than large outlets (+6%). Merchants in the Midlands (+46%) and Scotland (+38%) were confident of better sales, but only 13% in the South expected growth. In the North, a net -5% of merchants expected sales to drop over the period. Continuing the recovery, on balance, merchants now expect no change year-on-year — also Chart 2. While a net +17% of large outlets expect sales to improve, small (-5%) and mid-sized branches (-3%) forecast a drop.

Merchants’ outlook for quarter-on-quarter sales softens in August with a net +32% forecasting an improvement over the period. This compares with 52% in the previous month’s survey. Expectations are strongest among merchants in Scotland (net +44%) and among Nationals (+51%).

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

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TRENDS MONITOR “Confidence in the market softened compared to June and July, but is still positive month-on-month, and merchants’ confidence in their own business remains strong.” Merchants are positive about the next six months, but prospects are behind the expectations pre-Covid — see Chart 3. Large (net +50%) and mid-sized outlets (+42%) are more confident than small branches (+29%). Nationals (+63%) are significantly more bullish than Regionals (+28%) or Independents (+16%).

Compared to last year, merchants are recovering confidence in their own business — also Chart 4. Branches in the North (+14%) and Midlands (+4%), Independents (+5%) and small outlets (+2%) were more confident.

Confidence in the market Confidence in the market softened compared to June and July, but is still positive month-on-month (net +24%). Merchants in the Midlands (+42%) were most confident. Compared to last year, confidence in the market is low but it’s recovering slowly after the lockdown — Chart 4. Mid-sized and large merchant branches are least confident (net -54% and -50% respectively). Merchants in Scotland were much less confident (-63%) than other parts of the UK.

■ About the Pulse The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is the 16th in the series, with interviews conducted by MRA Research between 3rd and 7th August 2020. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

Confidence in their business Merchants’ confidence in their own business remains strong, with a net +47% of merchants more confident in August compared to July.

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

www.professionalbuildersmerchant.co.uk

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SPECIAL REPORT: BREXIT PLANNING

Parting of the ways Whilst the national focus has understandably been on navigating the coronavirus crisis, the looming end of the transition period is ensuring Brexit discussion is steadily rising up the news and political agenda.

ith the UK’s transition period with the European Union coming to an end on 31 December 2020, increased attention is now being placed on ensuring the construction sector is prepared. At one end of the scale, Travis Perkins’ recent customer survey ‘Repair, Maintenance and Improvement Index — Surveying the Nation’s Tradespeople’, suggests that trade professionals are largely unconcerned about Brexit. The national merchant polled 1,300+ tradespeople working in a variety of specialist fields across the country and over a third of respondents believe there will be no direct impact on their business in the event of a ‘no deal’ outcome. Furthermore, while some clearly do have concerns about the repercussions of a ‘no deal’ outcome, only 3% said they had taken steps to lessen the potential impact. Yet whilst micro- and small businesses feel unconcerned, many further up the supply chain are expanding their plans to prepare for multiple potential outcomes in the absence of a clearer roadmap from government. For example, in its recent communications to members, the Timber Trade Federation has been highlighting “the actions and resources you should be taking advantage of… as we lead into the biggest shift in UK trade policies and regulations in a generation”. Brexit will have numerous implications for the timber market, including border checks and potential tariffs along with a UK replacement for the EUTR. Merchants will need to be aware of how these changes will affect their own supply chains and, if they import timber in from EU

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countries themselves, they will become ‘Operators’ instead of their current status as ‘Traders’, and so will face new obligations. Plenty of detailed information is available on the Brexit pages of the TTF website. For the wider building sector, the Construction Leadership Council has recently constituted a dedicated Brexit Working Group to “produce and signpost business guidance and information” to help the industry get ready and maintain business continuity. The Group will also aim to identify critical issues facing the industry (in the event of no agreement) that the Government should address in advance of the expiry of the transition period. The work of the group will be split into four workstreams covering Movement of People, Movement of Goods and Materials, Standards and Alignment, and Data Adequacy. Alongside the Construction Products Association, the BMF will co-chair the Movement of Goods and

Materials workstream which will focus on preparing for the new customs regime, guidance on WTO rules in the event of no agreement with the EU and alternative sourcing opportunities in the rest of the world and the domestic market. The BMF is also establishing a dedicated Brexit landing page on its website which will host guidance and advice produced by the organisation, the CLC, government and other relevant bodies to help prepare merchants and manufacturers for the changes in the nation’s trading relationship with the EU. ■ For further information, enter the appropriate shortcode: TP survey — www.rdr.link/mu005 TTF guidance — www.rdr.link/mu006 CLC Brexit Group — www.rdr.link/mu007 BMF — www.rdr.link/mu008

www.professionalbuildersmerchant.co.uk

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MERCHANT FOCUS: CUSTOMER PERSPECTIVES

Customer confidence Recent customer surveys conducted by a number of leading merchant groups present an optimistic picture for the industry at large. PBM reports.

recent survey of over 1,300 tradespeople across the country conducted by Travis Perkins for its Repair Maintenance and Improvement Index has revealed that most remain optimistic for near-term workloads, despite economic uncertainty caused by the pandemic. The survey, conducted in July, featured responses from a significant cross section of the UK market and spanned a wide variety of company sizes, from sole traders (at 53%, the largest segment) through to companies employing up to 100 staff. Overall, the findings revealed a current ‘confidence index score’ for upcoming workload of 52. This is higher than it was in the aftermath of the Brexit referendum in June 2016 (45) and a significant improvement from the start of the global financial crisis in September 2008 when it slumped to -7. Domestic RMI work completed by trades in 2019 was valued at £29bn by the Office for

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National Statistics and the TP poll highlighted that UK tradespeople believe that the overwhelming majority of their work (72%) will come from RMI compared to 16% from new build housing, 15% from commercial and industrial activity, 15% from public sector work and only 2% from infrastructure projects. Nick Roberts, Travis Perkins CEO, said: “Despite the economic challenges posed by the ongoing pandemic, the majority of tradespeople told us that they are, on the whole, looking towards increased workloads, greater requirements for materials and a resurgent domestic repair and improvement market. The Government may be looking to ‘build, build, build’ to support the UK’s recovery but, so it seems, are thousands of UK homeowners. “While no one is suggesting that the current economic headwinds are insignificant, it is notable that respondents’

confidence in expected workloads for the next two months compares favourably to the historic data we collected in the immediate aftermath of the collapse of Lehman Brothers in 2008 and the weeks following the Brexit referendum result in 2016.

www.professionalbuildersmerchant.co.uk

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“Trade confidence in the near-term outlook and resilience in the face of such challenging market conditions is something that should give us all cause for optimism at this time.” Nick Roberts, Travis Perkins CEO “The nation’s army of tradespeople already significantly contribute to our economy, but we are also acutely aware of the hugely important role they have played in supporting their communities during the pandemic. Their confidence in the near-term outlook and resilience in the face of such challenging market conditions is something that should give us all cause for optimism at this time.” In a similar vein, a separate study commissioned by Jewson also highlighted a positive outlook from those in the construction trade, with 73% of tradespeople saying they are optimistic about the amount of work in the pipeline over the next six months. Indeed, 69% of those interviewed said they were expecting either more work (24%) or the same amount of work (45%) in

the next six months compared to normal, as homeowners become more willing to allow tradespeople back into their homes. With a lot of the UK population furloughed or working from home in the early stages of lockdown, home improvements surged with 51% of UK homeowners responding to the survey admitting to doing more DIY than usual in the last six months. In the longer term however, only 15% intend to do this with the majority (85%) of respondents stating they would use a tradesperson to complete the same amount of work or more, compared to before the pandemic. In addition, with much of the UK opting to stay at home this summer, the extra money in people’s pockets saved from cancelled trips abroad may be going towards home improvements — with 77% of UK

homeowners saying they are planning to carry out work to their homes in the next 6 to 12 months. Andrew Cushing, Jewson’s Customer Director, said: “We’ve made it clear since the outset of lockdown just how essential the building industry is, and have done our utmost to ensure our customers — a lot of whom are self-employed — can remain on the tools and get the materials they need. We’re delighted that the outlook is positive for the trade. Long may that continue, and we look forward to helping our customers grow their businesses.” A further study from Burton Roofing Merchants reinforces the findings of the two national merchant groups. Its own survey of 2,500 homeowners suggests that the UK is experiencing a garden-renovation boom post-lockdown, with almost seven in ten homeowners vowing to imminently (in the next three months) alter any outdoor space they have to include more greenery. Despite the cost of materials cited as a main consideration (68%) in any outdoor project, 61% of homeowners revealed they would actually be happy to stretch their budget a little further and pay more for tools and materials if they were more eco-friendly. 29% indicated they will also consider the long-term environmental impact of their work before commencing with their garden improvement project. The research suggests that 25-34 year olds are particularly concerned with the environmental impact of any outdoor home improvements they make, with two fifths suggesting they would look into the sustainability of their materials, compared to only 16% of 45-54 year olds. Paul Hattee, Managing Director at Burton Roofing, said: “It is fantastic to see so many UK homeowners putting their mind towards an outdoor project during what is a difficult time for everyone. Such spaces are vital for our mental and physical well-being, so it is natural that many want to make their outdoor spaces greener.” ■ Enter the appropriate shortcode for further detail on the survey findings: Travis Perkins — www.rdr.link/mu009 Jewson — www.rdr.link/mu010 Burton Roofing Merchants — www.rdr.link/mu011

www.professionalbuildersmerchant.co.uk

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SPECIAL REPORT: ROAD MAINTENANCE

Pot black C

hancellor of the Exchequer Rishi Sunak has announced £640bn of gross capital investment into the UK’s roads, railways, schools, hospitals and power networks by the end of the parliamentary term. This investment, which amounts to triple the average spend made on infrastructure, means an additional £2.5bn added to the pothole repair fund aimed at addressing the significant backlog that already exists in the UK. And whilst hot asphalt is normally purchased in large quantities directly from plants, using cold asphalt solutions to pothole problems has the potential to provide a unique opportunity for builders’ merchants to supply effective road repair products to both the public and private sectors.

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With the UK government poised to inject additional funds into the road maintenance and infrastructure sector, according to Grant Shewan, MD of road maintenance supplier Red Stag Materials, builders’ merchants are in a perfect position to take advantage of the influx.

“We’re looking forward to working with builders’ merchants and helping them make the most of what is a really exciting time in the road maintenance and infrastructure sector as we come out of lockdown.” Grant Shewan, Managing Director of Red Stag Materials One such cold asphalt solution, EZ Street, a product manufactured by Red Stag Materials, is already being supplied to councils up and down the country to conduct vital road repairs. Available in one tonne and 22kg bulk bags, the product has a long shelf life which means they can easily be stocked by merchants and sold on by them, directly to where they are needed. Grant Shewan, Managing Director of Red Stag Materials, said “EZ Street is a fully HAPAS approved permanent repair cold asphalt. The one tonne and 22kg bags available to buy are unique to the UK market, and this gives builders’ merchants the chance to hold the product themselves and be involved in the sort of larger projects that they wouldn’t have had the stock for before. “What has made EZ Street so attractive to councils is that it can be stored and used when needed, rather than hot asphalt solutions that require heavy plant and significantly more manpower. As more and

more councils, utility contractors and civil engineers begin to turn to EZ Street for the benefits it provides, merchants are uniquely placed to capitalise — and benefit from the proposed increase in infrastructure spend as a result.” Grant continued: “We’re looking forward to working with builders’ merchants and helping them make the most of what is a really exciting time in the road maintenance and infrastructure sector as we come out of lockdown.” EZ Street is already being used across the country from the north of Scotland to the south of England by councils looking for an effective solution to permanently repair public roads, and — due to its ease of storage and use — it is said to have been an especially effective repair solution during the additional challenges presented by the COVID-19 lockdown. ■ For more information, enter the shortcode www.rdr.link/mu012

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SUPPLIER PROFILE

For the long term Adrian Buttress, Managing Director

Permaroof's head office in Alfreton, Derbyshire

Permaroof's warehouse in Alfreton, Derbyshire

Permaroof is one the largest approved distributors of Firestone RubberCover EPDM rubber roof systems

Artificial grass - such as PermaLawn - is a smart, convenient and aesthetically pleasing solution

Permaroof UK outlines the full breadth of its expanding portfolio and the support it offers merchant stockists.

escribing 2019 as a landmark year for the business — becoming its most successful to date — Permaroof UK states that 2020 is also looking strong, despite the nationwide challenges faced by all firms due to the coronavirus pandemic. Part of its strength and resilience is attributed to its belief in a “clear and honest approach” while investing in a long-lasting relationship with its network of merchant stockists. Its nationwide sales team aims to achieve this by getting to know each merchant individually, tailoring the resulting package to suit its business model. This is followed by an open day to help the merchant announce the new product in addition to the availability of training for the whole trade counter team,

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along with a dedicated account manager. A bespoke app also helps the merchant and its customers to work out the exact materials they require before ordering. Furthermore, investment in a reliable stock holding is said to provide guaranteed availability. Bespoke membranes are available cut to size as well as rolls that are cut directly in line with customer requirements. Becoming the second largest importer and distributor of Firestone Building Products’ RubberCover allows Permaroof to offer a full system consisting of EPDM membrane, Firestone adhesive, tapes, and primers. When used together, coupled with Permaroof ’s training and technical back-up, it helps to solve a large industry problem — namely, that many stockists may believe they

FACT FILE Key Contacts: Adrian Buttress, Managing Director; George Cochrane, National Sales Manager: Company Address: Unit 1 Westway Cotes Park Industrial Estate, Alfreton DE55 4QJ www.permaroof.co.uk Product range: Providing “permanent solutions to age old problems”, Permaroof offers a variety of products such as its central offering of Firestone RubberCover EPDM roofing as well as artificial grass through its PermaLawn brand and maintenance-free fencing via PermaFence. This is in addition to Permatile promenade tiles, skylights and rooflights through The Skylight Company and most recently, steel framed buildings. Buying Groups: NBG No of staff: 37 Marketing support: Permaroof stockists receive support from a dedicated account manager. They are provided with roll stands to stock EPDM rubber rolls, a selection of marketing literature, and a display stand and sample roof. Distribution / Delivery Lead time: Same day for collection, and next day for most other orders. Permaroof quotes three days maximum for larger national deliveries, if the customer is requesting free delivery. % of sales through builders’ merchants: 48% Company comment: “Permaroof is one the largest approved distributors of Firestone RubberCover EPDM rubber roof systems, giving our stockists peace of mind that they are working with a trusted supplier of genuine systems. We build long-lasting relationships with our merchant partners, providing end-to-end solutions, which now include additional products such as artificial grass, liquid PU waterproofing, facade solutions and much more.”

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THREE THINGS YOU MIGHT NOT KNOW In association with are offering a full system, but that is not always the case. Indeed, this can lead to a variety of products being used on an installation which can result in performance problems later down the line. Accordingly, Permaroof â€™s recommendation is to always stick with a proven system that has stood the test of time and has full traceability that ties in with a specification and BBA certificate. It strongly believes this is the only way to maintain a high standard of roofing in the UK. The companyâ€™s ethos of developing a product range that offers â€œpermanent solutions to age old problemsâ€? has seen it rapidly extend its portfolio to give stockists a simple way to also expand what they offer with a supplier they already know and trust. Recently added products include the Ramsol Sanitiser Disinfectant Spray to help merchant customers work safely, plus the introduction of SealEco RubberTop Fleece â€” a complete single ply flat roofing system that delivers a strong, low maintenance waterproofing membrane with an expected service life in excess of 50 years. The benefits of choosing a fleece-backed EPDM include a thicker 2.3mm membrane for a more durable finish, wider lightweight 3.4m panels that aid a swifter installation, high-resistance from punctures, as well as a smooth, wrinkle-free installation that is protected from thermal movements and tensions in the membrane. Its most recent offering has seen Permaroof become the sole UK distributor of Tilcor Bond textured-finished metal roof tiles â€” another innovative product that has a traditional aesthetic while incorporating the lightweight advantages of steel. Landscaping solution With consumers spending more time at home than ever before during lockdown, the landscaping and DIY markets are seeing even more of a surge in popularity. As such, Permaroof â€™s PermaLawn brand is encouraging UK merchants to consider diversifying their stock range by adding artificial grass thatâ€™s simple to install with a high-quality aesthetic, giving their customers an easy way to broaden their own services. Merchants can help contractors to make the most of this demand by choosing to work in partnership with tried and tested brands such as PermaLawn. Artificial grass is a smart, convenient, and aesthetically pleasing alternative for homeowners who want a lawn thatâ€™s hassle-free and always looks freshly cut â€” but the company asserts the importance of investing in a quality product up front to ensure the lawnâ€™s longevity, whatever the British weather. With sales representatives across the country, itâ€™s easy for merchants to become stockists of single-ply roofing membrane; the fastest-growing sector within the roofing market. Industry-leading support, training, and marketing support to ensure a successful launch are just some of the reasons that Permaroof continues to grow and see success. â– For more information on the full Permaroof portfolio, enter the shortcode www.rdr.link/mu013

CHANGES ON THE HORIZON í˘ą The recently published â€œPlanning for the Futureâ€? White Paper suggests a wholesale re-writing of planning laws in the UK. It hopes to speed up planning approvals (which currently average four years for large sites) by creating designated â€œgrowth areasâ€? in which outline planning consent will be automatic. Consultation with local communities will increasingly move online, allowing greater access and more engagement.

í˘˛ The unseasonal flurry of house buying continued throughout the summer. Property website Rightmove noted sales in July running at the highest levels in a decade â€” up a staggering 38% on the same period in 2019. The summer continued on a high with one week at the start of August recording sales agreed figures up by 60% compared to the same week in 2019. Stimulated at least partly by the stamp duty â€œholidayâ€?, the ball is rolling and more sellers are looking to capitalise on the activity. In fact, the highest number of properties were brought to market in one month since March 2008 with a resulting overall rise in house prices, compared to the more normal dip during the holiday season.

í˘ł Proposed changes to building regulations, which would have seen more stringent energy efficiency targets for new homes, have been delayed, with no announcement now expected until the new year. When the Future Homes Standard is introduced it is likely to set challenging and radical requirements to push UK houses along the road towards zero carbon: and that is likely to include a banning of all fossil fuels (including gas) in new builds.

Keep an eye on the H+H website www.hhcelcon.co.uk for more topical views on housebuilding. PBM OCTOBER 2020 19

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TRAINING ZONE

Incentivised apprenticeships It may have gone under the radar, but a ‘cash back’ support package for apprenticeships has helped to zero the cost of the BMF Diploma in Merchant Management.

veryone loves a bargain, whether it’s money off or any other incentive to buy. Over the summer, for example, you probably enjoyed the Chancellor’s largesse at a local restaurant by taking advantage of his Eat Out to Help Out plan offering a £10 per head discount. But did you know that the Chancellor is also providing cash incentives to help companies train and develop their workforce? While it didn’t grab as many headlines as the £500m meal deal, the Chancellor’s support for apprenticeships in his Summer Statement will have a far longer-lasting effect — and every merchant investing in the apprenticeship study route to develop new talent within their business can benefit. Any company recruiting an apprentice aged 16-24 will receive a £3,000 incentive, with a £1,500 payment for those employing an apprentice aged 25 and over. Currently the scheme is set to run from 1 August 2020 to 31 January 2021 and applies to apprenticeships at every level. This is particularly relevant as a recent change means that the highly popular and well-regarded BMF Diploma in Merchant Management has been incorporated within a new Level 5 Management Apprenticeship and is now available via the apprenticeship route in England. In addition to the Chancellor’s latest recruitment incentive, this means the course fees for the industry’s most successful management training programme can now be funded from Apprenticeship funds. To clarify, for larger merchants, the full cost of the Diploma course can be covered by their apprenticeship levy. Smaller merchants who are not levy payers will receive Government funds to cover 95% of the cost. Could this be the training and development bargain of all time?

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The Diploma programme remains rooted in merchant operations, but those successfully completing the apprenticeship will achieve a nationally recognised qualification acknowledged across all sectors. The Level 5 Management Apprenticeship covers everything

Outstanding for leadership and management), BMF Level 5 Management apprentices will build a portfolio of evidence to show how they have applied their learning throughout the programme and undertake a final work-based project focusing on a business improvement.

“It is important to recognise that Apprenticeships are now designed to support life-long learning within our industry, providing opportunities for employers to attract, retain and upskill their most valuable resource throughout their careers.” from financial management and project control through to operations and leadership. The Apprenticeship is delivered over 18 months using a blended learning approach including nine workshops, five masterclasses, online self-study and quarterly one-to-one coaching to contextualise the students learning and help them prepare for the final assessment. Initial workshops will help learners with personal organisation, such as workload planning, time management, motivational techniques and effective communication. Moving on, leadership is covered in detail with sessions on leadership styles and behaviours, building relationships, collaborative working, problem solving, decision making and coaching models. Other sessions focus on finance, budgets, strategic thinking, project management, motivating the team and improving performance as well as practical sessions on managing stock and marketing. Supported by the BMF and its training partners, Total Training Solutions and the Remit Group (who are recognised as by Ofsted as

The programme concludes with an interactive end point assessment carried out by an independent assessor. Of course, employers recruiting apprentices for entry level positions can also take advantage of the latest financial incentives. But it is important to recognise that Apprenticeships are now designed to support life-long learning within our industry, providing opportunities for employers to attract, retain and upskill their most valuable resource throughout their careers. For more information about the BMF Level 5 Management Apprenticeship and other apprenticeship solutions, contact Carmen Daley on 07496 370 224 or email carmen@bmfapprenticeshipsplus.co.uk ■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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DRAINAGE & WATER MANAGEMENT

Under pressure Pressure reducing valves (PRVs) are vital for delivering safe and stable water supplies. Richard Bateman, Product Marketing Manager at RWC, explains how these valves help conserve water and make plumbing systems safe and leak free.

ife has most definitely been turned upside down since the Coronavirus outbreak. Family gatherings are conducted on smartphones, working from home is the norm, and more and more of us are confining ourselves to our properties 24/7. While we all get used to this ‘new normal’, there is something else that has been turned upside down — the amount of water being

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used while many more are at home. Our water systems are in high demand and this is leading to more fluctuations in the mains water pressure, creating more stress on pipes, valves and fittings. These significant changes in pressure can lead to pipe bursts, flooded homes, and people being left without water. From manufacturers to merchants, we have a duty to help protect homes and people.

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Other ways in which merchants can help is by stocking a good range of PRVs for customers. And one of the main criteria behind selection of a good PRV is how easy it is to install, commission and service. This will bring great benefits to your customers when they are trying to install these valves in tough conditions. For domestic use, Reliance Valves’ 312 Compact Series PRV is the most suitable. Adjustable to pressures between 1.5bar – 6.0bar, the valve has a compact design that is quick and easy to install and test. WRAS approved, this valve features a single cartridge design for efficient servicing, and two test points on either side to test the downstream pressure. The valve offers installation flexibility too, as it can be fitted in any orientation to suit the space requirements.

With this in mind, such situations can easily be prevented by persuading installers and contractors to install an additional pressure reducing valve (PRV) for each home. How do PRVs work? A pressure reducing valve takes a high inlet pressure and reduces it to a lower outlet pressure. When it does this under both flow and no-flow conditions, the type of control is known as ‘drop tight’. Reliance Valves’ PRVs use a balanced spring and diaphragm to control the downstream pressure. This ‘drop tight’ feature is one of the most important criteria for any PRV, as it stops the pressure from ‘creeping’ — a term which is used when an increase in the downstream pressure occurs under no flow conditions. A valve that allows this ‘creep’ cannot be classified as ‘drop tight’, or in fact a true PRV, as it will eventually allow the downstream pressure to creep up to equal the upstream pressure. This can cause significant problems and essentially negate the point of using a PRV in the first place. An additional safety net For domestic properties, typically, water authorities will install their own PRVs in the road to regulate the water pressure for individual homes. This is because the mains water pressure in the UK can vary from 1bar to 20bar (or even higher in some low usage areas), so it needs to be lowered for safe consumption. Usually, the mains pressure coming into the home will be between 1bar and 3bar. The water supply pressure will also tend to vary through the day. For instance, at high usage times (typically mornings and late afternoons), the pressure may drop by comparison to low water usage times (throughout the night), when it may increase dramatically. On top of this is the changing situation with COVID-19, causing even bigger variations in water usage patterns. All of

this could lead to significant and sudden changes in the water pressure that can blow fittings apart and cause pipe bursts, especially if the pressure reducing valves in the road fails for any reason. To prevent these circumstances, it is highly recommended that every household has an additional PRV to protect against any failures in the water authority’s pipework. These valves should be fitted at the point where the mains pipework first enters the property, and usually, this is leads into the kitchen. There are many PRVs on the market, but for domestic properties, a general rule of thumb is to size the valve to fit the water mains pipework entering the property. This should provide enough flow for all normal activities in a dwelling. Merchants can help installers by offering best practice advice around the selection of right PRVs for a job, or put them in touch with manufacturers for guidance. Our technical support teams at RWC can assist plumbers with key considerations around the specification of these valves, as an undersized or oversized PRV can cause several issues down the line.

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Safety and efficiency PRVs are paramount to keeping water supplies safe and stable. By stocking and selling these components, and advising installers to fit these valves at the water mains of each home, merchants can help protect homeowners from pipe bursts, flooding and costly remedial works. An added benefit of these valves is that they also help conserve water — firstly by delivering water at optimum pressure, and secondly by preventing leaks that can result in water wastage.

■ RWC manufacturers a range of quality

approved and reliable PRVs for domestic and commercial use. The company states that it can support installers with technical advice and best practice installation guidance, helping merchants and their customers create safer, leak free and water efficient homes. ■ For more about RWC and Reliance Valves, enter the shortcode www.rdr.link/mu014

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DRAINAGE & WATER MANAGEMENT

Managing flood risk Aggregate Industries has welcomed a ‘vital’ flood protection blueprint from the Environment Agency. PBM reports.

aunched in mid-July, the Environment Agency’s Flood and Coastal Erosion Risk Management Strategy set out measures intended to build up the resilience of millions more homes and businesses. These include increased investment in natural flood management schemes, promoting property flood resilience measures to help homeowners and businesses recover quicker after flooding. The plans also suggest more collaborative partnerships with national road, rail and utilities providers to ensure their investments are flood resilient and benefit the public. The strategy came in the same week the government announced details of the £5.2bn that will be spent on flood protection between 2021 and 2027 (enter www.rdr.link/mu015 for details), alongside a further £200m for innovative resilience measures in 25 areas. Alongside this, the EA has said it is ready to deliver on flood schemes in 22 areas across England, investing £170m to accelerate flood defence construction in 2020 or 2021. Welcoming the move, Paul Wagstaff, Head of Product Management at Aggregate Industries, believes greater adoption of sustainable drainage systems (SuDS) will be key to successfully rolling out both the EA strategy and government investment in the coming years.

24 PBM OCTOBER 2020

Paul said: “If we look at the EA’s own figures, more than 5.2 million properties in England are currently at risk of flooding and with more extreme weather expected, including summer temperatures up to 7.4°C hotter and 59% more rainfall by 2050, we welcome this vital increased funding for flood protection and believe it couldn’t have come sooner. “With extensive knowledge and expertise in flood resilience, our work over the years has highlighted the very real and urgent need to incorporate sustainable drainage systems (SuDS) in many areas across the UK. To date, this has been too slow, yet the good news is in 2019 Wales made it mandatory to use SuDS in all new developments and we hope England will also follow suit. “While not a new concept, SuDS has the potential to help deliver the EA and government commitments on flood resilience over the next decade.” According to Aggregate Industries, whether it’s the use of retention ponds or infiltration systems, such as trenches and soakaways or making use of permeable paving solutions, SuDS is a holistic approach to flood management that is integral to prevention. Paul added: “Not only can SuDS benefit new development schemes in alleviating the effects of flooding by reducing surface

water run-off from hard impermeable surfaces but there’s also a number of natural and retrofitting options available to local authorities, homes and businesses to help them recover much quicker in the event of a flood. “For that reason, investing in SuDS needs to be a priority sooner rather than later especially if, as a nation, we’re truly committed to protecting our homes, businesses and public realm infrastructure from the devastating impact of flooding — now and for future generations to come.” ■ For details of the Environment Agency’s Flood and Coastal Erosion Risk Management Strategy, enter the shortcode www.rdr.link/mu016 For more on Aggregate Industries’ range of SuDS solutions, enter the shortcode www.rdr.link/mu017

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DRAINAGE & WATER MANAGEMENT

SuDS law The UK has now suffered a major flooding incident every year since 2007, affecting an estimated 100,000 properties in the process. Accordingly, contractors and developers, particularly on residential projects, are increasingly required to formulate flood defence provisions such as Sustainable Drainage Systems (SuDS) within their development plans. Tim Sandberg, Category Manager – Soil & Underground at Marley Plumbing & Drainage, explains what this means for the merchant sector and how merchants can use SuDS to create an exciting, new revenue stream within their businesses.

hilst wet weather is nothing new for us Brits, climate change is making extreme storms and flooding far more commonplace across the country. In a major 2014 report, the UN Intergovernmental Panel on Climate Change warned that the UK was “very likely” to see more heavy rainfall events by 2100. In fact, this February ranked as the UK’s wettest on record, dating back to 1862. This is worrisome, particularly as one in 10 new homes in England are reported to have been built on land at the highest risk of flooding. In response, authorities at both a national and local level have sought to enact change, passing a number of bills designed to emphasise the importance of effective flood defence protocols. Most notably, in 2010, the government passed the Flood and Water Management Act. For the first time, developers were legally required to submit plans for the sustainable drainage of surface water on construction projects considered a flood risk. Additionally, the legislation removed the automatic right to connect to public

26 PBM OCTOBER 2020

sewers, giving local authorities more power to approve new drainage systems, such as SuDS, and their connection to public sewers. In recent times, there seems to be some drive to expand the scope of this act and to accelerate the uptake of SuDS across the UK. In fact, in Wales, all new developments

over 100m2 have been required to include SuDS since 2019. Similarly, the revised National Planning Policy Framework states that all major developments should now

incorporate SuDS unless it would be inappropriate to do so. Given this momentum towards further SuDS adoption, contractors and developers have been working hard to familiarise themselves with the concept and its associated solutions. As such, for merchants, there’s now a strong financial incentive to follow suit and to become more accustomed in discussing and recommending SuDS. Particularly as the market is relatively new, moving forward, merchants willing to develop knowledge in this area could easily position themselves as experts in the field. In turn, this endeavour will not only help to generate more revenue through increased product sales but could also enable merchants to deliver real value to those buying from them, helping to elevate levels of customer satisfaction. A great introduction to the solutions available can be gleamed from Marley Plumbing & Drainage’s Flowloc system. This SuDS solution was recently relaunched in response to the

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aforementioned rising demand amongst contractors, developers and housebuilders. The innovative system, which comprises a Vortex flow control unit with a pre-fitted inlet filter, works in conjunction with a stormwater attenuation tank to control and manage the rate at which stored water is released into natural water courses or underground sewer systems during a storm event. Thanks to the proven vortex principle, which reduces the effect of a differential head of water, the solution can accommodate flow rates ranging from 2.5 l/s to 18 l/s. With the solution, development teams can enact tailored control over their water discharge rates, ensuring they meet the levels stipulated in the approved planning application, or by the local water authority. What’s more, the Flowloc system has been developed in a way that suits pre-existing construction practices, which makes it an easier sell for merchants. For one, it has been designed as a pre-packaged ‘drop-in’ solution, providing the polyethylene chamber, riser kit, flow control unit, inlet filter and overflow pipe all as one. Therefore, when compared to alternative concrete solutions, Flowloc provides a far more cost-effective, lightweight and efficient means of installation. Maintenance concerns are also minimised, with the system manufactured with a withdrawal handle attached to the flow control unit and a chain to the inlet filter, meaning that all maintenance can be undertaken from surface level. Furthermore, merchants recommending the solution can be secure in the knowledge that any Flowloc specification will be supported by Marley Plumbing & Drainage’s dedicated technical support team with the company’s industry-leading technical professionals ensuring that any design or installation queries are dealt with swiftly. ■ For more information on Marley Plumbing & Drainage’s Flowloc system, enter the shortcode www.rdr.link/mu018

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DOORS, WINDOWS & SECURITY

Let there be light

ncorporated in 1950 as family-run business Ellbee, Yorkshire-based Euramax now employs 150 people from a 205,000 square foot facility and manufactures over 3,000 products a week. With a story that began with the production of aluminium window frames for narrowboats and the automobile industry, the company states it has witnessed a ‘paradigm shift’ over 70 years from costeffective windows and doors to luxury, double-glazed materials. Now part of the building and leisure products group OmniMax International Inc, the company’s Managing Director Nick Cowley said: “Euramax has transformed into a company that adapts to support its customers’ marketplace. Following trends and analysing the requirements of our sectors has allowed us to expand our customer base to a number of home improvement customers and builders’ merchants, plus leisure home and modular home manufacturers across the country.” Nick, who joined the business in 2019, continued: “Turning 70 is a great milestone for Euramax. There aren’t many window and door manufacturers that can say they have

survived a recession — we’ve gone from barges to building and construction, and I’m very proud of that.” As the market continues to open up following the Covid-19 lockdown, with significant levels of new build activity resuming and the estimated 450,000 people whose plans to move home were put on hold now fuelling a boom in the housing market, Euramax is considering the trends that are driving the windows and doors sector forward. Open plan, for instance, has been a popular choice for many years and ‘indooroutdoor living’ is a major trend with many homeowners seeking to create a bright and airy space that brings a slice of the outdoors into their homes. However, due to budgets and space, not all homeowners can easily make this a reality yet Nick contends: “This is where additions such as bi-folding doors are able to act as a replacement for an open plan space. These doors have the ability to open up a space by allowing more light into the room, creating the impression of a larger, brighter and more open space. “As the installation of bi-folding doors requires no extensive alternations or

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PBM speaks with Nick Cowley, Managing Director of Euramax, who explains how design trends are playing their part in opening up the windows and doors market whilst also discussing the company’s milestone 70th anniversary.

renovation to the home, they prove to be a simple yet effective recommendation for customers living in smaller properties.” Similarly, the desire for SMART technology is increasing with some 57% of UK homes now equipped with a SMART device. And while most are purposed inside a home, features such as SMART sensors and locking systems for exterior windows and doors can help enhance end-customers’ high-tech desires ever further, for example alerting them if they have left the house without closing windows or locking doors, or enabling remote locking.

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DOORS, WINDOWS & SECURITY

Additionally, in the new build market, secure and aesthetically-pleasing doors and windows can make a significant difference to the kerb appeal of the house and add those ‘aspirational touches’ so in demand. For example, making a change to the material and colour of a door or window, such as a thermally efficient composite door with a woodgrain finish, can provide a traditional, cosy aesthetic for a newly-built property. Addressing the particular importance of the builders’ merchant sector in servicing

the windows and doors market, Nick said: “The purpose that merchants serve is far greater than just providing materials for building and construction projects. Homeowners, housebuilders and DIY enthusiasts alike can take full advantage of the materials and services they supply. The necessity of merchants was made even more evident by the clarification received by the BMF in March (concerning the sector’s capacity to continue trading during lockdown), and we really want to demonstrate our support for this sector. “We’ve been a reliable supplier to the merchant sector for over a decade; for example we now supply our products to Travis Perkins and Selco, both online and in store. To support the market and help it thrive, we deliver a number of solutions that meet merchant’s wide customer base. “For instance, our MadetoMeasure service provides the option for bespoke orders to support customers with exact project

specifications. This means that whether it’s a commercial build or property extension, we can contribute to the success of any project. Offering bespoke services also improves project accuracy and can speed up completion times, as customers don’t have to worry about their windows and doors not fitting or needing alterations after delivery.” Nick added: “We’re currently working with our merchants to expand our offering with in-store and digital support, and the market has huge potential. In fact, earlier this year we hired a new Key Account Manager — Kevan Flanagan — to strengthen our ties in this sector and to emphasise the support we offer. “Builders’ merchants are a vital part of the construction industry, and we look forward to working with more merchants and supporting their prosperous future.” ■ For more information on Euramax, enter the shortcode www.rdr.link/mu019

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DOORS, WINDOWS & SECURITY

Improving air quality With the health and wellbeing of building occupants so important, Colin Wells, Head of Technical at Keylite Roof Windows, looks at innovations that enable roof windows to provide background ventilation and how these solutions help improve air quality and tackle issues such as condensation.

t is widely known that we spend 90% of our time indoors at home, work or school. But as our buildings have become more airtight and thermally efficient in order to meet regulations and our ambitious carbon reduction targets, are we opening ourselves up to dangers previously unconsidered? When air is trapped inside buildings it can result in condensation on windows and interior walls, increasing internal humidity which in turn can create damp, mould and mildew, all of which is exacerbated by moisture-creating areas such as bathrooms and kitchens. Air quality becomes poor because it is not being replaced and this can impact an occupant’s wellbeing, with some people suffering from serious health issues such as asthma and other respiratory problems. A good level of ventilation will ensure the air moves consistently through the house, from dry areas to moisture-creating areas, which can then be expelled and replaced by outside air. It will ensure

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moisture, smoke, cooking odours and other indoor pollutants are expelled. Better air quality through a supply of natural ventilation and access to daylight should be part of any successful building. It is why roof windows have become a go-to solution for specifiers, allowing fresh air into buildings while at the same time introducing natural daylight. Bright ideas As an award-winning roof window manufacturer, Keylite is constantly driving innovation when it comes to tackling issues around ventilation and condensation whilst ensuring buildings meet their thermal requirements. As part of its commitment to continual product improvement, the company has lowered the roof window fixing position on two occasions over the past 10 years. This results in improved external aesthetics, as well as having a positive impact on thermal efficiency. Furthermore, all Keylite Centre Pivot and Top Hung Roof Windows feature an

easily operated top ventilation handle which allows the user to provide background ventilation into a room while the roof window is still securely locked. Electric automation can be used in conjunction with the roof window for ease of operation while rain sensors provide protection by automatically closing the roof windows in the event of unexpected showers. Providing natural ventilation will significantly reduce condensation, however it will not eliminate it as poor thermal bridging also plays its part. Poor thermal bridging can also be responsible for up to 30% of a dwelling’s heat loss. Thermal bridging in relation to roof window installation is caused by a 20mm ‘adjustment gap’ recommended by all manufacturers. If this area is not insulated, then this can lead to cold bridging and condensation on roof windows as the gap between the roof and the window creates a cold section all around the frame due to the temperature differentiation between the outside and the inside.

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In time, this leads to mould accumulation which is a health risk, unsightly and can cause physical damage to the frame if left untreated. Although a thermal collar is a known solution for preventing cold spots around a roof window frame, many companies sell them as an ‘extra’ and for householders on a tight budget, this adds a layer of cost which might not have been accounted for. In certain cases, due to a lack of availability in merchant’s stores and the like, roof windows have been fitted without thermal collars, compromising this crucial element of thermal design. However, Keylite has taken responsibility for insulating around a window by incorporating an Expanding Thermal Collar into the frame as an integral component of the roof window. The built-in, patented Expanding Thermal Collar fills the gap around the roof window ensuring the frame

is fully insulated, which in turn helps eliminate the risk of condensation. Significantly, the thermal collar comes as standard on all Keylite Roof Windows and at no extra cost to the customer. At a time when living conditions can play a critical role in the fight against Covid-19, we should be making sure our buildings have the appropriate ventilation and bacteria-killing natural light to help prevent the virus from spreading indoors. Roof windows can perform a vital role in ensuring buildings perform as-designed, have optimum levels of daylight and provide background ventilation to improve indoor air quality and occupant wellbeing. ■ For more information on Keylite’s range of roof windows and support for stockists, enter the shortcode www.rdr.link/mu020

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KITCHENS & BATHROOMS

Best of both worlds While COVID-19 disrupted many businesses, the pandemic has created a unique opportunity for builders’ merchants to emerge with a more flexible approach to selling. Mike Tattam, Lakes Sales & Marketing Director and BMBI Expert, explains more.

he builders’ merchant sector is bouncing back stronger than any of us could have forecasted or hoped, and the Government’s ‘Build Back Better’ mantra is kickstarting construction. It’s giving everyone in the supply chain a muchneeded boost. Indeed, after the precipitous drop in revenue in April, with many branches closed or partially closed because of lockdown, the easing of restrictions in May set sales and confidence on an upward trajectory. By June, branches operating on skeleton staff were rushed off their feet and most of our merchant customers had returned to full capacity to cope with the uplift in demand from the building trade. Home improvements buoyed merchant sales as a range of projects proved popular among households with extra disposable income. But it would be naïve to think we are out of the woods and there is an air of caution as we head towards the final quarter. The Pulse report from July (produced by MRA Research and featured in PBM) found that while merchants were generally upbeat, half of those surveyed were less confident than in June, unsure whether the surge in

sales was indicative of a V-shaped recovery or just the clearing of a backlog of orders which built up while branches were closed or semi-operational. It’s difficult for us to see the full picture, particular for showering spaces as they are large, difficult to store items that builders normally order job-by-job. This lag skews the true pipeline of orders for suppliers and merchants. Rebuilding resilience Realistically, there could be more challenges in store for the sector. Regional lockdowns, like those in Leicester and Blackburn, could severely impact individual branches, while the end of the furlough scheme at the end of October is expected to result in widespread redundancies which will impact consumer spending and overall market confidence. And this is all before we reach Brexit at the

end of the year! It is impossible to predict how all these factors will affect the industry, which makes future proofing and planning even more of a challenge. It is at times like these that merchants and suppliers need to pull together. We’re all experiencing the pain of supply chain issues and meeting customer demands while adhering to safe working practices. Clear communication, a collaborative mindset to tackle the problems and a little understanding all go a long way. Rethinking online If anything positive has come out of this pandemic it’s the push for innovative solutions, which will change the builders’ merchant marketplace for the better. During lockdown, we all immersed ourselves in online and digital ways to live and communicate — from

“While purchasing behaviours are changing, and at a pace accelerated by lockdown, there is still a firm place for physical showrooms in the post-COVID world.”

www.professionalbuildersmerchant.co.uk

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KITCHENS & BATHROOMS

Teams calls with colleagues and Zoom pub quizzes with friends, to unprecedented levels of online shopping and ordering in. Merchants were quick to jump on the increase in online shopping, switching their traditional business models to establish themselves as click and collect or transactional sites. Meanwhile in July, Lakes launched an online showroom concept which gives installer and homeowner customers a

showroom experience from the comfort and safety of their own homes. The showroom is hosted within the merchant’s own website, so all the leads and enquiries go to them to close the deal. The industry response has been overwhelmingly positive because — after two years in development — it has landed at just the right time. But while purchasing behaviours are changing, and at a pace accelerated by lockdown, there is still a firm place for physical

■ Lakes has produced two free ‘Safe Working

in the Home’ guides — one for bathroom installers and one for homeowners. Endorsed by the Bathroom Manufacturers Association (BMA), the new guides bring together all the latest Government and industry advice in two concise and easy to read leaflets, available as hard copies or downloadable PDFs, to help installers and homeowners safely navigate the challenges of fitting bathroom products in the current climate. The guides are part of an industry campaign with a ‘Safe Selling, Safe Working’ logo, created for stockists and installers to display, to show that they are helping their customers get back to work safely. The logo can be used on websites and social media in addition to branch signage, vehicle livery, POS and other promotional material to show best practice guidelines are being followed and to encourage installers to work confidently and safely in the home. Lakes’ Mike Tattam said: “Staying safe is everyone’s responsibility and that includes suppliers. It’s in all our interests to get the industry back to work selling bathroom products and installing with confidence in a safe way.”

36 PBM OCTOBER 2020

showrooms in the post-COVID world. Our online showroom provides a way for merchants to warm up casual browsers into leads for showroom staff to covert. It’s a space for customers to research products and get in touch with our stockists directly. Realistically however, website visitors are not going to commit to buying a big-ticket item without seeing it first. They still need to visit a merchant showroom to touch and test the product for themselves, feel the quality and speak to informed and friendly staff about whether its right for them. We hear from our merchant customers that their showrooms are increasingly busy, which is encouraging. And as post-lockdown customers now visit showrooms on an appointment basis, they come with more serious intentions to buy. The future of merchant selling is not only online. The steps and sequence of the customer journey have changed, but we mustn’t underestimate the value of human interactions in that journey. The future of showrooms is omnichannel, incorporating the best in online and offline selling, to deliver a holistic and safe customer experience. That’s the ‘new normal’ and it’s here now. ■ To find out more about Lakes, enter the shortcode: www.rdr.link/mu021

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KITCHENS & BATHROOMS

Finishing touches Hardware is no longer just a functional addition to a kitchen — much more than simply a component to help people use a product with ease, they are as integral to the look and feel of our properties as appliances. Martin Canning, Head of Category at Häfele UK, explains why 2021 will be the ‘year hardware will wow.’

his year has seen an abundance of textures and colour palettes flood the kitchen market — from contemporary, minimalist styles to the resurgence of retro schemes which put a modern twist on designs which hark from the 70s and 80s. It has forced manufacturers to think very differently about the ways in which hardware can complement current spaces — delivering a finishing touch which wows, but which also enables a room to work seamlessly. As we move toward 2021, there are a variety of different hardware trends emerging which will put hinges, flaps and handles at the very centre of kitchen design. In recent years, for example, we’ve seen homeowners come to prioritise the hinges they select for cabinetry just as much as the doors and drawers themselves. As a result, hinges have become a hot topic — manufacturers are delivering them in a variety of finishes to make them a special feature within a kitchen, able to seamlessly tie into any look and feel and provide that special edge to a space. And while for many years door hinges have been placed inside a cabinet, hidden away from view, we are seeing a shift towards visible, heavy duty products placed on the externals of

38 PBM OCTOBER 2020

cabinet doors to create a new design feature. At the other end of the market — and to create a completely opposite finish — concealed hinge fittings are also surging in popularity. Used in partnership with ultra-thin doors, they remove the hinge from view entirely to cater to the minimalist design concepts we’re seeing more of whilst also offering a fraction of extra space within a cupboard. With space at a premium, homeowners are additionally realising they can maximise storage opportunities by making the most of the height in their kitchen. Flap hinges, compared to traditionally favoured side-hinge options, complement this style perfectly. Enabling a user to reach inside a cabinet from all sides, flap hinges like the Free Space range from Häfele, remove the need to manoeuvre around open doors and offer a uniform, vertical gap pattern between wall units. Meanwhile, hinges like the Grass Tiomos range offer the perfect mix of stylish design and maximum stability. With an adjustable soft-close feature, it can be tailored to units, cabinets and layouts of any shape or size. Grass’ latest versions, the Tipmatic and Tipmatic Plus, also offer a ‘touch to open’ option, making kitchen use more effortless than ever before.

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“As we move toward 2021, there are a variety of different hardware trends emerging which will put hinges, flaps and handles at the very centre of kitchen design.” Complementary colours Light coloured cabinetry and fittings dominated the market for many years, but 2020 seems to have drawn that trend to a close. Instead, homeowners are opting for either darker, muted options or bold, outlandish colours. Both approaches require complementary handles to bring the schemes to life and create the dramatic look desired. In spaces where dark grey or even black cabinetry is being used, we are seeing homeowners opt to bring out warmer tones in their handles. Brass, copper and even wood design soften the harshness of these matt cabinet finishes and are popular amongst homeowners who are able to reflect these elements in their appliances, lighting and soft furnishings. Anthracite and black handles and wirework remain popular, for multiple styles of kitchen. They too are being used in conjunction with black cabinetry to create a continuation of colour and retain a minimalist style, but are also being used to strike a contrast against bolder design schemes. Increasingly, we are even seeing pastel green and bright pink kitchen doors become mainstream; often teamed with white worktops such as Minerva Carrara White and splashbacks like those from AluSplash, homeowners are then turning to black or anthracite handles to create a striking contrast in their colour palette. Customers are increasingly using hardware to achieve greater definition in their homes. 2021 will see more attention placed on the ways in which hinges and handles complement emerging design trends and as such, merchants will be tasked with supplying the very best ranges on the market to help them achieve designs which stand out from the crowd. ■ For more information on Häfele’s portfolio, enter the shortcode www.rdr.link/mu022

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KITCHENS & BATHROOMS

A lockdown webinar in July heralded the full launch of Protected — a tailored service that, working with retailers and merchants, connects installers to consumers whilst providing greater levels of financial protection to kitchen and bathroom sales. PBM reports.

Protect and serve F

irst unveiled by the British Institute of Kitchen, Bedroom & Bathroom Installation (BiKBBI) at the Houses of Parliament in 2019, Protected was launched to market in January and work has continued throughout lockdown to further develop and promote the initiative. A digital platform that connects homeowners with professionals and protects the relationship on both sides, Protected has been designed to also offer numerous benefits to the retailer or merchant. For example, where no fitting service is offered by the stockist, merchants can simply signpost their retail customers to the Protected platform for independently accredited installer members of the BiKBBI. The service can incorporate installers the stockist already has a relationship with or to enable them to connect with new installers nationally. If a sale proceeds, the customer pays for their installation service into a financially protected client account which is paid to the installer upon satisfactory completion of the project. In the event of a dispute,

40 PBM OCTOBER 2020

both the consumer and installer have access to onsite assessment from the BiKBBI to support resolution. The consumer is financially protected, as is the installer, and the project is also underpinned by insurance-backed workmanship warranties and standards set by the BiKBBI — further ensuring legal and reputational protection for the stockist. Damian Walters, CEO at BiKBBI, said: “Installation is a complex beast and for some retailers it can be a real distraction to the business of designing and selling beautiful product. Previously, retailers have taken the responsibility, cost and complexity by offering an installation service themselves, recommended to third-parties or not offered installation at all. All of these ‘traditional’ options pose differing challenges, but I don’t think that has to be the case now.” He added: “For years retailers have engaged BiKBBI in search of a national installation solution. Sadly for them, no proven model was available and therefore we were unable to help. But with advances in technology, our experience in the industry and our access to thousands of professional installers nationally, we’re delighted to be in a position to present them with a real, tangible solution.” Protected is available to retailers of all sizes, from independent, single showrooms to national chains and merchants. There’s no cost for the retailer and they have the

flexibility to offer the solution to those customers they feel would benefit. Damian concluded: “It’s a bit like consumer finance. It would be right for some customers, but not all and therefore it would be for the retailer and their customer relationship to decide when best to offer the service and when not to.” Launched in 2006, the British Institute of Kitchen, Bedroom & Bathroom Installation represents over 6,400 installation businesses across the UK, as well as a number of KBB retailers, manufacturers and distributors of KBB product. Visit www.bikbbi.org.uk for further information. ■ For more information about Protected and how stockists can benefit, visit www.rdr.link/mu023

www.professionalbuildersmerchant.co.uk

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KITCHENS & BATHROOMS Whilst many people continued to work throughout lockdown, greater numbers are now returning to business premises across the country — and merchants will see an increase in enquiries regarding hygienic solutions. Martyn Brown, Technical Manager at Triton Showers, explains how merchant teams can support installers who are undertaking projects for customers wanting to ensure cleanliness in the workplace.

Workplace solutions requiring hot water where no provision currently exists might be concerned about having to install a bulky system to store it if lack of space is an issue. And this is where merchants can step in and use their knowledge to outline available options, such as Triton’s Instaflow Stored water heating system. With three capacity sizes of 5, 10 or 15 litres, the device comes in 1.5 kW and 2 kW power ratings and also benefits from low operating pressures, only requiring 0.5 bar. Featuring top connections, the unit can be quickly and easily fitted in under-sink locations, meaning it can be conveniently hidden from view. Sellers can

usinesses are continuing to make changes to their facilities to reassure people that they are keeping up-to-date with Government guidance to prevent the spread of germs, from adding new equipment to hiring professional tradespeople to help them overcome this new challenge. This opens up a number of new sales opportunities for merchants, and knowing what range of products exist — and the benefits of each — will allow stockists to promote the most suitable selection when they receive enquiries. For example, an installer looking for a set-up for a customer

explain that the installation process is straightforward thanks to the wall-mounted bracket, pressure relief valve and dielectric junctions all supplied in the box. In addition to saving the installer time, this unit can also be promoted as energy efficient with a B energy rating. To provide

“Being aware of the advantages of each individual product will allow merchants to make the most appropriate suggestions to installers searching for a particular design to cater to specific requests.” 42 PBM OCTOBER 2020

added reassurance, a two-year parts and labour guarantee is included. Tradespeople coming to a merchant will no doubt have a variety of customers, all with a different range of needs. For example, some plumbing professionals may be searching for a solution for a customer who owns a site with a limited number of taps installed and would like handwash units added to the premises. In these scenarios, compact handwash units such as Triton’s T30i and T30iR, provide an efficient solution. The T30iR has infrared technology to make it even more hygienic, and saving companies time when it comes to wiping down surfaces. This also prevents the spread of germs, offering additional protection to those using it. Being aware of the advantages of each individual product will allow merchants to make the most appropriate suggestions to installers searching for a particular design to cater to specific requests. This will encourage the tradesperson to return to the same place again if they have been given good advice in their search for an answer to their problem. ■ For further information on Triton’s selection of products, go to: www.rdr.link/mu024

www.professionalbuildersmerchant.co.uk

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KITCHENS & BATHROOMS

VOGUE COMBY MD052 BLANCO UK ENVOY Designed with the environment in mind, Blanco UK has launched the Envoy tap portfolio, featuring a six-litre minimum regulated flow which saves water. The single lever produces a high-pressure water supply, offering kitchens a powerful flow, whilst the tap is available in chrome, classic stainlesssteel finish, matt black, brushed gold, pewter, brushed brass and rose. All Envoy taps have WRAS approval, so homeowners can be assured that the installation of their new tap will not cause waste, undue consumption or contamination of the water supply.

The Comby MD052 from Vogue has all the capabilities of a standard ladder rail in addition to a heated shelf feature to hang, dry and stack bath towels so they can dry independently from those being stored. In the closed position, the integrated heated shelf will operate at a slightly reduced temperature whilst when opened, it will provide maximum heat output. Crafted in high quality Mild Steel and available with a 15-year Manufacturer’s Guarantee, the multi-rail design is available in Polished Chrome or White hand-painted finish.

Enter www.rdr.link/mu026 for more information.

AQUALISA UPTOWN

Featuring a ‘microphone’ handset, a new bath shower mixer tap has been added to the existing Aqualisa basin mixer tap and deck mounted bath filler to create the new Uptown range. The range primarily aims to meet the requirements of the housebuilder and developer marketplace. Suitable for all approved UK plumbing systems, the small and large Uptown single lever monobloc basin taps include a push-open waste while the bath shower mixer features a sleek, robust body, smooth turn levers and integrated diverter, with all components supplied in one box and guaranteed for five years.

For full product details, visit www.rdr.link/mu025

Head to www.rdr.link/mu027 for more information.

RANGEMASTER NEW WEBSITE

Rangemaster has launched a new and improved website at www.rangemaster.co.uk. New lifestyle photography also showcases the firm’s products whilst short product videos explain key features and are available for stockists to utilise on their own websites. In addition to the contemporary makeover, the website has a brochure request facility and dedicated warranty registration area, plus a stockist and product display locator enabling consumers to find their nearest showroom or Rangemaster Premier Partner.

Head to www.rdr.link/mu028 for more information.

RAK CERAMICS RAK-SANIT RAK Ceramics has launched RAK-Sanit, said to be the company’s “own health and safety revolution,” providing a solution for domestic dwellings, safer schools, public and private offices, restaurants, hotels and laboratories. The RAK-Sanit bactericide action is permanent and is said to guarantee built-in protection throughout the entire expected product lifetime, thanks to its constant action against microbial colonisation. This technology, which has been proved to reduce or eliminate the quantity of bacteria up to 99.99% and covering MRSA, E. Coli, Salmonella and Legionella, is said to actively prevent the growth of microorganisms 24 hours a day.

For more information on RAK-Sanit, click www.rdr.link/mu029

www.professionalbuildersmerchant.co.uk

PJH PRIMA+ COMPACT GRANITE SINK RANGE The distributor has extended its own-brand Prima Sink Collection with the introduction of a new Prima+ Compact Granite Sink range, suitable for smaller kitchens and compatible with a minimum cabinet width of just 450mm. The space-saving inset models are said to offer the same high specifications of the wider 600mm cabinet granite sinks, but their reduced width (860mm rather than 1000mm) opens up the appeal of high quality 80% Quartz sinks to the smaller kitchen market. With a one bowl reversible configuration, the new compact range is available in four matt colours —black, white, gun metal and light grey with a durable finish.

To find out more and order a brochure, enter the shortcode www.rdr.link/mu030 PBM OCTOBER 2020 43

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FREE TO TH E TR ADE

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Stihl Stihl life

The company’s latest campaign artwork focuses on a slice of real life out on site, as construction worker Tom Massey is pictured on the job with his Stihl TS 480i cut-off. And despite the conditions in the picture, you have to assume he’s pretty happy with his choice of a feature-packed, 3.9kW high-performance tool with electronically controlled fuel injection. For more details on the company’s full range, enter www.rdr.link/mu031

Eclisse Pocket doors

With a 100% galvanised steel frame and runners that have been tested to 100,000 cycles, Eclisse uses this ad in PB to outline the strength and durability of its ‘made to last’ pocket doors. With a wide range of systems available — from singles and doubles (standard and wiring-ready) in addition to a ﬁre-rated FD 30 version — increasing numbers of merchants are seeing the beneﬁts of offering the products. Further details on the range await via www.rdr.link/mu032

Groundbreaker Systems INSUduct

Pica Marking tools

A smart-looking ad extols the virtues of the third generation Pica-Dry Construction Marker, which is said to have set the standard in marking since 2008. “Reliable, precise and proven in practice”, the latest version features an optimised design — complete with striking bright green side holster — that offers effective dust and moisture protection. Head to www.rdr.link/mu033 for more information.

The advert introduces the new INSUduct pipe replacement solution which has been designed to ensure that lead water supply pipes can be replaced in under two hours, with no major excavations and minimal disruption. Said to exceed BS 5422 and UK Water Regulations for frost protection, the system has already been used across the country as part of lead replacement programmes. For details on this and the company’s other products, visit www.rdr.link/mu035

44 PBM OCTOBER 2020

Fein New family name

Offering the same power and the same diversity that has been proven “countless times over”, Fein’s MultiTalent, MultiMaster and SuperCut are now known as the MultiMaster 300, 500 and 700. With the tools available in either cordless or mains-powered versions, the rebrand is designed to keep things simple for customers by making more of the well-known ‘original’ name whilst new accessory kits will also offer everything required during a hard day’s work. Click www.rdr.link/mu034 for details on the new family.

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OCTOBER 2020

Throughout the lockdown, Professional Builder and Professional Heating & Plumbing Installer magazines have continued to communicate with trade professionals across the nation, increasing their digital reach when trade counters were closed. As work continues to ramp up, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month. Flexible learning anytime, anywh anywhere, anywher ere, with the Grant eLearning Academy Develop product and industry knowledge from the comfort of your own home with our expert trainers. Training Training with w Grant eLearning could not be easier easier!

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Viessmann ViStart Commissioning App

Designed to make things quicker and easier for installers of the company’s Which? ‘Best Buy’ gas boilers, the ViStart App presents a “fully guided commissioning process” and can be used to commission all new generation Vitodens 200-W and 222-F gas condensing boilers as well as Vitovalor PT2 fuel cells. Take a look via www.rdr.link/mu036 for more info on the ﬁrm’s full range.

Grant UK eLearning Academy

Another advert outlining installer support packages, Grant showcases the benefits of its online training programme, which offers “flexible learning anytime, anywhere” to build up knowledge of the firm’s products and the wider industry through the support of its expert trainers. Some of the sessions are said to be suitable for merchant staff as well, so head to www.rdr.link/mu037 for more details.

Daikin Heat pump installation

Be the ‘Be the change’, encourages change Daikin as the switch to eco-friendly home heating gathers pace. The manufacturer is aiming to support installers as legislation suggests a move away from gas heating, and is offering free training on its heat pumps and much more besides. Find out more via www.rdr.link/mu039

The switch to eco-friendly home heating is happening. With gas heating for o new homes set to be banned by 2025, it’s becoming a priority fo or the Government and homeowners across the UK.

To help you lead the way, we’ll give your team free, unlimited product training. Free commissioning on your ﬁrst new heat-pump installation. Free merchandise and workwear. Even free qualiﬁed homeowner leads.

www.professionalbuildersmerchant.co.uk

Drayton TRV4 Anthracite

The latest addition to Drayton’s popular range of TRVs, the stylish matt ﬁnish has been designed for use on ever popular anthracite radiators whilst the device itself offers all the performance beneﬁts of its ‘legendary’ forebears. Use #thelegendliveson or visit www.rdr.link/mu038 for more.

Warmflow Air source heat pumps

As a Daikin Sustainable Home Installer, the change means opportunity for o you to expand your business – in a renewable-heating market that promises long-term, futureprooffeed value va .

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More sustainable solutions are also the focus of Warmﬂow’s advert for its Zeno range of air source heat pumps. Featuring a Mitsubishi variable speed inverter driven compressor, the unit boasts a user-friendly touch screen interface and variable speed high efficiency pump. With three outputs ranging from 6-18kW, it provides a ﬂow temperature of up to 55°C and up to 555% efficiency at A7W35. Enter www.rdr.link/mu040 for more information.

PBM OCTOBER 2020 45

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MARKETING SUPPORT

Points make prizes NMBS has added a number of new Apple products to its increasingly popular ‘Professional Points’ scheme.

new range of Apple products including the popular iPad Pro and MacBook Air are now available to merchants through the National Merchant Buying Society’s Professional Points scheme. The loyalty scheme allows merchant members to receive a point for every £10 spent with participating suppliers which can subsequently be redeemed online against more than 400 products from electrical and computing items to power tool accessories, perfume, sporting equipment or hardware products. Merchants who would prefer to enjoy an experience rather than a gift can redeem their points for a range of vouchers, including a two-night hotel stay, luxury

afternoon tea, or even a bungee jump or driving experience. NMBS Suppliers who are participating in the scheme include Makita, Redring, Midland Lead, Spear & Jackson, and Reisser, with more companies joining all the time. The new Professional Points website was launched in January and, despite the disruption caused by the COVID-19 outbreak, more than 200 orders have already been placed since the launch. Nicola Harley, Marketing Communications Manager at NMBS, said: “The new Professional Points site has been a huge success since it launched in January. Members have told us the new site enables them to manage their account and easily place

their orders. We are thrilled to be developing the site further and to be adding even more products to the scheme every month.” ■ Visit www.professionalpoints.co.uk for further information and email Nicola.Harley@nmbs.co.uk to sign up for the scheme.

Safety assurance Vaillant has unveiled new support programme designed to help installers back to working in the ‘new normal’.

s the lockdown restrictions ease, Vaillant has launched two new support offers that set to further assist installers with building their businesses back up after a long period of uncertainty and helping them return to a ‘new normal’ way of working. The first initiative is the homeSAFE programme, which aims to give installers guidance and advice on how to work in a customer’s home safely. Building on the existing package of business support that Vaillant has been delivering since 2019 — including free online business clinics, product training and support materials — the latest concept is designed to help strengthen both installer and consumer confidence.

46 PBM OCTOBER 2020

Installers who register for homeSAFE will need to complete an hourlong online health and safety training course which covers the latest legislation, how to prepare for customer visits and how to successfully conduct risk assessments. Once the course is completed, installers will receive a homeSAFE certificate along with a PPE pack, safe working guides, and homeSAFE branded materials including a van sticker and marketing assets for use on customerfacing materials. The second initiative is a ‘high value’

boiler bundle offer which includes the award-winning ecoFIT pure range of combi boilers, flue and the new Vaillant Boiler Protection Kit. When registered on the Vaillant Advance loyalty programme, installers can also claim an additional £50 cashback and a 10-year guarantee. ■ For more information enter the shortcode www.rdr.link/mu041

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POTTERTON COMMERCIAL FREE FOR THREE

Running until 31 October, Potterton Commercial has introduced the ‘Free for Three’ offer of free commissioning, free extended warranty and free service kit across its aluminium and stainless-steel wall-hung and ﬂoor-standing condensing boiler ranges. The offer applies to Potterton Commercial’s Paramount, Sirius and Eurocondense boilers. Dan Martindale, Commercial Sales Director for Baxi Heating, said: “Small steps can lead to big changes. With the ‘Free for Three’ offer on our Potterton Commercial boilers, we hope to help our customers maximise efficiency savings for building owners and end users in a timesaving, cost-effective way that makes everyone a winner.”

SPIROTECH SPIROCROSS AX The SpiroCross AX cashback promotion from Spirotech has been reinstated for this year’s heating season. Engineers and contractors will be able to receive at least £80 cashback when they make a purchase from the brass SpiroCross AX range until 31 December. The multi-functionality unit combines deaeration, dirt separation and hydraulic balancing in one to deliver signiﬁcant cost savings and efficiency improvements across both new build and refurbished heating, cooling and process systems. To claim their cashback, heating engineers simply need to email their purchase invoice or VAT receipt of eligible products to office_uk@spirotech.co.uk before 31st January 2021.

VELUX VELUX REWARDS

The manufacturer ﬁrst introduced Velux Rewards in 2015, with the scheme providing customers with an opportunity to earn rewards each time they buy Velux products via different promotions throughout the year. And installers, builders and homeowners can now beneﬁt from a rewards boost until 31 October, with purchasers qualifying for £50 rewards on all white painted top-hung roof windows and £30 rewards on all other white painted roof windows. Customers can claim their rewards at a number of top-brand partners, including Argos, Marks & Spencer, John Lewis, Adidas and Tesco.

THE RADIATOR COMPANY BROCHURE

REHAU WARMING THE NEXT GENERATION Contractors must be prepared for the growing popularity of smart control technology in residential and commercial building heating systems, according to Warming the Next Generation, a new downloadable guide from Rehau. The guide explores trends in modern space heating requirements in multiple environments, including co-working spaces and home offices. It goes on to outline the growth of smart controls within the heating and energy markets and offers practical advice for developers and contractors looking to implement smart control and underﬂoor heating technology into their projects.

KUDOS CUSTOMER BROCHURE Summarising its range of showering enclosures, screens, trays and wetroom solutions, Kudos has created a new 28-page customer brochure. The new bijoux format complements the full 150-page perfect bound brochure that displaying retailers use as a reference guide when designing a new bathroom. The new addition is described as a great handout to consumers, showing an overview of each product group, and includes a step by step guide to choosing the perfect shower enclosure.

With heating season fast approaching, The Radiator Company has launched its latest brochure detailing the new additions to its collection of radiators, towel rails, valves and accessories. Sales Director Andy Phillips said: “We have taken the opportunity to improve the layout of the brochure, to make it easier for our customers ﬁnd their perfect radiator. For example, our stock and made-to-order products are now clearly separated in pricing tables and we have included more detail on delivery times so that products needed for urgent projects can be easily identiﬁed.” For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mu042

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PRODUCTS & SERVICES DUNLOP CF-24 FLEXIBLE TILE ADHESIVE Dunlop’s CF-24 Flexible Tile Adhesive is a slow-set tile adhesive with reduced slip and extended open time for those difficult tiling jobs, or when tiling in hot or humid conditions. Available in Grey and White, it has a pot life of five hours and an open time of 30 minutes on the wall or floor. Water resistant and suitable for grouting in 24 hours, it can be used internally or externally in dry or wet areas (tank with an appropriate waterproofing system). Because it is flexible, it is suitable for use with underfloor or undertile heating systems where they are encased with an appropriate levelling compound.

COMPOSITE PRIME TOUCHSTONE FLOORING Composite Prime has launched its first product for the interiors market — Touchstone Flooring. The waterproof flooring system is fire, scratch and indent resistant, and has been manufactured with a textured 3D surface to deliver the aesthetics of solid or engineered wood and stone flooring. The new product can be safely installed and used in high traffic environments, including bathrooms and kitchens. Available in 16 finishes and coming with an acoustic underlay, it is suitable for both residential and commercial developments, and is covered by a 25-year warranty.

SETCRETE LATEX Said to “give builders exactly what they want,” Setcrete Latex is a low odour, self-smoothing floor levelling compound for use in light to medium traffic internal areas prior to the installation of new floorcoverings. It is suitable for use over a wide range of absorbent subfloor types including sand/cement screed and concrete, as well as non-absorbent subfloors, whilst it can also be used over underfloor heating installations. Applied at thicknesses between 2-10mm, it is walk on hard in around two hours.

MARLEY ASHDOWNE Thanks to advancements in processing technology, Marley has launched an enhanced Ashdowne clay handcrafted range. The tiles feature subtle distressed edges and irregularities, replicating a hand-made tile aesthetic. Available in two colour options — Ashurst and Aylesham Mix — the tiles can create the warmth and character of a traditional hand-made roof. The collection is fully compatible with the Marley full roof system, complemented by a range of fittings and accessories, and covered by a 15-year guarantee.

CEMEX DRY BAGGED MORTAR Cemex has expanded its mortar range by adding 25kg bagged options to two of its dry mixes in order to provide customers with increased flexibility of supply. M4 and M12 Natural Mortar are now available in 25kg bags, as well as 1 tonne bags alongside the original dry silo option. Both sizes of bags are fully waterproof to make storage even easier, and are factory-made for guaranteed consistency, using dried constituents, accurately blended to approved mix designs to produce mortars that comply with the requirements of BS EN 998-2.

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WORCESTER BOSCH GREENSTAR 2000 BOILER The newly-named Greenstar 2000 boiler replaces the Worcester 2000 launched last year. The upgrades include full 230v controls compatibility, easier PRV push-fit connection, and copper tails for CH flow and return included for a quicker installation. Along with these improvements, the price of the boiler has also been reduced. Suitable for apartments plus small and medium sized homes with one bathroom, the Greenstar 2000 is described as Worcester Bosch’s quietest combi boiler, with hot water flow rates up to 12 l/min. The product also comes with a 5-year guarantee as standard and a 6-year guarantee when installed with a Greenstar System Filter.

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BAXI 800 HEAT Completing its 800 range, Baxi has launched the 800 Heat to give installers an increased range of boiler solutions to suit every customer, house type and budget. Ranging in 16, 25 and 30kW outputs, the ultra-lightweight 800 Heat joins the manufacturer’s line-up of system and combi boilers. Thanks to its compact size, the boiler can be securely wall mounted inside a 290mm deep cupboard. The flue, up to 12 meters in size, can then be positioned either centrally or to the rear of the system for a flexible and neat install whilst for added reassurance, the unit has a 10-year parts and labour warranty.

SNICKERS WORKWEAR POLARTEC POWER STRETCH JACKETS AND FLEECES Said to be a ‘must for the autumn and winter on site’ Snickers is introducing recycled Polartec fabric technology. The versatile FlexiWork full-stretch jackets, deliver a tight, body-hugging fit with efficient moisture transportation and durable shape retention plus great freedom of movement. Long johns are also available to match for full body insulation. The AllroundWork fleeces and bodywarmers — made from 80% recycled polyester — are “packed warmth and comfort to keep your body warm or comfortably cool when you most need it.” Fashionable and functional, they are said to combine practicality with street-smart looks and the right kind of sustainable choice.

DICKIES MEDFORD BOOT Designed to offer superior comfort, durability and protection in the colder months, Dickies has expanded its range of safety footwear with the Medford Boot which features a waterproof leather upper, plus thermal insulation to keep feet warm and dry in cold and wet weather conditions. Meeting the S3 safety classification, the footwear benefits from Dickies’ innovative DTC outsole which is designed to achieve the highest grip performance on smoother surfaces. The DTC sole has ergonomic flex lines and geometric tread patterns for maximum ground contact, even in wet conditions.

W.HOWARD GROUP 4.4-METRE PRIMED MDF PROFILES

RST TOOLS BLACK EDITION 5M TAPE MEASURE The RST Black Edition 5m tape measure features a class II nylon coated metric and imperial 25mm wide blade with 2m standout and has a triple riveted non-slip end hook which measures from zero. The bi-material case is made from a tough ABS plastic shell, covered in a shock absorbing rubber jacket which is slip resistant and comfortable to hold. Available in 5m (box of 10) and 8m (box of 6) lengths, RST Tools is represented in the UK by Rollins & Sons (London).

In order to offer merchants increased storage flexibility when planning their core stock ranges, W.Howard has launched 4.4-metre length range of primed MDF Profiles. These are offered in addition to the established 5.4-metre long profiles, allowing distributors to choose whichever size best suits their needs. Products now available in these shorter, half pack lengths include W.Howard’s popular Torus 1, Ogee 1, and Rounded One Edge White Primed Classic Profiles, as well as the Chamfered & Rounded, OSE and Ovolo Contemporary Profiles. These new products form part of the firm’s Core Range, so are available from stock and can be ordered with a five-day lead time. For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mu043

www.professionalbuildersmerchant.co.uk

PBM OCTOBER 2020 49

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THE PULSE Feedback from the merchant frontline

Plus: News, digital growth, debt recovery, training, industry comment and more.

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Fantasy Football Get ready for the big re-start See page 51

Safety and efficiency

Plus: News, digital growth, Covid-secure branches, training, industry comment and more

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DOORS, WINDOWS & SECURITY Opening up new sales

TOOLS, FIXINGS & ADHESIVES

TRANSPORT, HANDLING & STORAGE Fantasy Football And we’re back! See page 51

Timber cutting machines for merchants

Plus: News, Huws Gray’s 30th anniversary, apprenticeships, industry comment and more.

www.professionalbuildersmerchant.co.uk

DRAINAGE & WATER MANAGEMENT Fantasy Football Season’s greetings! See page 51

SuDS and flood prevention

Plus: News, customer feedback, apprenticeships, industry comment and more.

Fantasy Football A new beginning See page 51

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Please contact Kirstie Day on 01923 237799 50 PBM OCTOBER 2020

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With Paul Davies

CHELSEA TRACKER

MASTERCLASS

Following the strangest of seasons, it was inevitable we would witness the strangest of transfer windows as a truncated summer break meant there was barely over a month between the conclusion of the last campaign and the start of the new one. Most clubs seem to have quietly gone about their business without too much fuss. Tottenham’s capture of Matt Doherty looks to be an astute one, whilst I’m delighted that Newcastle have reunited former Bournemouth duo Callum Wilson and Ryan Fraser — if they could only hurry up and sign Norwich’s Ben Godfrey and Blackburn youngster Dan Pike… Elsewhere, Man United’s signing of highly-rated Ajax youngster Donny van de Beek looks interesting, but Chelsea have really dominated the summer market. Looking to make up for lost time after last season’s transfer embargo, their additions include Hakim Ziyech (£36m), Ben Chilwell (£45m), Timo Werner (£47.5m) and Kai Havertz (£72m). If they gel with an already exuberant squad boasting the likes of Pulisic, Mount, Abraham and Giroud (seriously! I really rate him!), it could be a very exciting season for Chelsea and fantasy managers alike.

I know it isn’t for everyone, but I thoroughly enjoyed this year’s Soccer Aid match in aid of UNICEF a week or two back. It is easily criticised for fuelling the egos of Z-list celebrities, but it raises a lot of money for the global children’s charity and I honestly love watching the likes of recently retired Champions League winner Patrice Evra nutmegging 52 year old comedian Lee Mack, and Robbie Keane (approaching 400 senior career goals) curling one past Theon Greyjoy into the top corner! I think I can trace my interest to a fascination with the greatest war film of all time, Escape to Victory. Honestly, who doesn’t love seeing Michael Caine and Sylvester Stallone share screen time with Pele, Ossie Ardiles and half the Ipswich team of the early 80s? On a related theme, around the time of Jack Charlton’s sad passing in July, I stumbled upon a video from 1985 of a ‘rematch’ of the 1966 World Cup Final. Held at Elland Road to raise money for Bradford City fire disaster appeal fund, the entire ’66 England starting XI took to the field (some didn’t last especially long, it must be said…) whilst seven members of the (then West) German side also lined up. More than just the match, the video features some great interviews with Jack Charlton, Allan Ball et al conducted by the legendary Ian St John along with some ahead-of-its-time dressing room banter, whilst the game itself is just brilliant. I won’t give away too many spoilers, but July 30th 1966 at Wembley wasn’t the only time Geoff Hurst scored a notable hat-trick… The video is on YouTube (in three parts) and you can take a look via www.rdr.link/mu044

FPL DEBUT As you may have been wondering, it is with great regret that circumstances beyond our control mean we are unable to bring you our usual Fantasy Football competition this year. To fill the void to an extent, we have launched a Professional Builders Merchant League via the official Fantasy Premier League platform. We know a lot of you will already be seasoned veterans of the popular FPL game, so please add your team to the PBM league. Whilst it is ‘just for fun’ this year, the usual caveats apply about working for a merchant business. For further details, take a look at: www.professionalbuildersmerchant.co.uk/fantasy-football

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