Professional Builders Merchant October 2022 by Hamerville Media Group

www.professionalbuildersmerchant.co.uk PROFESSIONAL BUILDE RS MERCHANT OCTOBE R 2 T022 HE No.1 BUSINESS MAGAZINE FOR MERCHANTS See page 67 Fantasy Football DOORS, WINDOWS & SECURITY Opening up new markets DRAINAGE & WATER MANAGEMENT Access all areas Plus: news, industry comment, marketing support, energy costs, training, acquisitions and more. KITCHENS & BATHROOMS Design trends Tracking merchant sales & confidence

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k PBM OCTOBER 2022 3 PBM October 2022, Volume 32 No 9 5 VIEWPOINT 6 NEWS 8 BMF TRAINING ZONE 11 PEOPLE NEWS 12 MARKET MONITOR 19 MERCHANT FOCUS 60 PB CAMPAIGN NEWS 61 PHPI CAMPAIGN NEWS 62 MARKETING SUPPORT 64 PRODUCT FOCUS V12 FOOTWEAR 65 PRODUCTS & SERVICES 66 ADVERTISEMENT INDEX 67 FANTASY FOOTBALL CONTENTS REGULARS DRAINAGE & WATER MANAGEMENT 3 1 C O V E R S TO RY A new range of triple seal aluminium recess covers “to meet merchant demand” 3 4 T I M E I S O F T H E E S S E N C E Marsh Industries launches a number of new support initiatives for merchants, designed to help them save time and sell more 3 7 L O N G T E RM G A I N S How green plumbing technologies can lay the foundations to create the sustainable new builds of the future 4 1 P R O D U C T S & S E RV I C E S KITCHENS & BATHROOMS 4 2 F O R T H E L O N G T E R M Designs that can offer your customers valuable time efficiencies which go beyond the installation stage 4 5 S E T T I N G TH E T R E N D The latest interior trends helping to shape the UK kitchen market 4 8 O N A R O L L Talking to Marmox about its Slicedstone Mosaic range. 5 0 P R O D U C T S & S E RV I C E S DOORS, WINDOWS & SECURITY 5 2 O P E N I N G U P N E W M A R K E TS The inside track on Made for Trade’s Kor niche Bi Folding Door 5 5 N O C O M P RO M I S E O N S TA N D A R D S Maintaining quality and safety standards in spite of ongoing supply chain challenges 5 8 L O C K I N G I N S E C U R I T Y S A L E S Security hardware that conforms to the latest technical standards. SPECIAL REPORTS 42 14 FIRST HALF REPORT The recently published Quarter 2 data from both the BMBI and the PHMI 16 THE PULSE Tracking confidence, concer ns and prospects in the merchant sector 23 PLASTIC PENALTIES Getting to grips with the plastic packaging tax. 24 MANAGING THE CHALLENGE NMBS and the BMF discuss practical steps to confront the current market challenges. 26 LANGUAGE IS EVERYTHING The Rainy Day Trust outlines the need to support industry colleagues. 28 TALK OF THE TRADE The forthcoming Toolfair and Professional Builder Live events. 16

And although industr y did not previously benefit from the supposed protection of an energ y price cap, many firms were locked in to longer term deals with their supplier or broker Yet especially for those nearing the end of such arrangements, anxiety was rising and the media had started to carr y reports of firms facing astronomical cost increases of up to 600%

Lastly, an important contribution from Rainy Day Trust CEO Br yan Clover reflects on the rising concerns about rampant inflation amongst the sector’s lower earners As Br yan explains, the industr y charity can offer a variety of targeted support measures for those in real need but it requires your assistance in ensuring that message is heard

“Nothing I write could accurately sum up the impact the death of the Queen will have on the countr y ’ s collective sense of identity, or the near personal feelings of bereavement experienced by many… ”

From what was indicated before the period of national mourning, the new government’s ‘Energ y Price Guarantee’ plan for businesses will provide a freeze on unit costs in a similar way to the non commercial scheme (although the level was unconfirmed at the time of writing) for an initial six month period. This was to be followed by a more ‘targeted’ policy package going for ward

Whilst this column last month largely focused on the energ y crisis for consumers and the potential shockwaves the ensuing reduction in disposable income could have on construction and RMI spending, debate had subsequently began to open up on the direct challenge facing businesses.

Without a completely clear picture to draw on, we have tried to draw together a number of these ‘cost of living crisis’ strands in this issue For instance, we carry details of the Quarter 2 reports from both the Builders Merchant Building Index and the Plumbing & Heating Merchant Index, in addition to our regular merchant market sales and confidence tracker The Pulse, to reflect on the demand driven concerns

t is, of course, impossible to start this column without paying respect to the Queen Her passing is an immeasurable loss both for the Royal Family and the nation itself Writing this ahead of her funeral, one can only presume to know quite how moving an occasion that will be, especially given we have already witnessed so many powerful and emotional images, and heard so many poignant stories

Equally, a comment piece from NMBS MD Chris Hayward draws on the buying society’s discussions with its merchant members to outline a number of proactive steps businesses can take to manage the challenges, whilst we also highlight the BMF’s new Energ y Plus ser vice which is intended to offer the best available deals on utilities.

Beyond the natural emotion, the ceremonial majesty (to be prosaically literal) equally enveloping her death and the ascension of King Charles III to the throne has been a moment in histor y the likes of which the vast majority of us will never have seen. Nothing I write could accurately sum up the impact her loss will have on the countr y ’ s collective sense of identity, or the near personal feelings of bereavement experienced by many

By the time this issue lands on your desks, it is expected that the full package of support for consumers and businesses alike will have been laid out, accompanied by a ‘fiscal statement’ from the new chancellor, Kwasi Kwarteng

Quite naturally, the loss of our longest serving monarch has dominated the news cycle and entirely overshadowed the appointment of Liz Truss as Leader of the Conservative Party and UK Prime Minister With all parliamentary business effectively suspended once the ominous news began to break, full details of the new PM’s plan to manage the energy crisis have remained on hiatus.

A time to reflect

PBM OCTOBER 2022 5 VIEWPOINT w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

www.professionalbuildersmerchant.co.uk PROFESSIONAL BUILDERS MERCHANT Fantasy Football DOORS, WINDOWS & SECURITY Opening up new markets DRAINAGE & WATER MANAGEMENT Access all areas Plus: news, industry comment, marketing support, energy costs, training, acquisitions and more. KITCHENS BATHROOMS& Design trends Tracking merchant sales & confidence Editor Paul Davies Group Advertisement Manager Craig Jowsey craig@hamerville co uk Tel: 07900 248102 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 Subscriptions to BPROFESSIONALUILDERSMERCHANT 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 Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF Tel: (01923) 237799 Fax: (01923) 246901 Email: pbm@hamerville co uk Copyright © 2022 Average net c rcu ation f gure for he 11 issues distr buted between Ju y 2021 to June 2022 10 837 To be removed from th s magaz ne’s c rcu at on please cal 01923 237799 or ema c rcu ation@hamerv l e co uk Cover story: Zoe Harvey, a Sales Advisor at Bradfords’ Dorchester branch, recently completed her Apprenticeship with the company and is now taking the next step in her career by joining its Fast Track management trainee programme

Availability and lack of stock remains the number one issue for roofing installers in the UK, as highlighted by the latest third party research commissioned by Klober. Two hundred roofing installers were sur veyed by the manufacturer about their profession, buying behaviours and the key challenges they are facing in the industr y, with almost a third saying availability was their biggest issue

Actions are now being taken by the business to respond to these challenges, with particular focus being placed on availability As well as recently expanding storage in its distribution centre, Klober says it has “always prioritised retaining as much control over its product as possible” to protect its customers.

The h&b Development Group is designed to “offer smaller merchants a proven route to growth and full group membership” With a “basket of deals and the support and guidance of h&b and its partners”, members of the h&b Development Group can grow turnover and margin to a point where they can join the main group after reaching key growth marks

Rainy Day Trust CEO Br yan Clover has successfully completed a gruelling 100km non stop hike to raise much needed funds to help the charity continue to offer vital support to people within the industr y amid soaring energ y bills

Sustainability champion

When deciding on which roofing products to use, the majority of roofers mainly rely on their own experience However, this has decreased from 82% to 68% since 2021, whereas there has

In development

Recruitment and lack of skilled labour was a close second in the sur vey, with 22% stating this as their main challenge Similarly, this has been coined the number one issue by some construction bodies whilst the number of workers in UK construction in Q1 2022 was 263,000 lower than in the same quarter of 2019, according to the ONS.

construction”. It is underpinned by nine priorities and includes a clear set of 28 metrics which enables Government and the sector to report, on a public quarterly basis, how the industry is performing against those metrics

In terms of behaviours, roofing contractors showed signs of returning to pre Covid purchasing habits with an 11% increase in face to face purchasing from Klober’s 2021 research from 78% to 89% respectively

MKM has “reaffirmed its commitment to sustainable practices” by becoming one of the latest businesses to pledge support to the Construction Leadership Council’s CO2nstruct Zero initiative as a Business Champion CO2nstruct Zero has been designed to “bring together businesses from across and beyond the construction sector to deliver the change needed to reduce carbon use in

investment in a number of CNG vehicles and electric forklifts, piloting EV charging points across its network and trialling PV solar panels at certain branches.

Taking the temperature

KLOBER SURVEY REVEALS ‘THE BIG ROOFING ISSUES’

Yorkshire based independent builders’ merchant Woods of Hornsea has become the latest recruit to the h&b Development Group A single branch mixed merchant run by husband and wife team Nick and Mandy Tudor, the Tudors took over the business in 2016 when it was a DIY / hardware store with four employees and have since grown it to a £2million turnover success with thirteen staff and a full range of light and heavyside building materials sold from the trade counter and yard

been an increase in contractors wanting to seek support from suppliers or merchant staff from 68% to 74%. Additionally, there has also been an 11% increase in them looking to a supplier’s or merchant’s website from 29% to 40% respectively

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N E W S U P D AT E

On 10th September, Br yan set out from Putney Bridge at the start of the Thames Path Ultra a mammoth 100km non stop hike to Henley on Thames, which must be completed in less than 24 hours He undertook the

With a branch and office refurbishment in the pipeline, the firm is “looking forward to putting ambitious expansion plans into place” Nick explained: “We are very excited and enthusiastic to be joining the h&b family h&b was recommended to us by various people from other members of the group and contacts in the industry and when we talked to the team at h&b we wanted to get involved. As well as the great deals we are confident that being part of h&b will give us access to the biggest and best brands in the building industry”

RDT CEO completes fundraising challenge

This is the latest in a series of commitments made by the business to promote sustainable or carbon neutral practices with other initiatives including

challenge in a bid to raise the money needed to support the Trust’s ‘Let’s Save Energ y ’ campaign which gives away free low energ y items including LED lightbulbs and eco shower heads to help reduce energ y bills at a time when so many are struggling with the cost of living crisis

Alongside contractors and installers, Klober conducted a similar exercise with merchants for the first time. Of 194 merchant staff, 71% state availability as the main issue.

You can donate to Br yan’s fundraising page via www.rdr.link/mal001

The BMF All Industr y Conference 2023 takes place in Istanbul 15 18 June, with the support of headline sponsor Knauf UK, and the BMF reports that the final merchant places and supplier packages are selling out fast. Book via www bmfconference co uk or contact June.Upton@bmf.org.uk

Peter C ap e, t he Big Bre w le ad at B and of Bui lders, s aid t hat more t han 300 Big Bre w e vents are exp e c te d to b e hoste d main ly on const r uc t ion sites and at bui lders’ merchants t his O c tob er, and t he c amp aig n is t ime d to coincide w it h World Ment a l He a lt h D ay

ng a c omprehe ns ive an a ly s i s of me rch ant m arke t p e r for m anc e f rom Ju ly 2 0 1 4 Apr i l 2 0 2 2 , i nclu d i ng a d e t ai l e d re v i e w of t he ye ar s o f ar Us i ng d at a f rom Bu i l d e rs Me rch ant s Bu i l d i ng Ind e x , t he re p or t a ss e ss e s t he ke y f a c tors af fe c t i ng bu i l d e rs ’ me rch ant s a l e s to proj e c t f utu re s a l e s du r i ng 2 0 2 2 , 2 0 2 3 , and 2 0 2 4 The BMF Indust r y Fore c ast is f re e for a l l BMF memb ers and avai l able at a cost for exter na l organis at ions.

There’s sti l l time to register interest in hosting a Big Bre w e vent at b andofbui lders org, and you c an join in the conversation online by using the hashtag #GiveYours elfABre ak.

The opening comes as part of a wider strateg y from Jewson to extend its network of specialist showrooms across the UK from 25 to 100 a

BMF Forecast

cuppa… PBM OCTOBER 2022 7 T E L : 0 1 9 2 3 2 3 7 7 9 9 E M A I L : P B M @ H A M E RV I L L E . C O.U K a @ P B M m a g a z i n e

“ The most ef fec tive way to star t turning the tide on this is to get tradesp eople and contrac tors talking, and this year we are intro ducing a ‘tea s cale’ as one way to star t conversations with images of dif ferent strengths of a c uppa S o, we are asking tradesp eople ‘ w here are you at on the mental health tea s cale? ’”

He explained: “ The campaign not only shines a light on the mental health crisis within the construction industr y but has also put lifelines in place such as our free counselling ser vice and our new text line (text BOB to 85258) that tradespeople, contractors and their families can use at any time

Jewson has announced the opening of its new kitchens and bathrooms showroom in Kilmarnock. The branch is said to be the largest of its kind in Scotland, and the Ayrshire Showroom has seen the creation of three initial new roles one full time showroom manager and two part time sales consultants

B ack for a s er ies of e vents t his O c tob er, t he B and of Bui lders Big Bre w c amp aig n is once again aiming to shine a lig ht on t he const r uc t ion indust r y ’ s ment a l he a lt h cr isis Huddersf ield b as e d Big R e d C onst r uc t ion has b e come t he he ad line sp ons or of t his ye ar ’ s c amp aig n, w hich encourages t radesp e ople to come toget her over a c upp a to supp or t one anot her and remove t he t ab o o around ment a l he a lt h in t he s e c tor by dis c ussing a range of issues f rom depression to suicid a l t houg hts

Big R e d C onst r uc t ion was on ly founde d just over f ive ye ars ago and a lre ady has an order b o ok of more t han £20m of proj e c ts w here it is eit her a pr incip a l cont rac tor or a main cont rac tor It s e es supp or t ing t he Big Bre w as “abs olutely v it a l” for t he UK const r uc t ion indust r y, w here t he suicide rate is est imate d to b e as hig h as t wo p e ople e ver y d ay. UK const r uc t ion s e c tor workers are ne arly t hre e t imes as li kely to die by suicide t han t heir counter p ar ts in ot her indust r ies

Year in £250SummerReviewEditionBuilders Merchants Industry Forecast 2022 Time for

BAND OF BUILDERS BIG BREW MENTAL HEALTH CAMPAIGN BACK FOR 2022

Conference call

Showroom strategy

The BMF has announced Alan Johnson, the former Labour MP and Cabinet Minister, as the first keynote speaker at the BMF All Industr y Conference 2023, which takes place in Istanbul next June Having ser ved as Home Secretar y from June 2009 to May 2010 amongst a number of other senior positions in government and opposition, Alan follows in the footsteps of other political heavyweights including Michael Portillo, Alistair Campbell, Paddy Ashdown, John Prescott and John Bercow to speak at the event

T he l ate st B M F Indu st r y Fore c a st h a s b e e n rel e a s e d, prov i d i

The standard of entries this year was higher than ever, making it extremely difficult for the judges to select the finalists in the Merchant categor y and the overall Merchant and Supplier winners. Ever y one of them is clearly destined to be amongst the next generation of industr y leaders and we congratulate them all.

Runner Up (sponsored by Mannok)

Josh Guest, L ords Builders Merchants

BMF Apprentice of the Year L evel 3: Iga Forenc, Harlow Brothers

Furthermore, it is keen to look at ways of improving the competencies and behaviours within the business, which has resulted in a successful bespoke Excellence in Branch Management programme being designed ad delivered.

In addition, Haldane Fisher was named as the overall BMF Training Company of the Year The business demonstrated a strong commitment to providing learning and development opportunities for its staff, encouraging them to reach their full potential by accessing a range of classroom based and online learning programmes and apprenticeships

Find out more about all aspects of BMF training at www.bmf.org.uk

Kyle’s work ethic and industr y knowledge is outstanding, inspiring others through his interactions and commitment. Key achievements include the company ’ s first ecommerce business, realising £1m additional turnover As sustainability champion, he is leading the transformation of the company ’ s factor y and challenging a negative image of

Celebrating success

BMF Apprentice of the Year L evel 2: Will Williams, Joseph Parr Group

Other winners:

pen to anyone under the age of 35, the BMF Young Achiever Awards are designed to recognise and reward individuals in the early stages of their career who are already making a difference within their company and making a major contribution to its success

For further information on the ser vices offered by BMF Apprenticeships Plus, please contact Carmen Daley at carmen@bmfapprenticeshipsplus.co.uk or 0333 305 7656.

Appointed to his first branch manager role last S eptember, Josh (27) has contributed massively to growth by strengthening the team and building strong client relations Understanding the commercial aspect of branch management enabled him to make key decisions swiftly, improving both customer experience and margin

Having been a gap year student at Mathewson

n BMF training ranges from formal Apprenticeships and, with leading British universities, sector specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.

BMF Ambassador of the Year : Natalie Chapman, Stirling Warrington

“The standard of entries this year was higher than ever, making it extremely difficult for the judges to select the finalists in the Merchant categor y and the overall Merchant and Supplier winners. Ever y one of them is clearly destined to be amongst the next generation of industr y leaders and we congratulate them all.”

Also shortlisted: Ben Farrington, Bostik; Harr y Hann, Velux

Blocks: Jonathon Rawson, John A Stephens

Also shortlisted: Matti Hart, Bradfords Building Supplies; Victoria Price, Harlow Timber Group; Jack Reid, Stockgap

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Young Merchant Achiever 2022 (sponsored by B ostik)

Bronze Award (sponsored by Encon) Harr y Andrews, Kent Blaxill Harr y (24) rapidly progressed to become a senior member of the merchant sales team Demonstrating a real passion for the industr y, an understanding of the local market and an excellent rapport with customers, Harr y drives sales through ser vice and knowledge, winning large, profitable orders.

T R A I N I N G Z O N E

lead by highlighting its sustainable nature

Kyle Hazeldine, Midland L ead Kyle (27) has taken ever y opportunity afforded to him in developing from an enthusiastic customer ser vice administrator to a confident, knowledgeable, and well respected member of the company ’ s management team His nomination was endorsed by managers, colleagues and customers alike

Best Performing Student BMF Diploma in Management: Pamela Burns, MGM Timber Best Performing Online Student Building

Young Suppli er Achi e ver 2022 (sp ons ore d by GfK)

Oliver Wilson, Mathewson & Rosemond

& Rosemond in 2017, Ollie returned in 2020 to develop its online business, Plumbing For Less His success earned him an expanded remit as Procurement & Operations Manager, working alongside his director and the MD, a position the company believes he will aspire to

The BMF shone a spotlight on the future stars of the industry, celebrating their achievements at its annual Awards Dinner which followed the Members’ Day Conference.

As well as investing in his team and managing the integration of new appointments, Josh helped to integrate Lords’ first Plumbing & Heating implant into his site and cross sold the new offer to his customer base. Changes Josh put in place contributed significantly to a record sales and profit year, with his branch surpassing all budget targets

In a newly created role, Donaldson Group has appointed Graham Johnston as CEO of its retail and distribution division which forms part of a new structure for the Group and the creation of three new divisions oﬀsite, interiors, and retail and distribution Graham joins from ASDA, where he was senior director of omnichannel customer support, and he takes responsibility for leading the retail and distribution division of the business which includes timber merchant MGM Timber, James Donaldson Insulation, Nu Style Products and the Plane & Simple an online DIY marketplace

After joining Saniﬂo in 2016 as a Technical Sales Engineer, John L’Erario has been promoted to Kinedo Area Sales Manager covering a territory from the North of the Thames, up to the East Midlands and across to East Anglia

ForgeFix has made several key appointments over the last few months, including the appointment of Paul Swift as Managing Director Paul joined from Tyman plc, a leading global window and door hardware manufacturer, where he was Head of Sales at Zoo Hardware

The new role “has brought together all John’s skills” and he is “relishing the opportunity to bring Kinedo to a wider audience”

Finally, Steve Moore joins the business as Product Support Demonstrator and will become a familiar face in merchant branches up and down the country

PEOPLE NEWS

Gary has extensive experience in the bathroom industry with brands such as Grohe, MultiPanel & Ideal Standard, and he will be working closely with the ﬁrm’s network of showroom partners to bring new products to market and develop its existing product portfolio

Greg Banham has re joined Fernox as UK and Ireland Sales Director With over 25 years ’ sales experience in the heating and plumbing sector, including a previous 16 year stint at Fernox, Greg said: “I’m thrilled to be back in the Fernox family and working with the team again I am looking forward to supporting the company ’ s exciting product roadmap with solutions that meet the evolving needs of the industry and that continue to make installers’ jobs easier ”

PBM OCTOBER 2022 11www professionalbuildersmerchant co uk

Duravit UK has appointed Gary Matthews to the newly created position of Sales Director

Paul Swift

With a depth of experience in the ﬁxings and fasteners sector at Swiftec Group, Sparka UK and TIMCO, Rebecca Fortescue Halliwell has joined the business as its new Head of Marketing and she will be proactively supporting merchant customers and leading the company ’ s ‘Voice of the Customer’ initiative which is designed to “put the merchant at the heart of everything it does”

Following a string of internal promotions, Salamander Pumps has appointed a new National Training Manager and a Customer Experience Manager Having been with the company since 2010 when he joined as a Technical Support Advisor, Mike Oxley becomes the brand’s new National Training Manager while Debbie Evans has been promoted to Customer Experience Manager, managing a team of 11 Customer Service Technical Advisors, following two years with the business In particular, Mike will be responsible for delivering in person training to installers and merchants along with developing the Salamander eSchool

While EU policy makers wrestle with their own solutions, the possibility of factory shutdowns on the continent may lead to shortages of products, materials and components exported to the UK

With energy costs rising, forward replacement prices for structural softwood are unlikely to be at current UKTlevelsheeffect of high inflation and softening demand has seen shipping output and punctuality improve, and costs for some key UK routes down by a third since the beginning of the year. It is too early to gauge the impact on the construction sector of industrial action at Felixstowe, but we know that some businesses are suffering logistical headaches and added costs owing to re-directed deliveries

shortages Medium term, there is a need to amend the UK REACH registration process to ensure chemical registration is not made so difficult and expensive that UK manufacturing loses access to key substances for products.

Rising energy costs are likely to affect timber prices as we move into Q4 and Q1 2023. There are good stocks on the ground of both structural softwood

The co chairs of the Construction Leadership Council’s Product Availability working group BMF CEO John Newcomb and Peter Caplehor n, CEO of the Construction Products Association have issued their latest statement.

Sta te of play

Lead times for most roof tiles are improving Separately, we are concerned to hear increasing reports of ungraded and poor battens being stamped as standard Contractors are warned to ensure that correct battens are being used.

Uncertainty around energy supply in Europe could also impact raw materials for paints and coatings, which are already affected by raw material

slight slowing of the market over the summer holiday months has resulted in product availability broadly improving Some issues remain, with extended lead times continuing for aircrete blocks, bricks, gas boilers and various items containing semi conductors and other electronics.

in association with

and wood based panels, but stocks at ports are much lower and buyers will need to consider forward purchases to ensure the specifications they require are available through to year end and into 2023 Price pressure eased considerably over the summer but log prices remain firm as demand for pulp and paper, pallets and fuel wood is currently very strong throughout Europe.

Finally, we are saddened to note that the year to June recorded the highest annual level of insolvencies amongst UK construction firms since the financial crisis over 10 years ago, despite strong demand throughout the first half of the year. The key risk going forward, given the substantive rise in insolvencies, is to what extent sharp cost rises and slowing demand over the next six months will exacerbate the rise in insolvencies

Price inflation remains the biggest issue for the entire industry and further significant increases in inflation are anticipated due to energy, raw material and labour cost rises We also note that although the UK Government’s recent announcement of a six month energy price cap for business users will help manufacturers here to some degree, the risks around supply and cost of energy threaten manufacturing throughout the EU.

M A R K ET M O N I T O R

High demand for bricks, particularly for new housing, continued over the summer and led to reduced stock levels. This pattern (was) expected to continue in September, but manufacturers are

delivering to agreed schedules with customers Energy price hikes present a further challenge to both domestic and imported bricks, although Government support may ameliorate this issue for UK manufacturers Aircrete supply has been compounded by a production issue at one of a major manufacturer’s sites, which meant deliveries were reduced in August.

“While EU policy makers wrestle with their own solutions, the possibility of factor y shutdowns on the continent may lead to shor tages of products, materials and components expor ted to the UK.”

Quarter 2 2022 total value sales were 4.0% higher than Q2 2021, with one less trading day this year Ten of the 12 categories sold more with Kitchens & Bathrooms (+18 5%), Heavy Building Materials (+9 2%), Decorating (+7.0%), Tools (+2.9%) and Ironmonger y (+1 3%) all having their best ever quarterly sales Only Timber & Joiner y Products ( 3 0%) and Landscaping ( 6 3%) sold less

Comparing Q2 2022 with Q2 2019, as a more normal pre Covid trading year, total value sales were +25.2% higher this year, but volume sales were 2 7% down while prices were up +28 7% Despite one less trading day, like for like sales were +27.3% higher.

All categories sold more, including Landscaping (+38 9%), Timber & Joiner y Products (+37.0%) and Renewables & Water Saving (+29 6%) which all outperformed Merchants overall Heavy Building Materials (+22 1%) and Kitchens & Bathrooms (+20.3%) grew more slowly.

With the wider economy confronted by numerous challenges, the recently published Quarter 2 reports from both the Builders Merchant Building Index (BMBI) and the Plumbing & Heating Merchant Index (PHMI) provide a useful barometer of the sector's current trading performance.

Emile van der Ryst, S enior Client Insig ht Manager Trade at GfK, added:

“ The negative ef fec t of rampant inf lation is star ting to show with es calating input costs across fuel, energ y, raw materials and wages impac ting pro duc tion costs and adding to existing material supply issues It is plain to s ee that the increas e in sales values of building materials during the f irst

“ The s econd quar ter of this year has amplif ied s ome of the g lobal dif f ic ulties, with the continued Russian invasion and spiralling cost of living issues at the foref ront Unfor tunately, no immediate end is in sig ht With UK inf lation approaching double digits, the counterbalance b etween inf lation and interest rates is increasing ly dif f ic ult to control and will b e the ultimate test for the next year or s o. ”

The Q2 2022 report from the Builders Merchant Building Index (BMBI) shows that merchant sales volumes have fallen again, however price inflation made for a record-breaking quarter.

half of the year has b een driven by price inf lation rather than volume growth Regrettably, this pattern s eems s et to continue into 2023 ”

MARKET DATA

he total value sales data from the nation’s builders’ merchants shows Q2 2022 recorded the highest revenue since the BMBI started, despite lacklustre June sales.

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First half report

n To download the full BMBI Q2 report, enter the shortcode www rdr link/mal002

BMF CEO John Ne wcomb commented:

However, with Q2 volumes falling 11 3% compared with Q2 2021, it is +17.3% price inflation which is behind the record breaking growth

Mike Rigby, CEO of MRA Res earch w hich pro duces the rep or t, said: “ The continuing theme for 2022 is the impac t of price inf lation and rising costs on the building s ec tor w hich can b e s een clearly in the Q2 results A record breaking quar ter, but unlike last year, it is price and not volume w hich is driving growth With energ y price re vie ws now e ver y three months, and inf lation exp ec ted to reach 13% around the turn of the year, this may b e the cas e for s ome time to come ”

“It is plain to see that the increase in sales values of building materials during the first half of the year has been driven by price inflation rather than volume growth. Regrettably, this pattern seems set to continue into 2023.”

onsidering firstly the latest monthly data available, June’s total plumbing and heating value sales gleaned from over 70% of specialist Plumbing & Heating Merchants throughout Great Britain were 4 0% lower than in June last year Volume sales were down by 11 1% with price inflation of +8.0%. With two less trading days this year, like for like sales (which take trading day differences into account) were up +5 6%

L o oking back three years, value sales in Quar ter 2 2022 were 5.4% lower than in Quar ter 2 2019 With one less trading day this year, like for like sales were 3.8% lower. Value sales in the s econd quar ter of 2022 were 10 6% lower than in the f irst quar ter w hilst volume sales were 8.9% lower and price down 1.8%. With three less trading days in the most recent p erio d, like for like sales were down 6 1%

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k PBM OCTOBER 2022 15

O verall value sales in Januar y to June 2022 were +5 0% hig her than in the same months a year earlier Volume sales were 3 6% lower and prices were up +8 2%

With one less trading day s o far this year, like for like sales were up +5 9% O verall value sales in Januar y to June 2022 were 3.5% lower than in the same months in 2019 With one less trading day in the latest p erio d, like for like sales were down 2.7%.

PHMI data is sourced exclusively from specialist plumbing and heating merchants, and there is no “double counting” with BMBI information.

Compared with three years ago (taking the last “normal”, pre pandemic year as a

According to the latest Plumbing & Heating Merchant Index, value sales in plumbing & heating merchants during Quarter 2 2022 were +2.7% higher than in Quarter 2 last year, but growth came mainly from higher prices (+8.4%) with volume sales down -5.3%.

Value sales in the last 12 months were 0 6% lower than in July 2020 to June 2021 Volume sales were 7 5% lower and prices were up +7 4% With two less trading days in the most recent period, like for like sales were +0 2% higher

benchmark), total value sales in June were 8 7% lower, with no difference in trading days Value sales in June were down 13 6% on May 2022 with volume 12 2% lower and prices down 1.6%. With one less trading day, month on month like for like sales were down 9 2% June’s PHMI index was 83.9, with one less trading day. The like for like index was 86 7

n Enter the shortcode www rdr link/mal003 to download the full Q2 2022 PHMI report.

Value sales in Quarter 2, meanwhile, were up +2.7% compared with the same three months last year The increase again came entirely from +8 4% price inflation with volume sales 5 3% lower With one less trading day this year, like for like sales were up +4 4%

Sales expectations e continued uncertainty of the trading environment weakened merchants’ expectations of future sales, with sales expectations for

August declining from July to a net 5% Chart 2

National merchants (+11%) and Small branches (+5%) still expected sales to increase, however expectations were weak among Independents ( 31%), Mid sized outlets ( 15%) and in the North ( 18%).

16 PBM OCTOBER 2022

Merchants are downbeat but confidence starts to recover

The Pulse, by MR A Research, is a monthly tracking sur vey of merchants’ conf idence and prospects Telephone inter v iew ing took place between 1st and 3rd Aug ust 2022 (three working days)

The latest instalment of The Pulse reﬂects on the ongoing uncertainty in the economy, however some positive signs can be found amidst the gloom.

erchants expected sales to fall as the cost of living crisis and soaring prices weakened consumer demand Merchants’ confidence in the market remained low but showed signs of recovering, despite multiple challenges in an uncertain trading environment Indeed, merchants’ confidence in the prospects for their own business picked up during the reporting period

Looking six months ahead, a net 12% of merchants expected sales to decline in the six months Aug 2022 to Jan 2023 compared to the previous six months Chart 3 Nationals (+29%) expected sales to grow whereas Independents ( 44%) and Regionals ( 35%) expected sales to reduce Similarly, Small branches expected sales to grow (+17%) whilst Mid sized outlets ( 32%)

Nearly half (47%) of all respondents said supplier price rises were their single biggest problem In addition, product availability (23%) and squeezed margins (13%) were the single biggest problems for over a third of merchants, and highlighted as being problems for most merchants

Year on year sales expectations continued to weaken from a net +64% year on year in Januar y to a net 13% in August, indicating a sales decline for the first time in 18 months. Merchants across all regions except the South expected sales to fall: Scotland ( 50%), the North ( 36%) and Independents ( 56%) Merchants in the South (+21%) still expected sales to increase.

Problems faced by merchants Merchants continued to face many problems in a diﬃcult trading environment Chart 1

e 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

A net +13% of Merchants in the South were confident e North was least confident ( 14%) e contrast between Nationals and Independents was stark, with Nationals more confident (+29%) and Independents less confident ( 31%)

Confidence in the market

This report is the 40th in the series, with interviews conducted by MRA Research between 1st and 3rd August 2022 (3 working days) 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. for free from www.mra research.co.uk/the pulse or Ralph Sutcliffe MRA Research 01453 521621

and Large branches ( 33%) expected sales to contract

www professionalbuildersmerchant co uk

Independents ( 12%) had less confidence in the prospects for their own business than Nationals (+32%) and Regionals (+20%).

Just over a quarter (+26%) of merchants anticipating sales to contract in the next six months expected them to fall by up to 9%. About half (47%) expected a decrease of between 10 to 20% Almost 1 in 10 (8%) expected a drop of more than 10% Chart 4

call

Trends Monitor

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.

and the Midlands ( 55%) were least confident

Confidence in their business Merchants’ confidence in their own business improved to a positive net +19%, month on month C hart 5 C onfidence was strong among Small branches (+29%) and Mid sized outlets (+24%) C onfidence was weak among L arge outlets ( 17%)

A b o u t t h e P u l s e

A net 28% of merchants were less confident in the market in August than in the previous month C hart 5 Market confidence was marginally stronger than in July but confidence in the market was weak across all sizes of outlet, regions and types of merchant. L arge outlets ( 61%) and Independents ( 50%) were the least confident in the market

Merchants’ confidence in their own business strengthened slightly Year on Year to a positive net +5% Small branches (+24%) were confident but a net 44% of Large outlets were less confident in the prospects for their business than they were last year

The full report can be downloaded

Year on year, market confidence recovered slightly to a net 40% of merchants less confident in the market in August than they were in August 2021 Compared to 2021, confidence dropped across all sizes of outlet, regions and types of merchant. Merchants in Scotland ( 75%)

Williams teamed up with The National Business Crime Centre and SelectaDNA to take its fight against tool crime on the road, using eight of its Trade Counters throughout September to host a Tool Crime pop up station as part of its wider Tool Crime Roadshow campaign. On the day of each event, tradespeople had the chance to get their tools marked and registered

As part of its commitment to operate more sustainable transport solutions, Selco has been adding cleaner fuel options to its fleet over the last 12 months The latest development has seen the merchant chain add an electric dropside vehicle, supplied by Guest Truck & Van, to the fleet operating from its Birmingham Delivery Hub for a trial period.

SELCO SUSTAINABLE FLEET PLANS

The vehicle has a payload in excess of 1,300kgs and a range of up to 145 miles. Richard Evans, the merchant’s Head of Transport Operations, said: “This is an extremely important development in our ongoing transition towards operating a fully sustainable commercial fleet Dropside vans make up a large percentage of our fleet so this trial will be crucial to seeking vital information on the suitability of commercial electric vehicles and help determine our route to zero emissions ”

The renovated branch marks part of the independent business’s continued investment into the local area With a second BM outlet in Wallisdown, it additionally operates three quarries, five depots, one recycling centre and four concrete plants to support thousands of customers across the south of England

www professionalbuildersmerchant co uk MERCHANT FOCUS PBM OCTOBER 2022 19

New Milton Sand and Ballast has opened its “new and improved” branch in New Milton with a host of promotions and discounts on offer to local tradespeople One of two builders’ merchant depots operated by the family owned company, the renovated branch provides expanded facilities with a larger indoor warehouse and hardstanding yard in addition to improved customer parking, a separate entrance and a much wider product range

Williams Director Ray Stafford said: “Tool marking is a vital part of reducing tool crime It deters thieves from targeting your van, it increases the chances of the police getting a conviction and if your tools are stolen, it much more likely that they will be returned to you in the future We are very pleased to be working with the Police and SelectaDNA in this ground breaking initiative which we hope will spread throughout the industry

Selco says it has made “impressive strides” towards reducing its carbon footprint within its transport fleet in recent months A dozen electrically powered counterbalance forklift trucks now feature across its 73 strong branch network while there are seven Compressed Natural Gas vehicles currently in operation, with three to add later this year.

MD Rob Flower said: “The recent investment into our Caird Avenue site has been critical in taking this facility to the next level Once a quarry in the 1940s providing most of the material required to build New Milton, the site has gone through many changes The site is no longer a quarry but remains a vital resource for local tradespeople to pick up essential building materials.”

PBM takes a look at some of the latest news stories from across the merchant sector including branch investment, sustainable fleet operations and a fantastic initiative to help prevent tool theft.

WILLIAMS PLUMBING & HEATING SUPPLIES TOOL CRIME ROADSHOW

NMSB has also welcomed Richard Froggett as the Group’s Merchant Manager.

Alternative, cleaner fuels have become an increasing part of the firm’s fleet with all vehicles at its two Delivery Hubs in Birmingham and Edmonton now operating on either CNG or Hydrotreated Vegetable Oil fuel

“I would like to issue a rallying cry to my fellow CEOs throughout the trade supplies industry to help stamp out the curse of tool theft by promoting tool marking campaigns to their customers We are happy to share anything we have learned in our campaign if that would help.”

NEW MILTON SAND AND BALLAST BRANCH INVESTMENT

The merchant says that tool theft is still a “very prominent issue in the industry with a very low likelihood of the stolen tools being recovered and returned to their owners, let alone conviction of the perpetrator” After the successful roll out of its tool crime initiative, Tool Angel, Williams says it remains dedicated to finding solutions to not only soften the devastating impact of tool crime but also deter theft from taking place

Boasting a track record of reducing theft by up to 83%, SelectaDNA is described as a forensic marking system designed to reduce theft and burglaries by coding valuable possessions with unique synthetic DNA, and using warning labels to alert criminals that the property is protected Each SelectaDNA code and the owner’s contact details are registered on SelectaDNA’s police and insurance preferred insurance database, available online 24/7.

Dave Griggs, Director of Spares & Services at Highbourne Group, said: “Regular boiler servicing is critical to homeowner safety, however recent statistics from the Gas Safe Register suggest that one in three homeowners are not getting their boilers serviced annually, meaning that the annual safety checks are not being done

Beesley & Fildes has invested £1 2 million in its timber milling facility in Widnes in response to increased demand for timber stock items across the company’s branch network as well as bespoke orders The mill, acquired by the family owned independent builders’ merchant in 2004, produces the skirting, architraves, flooring, planed timber, door casings and certified fire door casing kits sold across the company’s 11 branch network and online

Set for launch in the coming months, Contract PAL and Compare PAL are the latest additions to Highbourne Group’s strategy and investment into digital, value add, service led propositions that are aimed at assisting its core heating customer base. Both of the businesses will “help installers to drive recurring income by directly providing or introducing homeowners and landlords to relevant, fit for purpose service plans, extended warranties, maintenance or insurance contracts”

TRAINING ACADEMY

As their development progresses, they will return to the training academy to develop painting, plumbing and basic electrics skills to be able to offer practical advice from their own first hand experience

The Wolseley Group has formally completed the partial acquisition, in the form of a majority share, of bathroom specialist C P Hart Simon Oakland, CEO at Wolseley, said: “We’ve known and admired C P Hart for a long time and we see this move as a valuable addition to our growing bathroom business This acquisition takes us into the premium bathroom sector across both retail and commercial customers, and we will work closely with the existing management team to capitalise on this opportunity including providing further investment to the C P Hart business ”

WOLSELEY

LEYLAND SDM

www professionalbuildersmerchant co uk MERCHANT FOCUS 20 PBM OCTOBER 2022

The £1 2 million investment programme centres on five new specialist machines and is designed to increase efficiency and throughput, enabling Beesley & Fildes to offer “reliable and cost effective supply with full accountability, traceability and quality assurance.”

Leyland SDM has launched an in house training academy to ensure staff can successfully offer “industry leading customer service and expert advice” Located at the decorators’ merchant’s Acton store in London, new recruits will spend five days at the academy before going to a ‘shop floor’ which has been set up as a replica store to mimic the in branch experience

“Our latest investments in Compare PAL and Contract PAL will mean that we can help homeowners to access the essential services that they need whilst supporting plumbing and heating installers of any size to easily provide their own white labelled service plans or make additional income by referring their customers to well known service providers.”

HIGHBOURNE GROUP START-UP INVESTMENT

BEESLEY & FILDES

TIMBER MILL UPGRADE

The Highbourne Group, parent company of City Plumbing, has invested in two “exciting and innovative” start up businesses which aim to help plumbing and heating installers, as well as service and repair companies across the UK, to generate recurring income

STAKE IN C P HART

In addition to new starters, the academy will also support existing staff with their growth and development, supporting career progression with further product, IT, personal development and management skills training

Noting where the audit identified some major areas for concern, he added: “We always knew stretch wrap would be a problem, but it was a surprise to find out that dumpy bags are a much bigger issue than we anticipated, accounting for approximately 27% of the audited merchant’s liability”

e organisation deemed to have the greatest influence on the packaging they place on the UK market will now face the greatest cost penalties ose Suppliers shipping products in plastic packaging, and merchants opting to repackage product in their own branded packaging, risk the greatest financial burden

National as it steps up to reduce plastic in the construction supply chain and the potential tax impact on independent merchants.

Plastic penalty

“We will never be able to eliminate plastic packaging entirely, but the audit did identify areas for reduction ere are clearly some products where it is entirely unnecessar y to use plastic packaging, such as spades and other tools, or where it is for branding only, such as stone paving which is consolidated on wooden stillages. We also need to investigate alternative ways of securing products to a pallet other than stretch wrap ”

Kellaway’s Bob Fleetwood, who is leading NBG’s plastics reduction team along with Jasmine King from NBG’s Central Team, says the audit looked at all areas of the merchant’s activity, both indoors and in the yard, to build up a picture of what merchants are facing in terms of their tax liability

He continued: “We now need to accelerate the process of talking to our Suppliers about the feasibility of changing how they use plastic, without impacting product quality or safety during transportation ”

A recent NB G Sustainability and C ost Reduction Forum meeting, attended by both Partners and Suppliers, was given the results of an in depth audit of a builders’ merchant (NB G Partner, Kellaway Building Supplies) that is facing a potential tax bill in excess of £75,000

eﬀorts

e same audit calculated that suppliers of plastic packaging to Kellaway could be set for an even greater increase of somewhere between a 10 and 30 fold increase on current prices. Using these figures, the audit calculated a potential jump from £3,000 in 2022 to a staggering £196,000 come 2024

PBM OCTOBER 2022 23www professionalbuildersmerchant co uk PACKAGING WASTE

owner and importers as the obligated party or “Producer”.

n Merchants and manufacturers wanting more information about NBG’s approach to plastic packaging should contact Jasmine King at jasmineking@nbgllp.com

lastic remains the most commonly used packaging for construction products and is being targeted by HMRC’s Plastic Packaging Tax, which came into force on the 1st April 2022. e tax applies a charge of £200 per tonne to all plastic without a minimum of 30% recycled content

Buying Group (NBG) is accelerating talks with Suppliers

“We always knew stretch wrap would be a problem, but it was a surprise to find out that dumpy bags are a much bigger issue than we anticipated, accounting for approximately 27% of the audited merchant’s liability.”

NBG’s ongoing dialogue with Suppliers follows recent clarification of the obligated parties under the Department for Environment, Food and Rural Aﬀairs’ (DEFRA) Extended Producer Responsibility (EPR) for packaging, which is expected to come into force in 2024 Having realised that the original proposals risked placing onerous obligations on the merchant, it is now understood that DEFRA will consider a product’s supplier or brand owner, own label

e audit identified multiple areas that require further examination, including the use of plastic packaging for branding purposes, the potential over use of stretch wrap to secure product to pallets and the use of dumpy bags for transporting aggregate

Bob said: “e audit looked at everything from hand tools to roofing felt, insulation and timber along with all packaging types from branded packaging to bubble wrap, stretch and shrink wrap We now need to understand why manufacturers of building products use plastic packaging, what alternatives can be put in place, such as recycled plastic packaging and, perhaps most importantly, where it can be eliminated altogether with no impact on product quality, transportation or merchant yard safety

packaging

It is unusual to have so many potential headwinds, although it is possible to find opportunities as well as threats Discussions with NMBS members show businesses are already finding ways to get ahead These are the tips they’re sharing:

Manage Fuel Costs: Driven by the same factors as rising energy costs, many merchants may have reached a tipping point

Keep talking: Our merchants are tr ying to strike a careful balance of nurturing long term working relationships with suppliers, while also negotiating on price and payment terms Many are exploring how to re examine rebate targets with suppliers to avoid a situation of drastic price cuts if they are to meet volume targets for 2022

Others are having to chase payments with customers, who themselves have cashflow concerns, without compromising future business The key to success is to keep talking to build mutual trust and understanding

At NMBS we regularly meet with small groups of merchant members to discuss their concerns and look at ways we can support them through the ser vices we provide. Recently, in light of inflationar y projections and the toughening economic climate ahead, we posed the question, ‘What is currently keeping you awake at night?’

today’s tough market conditions, NMBS CEO Chris Hayward argues that being “proactive in the face of a crisis” offers independent merchants the best chance of success.

“It is unusual to have so many potential headwinds, although it is possible to find oppor tunities as well as threats. Discussions with NMBS members show businesses are already finding ways to get ahead.”

ecessions are often viewed in the merchanting sector as something we must simply weather. A time to put your head down, tighten your belt, push on and get through But this can mean missing invaluable opportunities to ask testing questions of the business that produce operational efficiencies and future profit

Look after staff: Perhaps the most important on the list Great people are hard to find and many merchants are looking for ways to support their workforce by considering a balance of pay increases with one off cost of living bonuses. They are weighing up how best to boost employees’ financial security within what the business can afford, while assessing the cost of locking in higher wage costs at the brink of a recession.

Understandably, spooked by current media headlines, members expressed their concerns about cashflow, late payments and possible bad debts, rising energ y and wage costs, increased interest and exchange rates, and price inflation masking the true stor y of falls in sales volume Others are still experiencing recruitment and labour problems as well as significant Covid 19 absences.

Meanwhile others, where possible, continue to offer working from home or hybrid options, both to increase employee choice and wellbeing, while driving down business costs Focusing on building the ‘employer brand’ is helping to keep good workers loyal.

24 PBM OCTOBER 2022

Managing Sto ck L e vels: Indep endents are known for having go o d sto ck le vels Howe ver, as demand slows and prices move b oth up and down, many are tr ying to avoid lo cking in to o much cash in sto ck This avoids a situation w here if prices fall, the s elling price would drop b elow the cost of purchas e

While products where a lot of energ y is used in the manufacturing process are unlikely to drop in price regardless of demand care must be taken with products like timber, where prices can wildly fluctuate depending on various global market conditions

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k BUSINESS COSTS

Manag ing the challenge

Maximise online systems: These can bring transformational time and cost efficiencies, including the use of online ordering and product information management (PIM) ser vices, such as those NMBS offers through OnePlace Merchants are also protecting themselves with increased c y ber security, even working towards Cy ber Essentials accreditation

L ook towards future markets: Merchants seeking to save energ y costs within their own businesses by installing more insulation, energ y efficient windows and doors are also finding these are product areas where there are more opportunities to boost their own product sales over the coming months This is reinforced by changes in building regulations forcing more energ y efficient commercial and residential buildings, and by retrofit programmes designed to counter the steep rise in energ y prices

A further aim is to develop a BMF Buying Basket to harness the collective buying power of the BMF membership to achieve more competitive rates This is a longer term project, but the more companies that join the BMF Energ y Plus ser vice, the greater the negotiating power will be

n For more information on NMBS, enter the shortcode www rdr link/mal004

n information on BMF Energy

Though the current outlook is bleak, previous recessions have shown us that independent builders’ merchants who thrive are those who are proactive in the face of a crisis They work collaboratively up and down the supply chain to free up cashflow, find operational efficiencies, get their own house in order, and offer the market what it wants and needs in ever changing and difficult times.

Energy efficiency

Put simply, the sorts of products and advice that customers need is changing Well prepared merchants are gearing up for increased demand for loft insulation, heat pumps, PV, hydrogen ready boilers, more energ y efficient building materials and higher quality glazing

ohn Newcomb, BMF CEO, said: “While we are pleased that the new PM has acted swiftly to protect consumers from escalating energ y costs for the next two years, it is disappointing that support for business energ y bills is only certain to run for six months “ The extreme price volatility in the wholesale market over the summer has seen some firms experience electricity costs fluctuating by up to 300% on a day to day basis. This situation is likely to be exacerbated by Russia’s indefinite closure of the Nord Stream 1 pipeline to Germany, and energ y intensive manufacturing businesses need the certainty provided by a longer term support package ”

where the direct cost of delivery can no longer be built into their prices. While a proportion already charge for delivery, some are now adding it in the form of an environmental surcharge or linking it to providing guaranteed next day delivery Others have bitten the bullet and added a cost, stating it is directly linked to rising fuel costs

For more

In the days leading up to the Prime Minister’s announcement, the BMF announced details of a new tailored ser vice BMF Energ y Plus in partnership with Full Power Utilities Through the scheme, BMF members will have access to a pool of suppliers, including some that do not sell directly to the end user, as well as a range of different procurement strategies to help them find the best possible contract for their usage.

“One of our key asks of Government is to commit to a comprehensive, properly funded national plan of investment in training to boost the number of competent, qualified people equipped to upgrade the energ y efficiency of homes and to install low or zero carbon solutions ”

Plus, use www.rdr.link/mal005

The BMF would also like to see the Government helping families to improve the energ y and thermal performance of their homes. This would not only have a long term effect on family budgets by reducing both energ y use and heating costs, it would also create meaningful jobs across the countr y

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The BMF has welcomed the new Prime Minister’s plan to freeze average energy bills for households but believes more should be done to protect businesses from spiralling energy costs.

John continued: “ There is an urgent need to address home energ y efficiency in the UK, where a high proportion of homes are rated EPC Band C or below We need Liz Truss to understand the enormity of the capacity and capability of the workforce needed as part of a National Retrofit Strateg y to decarbonise buildings and electrify heating required to achieve Net Zero

o u k

“This cost of living crisis, driven by double-digit inflation and rising utility bills is reaching higher into the employment ladder than anything that I have seen before.”

Posters and leaflets to highlight its ser vices are available for distribution in communal areas of your branch, and you can also lend your support to its many fundraising activities

Whilst government plans are underway for a new Energy Price Guarantee, it is still a challenging financial time for many. In an extract from the Rainy Day Trust’s monthly bulletin, the industry charity’s CEO Bryan Clover reflects on the difficulties facing a growing number of individuals working within the sector, and what can be done to offer support.

Now it is ver y different

We are receiving applications f rom p eople earning in the mid hig h twenties. That is a signif icant change, but not one that should b e sur prising L et’s say you earn £25,000 a year, equating to a take home of ab out £1,709 a month The average rent for a 3 b ed prop er ty in Swindon is ab out £1,100 a month (I dare not lo ok at L ondon), utility bills another £300 a month, telephone bills, insurance, clothing and then there’s r unning a car, and fo o d to put on the table.

Business es in t he home improvement s e c tor have a st ark choice Sit b ack, do not hing and watch as your exp er ience d st af f lo ok for a j ob els e w here and it’s a c andid ates’ market at t he moment Or, you c an work w it h us, a l low ing us to help t hem and in retur n you c an ret ain your p e ople and do t he r ig ht t hing . Where we engage

Suddenly, that ‘comfortable’ £25,000 a year doesn’t look so comfortable after all The fact that our application rate has tripled since Januar y bears witness to that fact

n For more information on the Rainy Day Trust, enter the shortcode www.rdr.link/mal006

This c ur rent s et of e conomic problems is hitt ing e ver yone Not long ago t he p ap ers were t a l k ing ab out hig h inf l at ion af fe c t ing ‘mi l lions of p e ople’ Now t he y s ay ‘mi l lions of us ’ B efore it was ‘t hem’, now it is ‘ us ’ . On ly one word has change d, but w it h it, t he emphasis of t hat s entence is ent irely dif ferent

w it h a business, t he st af f fe el c are d for and k now t hat t here is a s afet y net t here

The l angu age of t hos e t hat ask us for help has b e en chang ing over t he l ast fe w mont hs Towards t he end of 2021, it was hop ef u l t hat we cou ld help, but accept ing t hat we mig ht not b e able to Now it is ver y dif ferent The tone is urgent, f r ig htene d e ven. If it were t he sp oken word, you wou ld b e able to he ar t he fe ar in t he voice

And t hat le ads me ne at ly into t he next shif t. This cost of liv ing cr isis, dr iven by double dig it inf l at ion and r ising ut i lit y bi l ls is re aching hig her into t he employ ment l adder t han anyt hing t hat I have s e en b efore

n The Rainy Day Trust offers a host of support services for your staff including financial assistance, ‘energy saving packs’, free debt advice, telephone counselling and an online welfare benefits checker (which last year identified £1.8 million in eligible benefits) It can also offer free support for your business to develop additional help for your teams.

Since I joined the Charity back in S eptember 2015, the bulk of our applicants have been earning well below the average wage, in the ‘mid teens’ as it were, part time workers or retired on small pensions There were a few people that applied who earned a bit more, but they were in the minority.

26 PBM OCTOBER 2022 w w w p

How many of your comp etitors have contac ted us already and are giving their business es the edge? Just a thoug ht O ver to you… r o f e s s i o n a l b u i l d e r s m e r c h a n t c

A s a junior pi lot in t he R AF, a long w it h a l l of my of f icer col le agues, I had to undergo an 18 mont h w r it ing cours e in prep arat ion for b eing promote d Among ot her t hings, it t aug ht me ab out t he f ive o cc asions w hen you are a l lowe d to split an inf init ive D oing it delib erately for emphasis is one, s o C apt ain Kirk c an b old ly go to his he ar t’s content The cours e was us ef u l in s ome ways, and mig ht i ly b or ing in ot hers, but it t aug ht me to re a l ly ana lys e l angu age and lo ok for hidden me aning in w hat is w r itten.

Language is ever ything

Visit www toolfair info for more details and to book your free ticket.

n For more information, enter the shortcode www.rdr.link/maf007

With a particular focus on forthcoming technologies and low carbon heating

Westpoint Arena, Exeter 20th & 21st October Sandown Park, Surrey — 3rd & 4th November

hether you need some advice on the direction the sector is heading, want to chat with manufacturers about their latest solutions or even take advantage of some great show deals on tools and equipment from leading brands, these regional tradeshows have it all Together, Toolfair, Professional Builder Live and ELEX combine to offer a unique day out close to your doorstep Running across two days, each show features hands on product demos, a huge array of tools and equipment in addition to meet and quiz manufacturers on their latest product innovations.

In the forthcoming event at Westpoint, Exeter on 20th 21st October, the new Heating & Plumbing Training Zone gives lightside specialists an additional reason to attend The Zone has been designed to provide the information and advice the industr y will need to keep up to date with the latest regulator y changes and developments in the sector

*Content is subject to alteration

All the sessions are CPD accredited and presented by industr y experts, exploring the key issues facing all levels of the sector i

Find out more ab out the future of the industr y and how it can make the change to Net Z ero throug h diversif ication, upskilling and technolog y such as Heat Pumps and Hydrogen Presented by Worcester Bosch

solutions like heat pumps and hydrogen, the free seminars are packed full of practical information and guidance

Plus, with regulations and best practice changing all the time, visitors will also find seminars and training sessions on a variety of pressing topics enabling merchants to ensure they are always offering their customers the most up to date advice

Changes to Part L, what you need to know How to comply with the increased energ y performance standards as set in the new Building Regulations Presented by GTEC

Net Zero Home Heating

Be ahead of the competition and help your customers to start installing now. Presented by GTEC

Heat pumps, the future of heating post 2025?

Smart heating, how to reduce consumers’ heating costs

28 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u

l d e r s m e r c h a n t c o u k REGIONAL EXHIBITIONS

Across two days and at a venue near you, Toolfair, Professional Builder Live and ELEX incorporating a new Heating & Plumbing Training Zone are all showcasing the latest innovations and industry insight for merchants and their trade professional customers.

Talk of the t rade

With more events to follow in 2023 (starting with Bolton, London and Harrogate in the spring), shows will be taking place at the following dates and locations up to the end of the year:

Sessions taking place at Westpoint, Exeter on 20th 21st October :

See the opportunities in the heating solutions for future homes Presented by GTEC

increased contractor and specifier demand ”

eflecting the need to accommodate a range of flooring finishes, including popular porcelain paving which has seen a recent surge in demand, Wrekin Products has launched a new range of triple seal aluminium recess access covers and frames Available for the trade through merchants nationwide, the range of 27mm standard depth aluminium covers and frames have been “designed with performance and aesthetics in mind”

Paul Shaw, Director of Fabricated Steel at Wrekin, explained: “As with all Wrekin products, merchants can be assured that the aluminium recess covers meet the high standards expected by both specifiers and contractors.

However, a brand-new innovation from Wrekin combines the surface box and sleeve into one unit These two parts of the system have been identified as the most prone to breaking so the combined alternative ser ves to remove the need for replacements, saving time in parts sourcing and minimising embodied carbon.

Cover stor y

According to the company, this means that merchant teams do not have to compromise on the demands of either, due to the “strong, corrosion resistant aluminium finish which blends in seamlessly with the surrounding flooring” whilst also protecting against odour and egress is is in addition to preventing dirt and contaminants penetrating which the supplier says is all thanks to the clever integrated neoprene triple seal solution

Wrekin says it has launched a new range of triple seal aluminium recess covers “to meet merchant demand”. PBM takes a closer look.

n Wrekin has also recently launched a brand-new range of Grade B surface boxes. A significant number of surface boxes are made of plastic and are part of a four piece chamber system involving a tap chamber base, guard tube, sleeve and surface box

Paul Shaw

He continued: “Not forgetting how high performance this range is, the three integrated triple seal solution ensures resistance to gas, water, and grit ingress Altogether, this is a fantastic addition to our range and one we know will help merchant teams to meet

Coming ready packed with threaded keys for easy liing through screw holes, merchants can sell as a complete solution for contractors who can rely on the range for both internal and outdoor specifications, suitable across a variety of sectors, including residential, education, health, leisure, and retail

n For more information on Wrekin’s product range and support ser vices for merchants, enter the shortcode www.rdr.link/mal008

“We are proud to support trade counter teams with both at point of sale and aer sales care for added peace of mind We also oﬀer training courses to equip merchants with the latest product and installation knowledge needed to support their customers ”

Commercial Director Simon Turner added: “We have been able to invest in this product due to strengthening our manufacturing supply chains to meet market demand So far, take up of the aluminium recess covers has been fantastic and we look for ward to maintaining our strong distribution network so that merchants can always count on Wrekin

PBM OCTOBER 2022 31www professionalbuildersmerchant co uk DRAINAGE & WATER MANAGEMENT

“ e added benefit of aluminium is that it is a cost effective alternative to stainless steel, which can be four to five times more expensive. It is also highly compatible with different types of floorings, including popular porcelain paving, so we are really pleased to be able to offer competitive alternatives for merchants and their customers that can tick so many boxes ”

we have l aunche d our innovat ive s a les supp or t to ol, Pinnacle AV”

Steve continued: “We have trialled this solution since March 2022 on a limited scale and the response from merchants has been tremendous Pinnacle AV enables your sales team to present a detailed technical quotation with confidence to their customers for example, in a short

The quotation module consists of a personalised quote for merchants’ customers’ contract requirements, video, design drawings and all relevant process calculations that can then be given to the customer and regulator y bodies if required to secure the project

Marsh Industries, the well known name in off mains drainage solutions, has launched a number of new support initiatives for merchants designed to help them save time and sell more. PBM takes a look at the details.

The videos brief ly describe the advantages of Marsh products and the firm states they can be used as in house product training and trade counter display for customers Released in tandem with Pinnacle AV, Steve emphasised that the main goals of the two new ser vices are simply to help merchants save time and, more importantly, to help them increase their sales

Said to be the first of its kind in the industr y, Pinnacle AV uses artificial intelligence and multimedia to prepare a bespoke quotation module for Marsh sewage treatment plants, pump chambers and oil separators

The Pinnacle AV quotation module can also be customised using merchant logos, branding elements and contact details

34 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k DRAINAGE & WATER MANAGEMENT

The first video, covering the Marsh domestic wastewater treatment range, is already available via www.marshindustries.co.uk/tradetalk whilst the rest of the series will cover the following product ranges:

Time is of the essence

While the merchant supply chain continues to recover from both the pandemic and the effects of Brexit, it is also battling with staffing issues, material shortages and both rising inflation and transportation costs As a result, one of the single biggest issues that branch managers, regional directors and sales teams are facing is time management

“We have seen these time management pressures escalate for merchants over recent months, and we believe it is not currently reasonable to expect them to take time out of their day to see our sales teams on just routine calls.”

three minute video, Pinnacle AV can answer all the sales and technical queries your customer or contractor may have

The business has also launched a new series of product knowledge videos for distributors and merchants. Aptly named ‘ Trade Talk’, the series is intended to provide viewers with a better understanding of the wide spectrum of Marsh products in condensed, three minute video segments

Described as “ an innovative, AI driven sales tool”, Pinnacle AV from Marsh Industries is designed to reduce estimating time and therefore ease the pressure on its merchants’ sales forces.

“We believe that by working collaboratively with Marsh and using Pinnacle AV, we can help reduce the time pressure and bring a serious competitive advantage to your sales forces If you would like a personal presentation, please contact us and I will personally arrange for it to be undertaken.”

Ste ve B oyer MD expl aine d: “We have s e en t hes e t ime management pressures es c a l ate for merchants over re cent mont hs, and we b elie ve it is not c ur rent ly re as onable to exp e c t merchants to t a ke t ime out of t heir d ay to s e e our s a les te ams on just rout ine c a l ls We c an help by using Z o om or telephone app oint ments, but t his w i l l not ne cess ar i ly help promote c ur rent and f uture s a les enquir ies To help improve t he situ at ion

Connecting building industr y partners through its advanced interface and functionality, OnePlace enables suppliers such as Marsh to “easily and securely share accurate and timely product and pricing data” with their merchant customers from a single, centralised platform in one standardised electronic format

l Commercial wastewater treatment: Ultra:Polylok and Marsh:Standard

Lastly, Marsh Industries has also announced that it is an official NMBS OnePlace platform supplier, enabling its merchant customers to access all the information regarding the company and its products via the buying society’s Product Information Management platform

n For more information on Marsh Industries’ range of products and support ser vices for merchants, enter the shortcode www.rdr.link/mal009

l Domestic and commercial pump stations

l Oil separators: Hydroil, Marator and grease/silt traps

merchant customers “get instant access to accurate and timely product information, knowing that the product data is maintained in a secure, structured platform to industr y data standards ”

The data is checked for quality and completion and validated against multiple data export criteria to ensure its high quality and consistency, giving merchants the confidence that the data can be used across their own ecommerce and back office platforms with “accurate product descriptions, specification sheets, COSHH sheets, attributes, images, videos, and more ” as well as their own specific up to date pricing data

OnePlace enables Marsh to “easily notify merchants regularly of price changes, new products and product improvements through the platform’s simple interface and advanced search features” whilst ensuring its

It is also capable of detecting when even ver y small amounts of water continue to leak over time, allowing micro leaks to be stopped before they can cause costly damage to the building This translates to huge water and energ y savings, making the plumbing system significantly more sustainable, while also earning projects extra BREEAM points, making them an attractive and eco friendly investment

Preventing leaks from appearing long before they can cause any real damage is easy with RWC’s Reliance Valves MultiSafe Leak Detector Control Valve This smart plumbing technolog y sends an alert when unusual water fluctuation is detected, and automatically shuts off the water supply.

Long-term gains

With a requirement to deliver safe, energy efficient and long-term environmentally friendly buildings that can withstand the tests of time, Martin Nicholson, Divisional Director of Specification at RWC, outlines how green plumbing technologies can lay the foundations to create the sustainable new builds of the future.

If we want to build truly greener homes and commercial dwellings, we need to consider first and foremost what goes on behind closed walls Relying on plumbing technologies that are fast to install, minimise the risk of costly leaks, and are easy to maintain in the long run is essential to keeping costs down and ensuring that the occupants of the building face minimal disruption should maintenance be required

Here, we need to consider what goes on behind the walls. The number one enemy of green plumbing, leaks are not only incredibly hard to detect, they can cause vast structural damage and lead to huge water wastage and in turn to rising energ y costs Not to mention the disruption and financial burden repairs can cause if walls need to be opened up to fix a leaky pipe or fitting

What makes the smart technolog y of the MultiSafe Leak Detector a truly green plumbing technolog y is that it also monitors

PBM OCTOBER 2022 37w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k DRAINAGE & WATER MANAGEMENT

There are the obvious options of planning low flow toilets, installing solar panels or usage meters, but one would argue that we need to start by making the plumbing that feeds into these systems as efficient as possible If our plumbing technologies are efficient, by minimising the waste of water and heat in our systems, we are able to reduce the quantity of natural resources required to supply water to a building or heat it at the source

However, with energ y costs rising at a worr ying pace, and legislation, such as Part L of the Building Regulations, aiming to reduce the UK’s carbon footprint, we need to ensure that our plumbing technologies are becoming more and more green

When it comes to plumbing, the three most common factors that cause wastage are leaks, temperature control, and inadequate installation If we can plan plumbing technologies that control potential damage before it even occurs, we

A staggering £930 million is paid out by insurances for water damage in the UK ever y year, and with an estimated 43% of building owners experiencing leaks, damage control is vital Simply put, leaks are ever y building owner ’ s nightmare.

are one step closer to truly greener builds

as the y are easy to install due to the lack of to ols required to b e ass embled B oth push f it ranges fur ther address our goal to create green ne w builds, as the y are completely corrosion pro of the y therefore last much longer than other systems and require less maintenance, making b oth the installation and maintenance faster and greener for the long term

A lot of planning goes into the design and construction of new builds, but to ensure that they are as green as possible, we must also consider the materials used even down to the smallest fitting in a large plumbing system and ways to make the installation as fast and efficient as possible

water usage and patterns and so identifies probable areas for water conser vation As it can be connected to multiple connections on the same Wi Fi network, it can centrally control several devices in large buildings or apartments, making it the ideal plumbing technolog y to be installed in new builds

Push f it systems such as the lig htweig ht range of JG Sp eedf it and the brass push f it connec tors of SharkBite are ideal s olutions

To achieve this, we need to look at the valves that maintain the flow rates within the

plumbing system. Intelligent valves, such as Reliance Valves Floreg Isolating Valves, ensure flow can be maintained at the desired level. The Floreg Isolating Valve can either be shut off completely, the water flow can be restricted with the external lever, or the water flow can be controlled via a flow limiting cartridge installed to a predetermined level from 4LPM to 15LPM

While plumbing technologies cannot save the planet on their own, they play a vital part in ensuring that our new builds are as energy efficient and environmentally friendly as possible. Green plumbing technologies will not only make our buildings more sustainable in the long run, but they will also help us conserve resources and reduce wastage, being kinder to our environment overall

n For more information on the RWC family of brands, enter the shortcode www.rdr.link/mal010

This is particularly useful for toilets, which often have a six or nine litre flush option. If used efficiently, this could translate into serious water conservation several times a day

Conser vation is the key Buildings require a lot of water and energ y for both washing and heating, but unfortunately we do not always use water and heat in the most efficient way Whether it is taps being left open for too long, boilers needing to work harder than necessar y or windows being left open while the heating is on, a lot of water and energ y is wasted daily across the UK In order to optimise water conser vation in new builds, we need to ensure that plumbing technologies that are installed are as efficient as possible.

DRAINAGE & WATER MANAGEMENT

R E G I S T E R F O R F R E E AT W W W. T O O L FA I R . I N F O T H E R E G I O N A L S H O W S F O R B U I L D I N G P R O F E S S I O N A L S SEE ALL THE VERY LATEST TRADE PRODUCTS ● TALK DIRECTLY TO MANUFACTURERS ABOUT MERCHANT SUPPORT ● FREE CPD SEMINARS ● FREE ENTRY ● FREE PARKING FO RT H C O M I N G S H O W S : H&P HEATING AND PLUMBING T R A I N I N G Z O N ETOOLFAIR 2022 P R O F E S S I O N A L B U I L D E R Professional LIVE! BOLTON ARENA BOLTO N BOLTON ARENA BO LTON WESTPOINT EXETER WESTPOINT EXETER SANDOWN PARK SURREY SANDOWN PARK SURREY 9TH & 10TH MARCH 22023 0TH & 21ST OCTOBER 2022 3RD & 4TH NOVEMBER 2022

Stockists can also review and request hard copies of brochures whilst the Merchant Zone also showcases examples of the merchandisers and display units available

n For details on the full Kayflow range, enter the shortcode www.rdr.link/mal013

DRAINAGE & WATER MANAGEMENT w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k PBM OCTOBER 2022 41

MATERIALS

Other attributes such a simpler manifold design and a new manifold extension kit have been designed to increase the overall reliability of the plant whilst also making it easier to install, commission, service and maintain.

Premier Tech Water and Environment has enhanced its range of Rewatec Submerged Aerated Filter (SAF) sewage treatment plants to “combine energy efficiency with an exceptionally high wastewater treatment performance”

Part of the supplier’s continuing support for stockists, the package includes banners, display boards and door stickers And with the firm stating its Cascade cast iron effect rainwater system gives merchants more opportunity to increase margins, a new sample display board is available too

Technical Director Alan Tunnicliffe said: “The Romi 800T is one of ten new machines we plan to purchase in 2022, following on from our investment in three machines last year Overall, 70% of our machinery has been modernised over the past two years, which has enabled us to maintain our high quality standards and increase productivity, whilst reducing our energy consumption and carbon footprint ”

PREMIER TECH REWATEC SAF SEWAGE TREATMENT PLANTS

Investment in a new injection moulding machine is reportedly just one element of Kayflow’s ongoing investment programme as the company “continues to demonstrate its commitment to both product development and sustainability” The new Romi 800T Injection Moulding Machine with Axis Robot will be used for the ongoing production of the firm’s underground soil and waste range of mouldings with the machine’s “extensive collection of innovative features” boosting production as well as helping to reduce the company’s energy consumption

BRETT MARTIN POINT OF SALE

As part of the redesign, the unit now features an internal baffle in the primary chamber to assist with the removal of solids and organics, and to prevent potential blockages downstream A new pipe arrangement to optimise the level of oxygen induced into the biozone chamber is also said to improve the operational efficiency of wastewater treatment

KAYFLOW

INVESTMENT IN MACHINERY AND STOCK

n Use www.rdr.link/mal011 for more information.

n Enter the shortcode www.rdr.link/mal012 to visit the ACO Merchant Zone.

Information on the ACO Academy training offer, for example, describes the combination of online and face to face (in branch or at the state of the art training facility at ACO UK headquarters) learning available, whilst the website also features a number of short, online videos to enable merchants to quickly get up to speed with the firm’s extensive product portfolio

The business, part of UK based manufacturer Swish Building Products, also recognises the importance of product availability given the current constraints facing many quarters of the market Specifically referring to the firm’s rainwater systems, Swish Sales Director David Whittaker said: “Being able to provide our customers with a wide range of high quality products is extremely important, however we know that this is not enough

ACO ONLINE MERCHANT ZONE

The company’s extensive rainwater collection ranges from half round and square to Ogee, deep and super deep These products are available in a variety of colours, including white, black, brown, caramel, anthracite grey and lighter grey, whilst the round, deep and Ogee ranges also come in a cast iron effect

A new suite of point of sale (POS) materials from Brett Martin has been designed to help merchants promote the company’s quality drainage products whilst helping them to drive sales and profitability across its full range of Underground, Rainwater and Soil & Waste drainage systems

n More details await via www.rdr.link/mal014

“Just as vital is our ability to hold a large amount of stock and we pride ourselves on our ability to fulfil our customer’s needs, quickly and effectively As our stock levels are constantly high, we can offer quick turnaround times and guarantee product availability ”

The ACO website features a dedicated ‘Merchant Zone’ which details the comprehensive support package made available to stockists including product training, merchandising solutions, ecommerce support and regular business planning and review meetings

For the long term

The terms are often bandied around frequently, but with so many brands offering different guarantees and warranties it can be difficult to navigate the products with the most longevity Hansgrohe, for instance, manufactures its own mixer cartridges and the whole product comes with a five year manufacturing guarantee for that added peace of mind.

Reviewing the guarantee

And it needs to continue to look good too It stands to reason that aesthetic longevity is just as important when it comes to securing ongoing product confidence and

standards Ever ything is tested with water or air to get as close to the bathroom experience as possible. We also ‘ over test’ to ensure robustness of all our showers and taps in the UK, three bar working pressure tends to be the average water pressure but our products are all tested to sixteen bar as standard

I am sure consumers looking to replace a bathroom only a few years after it has been installed have always been few and far between, however, recommending products that truly embody a ‘fit and forget’ ethos now feels more important than ever Indeed, there is a significant step change in our buying habits happening as more of us move away from responding to trends and replacing items regularly to carefully selecting products that will last for years to come

This provides a great platform to advocate products known for high quality materials, innovative design, and robust testing processes.

While some installers may have the ability to integrate intelligent scheduling software and CRM systems into their operation, time saving opportunities can just as easily be found by selecting high quality products that are made to last, supported by robust warranties and long term availability of spare parts

For example, Hansgrohe showers and taps only use high quality materials that are approved for use with drinking water, with ever y single part complying to the relevant

Speed of installation is one point, however being able to offer your customers showers, taps and accessories you know will provide the expected performance without the worr y of them failing in a short space of time has additional benefits For your customers, not having to fit an emergency

pgrades to the bathroom remain a key area for consumer renovation projects, bringing the obvious businesses opportunities with it But as installers consider how they will juggle these extra jobs, consideration also needs to be given to where efficiencies can be made

call back into the day or knowing that products can be delivered next day can go a long way to alleviating further pressure

Tested for assurance

42 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k KITCHENS & BATHROOMS With heavy installer workloads showing little sign of abating, merchants able to recommend products known for robust testing and longevity — as well as ease of fit — can offer their customers valuable time efficiencies that go beyond the installation stage. Keith Dyson, National Technical Sales Manager at Hansgrohe UK, reveals more.

n For more

l Third party accreditation: Look for an independent quality mark Marley’s JB Red battens have a BBA stamp to demonstrate this.

When a customer has decided on what fittings to have, the next inevitable question installers will get asked is ‘when can I get it?’

Of course, being able to fit a product quickly and easily must not be forgotten. For over 120 years, Hansgrohe has been developing for ward thinking and clever bathroom solutions That is why we developed the iBox universal to make concealed valve installations as straight for ward as possible.

ROOFING REWARDS

Increased wait times have been a resulting issue across many industr y sectors following the pandemic, so knowing you can call in product for next day deliver y can go a long way

on Hansgrohe’s range of

Are all coloured roofing battens fully compliant with BS 5534? There is a misconception that colour is proof of compliance and effective preser vative treatment, but unfortunately this isn’t the case The colour of Marley’s JB Red battens helps indicate they are compliant, however they also have all the correct stamps, third party accreditation and supporting documentation to back this up.

and ser vices, enter the shortcode www rdr link/mal015

To ensure that merchants can turn orders around at speed and get products where they need to be, we ’ ve made 115 of our most popular products available on a ‘Next Day Deliver y ’ option, so customers know exactly when they can fit a shower or tap installation into their job schedule

l Check for damage or defects: When picked up from one end, the batten should be straight and not snap (within the agreed BS 5534 limit of 5mm distortion). Some defects are allowed for a full list, email info@marley co uk for a free battens pocket checklist or contact the manufacturer

Can roofers stand on a roofing batten during installation?

l Timber : The species of tree should be stamped on the batten Marley only uses slow grown imported redwood or whitewood for its JB Red battens Also look out for an FSC or PEFC stamp to ensure sustainable sourcing

In fact, the circular design makes the iBox virtually impossible to fit incorrectly and provides a future proof installation for many years that can be updated to the latest designs and colours without breaking into the tiled finished wall. The universal footprint of the iBox makes it compatible with most Hansgrohe valves and the shower valve can simply be removed from the centre of the iBox and updated or maintained as required. information products

roof, acting as a structural and load bearing element as well being used as a secure foothold during installation. As such, it makes sense to offer the best battens — meaning BS 5534 graded — to your customers.

l Grading stamp: Make sure there is an indelible BS 5534 stamp as only battens that have been pre or factor y graded to BS5534 can be called roofing battens

When the battens are delivered to site, four simple visual checks should be carried out:

How can I check that a roofing batten is safe to use?

It is ver y important to note that only BS 5534 graded battens should be used as a secure foothold during roof installation unless you buy from a trusted manufacturer, you can’t assume that the roofing battens are fully compliant and safe to stand on

Quick deliver y

Meeting the standard

Speed of installation

Designed with installers in mind, the iBox was launched over 20 years ago and is a single point of installation for most shower valves, from fully thermostatic to manual versions The iBox is also installed for use with a selection of wall mounted multifunctional showerheads, three way diverters and even a selection of wall mounted electronic basin mixers

n For further details on Marley’s JB Red battens, including full technical data and a batten grading guide, use the shortcode www rdr link/mal016 or call 01283722222

By investing in a refined finishing process that is resistant to external factors, we can offer a colour intensity that is durable As a result, our Premium PVD coatings last for up to 50 years and 25 years for our special lacquer finishes

ere we look at some of the most common questions asked about batten safety, helping merchants to confidently advise their customers on what to look out for

PBM OCTOBER 2022 43

satisfaction If a consumer has gone for Chrome or a finish, such as Polished Gold Optic, they want it to stay this way and not look worn after a few years of use.

Colours & Finishes

Setting the trend

In fact, foil finishes are also demonstrating huge value in today’s kitchen, offering anti bacterial qualities that are fully equipped to withstand modern day life

e are noting that the latest developments in kitchens are placing an emphasis on high quality convenience and modern originality, and this has revealed a new desire for expedient furniture design that is transformative Well considered space planning is therefore centre stage right now, with custom furniture and bespoke design ser vices taking the rather dated idea of four wall kitchen design to new levels of open plan living, which is discreet and perfectly styled to suit the individual and elevate both home and lifestyle

Styles

Nuala Brady, Group Marketing Manager at BA one of the UK’s leading manufacturers of factory-built, bespoke and made to measure kitchens discusses the latest interior trends helping to shape the UK kitchen market.

L ayout

Open plan living continues to champion the broken plan layout, presenting a more flexible ground floor way of living as more and more homeowners want a kitchen that doubles as a social hub whilst retaining a dedicated space for cooking and dining. As a result, a need for practical island solutions like flush mounted hobs and inset sinks continue to provide clutter free surfaces, as well as key design features like split level breakfast bars and essential low level storage being used to separate the living area from the main kitchen.

and blue, partnered with accents of white and grey and the latest contemporar y foils

The latest handleless designs are also proving successful, especially in multi generational households where ergonomic layouts and streamlined furniture solutions are called on to create high functioning kitchen living spaces that are distinctly discreet.

PBM OCTOBER 2022 45w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k KITCHENS & BATHROOMS

Colourful cabinetr y and classic contemporar y design continues to win out as ‘vintage’ becomes a designer term in the modern kitchen and authenticity never outdates. Marr ying two styles together to create a modern take on a timeless interior style and/or architecture, this shift towards eclectic kitchen interiors has stemmed from the market’s love of industrial style where mixed materials, opposing interior design styles and strong, defining hardware remain a firm favourite.

Furniture is now riding the line between traditional and contemporary design, and the iconic Shaker style period has proved its worth, inspiring new options where the door is being used to add character and define the overall look and feel of the space This has led to new in frame style doors growing in popularity, with varying degrees of ornamentation added to the rail profiles to create classic square panel doors, designs with mock and narrow frames, through to V groove detailing to replicate a five piece door

Heritage colours that are natural, earthy and sophisticated continue to grow in popularity, as more UK homeowners look to unify both home and garden space Trending colours continue to embrace var ying shades of green

n For more information on BA’s range of kitchens and support services for merchants, enter the shortcode www.rdr.link/mal017

BA has also released two new kitchen brochures, tailored to serve both the retail and trade sectors depending on the customer’s requirements Said to be “practical and stylish”, the BA Kitchen Brochure is designed to support retailers whilst the Blossom Avenue brochure is geared towards homeowners

The line up is also said to make it easy “to plan, design, order and install”, and the brand has recently opened a new Training Academy to familiarise installers and retailers with its bespoke trade offer Group Marketing Manager Nuala Brady said: “Embodying the core message of ‘Kitchens Made Easy’, the new Kitchen Kit Training Academy is open to our trade customers who want to become experienced in all aspects of the product, sales, delivery and application ”

n Launched to the market early last year, BA’s Kitchen Kit brand was described as “a new trade proposition for builders’ merchants and kitchen installers” Effectively an ecommerce proposition which can be offered by merchants, the Kitchen Kit range is focused on leading quality design and offers a choice of the contemporary Slab portfolio, the handleless J Pull or classical Shaker style doors in 10 of the latest on trend colours in both UltraMatt & SuperGloss finishes Worktops and complementary accessories also form part of the package

KITCHENS & BATHROOMS

Finishing touches

We believe this increased demand for practical storage in the home is a direct result of open plan living now being central to all aspects of kitchen design, with many customers erring towards seamless layouts that help to avoid negative space and maximise on the kitchen’s working layout

Widely considered as the jewels of the kitchen, beautiful hardware like sinks, taps and designer handles are helping to define certain styles and create that all important signature style. Accessories are now elevating the latest handled kitchen designs, with standout metallic finishes like antique brass, nickel, matt black and wood being designed in to evoke a heightened sense of luxur y and personalised feel

QTell us more about some of the designs available and what can be achieved on a project?

reassuring 10 year guarantee

The tiles are laser cut from beautiful Indian sedimentar y rock, backed with a decoupling waterproof membrane, ensuring the individual tiles are precisely spaced at 3mm for consistent neat grouting The Slicedstone range is supplied in easy to handle rolls, which are 80% faster to install, require 60% less grout and come with a

QWhere does the Slicedstone range fit into the current Marmox portfolio and what is its appeal?

48 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k KITCHENS & BATHROOMS

The sizes can also be mixed or matched, the colour ways the same, and the mosaics

With a choice of ten finishes, the 4mm thick tiles’ faces have been treated with a clear Polycarbonate solution to create a stable surface that is waterproof, stain resistant, UV stable and allows for the easy removal of adhesive and grout residue after application

QThe material certainly looks like a twenty first centur y nod to the mosaics of the ancient Romans, but we understand there are some ver y modern manufacturing processes at play and advances in ease of use?

Thanks to products like our waterproof Multiboards and the highly adaptable Showerlay membrane, Marmox has long been synonymous with quality bathroom and wetroom solutions The Slicedstone range offers reliability coupled with visual appeal across a range of residential and commercial settings, including bathrooms and wetrooms, sports and leisure complexes, spas & wellness centres and recently, even a dog grooming parlour in Kent!

On a roll

PBM puts the questions to the manufacturer.

Installers can select from 25 x 25mm or 50 x 50mm, while the lightweight rolls measure 500 x 1,000mm or the installer can opt for 300mm square sheets, all of which adds up to considerable freedom of design expression

The palette of stone colours consists of Bronze, Copper, Mars Stone and Sea Stone, Graphite, Autumn Leaf and Beige, as

well as Slate, Lava Stone and Slate Lava Stone

“The Slicedstone range is supplied in easy to handle rolls, which are 80% faster to install, require 60% less grout and come with a reassuring 10-year guarantee.”

Marmox is promising “infinite design opportunities” for its Slicedstone Mosaics.

Marmox has been selling construction materials for wall and floors for the last 25 years With annual sales increasing exponentially around the world, the brand is a global leader in the creation of new and innovative construction products

n For further information on Marmox Slicedstone Mosaics, use the shortcode www rdr link/mal018

Beyond the Slicedstone Mosaic portfolio discussed in the main article, the company specialises in Extruded Polystyrene (XPS) core products with XPS described as an “amazingly versatile product to work with as it is a strong, lightweight material that offers fantastic insulating and waterproofing qualities”.

Through product ranges such as its popular, versatile and waterproof Multiboards and the “highly adaptable” Showerlay membrane, the company has seen significant growth in its merchant sales over the last few years. In part, this has been due to a commitment to increase product availability, as Jonathan Parsons, UK Business & Product Development Manager at Marmox UK, told PBM in May: “As result of Brexit, we had decided to double our stock holding in the event of transport disruptions during this period of uncertainty and as a result we kept our warehouse fully stocked throughout, which had a knock on benefit when Covid struck us ”

can be applied to walls, ceilings, floors, and shelving Additionally, the tiling can be applied over all flooring substrates, including across underfloor heating

For the specifier or specialist sub contractor seeking guidance around installation and site preparation, Marmox can provide a full technical backup ser vice, which can stretch from simple design ideas and tips on preparing the substrate, to extensive on site support and guidance for both the residential and commercial sectors

QAnd what additional support is available from the manufacturer for a merchant’s trade customers?

In addition, the riven finish of the stone means that it can be used for non slip steps, on shower floors, and flooring more generally.

INSINKERATOR

BATHROOMS TO LOVE MATT INDIGO BLUE FURNITURE

The collection offers a mid end, affordable range of products that cater for the growing trend of traditional bathrooms The matt effect capsule collection of four classic basin units are available in 600, 750 and 1000mm sizes and comes in four shades Nimbus White, Forest Green, Earl’s Grey and Dark Lead The sanitaryware is available in a choice of two basin sizes along with matching pedestals and stands, as well as a selection of high and low or close coupled WCs with soft close lids.

tiles, Perform

hygiene and maintenance benefits as well as versatility and

IDEAL BATHROOMS BAYSWATER VICTRION COLLECTION

NU-STYLE

Offering a stylish and cost effective alternative to Panel is said to provide a number of ease of installation The move forms part of Nu five year strategy, which has included a £1 million investment to increase capacity quality

The company says that food waste disposers divert around 20% of household waste away from landfill and have been shown to have a smaller carbon footprint than kerbside collection In 2007, the business launched a brand new product the Steaming Hot Water Tap which delivers filtered, steaming hot water on demand and the range also boasts approval from WRAS (Water Regulations Advisory Scheme)

Style’s

NEW DISTRIBUTION CENTRE

n Further information awaits via www.rdr.link/mal021 n Enter www.rdr.link/mal023 to learn more about the new collection. n Find out more via www.rdr.link/mal019 n Enter the shortcode www.rdr.link/mal020 for more details. n For more news on Nu-Style, use www.rdr.link/mal022

NMBS PARTNERSHIP

Ideal Bathrooms has extended its range of Bayswater Bathrooms products with the new Victrion collection, comprising a wide variety of furniture and sanitaryware pieces to compliment a classic bathroom setting.

Laminate panel manufacturer Nu Style Products, part of the Donaldson Group, has opened its second distribution centre in England Located in Barnsley, the 4,500ft2 facility is the second location to open in the last 12 months and the site will trade under the Perform Panel name

and

An InSinkErator food waste disposer is described as being a sustainable and hygienic food waste solution for the kitchen as, when one is installed, inedible food scraps can be disposed of within seconds NMBS members will now also be able to benefit from InSinkErator’s collection of specialist kitchen taps which are designed to reduce water waste and save energy

KITCHENS & BATHROOMS w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k50 PBM OCTOBER 2022

DURAVIT

SUSTANO SHOWER TRAY

Additionally, the range is said to have an “attractive entry level” and is available in six colours to enable a “unique and creative bathroom design offering which are especially suited to renovation projects”.

both

In addition, NMBS members can access InSinkErator products using the OnePlace online B2B ordering and Product Information Management platform

Sustano is Duravit’s first recyclable DuraSolid Nature shower tray Featuring a flat, rimless design for installation flush with the floor in conjunction with an integrated, flush outlet cover, the trays also come in a wide range of dimensions

One of the brand’s best selling furniture collections, Bathrooms to Love has added a new Matt Indigo blue colourway to its Valesso Fitted Furniture range Joining a range which already included three high gloss finishes (Onyx Grey Gloss, Pearl Grey Gloss and White Gloss), the new colour “satisfies the growing popularity of many shades of blue in contemporary bathroom design”

Available in a range of standard and space saving slim units (222mm reduced depth), and offering plenty of flexible storage solutions, the range includes Basin, Drawer, Tall, Wall, Base WC, Toilet Roll and Mirrored units

And just how successful the company has been in expanding its market share and reputation soon became apparent when, with restrictions finally receding, we were invited to visit its impressive new

entrepreneurial career of Richard Gaunt, whose association with the window industr y goes back more than forty years As he enthusiastically explained to us at the time: “Great design features and precision engineering enable the Korniche to be fitted in minutes and glazed in seconds with no silicone sealant required in the body of the lantern

DOORS, WINDOWS & SECURITY

Opening up new markets

outside In addition to that, the aesthetics are pleasing to the eye and we can offer a wide range of sizes to suit all budgets, so all in all the Korniche lantern has really disrupted the market and set new standards ”

The ‘Korniche’ represented a real breakthrough moment in the

52 PBM OCTOBER 2022

What no one knew then of course was that disruption on a scale not experienced in living memor y was just around the corner Yet paradoxically, the impact of Covid 19 on businesses like Made for Trade which caters exclusively for the home improvement market and where there was unprecedented demand for more living space, has been over whelmingly positive

“ This is possible because the manufacturing tolerances are so tight that it fits together snuggly, so water can’t get in, and by any slim chance it does the internal drainage comes into play and guides it to the

Under its Korniche brand, Made for Trade has already enjoyed considerable success with its award-winning roof lanterns and has latterly set its sights on the bi-fold door sector. Terry Smith, editor of PBM’s sister publication Professional Builder, reports back from its expanded production facilities in the north east of England.

rofessional Builder’s ver y first and legendar y product tester, the late Charles Godfrey certainly knew a good thing when he saw it, but even he would have been amazed at the incredible rise to fame of Stockton on Tees based Made for Trade Our annual award for innovation, which bears Charles’s name was presented to the company in 2018 for a new type of aluminium roof lantern which was already creating some seismic shock waves throughout the industr y

One of three fabrication sites located in the north east of England, occupying more than 250,000 square feet and employing in excess of 250 operatives, the Wynyard site is home to the company ’ s latest innovation the Korniche bi folding door Created as a “completely new system from the ground up ” , the engineering team, of which Richard’s sons Bradley and Ashley now play a pivotal role, builds on the company ’ s long standing reputation for precision, simplicity, and “refined aesthetics” for the consumer

PBM OCTOBER 2022 53

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

Meanwhile, at the recently opened Hartlepool factor y, the company is also

offering a sliding patio door under the Visoglide Plus brand, either for commercial entrances or as a dynamic residential patio door All main sections feature an extended polyamide thermal break that allows the sliding door to achieve first clast thermal properties when installed with an appropriate sealed unit

headquarters a few miles north of Middlesbrough

Ian Bousfield, MFT Marketing Manager, explained: “ The growth experienced by the company during the past six years has been exceptional by any standards, but the groundwork was clearly put in place during the many years leading up to that point All that business acumen and experience, together with a wholehearted commitment to investment in the right machiner y and people saw the launch of the Korniche roof lantern in 2016, and its unprecedented success has given the company the confidence and belief to disrupt the established markets with new and innovative products like our new bi fold doors

He continued: “ There is no doubt that one of the consequences of the pandemic has been the greater demand for more space within a property for day to day living and, of course, working from home Projects appear plentiful right now for those builders who specialise in extensions and conversions, and as a business we are totally committed to providing them and their customers with the sort of products which can further enhance those projects It’s been an incredibly challenging but ultimately highly rewarding period in the company ’ s long histor y, and you can sure we won’t be resting on our laurels any time soon. Watch this space!”

All important security is provided by a clever new shoot bolt handle with an anti back drive element Build options allow sashes up to 1 25m, systems up to 6.5m width and 2.5m height between one and seven sashes, with a range of weatherproof finishes

n For further information on the Korniche bi folding doors and roof lanterns from Made for Trade, use the shortcode www.rdr.link/mal024

This sits alongside benefits for the installer which, thanks to high manufacturing tolerances, eliminates the need for a wedge gasket, reducing the beading time for the fitter to a matter of seconds per sash. At the same time, a special deglazing tool is supplied with each kit that engages down the glass line to remove beads quickly, enabling glass to be removed without risk of damage to the powder coating finish

Despite historically operating largely through a distinct and separate supply chain, the builders’ merchant sector has increasingly seen the potential in recent years of selling doors, windows and related products to its existing trade customers Many merchants and suppliers have worked to navigate the incumbent difficulties of stocking and supplying such typically large, often fragile and precisely-specified products through the use of effective marketing support and IT-based solutions to open up a viable and valuable sales route.

Made for Trade, for example, offers prospective partners dedicated merchant product account support in addition to an “instant online trade counter quote and ordering tool”. In branch POS, marketing and sales support is available, whilst the company’s made to order products are offered with free direct to site delivery

No compromise on standards

and the cost increases that have followed, Daniel May, Director at Consort Architectural Hardware, argues that quality and safety standards cannot be allowed to slip.

ince early 2020, the volatility of the global supply chain has plagued industries far and wide. The construction industr y has felt the full force of it, with a lack of materials and long lead times inflating construction costs and placing constraints and unavoidable delays on projects large and small

The weakened supply of key building products becomes even more problematic when you consider life safety and security Whether a new project, or the upkeep of an existing building and its hardware, the stable supply of quality materials, components and hardware products must remain a critical priority, albeit one that is currently met with several setbacks.

This cause and effect looks set to continue throughout the remainder of this year, with a substantial rise in costs and a decrease in production output readily documented This follows predictions from the Builders Merchants Federation and the Construction Products Association earlier in the year which raised concerns that the demand for construction products would exceed supply well into 2022

Yes, external factors can create uncontrollable circumstances, but the industr y must continue to focus on quality control, so to not lose the progress that’s been made towards a safer construction infrastructure.

PBM OCTOBER 2022 55www professionalbuildersmerchant co uk DOORS, WINDOWS & SECURITY

Despite many predicting economic recover y to stabilise, challenges such as a surge in consumer inflation and HGV driver shortages to name but two means construction is still facing a disparity between supply and demand As a result, year on year costs for building work rose by 24.5% from March 2021 to March 2022, with raw material costs for work involving steel, concrete, timber and glass rising by 23% in the 12 months to September 2021, according to the Department for Business, Energ y and

Industrial Strateg y

From a construction standpoint, a supply chain begins with raw materials, contains up to thousands of companies, and ends with finished goods for the industr y and end user of which many are vital components to the way our buildings safely and securely operate. Amongst many things, the

The cost of raw materials has surged and so too has the cost of transportation, where a shortage of containers and increased freight times has fallen short of demand In turn, and when paired with a disjointed production output, we have seen a backlog of orders leading to project delays that can incur additional penalties for those involved

This is where the future safety of projects may falter. Meticulous decision making is

now more important than ever, choosing the solutions that provide greater quality and therefore predictability, as opposed to inferior products that are chosen out of convenience and that may cause issues later down the line

Realistically, there are several reasons why the supply chain may continue to alter for some even after costs and material production has stabilised The Building Safety Bill is set to pass this year and will change the way many projects are run, starting with product procurement Similarly, new frameworks such as the Environmental Act 2021 and Net Zero targets will also change how some consider sustainable construction, and thus the onus to source responsible solutions will deepen.

Although economic decision making plays its part in the construction process, fire safety, security and sustainability will always remain key, recurring ingredients to successful building projects and the risk of using an unsuitable product far outweighs any obligation for quick turnarounds

56 PBM OCTOBER 2022 www professionalbuildersmerchant co uk DOORS, WINDOWS & SECURITY

n For more information on Consort

As a manufacturer, two core elements have encumbered the fire safety and security hardware sector, those being cost and production output Crucially, almost all organisations possess links to an international supply chain and regardless of where products are manufactured, the scarcity of raw materials has had a knock on effect, especially when you consider pricing

products that meet the necessar y strict levels of safety standards therefore removing the risk of using inferior solutions.

Throughout this period of instability, for hardware manufacturers, it is now imperative to plan inventor y well in advance in a bid to remove any potential stock issues for customers later down the supply chain Doing so will help to support customers, ensuring they have access to hardware

Architectural Hardware’s range of products and support services for merchants, enter the shortcode www rdr link/mal025

coronavirus pandemic taught us how fragile the supply chain can be, with various cogs in the machine being caught off guard by the circumstances In turn, this has created a backlog and led to a surge in demand for key materials and products which supply hasn’t always been able to keep up with

Ironmonger y for example is a key ingredient to fire safety, and despite time pressures, decision makers must continue to recognise the necessity of trusted solutions. And especially for time critical projects, those who face delays may fall into the pitfall of opting for cheaper, substandard products to move projects along and avoid any subsequent late penalties

However, maintaining life safety and security standards is a collective effort, one that must be met with a collaborative approach From industr y innovation to decision makers making safety conscious choices, we all have a part to play, even when the external environment presents us with difficulties

Keeping this in mind, the global supply chain must be met with caution and advanced planning to safeguard the integrity of the built environment moving for ward As we encounter these issues, it’s vital to recognise the significance of decisions and how they may directly impact construction projects and ultimately, the safety and security of our buildings and the people within

One of the most common tactics used by burglars that don’t require specialised tools or skills is lock snapping, which involves quickly and discreetly snapping a euro cylinder in two and removing the outside part to expose the locking mechanism

This includes TS 007 which was published in 2018 and created in response to growing

To help homeowners upgrade their lock cylinder and door handle to the TS 007 Kitemark standard, merchants need to offer a 3* solution certified to meet its requirements

ERA’s new High Security 3* Euro Profile Cylinder, which is supplied with a £2,000

ccording to recent Office for National Statistics data, 76% of burglar y incidents in 2019/20 involved entr y through the door at the front of a property Improving door security therefore continues to be one of the most effective ways of protecting a home against intruders, and understanding the latest go to methods of attack is key

58 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k DOORS, WINDOWS & SECURITY

As entrance doors continue to be the most common point of entry for residential burglaries, Darren Bates, Head of Distribution Sales at ERA, discusses how merchants can support trade professionals and homeowners in improving security by supplying hardware that conforms with the latest technical standards.

Locking in security sales

Developed in partnership with the Glass & Glazing Federation (GGF), the standard advises that a lock cylinder and door handle should provide optimal protection against five common forms of attack snapping, drilling, picking, bumping and plug extraction

range of existing door handles, so it can be easily retrofitted and doesn’t require the addition of a new security handle.

Star performers

This is the ideal choice for homeowners who want to improve the security of their lock whilst keeping their existing door handle as 3* cylinders provide protection against all known lock snapping and bumping techniques, and are suitable for installation in timber, composite, aluminium and PVCu doors

Products that meet the standard carr y a star rating and third party certification mark (Kitemark), which is imprinted on compliant cylinders and door furniture, in addition to the packaging of the hardware.

concerns that an increasing number of properties are under threat from burglars who learn lock attack techniques on the internet.

To ensure homeowners achieve 3* security, merchants should stock 3* cylinders that have been independently tested and certified in accordance with TS 007:2014+A2:2018 and EN 1303:2015 The latest cylinder designs include methods to protect the central cam to ensure the cylinder remains locked, whilst anti pick and anti bump security pins and anti drill rods provide exceptional resistance against the most common types of attack

There are two ways this can be achieved The first option is recommending a 3* cylinder that is suitable for use with a wide

To help ensure homes are protected against lock snapping and other forms of forced entr y, merchants can recommend and stock high security door hardware that conforms to the Door Hardware Federation’s (dhf ) latest technical standards

7 6 % o f b u r g l a r y i n c i d e n t s i n 2 0 1 9 / 2 0 i n v o l v e d e n t r y t h r o u g h t h e d o o r a t t h e f r o n t o f a p r o p

For homeowners who are looking to also change their door handle, merchants can recommend a 2* TS 007 security handle in conjunction with a 1* cylinder Both types of hardware can be easily retrofitted onto existing doors to improve security and provide a cost effective design upgrade

“ A

anti snap guarantee, is available in single, double or thumbturn sizes to ensure merchants meet the requirements of ever y installation

By offering cylinders and handles that achieve the coveted 3* security status, merchants will be well placed to meet the needs of trade professionals and homeowners looking to improve door security in these uncertain economic times

When fitted with a 1* anti bump cylinder, this combination ensures doors meet the recommended TS 007 3* security level

n For further information on ERA’s diverse portfolio of security products, enter the shortcode www.rdr.co.uk/mal026 c c o r d i n g t o r e c e n t f f i c e f o r N a t i o n a l a i s i c s a a , e t y. ”

sculptured backplate that discourages unwanted attention from mole grips Additional strengthening plates also help prevent the removal of the external handle

To further support merchants in meeting the requirements of security conscious homeowners who are also looking to enhance the visual appeal of their properties, ERA has launched a new range of premium Fab&Fix suited hardware This includes the new Berwick High Security 2* Door Handle, which is available in a range of patented Hardex finishes including gold, bronze, graphite and chrome and perfectly matches over 200 hardware products within the Fab&Fix range

S t

2* high security handles are available with all necessar y fixings and in 44mm and 70mm versions for fast and convenient installation on a wide variety of PVCu, timber and composite door profiles. The door handle will protect the cylinder against attack, with some models featuring a

The cylinder is also available in four colour options satin chrome, polished chrome, satin brass and dual coloured to suit a diverse range of handle types with a Euro profile design

60 PBM OCTOBER 2022

Knee and joint pain can be a serious long term consequence of life on the tools and this ad from ToughBuilt highlights its ongoing #KneelSmartKneelSafe campaign which “aims to see knee pads treated with the same sense of necessity on the jobsite as other forms of PPE like eye protection, hard hats or safety boots”

From safety boots to beanie hats and everything in between, Scruffs is showcasing the lot The company says its reputation has been forged by working with its customers to put its workwear to the test in demanding real life applications

Tried & Tested

The time is now for the HH Workwear UC ME range The garments are said to offer comfort and simplicity, and this clever advert very effectively shows off their ‘superior visibility’ thanks to VizLite DT dual technology

Discover more about the full range by entering www.rdr.link/mal029

This campaign from Dulux tells trade professionals all about the industry giant’s accredited membership scheme Decorators who meet the grade will beneﬁt from a number of beneﬁts including discounts and subsidised rates at the Dulux Academy

Campaign news

Dulux Select Decorators

An ad that boasts strong visuals highlights the versatility of the Leansafe X3 professional 3 in 1 multi purpose ladder from Werner Comprehensive details can be found on the company ’ s website, via www.rdr.link/mal027

THE BUSINESS MAGAZINE FOR THE BUILD NG INDUSTRY OCTOBER 2022 BUILDING ■ F L O O R I N G ■ PLUMBING ■ ROOFING ■ CARPENTRY ■ PAINTING AND DECORATING ■ Professional FREE TO THE TRADE TOOLS EQUIPMENT & WORKWEAR MORE POWER TO THE WORKERS! WHAT THE BU ER SAW! THE TOU BU LT C700 SAW SE ALLOWS A MU UDE OF ON S TE SKS T E UNDERTAKEN A CANTER HEATING, PLUMBING & WETROOMS IDEAS YOU WILL WARM TO!

Tell your customers to check out www rdr link/mal031 to ﬁnd out more

HH Workwear UC-ME

Toughbuilt KneelSmart KneelSafe campaign

Werner Leansafe X3

Scruﬀs

The promo in PB also showcases a number of products from the supplier’s comprehensive knee pad range Find out more through www.rdr.link/mal028

Enter the shortcode www.rdr.link/mal030 for further details

Megaﬂo

Appropriately enough, there’s no messing about with this ad The manufacturer boldly states its popular Megaﬂo cylinders are “the obvious choice” when it comes to hot water cylinders, emphasising that they are both easy to ﬁt and easy to recommend

Check www.rdr.link/mal034 to discover more

V S PHPIONL NE CO UK OR REGULAR UPDA ES AND XCLUSIVE OC TOBER 2022 DOMESTIC BOILERS SUPPLEMENTTHE L ATEST SOLUTIONS ON THE M ARKE T BUSINESS & TRAININGTHE ADVANTAGES OF TAKING ON AN APPRENTICE SPECIAL REPORTTHE BENEFITS OF PUSH FIT w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

Snickers

The Hultafors Group brand gets out on site to showcase its range of bodymapping jackets, tops trousers and accessories designed to deliver sustainable working comfort and protection wherever it is needed

Lakes

Use www rdr link/mal035 for further details

The “installer friendly and end user focused” Vibe MAX is described as a brand new boiler platform that combines value for money with high end functionality Available in a choice of combi and system models, the compact unit boasts a host of new features to improve installation and performance

PBM OCTOBER 2022 61

Referencing the Government’s decarbonisation target to achieve Net Zero by 2050, Worcester Bosch states that it is “committed to helping you and your customers choose the right product today, while also providing you with the necessary training and knowledge to prepare your business for the future ”

Good vibes only

A clear advert from Lakes outlines the showering spaces specialist’s key installation beneﬁts and service support package, including lifetime product guarantees and delivery within 48 to 72 hours, all in the interests of, erm, laking life easier for installers

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.

Suit up for work

Get on board via www.rdr.link/mal032

Find out more about “the ﬁve key future technologies” by looking up www.rdr.link/mal033

Vokèra

C h e c k o u t t h e f u l l r a n g e v i a www rdr link/mal036

‘Lakes life easier’

Heatrae Sadia

Professional Builder and Professional Heating & Plumbing Installer magazines continued to engage with professional tradespeople across the nation throughout the pandemic, increasing their digital reach when the trade counters were closed.

Worcester Bosch Home of Green Heating

rom the ver y beginning, SSQ was a business built on quality, integrity and marketing Now, for a lot of people, I know that marketing will be the odd one out and there are still some in our industr y, and certainly in society as a whole, who see ‘marketing’ as a dirty word.

The second is leads Because of the strength of our brands, and the thousands of fantastic SSQ roofs you can find across England, Scotland, Wales, Ireland, America, Australia and beyond, we ’ re often contacted by homeowners and others interested in

n For more information on SSQ, enter the shortcode www.rdr.link/mal037

Shaping the narrative

Tackling myths

Helping you sell

One of the biggest benefits you get from supplying an SSQ product is the power of those brands. All around the world, roofers, architects, specifiers and more hear the names of our products and immediately associate them with quality, longevity, reliability and integrity

One early lesson in the power of marketing came when I first began bringing Spanish slate into the UK market for the first time. Certain indigenous slate suppliers felt threatened by that a reaction I understood to some extent But they responded with marketing campaigns that sought to present me and SSQ more generally as foreign invaders They literally ran press adverts with the Spanish armada on it!

getting one for themselves.

What that taught me was the importance of shaping the narrative of telling a story about who you are, what you do, and what makes your products worth buying Because other wise, others will shape that narrative for you

We also offer a range of more practical support to the customers we work with The first is training we ’ ve immersed ourselves in the world of natural slate and phyllite over the past forty years, and through our branch training days, we ’ re able to teach you the best way to communicate the benefits.

To truly appreciate the beauty of natural materials like Del Carmen and Riverstone, you have to see them up close and that’s why our display boards for roofing, cladding and flooring are such powerful selling tools

It’s also been a vital way of tackling myths and misconceptions about slate.

In these instances, we obviously pass the leads on to our valued customers

Finally, we of fer a w hole range of branded SSQ merchandis e like T shir ts, mugs, b eanie hats, p ens, r ulers, notepads and more On the surface, thes e s ound ver y trivial but thes e are the kind of things that stick around, and it’s always sur prising w hen you receive a lead b ecaus e a p otential c ustomer was reminded of you after s eeing a logo on a hat or p en!

Building brands

MARKETING SUPPORT 62 PBM OCTOBER 2022

That’s why, over the last forty years, we ’ ve invested so much time, energy and passion into building brands firstly for SSQ itself, but then also for its two flagship products, Del Carmen natural slate and Riverstone phyllite

SSQ Managing Director Ahmed El-Helw discusses his philosophy on marketing, and how it helps his customers sell.

Their first thoughts when they hear it are of spin, over exaggeration, dishonesty but marketing doesn’t have to be like that For us, it’s simply been a way of communicating that natural materials exist, that they perform extremely well in roofing contexts and that we, at SSQ, are able to supply them.

When I first saw Spanish slate, I immediately fell in love with it but I had the benefit of seeing it up close Our marketing activity is designed to help us and our customers show the millions of people who haven’t yet seen it in person how exceptional it is

Moreover, discounts of up to 65% are available as well as ten exclusive added value packs which provide additional items for free A range of marketing assets will also be available to stockists, including brochures, 10 varieties of counter box, counter mats, leaﬂets, window stickers, posters, and digital ﬂyers

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

For the ﬁrst time in its history, Magnetic also oﬀers a connected reward scheme with cKI’s Fusion promotion, which ran earlier in 2022 with vouchers / Free of charge stock accrued on Fusion to be combined with the rewards accrued on Magnetic and rewarded in February 2023

KNIPEX

CARL KAMMERLING INTERNATIONAL (CKI)

P l i e r s ’ s p e c i a l i s t K N I P e X h a s l a u n c h e d a n e w d o w n l o a d a b l e b r o c h u r e f e a t u r i n g i t s p o p u l a r t o o l c a s e s a n d k i t s t h e b r o c h u r e l o o k s a t t h e s t y l i s h r a n g e w h i c h f e a t u r e s f i v e m o d e l s , e a c h s a i d t o o f f e r a m y r i a d o f c o n f i g u r a t i o n s a n d o p t i o n s , a n d a n “ i d e a l b a l a n c e b e t w e e n a n a t t r a c t i v e d e s i g n a n d p l e n t y o f s t o r a g e s p a c e ”

PBM october 2022 63 For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mal038

Available to download from Leisure Sinks’ website, the british manufacturer’s 40 page sinks and taps brochure showcases the company ’ s popular collections including Albion, Linear and euroline alongside new products that are highlighted with a handy icon

ENCON CONSTRUCTION PRODUCTS

Working with leading industry suppliers such as Ancon, birtley/expamet, GcP, rIW, Sika, tecties, Visqueen and Weber, the Guide includes comprehensive product information across six core categories concrete & reinforcement Accessories, construction chemicals, Geotechnical, Groundworking Products, Masonry components and Waterprooﬁng each category is colour coded for ease of reference and customers can also access further information and technical data sheets online, in a newly developed area of the website

the tool cases combine sturdy construction and “the most compact dimensions possible”, as well as being light in weight they are tailored to the many diﬀerent needs of tradespeople and are therefore available in a wide range of sizes and versions

2022 MAGNETIC PROMOTION

TOBERMORE

PRODUCT GUIDE

encon construction Products, a specialist division of the encon Group, continues to invest in growth with the launch of its first edition Product Guide the new digital Guide includes an extensive range, helping specifiers, contractors and builders’ merchants find the right products for their building and infrastructure projects, easily and quickly

LEISURE SINKS SINKS AND TAPS BROCHURE

tobermore has launched a new online

PAVING CALCULATOR

Models joining the line up include the minimalist Aria sink with single ﬂute detail, Nimbus with a sunburst style drainer and the timeless yet modern eaton sink which is named after the company ’ s manufacturing site in Long eaton to support trade customers, the brochure also features eight new taps, plus a wide selection of sink and tap pack combinations

running until 23rd December, Magnetic is oﬀering 298 products on promotion across the c K tools, c K Magma, c K classic, Avit and Kasp Security brands this is 90 more products than last year, making it cKI’s most expansive Magnetic promotion to date

TOOL CASES AND KITS BROCHURE

Paving calculator to help users estimate their paving project the free tool allows users to create a bird’s eye design of a project, pick from the company ’ s complete paving range and then the tool automatically calculates the product quantities required the tool is described as the “perfect starting point for anyone who isn’t quite sure what they want to do with their outdoor space ”

Comfort without compromise

Like all V12 boots, the V2150 BoB was developed by collaborating with industr y experts as well as frontline workers who spend their shifts on the real life surfaces the boots will end up being worn on. As well as this, V12’s market research, communication with professionals plus its Test Pilot trial wearers give them industr y specific insights on how the boots can best protect wearers in their various environments

Style:

reality” 64 PBM OCTOBER 2022 w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k PRODUCT FOCUS

Comfort:

IGS sole unit:

Cut away collar :

effective for reducing slips on man made surfaces such as scaffold board or Kennedy Grating, which becomes especially slipper y and hazardous when wet

awareness for Band of Builders In addition, BoB’s high quality suede gives the wearer a super stylish look

The BoB boot has a specifically designed padded cut away collar as an added benefit to those working in construction by giving them increased comfort when driving, ascending and descending ladders and working on the knees The removed material frees up the foot for more flexibility, because V12 understands that on site you can only focus on keeping yourself and others safe if you ’ re comfortable

a charity that helps tradespeople facing adversity through illness and injury. For every pair sold, V12 donates £5 straight to the Band of Builders charity, so it can continue doing its life-changing work for those who need it most. PBM takes a closer look… n For more information on stocking the BoB boot from V12 Footwear, enter the shortcode www.rdr.link/mal039

hile the BoB boot does an enormous amount of good for Band of Builders’ incredible projects, it’s not just a charity boot it has been designed as a top quality safety boot, giving on site protection with strength, comfort and style:

V2150 BoB gives protection underfoot with a flexible anti penetration steel midsole, and its composite safety toecap delivers big protection but with less weight.

Strength:

boot was created

The boot’s moisture wicking lining reduces sweating and keeps feet cool and dr y, while its superior cushioned anti fatigue insole featuring V12’s “industr y leading shock absorbing technolog y ” is said to take comfort to the next level

The BoB boot is a safety boot that delivers on all fronts for example, many of the wearer reviews and customer feedback talk about the BoB boot being “tough, durable and sturdy” but at the same time offering unrivalled comfort. And when working in challenging and unpredictable environments, V12 believes that wearers should never compromise with the company asserting that “the BoB boot is proof that safety, comfort and style in equal measure is a

Built for builders

Banding together

With each pair of BoB boots, a pair of exclusive Band of Builders laces are included These extra tough and eye catching boot laces look great, stand out, and help raise

V12 also developed the IGS with strong, deep ladder grips for those who spend the day up and down ladders to help reduce falls from height, which alarmingly account for more than a quarter of all fatal injuries in the workplace.

with

V2150

IGS is V12’s innovative slip resistant sole unit, developed with numerous experts in safety and ladder testing and tyre technolog y. Its hexagon grip pattern is described as the best solution for keeping workers on construction sites slip free as its cuts through water and channels liquid quickly away This type of grip is particularly

The BoB by Footwear collaboration Band Builders,

V12

Truly “built for builders”, key features include:

Pictas advises that when it comes to selecting lighting for a kitchen or ba project, solutions that are cost effective over time in addition to the total cost of lighting a space should be considered, rather than focusing on the initial cost per component. The TIME LED Prestige Pro 8W LED CCT Fire Rated Downlight has a 950lm output, whereas “seemingly identical cheaper products may only have a 300lm output” Accordingly, the number of Prestige units required to achieve the same lighting effect will be significantly reduced, lowering a project’s lighting costs

PICTAS

STEEL BLUE SLATE BOOTS

The downlight has four colour temperatures that are easily controlled by a front mounted switch This is said to be especially useful if your customers are installing lighting for the first time and discover that while very warm lighting was a good stylistic choice initially, but not practical, then the lighting can be changed with the flip of a switch

PBM OCTOBER 2022 65 n For more details on these and other new products on the PBM website, enter shortcode www rdr link/mal041 n To request a TIME LED catalogue, enter the shortcode www.rdr.link/mal040

Building on its success in the equestrian market, Airflow has brought its collection of flexible buckets and tubs together under one title Mightyflex. Available in a range of colours, Mightyflex products come in a variety of sizes which the company asserts are “competitively priced with quality at the heart”

Steel Blue has unveiled a bold new boot release the Southern Cross Zip Slate The Australian firm’s feedback revealed that young, fashion conscious tradespeople prefer “trendy, neutral tone colours in their work boots to complement their work apparel” and the new offering includes key stylistic features to make a fresh work boot for tradespeople

Currently available in Sand and Black, the new Slate boot incorporates all the technology and fit including an industrial grade zipper and a high level of comfort from the current Southern Cross Zip design “in a fashionable new colour that appeals to all trades”

SPECTRE REUSABLE TUBS

ONE-DNA

TIME LED PRESTIGE PRO DOWNLIGHT

Brian Trevaskiss, Head of Product and Sustainability, said: “This packaging has been specifically designed to offer merchants and end users flexibility in terms of how they purchase our products

PRODUCTS & SERVICES

The full product portfolio includes a wide range of Men’s and Ladies boots, all with a 30 day 100% comfort guarantee and a six month manufacturer’s warranty.

Our research told us builders still love tubs, which provide waterproof storage and are reusable and recyclable Using 30% recycled plastic is better for the environment and means no ‘plastic tax’.” Point of sale stands are also be available to display the product.

Its durable and flexible products are said to be especially strong in the handles, with a wide range of uses on site for builders, decorators and other trades

Made from just one raw material, the new ONE DNA formula is said to have a significantly lower carbon footprint, using less energy in production and hitting the “ultimate goal in recyclability” when cleaned at ‘end of life’, namely 100% A single polymer means a single recycling method at a single recycling facility, using less energy

AIRFLOW MIGHTYFLEX

CEO Garry Johnson said: “As a company we are constantly reviewing our range to introduce more features, colours and styles suited to all tradespeople We are delighted to expand our selection even further and give Steel Blue customers more choice ”

ARTIFICIALGRASS.COM

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

Evergreens UK Group which supplies the independent merchant sector via its ArtificialGrass com brand says that futureproofing the artificial grass marketplace means facing the challenges of circularity and recyclability head on. The firm believes it is leading the march forward by revealing its UK exclusive collaboration with LimeGreen and the launch of its “fully circular, single polymer, single DNA” ONE DNA artificial grass

Spectre has launched new 100% recyclable tub packaging made with a minimum of 30% recycled plastic The reusable tubs, crammed with Spectre’s Advanced Wood Screws, come in quantities of 300, 450, 600, 900, 1200 and 1400 whilst each tub also comes with a pack of two Spectre screwdriver bits to make life easier for the trade

Easy Trim Roofing & Const ruction Products Lt d page 10 www rdr link/mal107

W i ckens Engineering Ltd page 57 www rdr link/mal131

Jouplast UK page 38 www rdr link/mal112

Lifes til es Ltd page 46 www rdr link/mal113

Marshal ls PLC page 30 www rdr link/mal115

BSW Timber Lt d page 12 www rdr link/mal103

ROCKWOOL Ltd page 27 www rdr link/mal121

Marsh Indust ri es Ltd pages 32, 33 www rdr link/mal116

V12 F ootwear Ltd page 51 www rdr link/mal128

Wes t Fras er page 13 www rdr link/mal130

Aanco (UK) Lt d t/a Made Fo r Trade page 9 www rdr link/mal100

VIP Pol ymers Ltd page 40 www rdr link/mal129

Forgefix Ltd page 49 www rdr link/mal109

Sundol itt Lt d page 22 www rdr link/mal125

Fi lst orage page 54 www rdr link/mal108

Bos tik UK page 21 www rdr link/mal102

Marley Ltd page 18 www rdr link/mal114

Merl in B us iness Software Ltd page 22 www rdr link/mal117

profess ionalbuilders merchant co uk outside back cover www rdr link/mal119

Hexst one Ltd page 59 www rdr link/mal111

Buckbootz page 44 www rdr link/mal104

Com bili ft Ltd page 35 www rdr link/mal106

Spani sh Slate Quarries UK Ltd page 57 www rdr link/mal123

Steel Blue page 29 www rdr link/mal124

Til e Giant page 44 www rdr link/mal126

rdr li nk page 54 www rdr link/mal120

Setcrete page 4 www rdr link/mal122

TOOLFAI R page 39 www rdr link/mal127

Hafel e U K Ltd page 47 www rdr link/mal110

Mirka UK Ltd page 54 www rdr link/mal118

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Lower down the leagues, I found the story of Jay Stansfield to be very moving The talented young forward, who had already appeared as a sub for Fulham in the league this season, has signed a loan deal at Exeter the club where his father Adam was a former player, and has a stand named after him after his untimely death from bowel cancer at the age of 31.

As the man himself said, it was too good an opportunity to turn down but I’m disappointed we’ll never get to see just how far he could have taken Brighton I though they looked sensational this season and the game against Leicester, ultimately Potter’s last, saw them play some scintillating football

P L A N N I N G

FA M I LY M AT T E R S

Even though I really rate Ra ul Jime ne z, Wolves simply don’t score enough And at Newcastle, C a llu m W ils on’s goals per game ratio is actually very good but he’s been plagued by injury Obviously, it is a slightly different kettle of fish at Chelsea (and more of that in a minute…), but the PEA could really be the missing piece in the jigsaw.

reported spend of £230m in the transfer window! The Blues had looked a little out of sorts, but if he’s supported, I think the appointment of Graham Potter will be a very shrewd one

With Paul Davies

There are no guarantees of course, and we’re talking about one unproven striker and two most likely past their prime but they look great moves on paper

Even more poignantly, the Devon club have brought the number 9 shirt out of retirement for Jay to wear We wish Jay, and his family, the very best for what must be an incredibly emotional homecoming

W I N D O W D R E S S I N G

For all sorts of reasons, the season is yet to have fully settled down so far but October is a packed month for fixtures, with plenty of opportunities for big points before we go on World Cup hiatus After a few years of big midfield hitters, there seems to be plenty of choice up top this time around to shake up the template

And if you’re really brave, an out of sorts S a l a h can be sacrificed for better balance all round…

F O RWA R D

Sticking with Chelsea, maybe I just don’t pay enough attention but I couldn’t believe it when Thomas Tuchel was rather unceremoniously relieved of his duties especially after a

The closure of the transfer window in September confirmed record levels of Premier League spending and whilst a lot of the really big deals for example, those of E rli ng H aa l an d and G a b rie l J es us were completed earlier in the summer, one or two late bargains / panic buys (delete as appropriate ) look especially interesting In particular, I think P ie rre Em er ic k A ub ame y an g for Chelsea, A le xa nd e r I sa k at Newcastle and Wolves swooping for Di e go C ost a could prove to be very astute moves Albeit with slightly different ambitions, all three clubs are pretty solid and are capable of playing some really good football but ‘centre forward’ (for want of a better term) has been a problem position

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