Professional Electricians Wholesaler January/February 2020

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PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

FIRE & SAFETY CSR – how you can play your part

JANUARY / FEBRUARY 2020

TOP PRODUCT 2019 THE MOST SOUGHTAFTER PRODUCTS OF THE YEAR

ELECTRICAL ACCESSORIES Ovia shining a light on the industry

Plus: News, business advice, sales support, display solutions and more

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CONTENTS

This issue Regulars 5 8 10 12 16 18 20 22 55 60 62 64 65 66

VIEWPOINT NEWS WHOLESALER NEWS MOVERS & SHAKERS FACE TO FACE IN PROFILE ELEX REPORT CV FOCUS PRODUCTS BUSINESS PRODUCTS IN PRACTICE TRAINING CAMPAIGN NEWS SOAPBOX

PEW JANUARY / FEBRUARY 2020 VOLUME 3 NUMBER 1

15 EDA INSIGHT Fire safety and security systems – A quick quiz to test your knowledge

Special Report 24 TOP PRODUCTS 2019 A look back at the most popular products from last year 28 DIGITAL DIGEST Talking points from the EDA ETIM forum 30 IMAGE CONSCIOUS Thermal imaging – what do your customers really need?

Cover story: Page 38 – A new legacy starts with Ovia

ELECTRICAL ACCESSORIES 32 PACKING A PUNCH Going above and beyond for repeat business 34 THE WHOLE PACKAGE APPROACH A different take on cable management 36 INTERIOR MOTIVE Jazzing up smart tech options 38 LIGHTS, CAMERA, ACTION A detailed look at the new player on the market 40 POLE POSITION A look at flexible mounting plates from Scolmore

28 The road to digitalisation

50 SAFE SELLS Connecting to customers with CSR

FIRE & SAFETY 43 FIGHTING FIRE WITH FIRE CLIPS The latest legislation changes you need to know

52 STANDARD SPECS BS 5839-6 – a complete guide to help your customers

44 FLASH SAFETY Protect your customers from arc flash 46 CAUSE FOR ALARM Fire alarm systems from conventional to addressable 32 Time-saving solutions from Timeguard

48 LADDER TO SUCCESS Have you thought about fibreglass ladders?

50 A look at Michael’s story

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 3

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VIEWPOINT PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

JANUARY / FEBRUARY 2020

FIRE & SAFETY

TOP PRODUCT 2019

CSR – how you can play your part

THE MOST SOUGHTAFTER PRODUCTS OF THE YEAR

ELECTRICAL ACCESSORIES Ovia shining a light on the industry

Plus: News, business advice, sales support, display solutions and more

Editor Michael Connolly mconnolly@hamerville.co.uk Group Editor Richard Bowler pe@hamerville.co.uk Group Advertising Manager Craig Jowsey craig@hamerville.co.uk Advertising Manager Anthony Scott ascott@hamerville.co.uk Designer Gemma Watson Group Production Manager Carol Padgett Production Assistant Claire Swendell Circulation Manager Kirstie Day Managing Editor Terry Smith Publisher Bryan Shannon Professional Electricians Wholesaler is an essential business magazine for those with decision-making responsibilities within electrical wholesalers To be removed from this magazine’s circulation please call 01923 237799 or email: circulation@hamerville.co.uk Printed by Walstead Roche Ltd Published by

HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF. Tel: (01923) 237799 Fax: (01923) 246901 Copyright © 2020

CORPORATE

CARE

B

y the time you are reading this first viewpoint of 2020, we would have already been well into the swing of things with the first month of year coming to an end. New Year’s Day resolutions have come and gone, dry Jan gets wet again and veganuaryans become carnivorous again. Before you know it, it’s cold and wet outside and you are once again at the starting line of what can be a long, challenging year ahead and you can’t help but wonder – what is the point in it all? But it’s times like this that campaigns like Michael’s story show what an important role the supply chain has in protecting its customers, ensuring a safe working environment, whilst creating demand.

For those unfamiliar with Michael’s story, it’s one that is told by his sister, Marie Taggart, about the untimely and tragic death of her brother – sparky, Michael Adamson. The prevailing message is the fact that the death of 26 year old Michael was one that was totally avoidable. He had cut a cable marked ‘NOT IN USE’, which was in fact wired into a distribution board and was not safely isolated. After a lengthy court case against his employers, the HSE press release ...it’s times like this that issued after the trial outcome said: “Michael Adamson’s death could have been prevented campaigns like Michael’s had his employer ensured that safe working practices were being carried out in accordance story show what an important with the company’s own written procedures.”

Devices for lock-off/tag-out were not provided by role the supply chain has in Michael’s employer. Instead the practice on site protecting its customers, was to use insulating tape.

After hearing about Michael’s story in 2017, ensuring a safe working Malcolm Duncan, Managing Director at Super Rod, decided to start a dialogue with electricians environment, whilst creating about safe isolation and promote safer working demand. conditions. A number of subsequent campaigns led to the company’s most recent launch of a safety kit that includes a number of different brands, designed to help installers work safer. On page 50 you can read more about Corporate Social Responsibility and the part the wholesaler plays in ensuring safe working practices for their customers, whilst creating demand for a muchneeded kit that can hopefully avoid anything like that happening again.

Elsewhere in this issue we look at the most popular products amongst your key customers with the Top Products 2019 feature on page 24. The Fire & Safety feature includes a focus on the latest fire safety standards and the products that are offering solutions to ensure building occupants are kept safe, whilst the Electrical Accessories feature looks at the launch of a new dedicated lighting company, Ovia.

“

”

Have a good month and enjoy the issue.

Michael Connolly Michael Connolly Editor

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 5

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NEWS & VIEWS FIRE ALARM SAVES FAMILY

AICO SAVES DAY FOR FAMILY Aico fire alarms, which are fitted in 6,532 Greenfields Community Housing homes across East Anglia, recently proved highly effective when a fire threatened one of its properties and the inhabitants.

A long standing Aico customer, Greenfields has Aico Ei166e Optical Alarms installed in escape route circulation spaces, i.e. in the hallway and upstairs on the landing, hardwired together. In addition, just over 500 new build properties that have been taken on in the last four years also have Aico Ei164e Heat Alarms fitted in the kitchen hard wired interlinked with the smoke alarms in the property. Since the Spring of 2019, the housing association has been upgrading the alarm coverage to the more demanding LD2 category. This forms part of Greenfields’ £73 million investment in improving existing properties over the next six years.

Recently, a fire broke out outside one of its properties whilst the residents were asleep in bed. The fire had spread to the house and was burning through the PVC window frames into the living room. The Aico Smoke Alarm in the hallway quickly detected and identified the smoke, going into alarm mode. As the hallway and landing alarms are interconnected, the upstairs alarm also activated. The residents were swiftly awoken and the fire was quickly put

out, preventing any further damage to the property and, more importantly, preventing any harm coming to the residents.

Resident Julie Bradd ( pictured above) firmly believes the Aico Smoke Alarms saved their lives that night. She comments: “I never took much notice of the smoke alarms; I know they say to check them regularly but how many of us really do that? Since the fire, I check ours weekly. They are so important.”

UL APPROVAL RECOGNITION Electro-Wind now has UL Approval Certification for Transformers, Auto Transformers and InductorsUL Recognition for the USA & Canadian Markets. As with all of its products, Electro-wind’s bespoke range can be supplied quickly to meet the needs of customers fully marked with the UL approval Logo.

The recognition came after a successful week of testing its

transformers and inductors through exhaustive tests in order to meet the high standards set out by UL. The class H insulation system conforms to the highest

standards to meet and satisfy the reliability requirements of UL. Electro-wind is now able to manufacture bespoke, 100va to 60kva single phase and 300va to 100kva three phase transformers with any voltage up to and including 600v. The company is also approved to manufacture Auto Transformers and inductors. Single Phase and Three Phase version is also available.

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SURVEY REVEALS UNFAIR PAYMENT IMPACT

LATE PAYMENT HARMING INDUSTRY Industry-wide survey shows devastating impact of unfair payment on construction businesses. Nearly half of small business owners and Managing Directors (47%) had to stop their own pay due to the impact of unfair payment practices by their buyers, according to new survey findings from engineering services trade bodies ECA and BESA. Overall, three-quarters of business owners said they had made sacrifices, including reducing their own salary (37%),

and cancelling company training and learning activity (23%). Over one in three (36%) say they have struggled to pay business taxes due to payment issues.

Alarmingly, almost 1 in 10 employers (7%) were forced to pay their own staff late.

ECA Director of Legal and Business, Rob Driscoll, says: “This ground-breaking data shows the truly devastating effects late payment has on the lives of business owners, their staff, their children, and their wellbeing.

“With a lack of fair payment directly causing widespread mental health issues, abusive payment practices fundamentally remove the capacity for individuals to feel purpose or value in a sector which enables £540bn GDP within the wider UK economy. The data lifts the lid on the industry’s self-harming commercial behaviour.”

IDEAL INDUSTRIES COLLEGE PARTNERSHIP Ideal Industries, the global specialist in electrical accessories, tools and testing equipment, has developed a partnership with Warrington & Vale Royal College as part of a planned outreach programme with the further education sector across the UK. Keen to invest in helping to embed a culture of best practice, safety and installation consistency in the next generation of electrical sector professionals, Ideal Industries has donated a large supply of its In-Sure Push-In and Lever Wire Connectors to Warrington & Vale Royal College. The connectors will enable students to train and take exams with this simple-to-use, faster and more consistent alternative to connector strips. The College will also benefit from a number of safe isolation kits and testing equipment donated by Ideal Industries.

Product donations are just part of Ideal Industries’ college outreach programme, however, the company’s team will also provide a series of talks and demonstrations for students, and engagement with both students and staff will feed in to the company’s new product development programme.

Brett Smyth, Ideal Industries’ General Manager for the UK and Europe explains:

“We’re keen to work with young electricians and their teachers to close the gap between education and the workplace and ensure we help them meet the challenges of the profession both now and in the future.

“As a Warrington based company, this initiative enables us support our local community but it will also form part of a wider knowledge sharing programme with the further education sector. We see it as a way of both encouraging best practice amongst future electrical professionals and building on a tradition of innovation at Ideal Industries.”

As part of the partnership, Warrington & Vale Royal College’s electrical teaching team will provide technical consultancy to Ideal Industries and the partners will work together on a proposed skills competition.

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WHOLESALER NEWS

In association with Scolmore

rexel expands range

REXEL LAUNCHES NEW SMART HOME OFFER Rexel has announced the launch of its new Smart Home offer, featuring a range of new and innovative products.

The demand for smart technology is continuing to increase, to support this, Rexel has partnered with leading brands to offer innovative solutions across the smart security, smart heating, smart electrical, smart control and smart EV charging sectors.

Already available at 63 specialist Smart Home Rexel branches, the new offer makes smart technology easily accessible to installers nationwide, with essentials available in branch or via same or next day delivery with online ordering.

Shaun Morgan, Head of Category at Rexel, says: “Smart technology can now provide homeowners with security, comfort, convenience and energy efficiency, simply by using their voice or a smartphone app. A survey carried out this year

by Smart Home Week revealed 57% of homes now have some form of smart device.”

Key new products include the smart control Nest Hub by Google, which, with the Google Assistant built-in, brings users visual help at home. With voice activation the Nest Hub brings users the latest events, reminders and news from a single dashboard, all within a digital photo frame.

Smart Security is a key sector of the smart home, and the new Rexel offer features a variety of new, state of the art products for the home. One of these is the Yale Conexis L1 Smart Lock, which gives users the power to secure their home without a key. The lock carries the British Standard Kitemark, and features a range of access options, from in-app control, key cards, key tags or phone tags.

NEW EDA PRESIDENT CEF Director of Operations, Chris Ashworth, has taken over as President of the Electrical Distributors’ Association following the resignation of Chris Gibson from his role as Projects Director at Rexel UK. Chris Gibson began his two-year tenure as EDA President in March 2019 but his decision to leave his role means he relinquishes the post.

Chris Ashworth comments: “I am honoured to be given the opportunity to help lead the EDA’s strategy. The continued digitalisation of our sector is a priority for the Association, as is our work in training and apprenticeships, and strengthening relationships along the supply chain.”

With over 34 years’ experience in wholesaling in the UK and Germany, all with CEF, Chris Ashworth joined the EDA’s Board of Management in March 2016. He volunteers as an EDA Education & Training Ambassador – a panel of senior influencers who help drive the EDA’s skills and training agenda for our sector.

Chris was one of the employer Trailblazers who developed the EDA-led Trade Supplier Apprenticeship Standard for wholesalers in England, as well as leading the team developing the cables and cable management training course, one of the EDA’s newly-launched suite of 12 Product Knowledge Modules.

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MOVERS AND SHAKERS It’s been a busy few months in the electrical industry, with new appointments and shake-ups across different sectors. Keep up to date with the latest movements here, as we detail who has gone where.

Mike Laycock Awebb Purchasing consortium AWEBB has appointed Mike Laycock as a consultant Business Development Manager. Mike has held senior posts in the electrical industry for many years, most recently as Sales Director at the Luceco group.

Mike comments: “I’m excited at the prospect of helping AWEBB, my goal is to increase the profile for the group and identify areas for membership growth. AWEBB has developed so much, commercial numbers have significantly increased, it has an in-house training provider giving free training, its central stores now provide over £1m in additional stock, and marketing campaigns provide bespoke promotional benefits. Communicating these and the many other benefits is now the key for us going forward. AWEBB expects that Mike’s excellent customer service and high profile within the industry will help develop the groups reach and expose the many changes the group has undergone.

Darren Hicks Carl Kammerling Hand tools and security solutions manufacturer, Carl Kammerling International, is delighted to announce the appointment of Darren Hicks as the new National Accounts Manager.

With more than 25 years in National Accounts, covering power tools, hand tools and security items, Darren’s wide-ranging experience will prove invaluable in reinforcing the distribution of all CKI brands, particularly C.K. His relationship building and management skills are matched by his strong desire to succeed and help drive sales within the business.

The company has also brought in new Regional Sales Manager Ryan Probert, and Brinley Buckley-Roberts, Product & Marketing Executive, to further strengthen its Sales and Marketing teams.

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MOVERS & SHAKERS

Gregg Haley JCC As Southern Region Sales Manager, Greg will be focusing on developing trade wholesale business in the region, whilst managing his team of Area Sales Managers and key VIP contacts. With a varied career within the electrical industry, including roles in electrical wholesale and most recently in electrical accessories, Greg brings over 15 years of experience to the role.

Dan Golding, JCC National Sales Manager, comments: “Greg’s introduction strengthens the support we provide our customers in the southern region. We’re looking forward to an exciting future, with both Southern and Northern sales teams under strong leadership.”

Tony Coad Hamilton Litestat Hamilton Litestat has appointed Tony Coad as its new Area Sales Manager for the East London and East Anglia regions.

Having held positions in the lighting and electrical industry for over 30 years, Tony brings a wealth of experience to Hamilton. He began his career at WF Electrical, gaining distribution and wholesale experience in roles that spanned sales, buying, data analysis and product management, as well as at Hagemeyer and Newey & Eyre.

He has also spent 11 years acquiring sales and business development experience at manufacturing companies LED Group Robus, Dialight and Waldmann Lighting. It is from the latter that Tony joins Hamilton in his new sales role covering east London and east Anglia.

“Hamilton is a significant and trusted player within the electricals industry, and I plan on deploying my extensive experience to support its growth plans and to drive business and sales in the areas of east London and east Anglia,” says Tony.

Vanessa Molloy & James Potter Super Rod Super Rod announced two new appointments towards the end of last year, strengthening both its Marketing team and its Distribution Support Unit with fresh new talent and ideas.

Vanessa Molloy has joined as Brand Manager to lead on the development and implementation of the brand strategies for both Super Rod and Klein Tools. Her role includes overseeing a variety of marketing activities and creating new tools for Super Rod’s Distribution Support Unit, to help them better support wholesaler and distribution customers.

Vanessa, who has a Master’s degree in Strategic Marketing from the University of Bordeaux and over 10 years’ experience in the electrical industry, comments: “I am delighted to be part of the Super Rod family. There is such a great team spirit and I love that creativity and ‘out of the box’ thinking is encouraged here.”

Also joining the company is James Potter, a Business and Management graduate from Oxford Brookes University. Working across the Midlands and East of England, James works within the Distributor Support Unit – Super Rod’s team of customer support staff, who spend time with wholesaler clients offering merchandising and training to ensure they have all the tools they need to sell the company’s products.

James says: “I really appreciate the responsibility and freedom of being able to make my own business choices from day one as this has helped me grow in the role and play to my strengths.”

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EDA INSIGHT An update from the Electrical Distributors’ Association

THE SAFE APPROACH Welcome to the latest in our series of quick quizzes. In this issue we are focusing on fire safety and security systems, one of the EDA’s suite of 12 distance-learning training modules – part of the Product Knowledge Programme.

Professional know-how to drive sales Although each wholesaler business is different, it is estimated that fire safety and security systems account for around 14% of your branch’s sales. Improving your team’s technical know-how through the EDA’s training could unlock additional revenue for your business.

TEST YOUR KNOWLEDGE

Q1: What type of cable is required for self-contained emergency lighting luminaires?

Q2: Can a card reader and a coded keypad from different manufacturers be used in the same stand-alone system?

Q3: What does a PIR detect?

Q4: State two places that carbon monoxide alarms should be installed.

Q5: Does The Regulatory Reform (Fire Safety) Order apply to churches?

● ● ● ● ● ●

Fire detection and alarm systems for non-domestic buildings Domestic (household) fire alarm systems Emergency lighting systems Intruder detection and alarms Access control and building intercom systems Video surveillance systems

Q6: What is an active balun used for?

Q1: Standard PVC insulated cable.

Q2: Yes. Q3: The thermal radiation of a human body.

Q4: They should be installed: on each level of the home and ideally on any level with fuel burning appliances, outside of every bedroom and close to sources of carbon monoxide such as furnaces, water heaters or fireplaces.

Q5: Yes. Q6: Long-range video signal transmission.

This training course will help your team unlock your sales potential in:

ANSWERS

Double accreditation The EDA Product Knowledge modules are both CPD and City & Guilds Accredited.

Test your knowledge Have a go at this quiz sampled from the Fire Saftey and Security training textbook.

Check your answers at the end – but no peeking. If the results show that you need to boost your team’s know-how, talk to the EDA today.

ELECTRICALDA

HOW DID YOU DO? Full marks: fantastic, you’re entitled to call yourself Professor for the rest of the day.

3 - 5 out of 6: bad. Could the EDA training help you to fill in any gaps in your knowledge?

Less than 3: the EDA Product Knowledge Programme could be just what you need to boost sales.

PROFESSIONAL TRAINING MADE EASY There’s plenty of information available at www.rdr.link/wk001 including a downloadable Course Directory, giving you a summary of what’s covered in each of the 12 training modules. The EDA team is ready to help, call: 020 3141 7350 or email: training@eda.org.uk

www.eda.org.uk

D

Electrical Distributors’ Association

@eda_uk

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FACE TO FACE

Scolmore Group has expanded its offering to the wholesale market by setting up a dedicated lighting company. Headed up by industry expert Mike Collins, PEW spoke with the Sales Director at Ovia to learn more about him and the vision for the company.

FACE TO FACE OVIA Q

How did you get into the industry and your current position?

A. The electrical industry is in my blood.

My family have run an electrical contracting business for as long as I remember. I got my first taste at the age of 13 with a two week work placement at a large electrical wholesaler in Kent and was offered a job there after I left school. I’ve worked my way up from there, through various sales roles to the position of Sales Director with a leading lighting manufacturer. I joined Scolmore Group in May last year as Sales Director to head up the development of the independent lighting company, OVIA.

Q

How do you feel the industry has changed in recent years?

A. For me, a big impact has been the evolution of LED. We know all about the

to check out and provide feedback on, through to engaging at leading industry events like ELEX.

Q

Q

What do you consider OVIA’s unique selling points?

A. I think what sets OVIA apart in the industry is the approach we have to developing the right products for the professional electrical contractor. It’s all about constantly engaging with contractors to understand exactly what they need from products to help them do their jobs more efficiently and we won’t bring anything to market without first consulting with them. This can be simply picking up the phone, sending in samples

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Where do you see yourself in five years’ time?

A. We have only just started out with the launch of the new OVIA dedicated lighting company and its comprehensive product offer, and we will be building on the tremendous start we have already had – more than 350 products to market in just six months. I would like to see OVIA as the one stop shop for contractors for all their lighting solutions, delivered through the reliable wholesaler channel.

Q

What has been your biggest challenge so far?

A. The biggest challenge in my career so far has been the transition from a five year period as head of sales with a leading lighting company and a huge team around me, to my current role with OVIA. In the space of just six months, I have been responsible for researching and developing a comprehensive range of lighting and lighting controls products, more than 300 products so far, and established a very experienced sales team to help deliver them to market.

Q

benefits they bring regarding improved light source, longevity and energy efficiency. However, the influx of LED companies and me too products over the last five years in particular, I feel has had an effect on loyalty in the industry. There were far fewer sources to buy the traditional lamps from in the past compared to the plethora of companies now selling LEDs.

What is OVIA trying to achieve in the next few years?

A. From a starting point in May last year, we have successfully developed and brought to market a broad portfolio of products for a range of applications – domestic, amenity, commercial, industrial, utility and floodlighting – all available from November last year. We have just added a new range of emergency lighting ready for delivery in February and will be adding a further 100 new product lines by September. We will continue this trend of talking to contractors, identifying requirements and developing the products they want.

FOR FURTHER INFORMATION

To learn more about Ovia and its new products, visit: www.rdr.link/wk002

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IN PROFILE

FASTER, SAFER, SIMPLER

T

he original LINIAN FireClip was created back in 2006 by Wes Arbuckle. Wes knew there was a better way of installing cable – one which was faster, safer and simpler.

The FireClip has become synonymous with LINIAN’s brand and the design – there’s no other product out there like it, the company says.

Just as unique as the FireClip is the family behind the business. Wes Arbuckle named the business after his two children, Lynne and Ian. Together with his wife Jean, these days the four family members are Directors of the company and together they face the challenges of growing a booming business. Each family member brings a unique skillset to the business and together, they’re looking forward to new projects and conquering new challenges in 2020.

What’s on offer In addition to the Fire Clip, 2019 saw the introduction of two new product ranges for LINIAN. The SuperClip and the T&E Clip were both created to solve new problems in industry.

PEW takes a look at the rise of family company, LINIAN, whose mission is to provide installers with a more efficient way of meeting compliance standards with reliable, time-saving products.

LINIAN SuperClips are suitable for conduit, armoured & grouped cables and can be used across all substrates.

LINIAN T&E Clips are suitable for flat twin & CPC cabling across all substrates. The coloured coating options means all LINIAN clips are almost invisible once installed, making them perfect for residential use.

The key difference with LINIAN is their focus on safety. Creating safe products is at the heart of everything LINIAN does, and its range of clips is designed to save lives. Ian Arbuckle, LINIAN Managing Director, is an Electrical Design Engineer with over 15 years of experience, membership of IET, and indepth knowledge of technical standards including BSI British Standards, European

Standards and Building regulations. Ian confirms: “Our products have been independently tested to meet the highest technical standards and fire regulations in the UK and Europe.”

In addition to this, the fact they've created a single-component solution to fixings means installers don’t need a toolbox filled with plugs, screws and washers. LINIAN clips have multiple applications and customers are always coming up with new ways of using the products from anchor fixing for wire suspension rope or combining with stainless-steel cable ties, to fixing trunking to the wall. Whatever the requirements, the clips are versatile, neat, and safe.

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IN PROFILE

LINIAN in 2019 “2019 was a brilliant year for LINIAN,” says Ian. “Our biggest moment was launching two new ranges of products – the SuperClip and T&E Clips. It’s been great to show these off at trade shows across the country. Plus, the trade shows are always a great way of catching up with customers – new and old.

Lynne has always been proud to champion gender balance, diversity and equality. In 2019, she was appointed as an ambassador for Women in Construction. She also took a trip to the US with Unlocking Ambition which was really inspiring and the lessons she brought back really changed our focus.”

In addition to launching the new products, LINIAN developed and introduced a coating plant. The state-ofthe-art coating plant means the coating on the clips is even more robust than before.

2019 also saw the LINIAN team grow to include additional staff and a network of UK and Irish based agents. LINIAN expanded its distribution network across the UK, Ireland and internationally, and started forging closer relationships with this growing network of wholesalers’. The team now offers support at breakfast meetings and events, and by providing samples, marketing materials, blogs, contractor visits and sales leads.

Wholesalers will also be the first to access new products which Directors Wes, Jean, Lynne and Ian are hard at work developing for launch in 2020.

Fact File: Company Address: 34-38 Payne Street Port Dundas Trading Estate Glasgow G4 0LF, Scotland Telephone: 0141 465 4858 Website: www.linianclip.co.uk Company vision: With the LINIAN Fire Rated Cable Clip, you can save time, money and lives.

This single installation Fire Rated Cable Clip provides simple, rapid, robust and fireproof means of fixing cables to construction materials. The result of years of advanced technical research and direct experience, the LINIAN Fire Rated Cable Clip offers major advantages to the installer.

giving any big secrets away, there are a “fewWithout projects ticking along which should make for big news when they’re announced. With innovation and safety at the heart of LINIAN, you can rest assured it will be conquering problems you’ve not even encountered yet.

”

Looking ahead to LINIAN 2020 In 2020, the team hope to build on the successes of 2019, and develop LINIAN’s international distribution network. As Ian states, “Our clips are the preferred method for a growing number of installers and specifiers. Our vision is to become the industry standard, not just in the UK and Europe, but globally”.

Ian will be participating in the Silicon Valley International Connections for Growth Programme (3-7th Feb 2020), coordinated by Unlocking Ambition, Entrepreneurial Scotland and FutureX. During this immersive five day programme, Ian will gain unique access, insights, and valuable face-to-face time with some of the leaders and legal experts behind Silicon Valley’s most innovative and successful businesses. Ian and the LINIAN team are eager to put this knowledge to good use over the coming year.

Without giving any big secrets away, there are a few projects ticking along which should make for very big news when they’re announced. With innovation and safety at the heart of LINIAN, you can rest assured it will be conquering problems you’ve not even encountered yet.

FOR FURTHER INFORMATION

To learn more about Linian Fire clips and its range of products, visit: www.rdr.link/wk003

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ELEX REPORT

NEXT UP: EVENT CITY, MANCHESTER Where: Phoenix Way, Off Barton Dock Road, Urmston, Manchester, M41 7TB When: Thursday 12th & Friday 13th March 2020, 10am - 4pm TRAVEL Car Event City is conveniently located close to the M6, M62, M56 and M60.

Parking is free.

Event City is easily accessible by car.

If travelling from the M60 North take Junction 10 for the B5214 and follow signs for Event City and from the M60 South take Junction 9 for the A5081 and follow signs for Barton Dock Road.

For satellite navigation use: M17 8AS. Train Manchester Piccadilly – Bus service X50 or 250 from Piccadilly Gardens Bus Station descending at the EventCity bus stop.

ELEX 2020 is gearing up for what is sure to be another successful year. With some exciting product and company launches this year, PEW takes a look at the second show of 2020 in Manchester to see what’s on offer.

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hristmas and the New Year has come and gone in the blink of an eye and, as hard as it seems to drag yourself out of bed on a cold spring morning, the potential to meet new customers and interact with manufactures could make it worth it. Ultimately, we are all here to make money and provide a better standard of service to our customers, whether that’s electrician to their client or wholesaler to their customer. Keeping up to date on the latest technology and

Manchester Victoria – Bus service 100 (every 12 minutes) or Service 110 (every 20 minutes) descending at The Trafford Centre bus station.

HOW TO REGISTER: To register for your FREE ticket, call: 01923 237799 or visit: www.rdr.link/wk004

20 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

ensuring you are selling products compliant with the latest Building Standards is a great way of ensuring a successful start to 2020 – so make sure you don’t miss out on the second ELEX of the year at Event City, Manchester.

There will be a number of exhibitors on hand to talk to you about their latest products as well as give you advice on the latest industry happenings.

Amongst the exhibitors at the Event City show include:

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ELEX REPORT

Aico Visit at the show to talk to Aico about the updates and changes on the rules and regulations to the British Standards BS 5389-6. Ask about its 3000 series alarms, as well as the newest technologies AudioLINK, SmartLINK and RadioLINK+.

Knightsbridge Knightsbridge is one of the UK’s leading importers and distributors of lighting products and electrical wiring accessories. The company prides itself on providing quality in everything it does from competitive product ranges to award winning customer service. Check

out live examples of innovative products, including Bluetooth speaker sockets and Fast Charge USB solutions.

CK Tools The company will be at the Manchester show in march, why not ask their team about their quality range of Cable and Wire Stripping Tools.

Unicrimp Prevent cables from premature collapse during a fire with the new fire-rated cable clips. The fire-rated cables are designed to be fast, robust, effective and fireproof.

Visit the stand to find out more.

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CV FOCUS

SAFE AND SOUND O n top of the rising thefts of commercial vehicles, the contents of vans are often also targeted. Analysis by the ECIC shows tool theft from vans has skyrocketed 55% in the last year. With van and tool thefts a growing threat, Moneybarn has put together a handy guide on how to deter thieves and protect your valuables.

Picky parking When it comes to van safety, it’s often best to go back to basics, like picking your parking spots wisely.

If possible, the safest option is to store your van away in a garage, however, a home driveway is the next best option, as you’ll have a better chance to hear any attempted break-ins. If you regularly park your van on your driveway, consider fitting a motion-sensor light outside your home to further deter potential thieves.

Recent analysis shows 32,056 vans have been stolen since 2015, with nearly 10,000 thefts coming in the last year alone.

Charles Stubbings, Account Manager at car finance and loan company, Moneybarn, gives advice on how to keep your and your customers’ vans safe.

Where driveway parking isn’t possible, always leave your van in a well-lit area to give criminals no hiding places. And if possible, park on a road or area monitored by CCTV. Extra measures Vehicle thieves rarely act by chance and often have the skills needed to hotwire a van once inside, so they can simply drive off in seconds. It’s recommended to fit an immobiliser in your van – a device which prevents a vehicle’s engine running unless a corresponding fob or token is used.

Immobilisers are estimated to cut vehicle

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thefts by 40%.

Steering wheel locks add extra protection – simply click the device onto your van’s steering wheel overnight to stop carjackers driving away with your vehicle.

Even if your van is kitted out with antitheft gear, it’s still recommended to fit a GPS device. So, if the worst does happen, you’ll be able to track down the location of the stolen vehicle.

Blacked out Like home burglars, van thieves will likely have scoped out your vehicle for valuables before attempting to break in.

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CV FOCUS

On top of the rising thefts of commercial vehicles, the “contents of vans are often also targeted. Analysis by the ECIC shows tool theft from vans has skyrocketed 55% in the last year.

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Fact File: Company Address: Athena House, Bedford Rd, Petersfield GU32 3LJ Telephone: 0330 555 1230 Website: www.moneybarn.com Company vision: Moneybarn’s vision has not faltered in over 20 years: to help good people access affordable and sustainable car, van and motorbike finance. The phrase ‘doing the right thing’ is inherent within Moneybarn and is the driving force behind achieving good outcomes for our customers and our business.

The safest measure you can take is to empty your van every night and keep valuable equipment stored away in a garage or shed overnight. However, if you simply have too much to transport or need to leave your van parked for a long stay while working on a project, tinted windows will block the view into your van.

Blacked-out windows stop outsiders being able to see into your vehicle and for criminals this may mean your van isn’t worth the gamble.

The price of parts Sometimes, criminals aren’t after the whole van – just its valuable parts. One of the most valuable parts of a car or van is the catalytic converter – worth as much as £4,000 per ounce for the right material.

The number of catalytic converter thefts in certain parts of the country has almost doubled since 2018. And vans are a prime target thanks to their higher position from the ground, making it easier for criminals to crawl under and remove the piece.

If you’re worried about catalytic converter theft, consider investing in a catalytic converter alarm. The alarm detects if the catalytic converter is being tampered with, scaring off potential criminals.

them on as quickly as possible, avoiding getting caught. They don’t want to hold onto items for too long and certainly don’t want them to be traceable. Although not applicable for doing deliveries, if you have a customer who wants to deter thieves then you should advise them that marking your valuables could be the difference between their vehicle being stolen or not.

The best way to permanently mark tools is by getting them engraved with a name or the name of the business. This small marking will make the tools immediately traceable and will put thieves off taking them. A cheaper alternative is to use spray paint to mark tools – just enough to make them stand out and lessen their value to potential buyers.

It’s my vault Sometimes, a locked van isn’t enough to keep your tools safe. One smashed window and criminals have access to all your valuables. Installing a van vault gives you a secure place to store valuable tools.

They can be fitted to vans and provide a heavy-duty storage solution for belongings, which can only be opened with a key and is built to withstand forceful attempts.

FOR FURTHER INFORMATION

Mark what’s yours For vehicle thieves, it’s all about stealing the van, its contents, or its parts and selling

To find out more about Moneybarn and its van leasing options, visit: www.rdr.link/wk005

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TOP PRODUCTS 2019

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The top products have been chosen by some of the top electricians that could be visiting your store in the near future. These products have received some great feedback,

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2020

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with all the products meeting all the ‘Top products’ criteria: quality, reliability and innovation.

Be sure to type in the relevant rdr.link code in order to find out more about that product and how you can work with the company.

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If you, as a wholesaler, could have one super power that was related to business, then what would be better than the ability to read minds to predict what you need to stock months in advance? Here, PEW is giving you that power by showcasing some of the most used and highly praised products as chosen by Professional Electricians & Installer magazine’s readers.

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Without further ado, turn over to get a look at the most sought after products of last year that could see your sales start to fly in 2020.

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TOP PRODUCTS 2019

CED AXIOM SITE ELECTRICS 2019 marked the 25th anniversary of the newly named CED Electrical Group and is a year of major developments, not least in brand rationalisation and new products. 2019 saw Axiom taking over CED's Site Electrics range, where new LED products include tripods and portable site lights. The complete range comprises portable transformers, extension reels and outlet units, industrial plugs and sockets, plus further site lighting including worklights, task and inspection lights, LED uplights and festoon sets. Products meet BS EN standards, have necessary IP ratings, are CE marked and, for lighting, are RoHS compliant. www.rdr.link/wk006

C.K MAGMA PRO TOOL CASE PLUS Carl Kammerling International is enhancing its range of premium storage cases with the new C.K Magma Pro Tool Case Plus (MA2640) – the ultimate bag to organise and protect tradesmen’s tools. The case provides the latest vertical tool storage facility, which not only offers perfect organisation within the tool bag, with a place for every tool, but also helps prevent any tools being lost. The C.K Magma Pro Tool Case Plus offers a range of fantastic features and benefits, designed to make every tradesman’s job easier. These include over 60 vertical storage pockets and holders, offering easy access and the best organisation of valuable tools. The outer construction of the Pro Tool Case Plus offers superb strength and durability and includes heavy duty pierce protected zips, with a 100% water and crack-proof base. www.rdr.link/wk007

SCOLMORE FAST FIT CONNECTORS The 20A 3 and 4 Pole Fast Fit Flow Connectors from Scolmore feature push-in, low maintenance terminals to offer a timesaving benefit for the installer, with no screws required. In a speed test carried out by Scolmore, the installation times were compared for the new fast fit connectors, versus an equivalent screw terminal version, and it was found that typically the fast-fit versions were completed in around half the time. The new range will be compatible with all current Scolmore Click Flow products – connectors, splitters, distribution boxes and ceiling rose. Allowing installers to safely connect/disconnect luminaires or appliances in areas that require quick installation and regular maintenance, the fast-fit connectors will be suitable for a range of applications including education and training facilities, offices and conference rooms, healthcare environments and hotels. The connectors are packaged in outer boxes containing 200 pieces in total, split into four inner boxes each containing 50 pieces – all individually stacked. www.rdr.link/wk008

TIMEGUARD PIR PRESENCE DETECTORS Timeguard has updated its range of PIR Presence Detectors with the SLW360N and SLFM360N (flush mount). They offer a 360° area of detection, with a detection range of up to 8m for motion and 4m for presence detection at a 3m mounting height. They are also IP44-rated, with adjustable time settings, between 3 seconds and 18 minutes, and lux levels between 1 and 1000. The ceiling and surface-mount models are rated and tested to switch between 2000W halogen, 500W fluorescent, 250W LED and 75W fan. The flush mount version comes with a 75mm diameter ceiling cut-out. www.rdr.link/wk009

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TOP PRODUCTS 2019

GREENBROOK POWERBREAKER RANGE

LEGRAND SWIFTWIRE SUSPENSION SYSTEM Swiftwire is able to suspend products from the brand’s overhead cable management and lighting busbar portfolio, it offers fast installation while also improving health and safety on-site. The Swiftwire system has third party approved safe working loads and comprises of high tensile grade (1960N/mm2) galvanised or stainless steel wire and a single diecast mechanism featuring two independent locking channels for maximum joint security. Available in five different sizes, the mechanism’s housing is made from Zamac 5 with stainless steel springs and wedges, making it ideal for use in many corrosive environments. The key-free adjustment on the Swiftwire mechanism allows the system to be quickly and easily adjusted to enable accurate installation. The mechanism’s ergonomic design allows easy installation and handling while wearing gloves. The Swiftwire system is also available in a selection of application-specific packs which come complete with all relevant wire, fixings and mechanisms. www.rdr.link/wk010

With amendments to the 18th Edition regulations, together with the increased safety requirements discussed in the government Hackitt Report, there is more call for the use of RCDs to detect and isolate products at the point of use to help prevent electrical fires, as well as helping to protect the main circuit and the consumer unit (point of supply).

PowerBreaker socket RCDs are available in both 30 and 10mA trip currents in a selection of Passive and Active designs. The super sensitive 10mA versions are suitable for use in areas where you would find children or vulnerable people – such as hospitals or care homes. www.rdr.link/wk011

ESP GUARDCAM WI-FI SECURITY FLOODLIGHT The addition to ESP’s GuardCam range of external area protection systems is a Wi-Fi version – the GuardCam Combined Wi-Fi Security Camera and LED Floodlight. It allows remote viewing, monitoring and notifications via the specially-developed ESP GuardCamDECO app. The system is a complete all-in-one, PIR floodlight, camera and DVR system, which offers an ideal low-energy external area protection solution for domestic and commercial applications. It incorporates a high-definition, 1080p digital camera for superior quality images.

The 16 SMD LED security lamp offers 5,000k colour light with 1,500 lumens – to produce a high quality, cool white light output.

Flexibility to adjust the LED lamp and PIR is also featured, while the PIR sensor provides 180° x 10m coverage. www.rdr.link/wk012

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METREL 3-PHASE ACTIVE SWITCH ADAPTER Metrel has introduced a 3-phase switch adapter – the A1507 – that can be used with either of the Metrel touch screen MFTs, MI3152 and MI3155, through a Bluetooth connection.

The testing automation comes from the Autosequence function of both testers. It can be connected to the installation using croc clips or, more conveniently, using a CEE 5-P 16A or 32A plug. The instruments measures full insulation resistances, L1-L2, L3-N-PC, the continuity of protective conductor, earth resistance, resistance N-PE, full RCD testing and loop impedances using the unique Autosequence function to drive the tests and the connection switching in the adapter. The combination of the dot matrix screen and the Metrel memory management system makes the use of the downloading system uniquely easy to use, speeding the certification process. www.rdr.link/wk013

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TOP PRODUCTS 2019

KNIGHTSBRIDGE FAST CHARGE USB SOCKETS

CATTANO BOXMATE UK-designed and produced, this new product keeps plaster at bay. The user simply pushes a BoxMate into the back box after first fix and they can then pull it out when they return to site. BoxMate uses fluted materials and crush tabs to ensure a snug fit into the box, and a central push-in tab means it can be removed with a single finger. It’s quick, it’s easy, and it saves you time. www.rdr.link/wk014

The Fast Charge sockets, are available with either a Type-A or Type-C Fast Charge USB port.

Type-C USB ports in particular are becoming more and more popular as the demand for compact plug connectors increases. These Fast Charge models allow users to charge compatible devices up to three times faster than conventional USB chargers, offering a convenient solution to those who need to charge their devices quickly and often. www.rdr.link/wk015

SALUS PIR PRESENCE DETECTORS The Smart Home system from heating controls specialist, SALUS, offers an extensive range of connected products that enable homeowners to run their home from their phone, tablet, computer, or even via a Smart Assistant.

The heating can work with other smart devices in the home, including doors and windows, lighting and security cameras. By linking a smart plug and door sensor to the heating, the system can be set so that when the door is opened, it switches the light on nearest the front door and turns down the heating until the door closes.

What makes the SALUS Smart Home system different to any other is the way in which the devices can interact with each other, and as such the permutations for controlling products within the home are endless. Its multiple rule options means there is even more scope for reducing energy expenditure.

Dean Jepson, European Managing Director at SALUS, comments: “We want customers and installers to understand that our Smart Home system goes way beyond the benefits of convenience, control and flexibility. Not only can it set heating and hot water schedules according to the user’s daily and weekly routines and ensure that heat is never wasted on an empty home thanks to its Geo Location feature, it can connect to other devices in the home to further improve energy efficiency. Energy management is no longer just about upgrading to a smart thermostat. It’s about connecting devices so that they can work together to combat energy wastage.” www.rdr.link/wk016

SUPER ROD FERRET WIFI Designed by award-winning New Zealand tech company The Cable Ferret, the Ferret WiFi uses the latest technology to stream high resolution video to a smart device in real time, making it the ideal tool for fast and accurate close up visual inspections and troubleshooting in places which are too confined or hard to reach. The camera has six adjustable bright white LEDs on the front to provide crisp, clear 720p images, even in complete darkness. The Ferret WiFi is used in conjunction with a free Android or iOS app, which allows installers to save their videos and photos directly onto their smart device. Other handy features include an IP67 rated camera, a built-in WiFi hotspot and a wireless range of up to 12m. It also comes with a range of accessories, including a camera gooseneck to allow installers to point the camera in any direction. www.rdr.link/wk017

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SPECIAL REPORT

DIGITAL DIGEST Like-minded businesses from the UK’s electro-technical and construction sectors, keen to be at the forefront of the ever-strengthening drive for digital transformation in the UK’s B2B sector, joined the inaugural ETIM UK Digitalisation Forum in London last month.

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he EDA hosted the event in the capital that featured over 100 delegates hearing from international specialist speakers about how product data standardisation is transforming the way that you work in the business. The Electro Technical Information Model (ETIM) data model is used in 22 countries across the globe after starting life in the Netherlands in 1991. The model enables standardisation and classification of the technical features of any product.

EDA backing So far, the EDA has been the official representative of the ETIM model in the UK and the ‘national organisation’ for ETIM International. In January this year, a new legal entity was created, called ETIM UK. This independent organisation will champion the development and implementation of the ETIM data model in this country, with EDA and BMF leading in their respective sectors.

ETIM UK, a not-for-profit business, will provide sector-neutral management of the maintenance, development and promotion of the data model. ETIM UK is one of 22 national organisations who are members of the ETIM International governing body.

A new partnership The partnership agreement was signed by EDA CEO, Margaret Fitzsimons and BMF

CEO, John Newcomb, at the first ETIM UK Digitalisation Forum, in the presence of Board-level members from both associations and the ETIM International Board.

Margaret Fitzsimons, CEO at the EDA, comments: “Everyone agrees that we have to digitalise our businesses. But to digitalise our businesses we have to digitise our data. We cannot escape that fact. High quality, unambiguous, consistent, and complete – good data is the golden thread of commerce.

“Since the EDA took the strategic decision to introduce the ETIM data model to the UK’s electro-technical sector in March 2017, there has been a huge EDA-led effort to review and Anglicise over 100,000 pieces of ETIM-ready data. This substantial progress, although there is more to do, has created a pool of expertise which, via this new agreement, the EDA is delighted to

28 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

share with the BMF to help jumpstart the ETIM journey for their members.

“This is a significant step forward, as the BMF is such an important organisation with a big reach. In addition, the products in this sector require digitalised data for BIM applications – and ETIM can be a big advantage here.”

BMF view John Newcomb, CEO at the BMF, adds: “The BMF represents over 700 businesses from both sides of the product supply chain and each one has an important role in creating and maintaining the UK’s built environment. For them, technical product data is a vital e-commerce and BIM resource but with huge potential for improvement in standardising the presentation of that content and simplifying the transfer of information between manufacturer and merchant. The EDA has been a trailblazer for the ETIM data model in the UK and now, thanks to this strategic partnership, the wider construction sector can benefit too with the BMF at the heart of that transformation.”

FOR FURTHER INFORMATION

To learn more about ETIM, visit: www.rdr.link/wk018

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SPECIAL REPORT

IMAGE

CONSCIOUS Thermal imaging is becoming increasingly popular with electricians.

So how does it compare with other inspection methods? Could it benefit your customers and, if so, which type of infrared camera would best meet their needs?

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eat is a by-product of operating any sized electrical circuit and most problems in electrical systems display themselves in terms of heat. Electricians must be able to classify a circuit as normal when the load is on or identify when it is abnormal.

Traditional methods In the past, the only way electricians could inspect and analyse electrical systems was with hands on testing – usually conducted after turning off the power to make sure it was electrically safe. Many used contact measurement devices such as thermocouples which produce a temperature-dependent voltage that can be interpreted to measure heat.

With traditional inspection and maintenance methods, electricians cannot see all the possible issues but instead must rely on guesswork, checking out connections one by one. This method does not guarantee that heat-related conditions

will be solved because turning off the power removes the load. It will determine if a circuit is overloaded but, when the power is off, it is not always possible to know for sure if the problem has been fixed.

In recent years, electricians also began using spot radiometers – small hand-held non-contact devices that can be pointed at a target to obtain a temperature measurement. They provide acceptable measurements within certain limits but no visual imagery is available.

Thermal imaging spotting loose connection

30 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

Stepping up A step up from direct measurement and spot radiometry is thermal imaging, which detects infrared energy emitted from an object, converts it to temperature and displays an image of temperature distribution, called a thermogram.

The technology provides electricians with a far higher ability to analyse, recommend and diagnose. For example, a thermal imaging camera can be used on a circuit breaker to determine if connections are loose, if there is too great a load on the breaker and if there are any issues with the breaker contacts.

A wide range of electrical equipment can be inspected in this way including transformers, switchgear components, breakers, fused and non-fused disconnects, conductors, terminations, contactors, control wiring, open and enclosed buss ducts, distribution and branch circuit breaker panels and motors.

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SPECIAL REPORT

What are the benefits?

In effect, thermal imaging allows electricians to picture heat, which has three main benefits. Firstly, it is a non-contact approach, so there is no need to touch equipment to determine if heat is within normal operating temperatures.

Secondly, electricians can use the infrared images to demonstrate the location and severity of the fault and provide visual proof that the problem has been rectified.

The third benefit is that thermal imaging can be performed in real time. Over the past decade, video capture technology for infrared cameras has greatly improved.

This allows electricians to observe and analyse electrical equipment it heats up and begins to operate, this is because as it operates under normal conditions over time and as the target cools down.

Is it needed?

In truth every electrician and technician can benefit from a thermal imaging camera and the choice available means there is a model to suit every need and budget.

However, your opening question to an electrical contractor should be: are any of the jobs your customer is working on using heavy power?

Those that work in industrial manufacturing facilities, large office blocks or even local amenities such a swimming pools, have the greatest need to ensure electrical equipment is reliable and operating optimally. If the contractor is performing traditional, periodic electrical inspections, how do they differentiate themselves from their competitors? Thermal imaging could be a game-changer, not only in terms of its efficiency, but also with its ability to provide ‘before and after’ evidence.

Increasingly, insurance companies are driving the take up for thermal imaging surveys so it is important to ask the contractor if their customers’ policies require this as part of their testing cycle. If so, there is the potential for the customer to negotiate a discount if this were in place. Another big selling point is that customers can offset the cost of the survey, either partially or fully, with the savings made through early fault detection.

Greater workplace safety through reduced fire risk is another plus point.

Which model?

If the contractor has already expressed an interest in thermal imaging surveys, the first thing to determine is whether they propose to conduct it as a value-added service. This will inevitably govern how much they are prepared to spend on a thermal imaging camera. So, getting an idea of how much they will be charging will give you a good steer on the recommended model.

What type of resolution is needed?

Thermal imaging comes in many resolutions, sensitivities and temperature ranges and manufacturers, such as FLIR, provide this comparative detail on their website to help you identify the right product for the customer.

To help guide the purchaser, the safety criticality of assets to be inspected should be considered. The cost equation must take into account the risk of not having a sufficiently high specification camera.

Indeed, understanding the limitations as well as the wide potential of a particular type of camera is the reason why training is so important.

Training not only provides you and your customer with a thorough grounding in the science behind thermal imaging and its scope for electrical inspection, but also a good understanding of which type of camera is best suited to different tasks.

Indeed, this is why many insurance companies stipulate a minimum training requirement for thermal inspection.

FOR FURTHER INFORMATION

To find out more about thermal imaging, camera choices and training, go to: www.rdr.link/wk019

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 31

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ELECTRICAL ACCESSORIES

Installers rely on customer satisfaction to build up a solid base of repeat business and a steady stream of referrals. So, the quick installs that deliver extra benefits for their customers are always going to be useful weapons in their armoury. Here, Timeguard looks at some of the options available.

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oing above and beyond the norm, they tend to give stockists opportunities for bigger margins, too. So, display them loud and proud at the counter and make sure your staff is briefed to help sell them.

Swapping out ugly, old outdoor lighting People soon become used to the convenience of automatic outdoor lighting but, after a few years, the units can begin to look a bit tired. Even plastic lights have metal parts liable to rust.

The wiring is already in place, making selling in the idea of a replacement easy, but just fitting like for like is kicking the can down the road – the same problems of corrosion, stains on rendered walls and cloudy windows will soon recur.

Instead, installers can make a real difference by choosing rust resistant models for damp areas where old lights are rusty. They can also add value by improving the looks of the property, choosing sleeker, windowless designs and perhaps all-white models to blend in better with rendered walls or for mounting on soffit boards.

Adding new ways of controlling outdoor lighting Is the power switch for outdoor lighting in the right place for the end user? Often you’ll find it next to the door, but why not offer less-mobile customers the option of remote RF control. With the Timeguard remote fob it is also possible to ‘hide’ the RF remote inside any normal light switch, which won’t need to be connected to the mains or chased in – and of course it will never get lost! Leads from the remote are simply connected to the switch terminals and users can control their lights from a wall switch in any convenient location. The RF fobs described here are designed to work with the Timeguard LEDPro range of modular outdoor LEDS, with mix-and-match master and slave floodlights and a choice of PIR, photocell or RF control plug-in modules.

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Switch off and save Wherever there’s a fused spur, installers can save lives and money by making sure appliances like dangerous irons or expensive heaters won’t be left on accidentally. Simply replace the basic spur wire-for-wire with a device that also offers programmable time control. With these fused spur time switches, installers can add hard-wired programmable time control to virtually any device or appliance in the home. An alternative approach allows boost timing – the device counts down and switches off automatically while still, of course, providing all-important fused spur protection.

Switch smarter Light switches can be put to work as well, with integral PIR and time control.

Again, replacing basic switches with these smarter devices could hardly be easier, but the benefits to end users are immediate and obvious.

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WiFi for all WiFi is the name of the game – and it seems you’re nobody unless you can switch something at home on and off from your phone these days. For most people, it is the heating that they want to manage, usually turning it on ahead of schedule if they are heading home earlier or delaying it if they’ve decided to stay out.

There are many devices on the market to do this, but perhaps the least expensive and simplest approach is adding WiFi functionality to the devices end users are going to need anyway – the fused spur timers, hard-wired time switches and thermostats.

Do encourage installers to take “advantage of these nice little earners, but make sure you have their backs by supplying great products for them.

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Again, the market will get more crowded but, coming back to what we said at the very start of this article, an installer relies on satisfied customers and word-of-mouth recommendations.

Whatever they fit has to be reliable. The hardware is one thing – and branded quality will rarely let you down – but don’t forget the importance of the software apps that control WiFi devices. An app needs constant reviewing, debugging and updating. Without that, customer satisfaction soon goes out the window, and returns pile up on your counter.

Do encourage installers to take advantage of these nice little earners, but make sure you have their backs by supplying great products for them.

FOR FURTHER INFORMATION

To learn more about Timeguard, visit: www.rdr.link/wk020

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THE WHOLE PACKAGE APPROACH When customers come to purchase cable management solutions, it is crucial that a holistic approach is taken to ensure the entire installation is compliant.

Here, Nick Hayler, Technical and Product QA Manager at Marshall-Tufflex, discusses what wholesalers should know to advise their customers.

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he proper selection and installation of cable management products is crucial to ensuring that data and cabling are correctly routed and cannot be compromised. However, electricians also need to be fully informed on Building Regulations to ensure not only a correct fit for the job at hand, but also to meet accessibility requirements. In addition, regulations around cable management also come into play regarding the health and safety of building occupants and,

By keeping customers “informed of a holistic approach to cable management, wholesalers can take advantage of an upselling opportunity whilst providing knowledgeable and reputable customer service.

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34 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

in the event of a fire, the rescue services.

Certain accessories are therefore mandatory and could even save lives.

Whilst installation and compliance is down to the electrician, wholesalers can provide added value by being able to inform customers of what is required to ensure an installation is fully compliant.

BS 7671 – The hot topic As wholesalers and electricians will be aware, changes were made to the BS 7671 IET Wiring Regulations (18th Edition) in January 2019, and that Regulation 521.10.201, has now been replaced by Regulation 521.10.202.

Originally, installers were only required to support wiring systems against premature collapse along pre-determined fire escape routes. Following a number of injuries and the tragic deaths of a firefighter, the regulations were reviewed and Regulation 521.10.202 now stipulates that cables must be supported throughout the entire building.

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This is because, in the event of a fire, the structure of the building can become unpredictable and cable housing can be destroyed by the heat, causing unsecured cables to fall and entangle evacuating occupants and emergency services attempting rescue.

These changes also now mean that that the sole use of non-metallic cable clips to secure cabling is no longer acceptable in installations cables not housed within cable management systems will need to be securely attached to the structure of the building using fixings that will not be destroyed by fire.

Therefore, wholesalers should ensure their customers are purchasing high quality fire clips that meet all necessary requirements and guarantee performance in the event of a fire, such as the Firefly Fire Clips range from Marshall-Tufflex. Each product has been designed to be fire resistant above 1000°C for up to 120 minutes. Suitable for use with multiple products in its cable management catalogue, the fire clips are easy and comfortable to install with rounded ends, and there are a choice of robust clips and straps for use when installing 20 or 25mm conduit.

Part M Approved Document M covers the ease of access to, and use of, buildings and facilities for disabled visitors or occupants, and the ability to move through a building easily. The document also covers cable management solutions, to ensure switches and plugs can be easily located and used by building occupants and visitors with impaired vision. Here, ensure you’re

products from a manufacturer that can provide products to cover all sizes – Cat 5, 6, 7 and 7a.

Fact File: Company Address: Marshall-Tufflex Ltd, 55-65 Castleham Road, St Leonards On Sea, East Sussex, TN38 9NU Telephone: 01424 856600 Website: www.marshall-tufflex.com Company vision: Marshall-Tufflex is the UK’s leading manufacturer and supplier of cable management solutions for commercial, industrial, healthcare, education and domestic markets. We deliver our top quality cable management systems to a global market.

informing your customers that they should be using accessory boxes and plates of contrasting colours so that they are easily found and accessible.

Cat’s out the bag If your customer is installing cable management solutions for data requirements, it is of great benefit to stock

Know your environment Furthermore, when selling items as an inclusive package, it is of course important to consider the cable management solution itself.

Climate change and the environment have been making headlines over the years, and with an estimated 25 million tonnes of waste from the construction industry going to landfill sites every year, there is huge opportunity for wholesalers to keep their customers informed about the impact they will have by purchasing a sustainable product.

Responsible PVC-U cable management manufacturers, such as Marshall-Tufflex, is leading the way in providing such products. Its cable management solutions are manufactured using recycled PVC-U from window frames. This aids not only in the robustness of the material, as it was originally designed for external use, but also reduces waste and lowers environmental impact of manufacturing significantly – so significantly, in fact, that this saves the equivalent of 300 double decker buses worth of plastic going into landfill every year.

By keeping customers informed of a holistic approach to cable management, wholesalers can take advantage of an upselling opportunity whilst providing knowledgeable and reputable customer service.

FOR FURTHER INFORMATION

For more information, please visit: www.rdr.link/wk021

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INTERIOR MOTIVE There is a wealth of options available in the electrical accessories market including new colourways, glass and wood-framed fittings and many more that can subtly create a designer look and feel which can elevate an interior – boosting margins and creating new opportunities for upsell.

Mark Booth, Managing Director, Gira UK tells us more.

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he progression of KNX system technology throughout the home has made linking devices much less complicated, so that a variety of devices can share one single, simple network and work together as required. Therefore you can offer more ways to control and influence lighting protocols depending on the type of smart living experience your customer is looking for.

Additionally, with the health and wellness market continuing to dominate consumer spending, it makes sense for designers to suggest chromatherapy as a lighting option and also to advise the end user regarding colour temperature as this can completely transform the user experience.

All together Multi-function controls are something to consider, like the Gira touch sensor 3 which allows many intelligent building technology functions to be conveniently controlled at the press of a button, so it’s possible to

switch on bathroom lights, dim them, raise or lower blinds and save or call up light scenes, for example. In the process, its operation adapts to the occupants' needs.

If functions ever change, the button assignment can be easily reprogrammed.

The number of saved functions depends on the number of buttons.

I think the greater desire for personalised technology into the home means that regardless of age or background, we will want lighting controls which support the way we want to live our lives. For the grey market, this might mean

The introduction of Gira “Studio answers the industry’s growing desire for electric interior schemes where period style design is modernised through cutting-edge technology.

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an extra emphasis on clearly configured controls and call systems, and for a young family – ensuring that controls can be child-proofed would make sense. The sheer variety of switches and components available is triggering all sorts of ideas in terms of future integration, so the smart home possibilities that we see today are only the tip of the iceberg in terms of having a highly-individualised homes which knows exactly what we like and when we like it.

Future design Our aim is to continue designing and manufacturing intelligent build solutions which answer current trends. Black is a colour which has been elevated to new heights, now viewed as the new design classic for 2019. Our introduction of new Design Lines like our Gira E2 in stylish Matt Black is perfect for answering the industry’s growing desire for monochromatic interior schemes which

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embrace black hardware, fixtures and fittings. Plus, it’s no secret that one of today’s main concerns is finding an outlet to plug in your smartphone when it needs charging and a spare plug in any home, is now a thing of the past! Sadly, the market does not reflect this clear need for more outlets as most UK manufacturers typically offer only 1-2 gang frames, as standard.

Likewise, our Studio Design Line epitomises luxury specification at the highest level. A true expression of leadingedge design where a square becomes a circle, the new Gira Studio Design Line will awaken the static nature of a bare wall to elevate a space to new degrees of form and function. For the ‘modernists’, Gira recommends Studio Flush Mounted: a contemporary design with sleek, ultramodern attributes that is accentuated through the lustrous glass cover frame.

The introduction of Gira Studio answers the industry’s growing desire for eclectic interior schemes where period style

design is modernised through cuttingedge technology. The addition of retro accessories and the ability to design with multiple styles and sizes provides creative freedom and tailored specification, and I believe that our new Gira Studio Design Line answers these ideals in terms of both style and substance.

Indoor lighting Meanwhile, Plug & Light makes indoor lighting smart and light control incredibly simple. Plug & Light is a defined interface which unites light control and power supply. Combined with appropriate light top units, Plug & Light offers easily controllable indoor lighting – from dimming to warm dim. The open system can be used in the most common flush-mounted device boxes, also in British Standard, and besides the controller, it reconfigures the handling of the associated light top units.

Each design line by Gira is able to support more than 300 functions so flexible indoor lighting can come to life for the end customer with ease and provide an infallible solution for professional electricians, installers and system integrators.

FOR FURTHER INFORMATION

To learn more about the products available from Gira, visit: www.rdr.link/wk022

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LIGHTS, CAMERA, ACTION PEW gets an insight into the story behind the development of the OVIA lighting brand as it embarks on an exciting new phase.

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uring 2019, electrical solutions provider, Scolmore Group, made a significant investment in its successful OVIA brand of lighting to create a dedicated, independent lighting company – OVIA. The aim was to bring to the professional electrical contract market a vastly extended range of high quality products that are very competitively priced, and are available through the reliable wholesale channel. The OVIA product offer now covers a much wider range of sectors including commercial, industrial, utility, amenity, emergency lighting and floodlighting.

Pedigree OVIA is not another new LED lighting company – the name is a familiar one in the industry. It was first introduced by Scolmore in 2011 as the umbrella brand for the company’s growing lighting collection. Having enjoyed considerable success with it during the last eight years, Scolmore recognised the huge market potential that the transformation of the lighting sector has brought in recent years, with the emphasis on energy efficiency and connected systems. The new OVIA

38 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

lighting range has been developed with this in mind and includes a full range of lighting control solutions that will optimise energy saving credentials.

Lighting expert OVIA is now officially launched, with industry expert, Mike Collins, heading up the business and a highly experienced sales team on board taking the new OVIA offering out to customers across the UK. Mike Comments: “Our aim is to provide contractors with a broad range of lighting products that are quick and easy to install and will save them time and money on any given project. We believe that we have a winning formula with this new OVIA range.

We already have a reputation for quality and reliability and we believe we are hitting the market at the right time to fill a gap for a broad spectrum of entry level lighting products that are highly competitively priced, offer a range of unique features and benefits, and are unmatched by competitors.

“We’ve got some fantastic products in the collection and had a great opportunity to get some feedback from the industry when we took them to ELEX in Sandown in November. The most common reaction was that contractors felt they were being listened to and we were bringing out products that cater directly for them.”

The OVIA team will also continue to engage with contractors throughout 2020 through its dedicated YouTube channel SGTV.

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Ovia will be engaging with people at trade Shows like ELEX

Lighting design service As part of a commitment to deliver a first class service, a dedicated OVIA lighting design service is available, allowing customers to access free lighting design schemes for their commercial projects.

This can all be handled through the local ASMs who are all qualified to carry out site surveys. With all the relevant information and measurements acquired and a site survey completed, a suitable lighting scheme will then be designed, and the proposal and quotation supplied.

Product spotlight Some 400 individual products made up the first phase launch in November. The premium products within the OVIA lighting range come under the Inceptor brand.

Inceptor is already a well-established and highly-regarded brand among contractors – think Nano, Omni and EVO. Now a raft of innovative new products have been added to the Inceptor range, with special features and benefits that set particular products

apart, such as the ability to use the Flow connector for speed and ease of installation, as well as the offer of additional warranties.

Complementing the lighting products offer is a range of sensors to control devices – microwave and PIR control options. The benefits are numerous – they can add convenience, help save costs, improve safety and reduce environmental impact.

A dedicated OVIA website – www.oviauk.com, and a comprehensive 196-page downloadable product catalogue are available to provide customers with quick and easy access to everything they need to know about the OVIA collection.

Elite Stockist benefits OVIA is offering wholesalers access to a range of additional benefits by becoming an OVIA Elite Stockist. Benefits include 2% discount when placing orders on the online ordering portal, with guaranteed next day delivery on orders placed before 2.00pm – 14 days returns policy with no handling charge. They will also have access to the OVIA online Marketing Hub (product images, promotional flyers and product data), POS merchandising and trade counter support, plus the OVIA lighting design service.

Whether an OVIA elite stockist or not, all wholesaler partners will benefit from the full backing and support of the Scolmore Group, with the guarantee of a range of high-quality, competitively priced products, backed up by excellent local stocks and delivery service, as well as detailed product support via trained staff and customer training.

The team Mike Collins brings a wealth of knowledge and expertise to the OVIA business. He is supported by a highly experienced team:

Product Focus: What to look out for in 2020: ● Inceptor Slate – OVIA is the first company to introduce a commercial LED panel with pre-wired Fast Fit Flow Connector as standard ● Inceptor Iona – the only commercial downlight on the market that has an integrated Flow connector ● Inceptor Apto – an unusual, adaptable commercial downlight that can be retrofitted into a range of cutout sizes

● Charlie Desmond – covers East Anglia, Essex and London. Progressed from electrical graduate management trainee to fully fledged sales representative for one of the UK’s largest electrical wholesalers. ● Reg Oldrey – covers the South East. 15 years’ experience with a number of leading wholesalers and a major lighting manufacturer. ● Daniel Arnold – covers the North East and Yorkshire regions. Extensive experience in both wholesaler and lighting manufacturer environments. ● Simon Cooper – covers the South West and South Wales regions. Former Dale Carnegie outstanding achievement award winner with over 15 years’ experience with a major electrical wholesaler. ● Chris Kirk – covers the North West region. Will be transferring the skills and experience with a number of top UK lighting brands to OVIA. ● Michael Bakewell – covers the West Midlands region. An all-rounder who is a qualified electrician and has extensive sales experience in electrical wholesale and manufacturing.

FOR FURTHER INFORMATION

For further information, contact OVIA on: 01827 300640, sales@oviauk.com or visit: www.rdr.link/wk023

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 39

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POLE POSITION GridPro from Scolmore is an extensive range of interchangeable mounting plates and modules, available in a number of finishes – offering flexible, modular grid solutions.

PEW takes a look at the range to see what options are available for your customers.

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ith a number of unique features, the new range offers contractors a modular wiring solution, allowing them to take on a variety of projects from domestic through to bigger, more complex commercial installations.

What’s new?

Unique to GridPro is the screw attachment feature, which means that no yoke is required for any modules when using 1-4 gang plates – the modules can be screwed directly on to the plates. With some products on the market requiring yokes to be purchased as separate components, you can offer your customer a time-saving solution.

Another cost and labour saving feature is the universal GridPro yoke, which means a single yoke can be used for any Click plate styles (with the exception of Definity).

Tabs on the yoke are removed with a snap to allow the yoke to fit into the back box.

Where a yoke is required on the multi-tier plates (6-24 gang), there is a clip attachment on the top and bottom of the module which allows for fast and easy removal and

assembly of the module to the grid yoke either by hand or small tool. All modules come with fully backed off captivated terminal screws for ease of assembly.

Part of the gang The 1 to 24-gang grid plates are available for each of the existing Click wiring accessory ranges – Deco Plus, Deco, Definity, Define, Mode, Polar and Metal Clad. All switch modules are 20A rated – making them ideal for commercial applications.

More than 600 individual products made up the overall range when it was first launched in 2017. Since then Scolmore has continued to invest in the range and this led to the introduction in early 2018 of a special in-house laser etching service across all GridPro modules. The idea behind this was to add value to an already successful range and help installers to save time and money. The module etching is done using a specially acquired laser printer, which produces a precise, permanent, fine marking effect and offers flexibility to suit large volume orders or for customised jobs.

Offering more With this in-house facility, Scolmore is able to offer a fully bespoke service to customers, who will be able to order customised laser etched modules to suit the range of projects they are working on.

14 of the most popular printed legends will be produced – including dishwasher, cooker hood, washing machine, fridge freezer – and they are available in all the GridPro module finishes, providing a huge selection for customers to choose from.

Scolmore is also able to offer a bespoke service if required.

The most recent development with GridPro has been the addition of a range of media modules that will widen the appeal and applications for the range with specifiers and contractors. Launched last September, these new modules are fully compatible with the GridPro range and have been designed to allow a combination of power and media modules within the same plate.

A total of 16 media modules have been added including USB, VGA, Satellite, TV, Telephone, RJ11, RJ45 CAT-6, RCA x2, Loudspeaker x 2, Audio Jack, HIFI, HDMI, Time Delay and Buzzer modules.

FOR FURTHER INFORMATION

To see more of the wiring accessory options from Scolmore, visit: www.rdr.link/wk024

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FIRE & SAFETY

FIGHTING FIRE WITH FIRE CLIPS SWA’s range of Firefly fire safety clips and cleats are designed to solve a real problem – and one that can have tragic consequences, too. Here, the company talks through the necessity of keeping up to date with the latest legislation changes.

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hile overhead cabling does not normally present a risk – in fact, having cables neatly out of reach in plastic trunking is a very sensible safety measure, as soon as a fire breaks out the plastic quickly melts and the combined weight of the cables brings it all down, blocking escape routes in offices and industrial buildings. Those fallen cables then become a major safety hazard as people try to escape, often in poor visibility because of smoke and amid noxious fumes. From 2004 to 2014, there were 14 fatalities as a result of people becoming entrapped in cables. The figure includes firefighters, who are at particular risk of entanglement because of the equipment they carry.

A deadly problem SWA’s Firefly clips have been specifically designed to solve this deadly problem, while at the same time complying fully with the new regulations brought in to tackle it.

Their spring-loaded design ensures they dig in tighter as a fire takes hold, embedding themselves firmly into the substructure they are affixed to and virtually eliminating the risk of overhead cables falling. The spring loading also allows for the easy addition or removal of cables in the months and years after installation.

Crucially, they have been proven to retain their shape and strength in the

cable, and the clips stayed in place as temperatures reached 970ºC for 120 minutes, easily surpassing the required resistance time of 45 minutes set to allow fire alarms to ring for as long as possible.

The comprehensive Warrington procedure also included a shock and water spray test.

Product focus Firefly internal trunking clips are available in all sizes from 16 x 16mm to 50 x 50mm, and from 16 x 16mm and 40 x 25mm for the external clips. In addition to the spring-loaded trunking clips, the range includes conduit clips for both 20 and 25mm conduit.

Impact-resistant and corrosionresistant, Firefly cable cleats are designed to be easy to install and are supplied in sizes matching existing No. 5 to No. 20 plastic cleats. searing temperatures of a building fire.

Firefly fire safety clips recently won eight Warrington Fire Safety Certificates, covering the entire range. The tests were conducted using Prysmian Plus fire alarm

100% compliant Firefly safety clips are 100% compliant with the 18th Edition BS 7671:2018 Wiring Regulations, which make it mandatory to secure all surface cables with metal clips.

The regulations became mandatory at the start of last year, prohibiting non-metallic clips or plastic trunking as the sole means of support for fire alarms, HVAC, CCTV and general electrical cabling.

Ideal for walls and ceilings in both new installations and retrofits, the full Firefly Fixings range includes cable clips, cleats and clips for use inside and outside plastic trunking and to secure conduit and cable tray. There are even clips designed to be used directly into masonry, independently of any trunking.

The high-precision, zinc-plated clips feature rounded ends, preventing damage to cables and injury to electricians. They have a melt point of over 970ºC. FOR FURTHER INFORMATION

To learn more about SWA, visit: www.rdr.link/wk025

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 43

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FIRE & SAFETY

FLASH SAFETY In industries working around high and low voltage electricity, the importance of PPE is widely recognised, however the dangers posed by an Arc Flash are not so well known in comparison. To help workers stay protected, Mark Lant, technical expert at Arc Flash PPE manufacturers ProGARM, outlines the measures your customers should take when it comes to Arc Flash PPE.

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t sounds simple, but there’s a surprising lack of knowledge amongst industrial electrical workers when it comes to Arc Flash. Most workers in the electrical industry are familiar with an Arc – an electric luminous bridge formed in a gap between two electrodes – but its severity and danger is often overlooked. In short, an Arc Flash occurs during a fault, or short circuit condition, which passes through an arc gap.

This can occur for several reasons – from being initiated through accidental contact or equipment that is underrated for the available short circuit current, to contamination or deterioration and corrosion of equipment.

An Arc Flash can result in devastating and even fatal injuries if the appropriate protection is not worn. With temperatures of up to 35,000ºF, more than four times hotter than the surface of the sun, an Arc Flash has the potential to burn an

44 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

operative’s skin within fractions of a second, as well as cause permanent blindness or hearing loss, and can throw workers several feet across the room.

Ensure correct protection While many could be forgiven for thinking that flame retardant (FR) PPE can also provide protection in an Arc Flash incident, this is not the case. There are separate safety standards for Arc Flash clothing, which go further than those for fire resistance, meaning that the level of protection provided by FR clothing does not necessarily match that of Arc resistant PPE. Arc Flash protective clothing is designed to not only protect operatives from fire, but from the thermal energy generated by an Arc Flash, which can also cause external and internal burns. In fact, fabric used in Arc resistant garments must meet higher tear resistance and tensile strength than those used for fire-resistant clothing.

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FIRE & SAFETY

Legislation In an alarming study conducted by ProGARM, 78% of industry workers admitted that they were unfamiliar with the relevant Arc Flash legislation. In fact, every industry has specific regulations surrounding PPE that must be adhered to. These are constantly changing, meaning it is of vital importance that you help your customers keep up to date in order to comply with them.

Most recently, a new version of IEC 61482-1-1 was published, changing the way Arc Flash garments are tested – garments will now be given an ELIM rating as well as an ATPV rating, which gives a protection level at which there is a 0% probability of second-degree burns.

However, the changes in testing means that a product could have a lower ELIM rating compared with ATPV ratings, despite it being the same garment. This means that, to achieve a certain ELIM cal rating, wearers may be required to wear Arc Flash base layers underneath their outer PPE, to increase the layers of Arc Flash protection, or wear a heavier garment to provide the ELIM value if required.

Check the material The two phrases regularly used when shopping for appropriate PPE clothing are ‘treated fabric’ and ‘inherent fabric’.

Treated fabric is made from fibres which are not flame retardant by nature but have undergone a chemical process to add a fire resistance quality to them. The protection given by a treated fabric relies on that treatment not being degraded or

These are constantly “changing, meaning it is of

washing but does tend to be more expensive due to its durability.

vital importance that you help your customers keep up to date in order to comply with them.

Look at the fastenings To achieve the most comprehensive protection, it’s important to look at each component of the Arc Flash clothing, as it’s not just the fabric that needs to be Arc Flash resistant. Garments should have every stitch, button, popper, zip, velcro and press-stud as flame resistant to provide enhanced and effective Arc Flash protection, as well as durability.

In fact, ProGARM’s ThermSAFE fastenings are made from military-grade materials, also used by NASA, meaning you can be confident that, should the worst happen, they will provide protection.

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worn off in any way during its lifetime.

However, washing or long-term use can reduce the protection these safety garments offer, which is why this type of clothing is generally cheaper.

Inherent fabric, on the other hand, refers to material which has fire retardant properties as part of its natural make-up. In other words, they needn’t undergo a chemical process to become flameretardant, as the polymers which make up the clothing are inherently so. Inherent fabric does not lose any of its protective qualities after long periods of wear or

FOR FURTHER INFORMATION

For more information on ProGARM, visit: www.rdr.link/wk026

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FIRE & SAFETY

CAUSE FOR ALARM Neil Baldwin, Managing Director of ESP, looks at the range of fire protection solutions available from conventional to addressable and the latest two wire fire alarm systems.

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ire alarm systems are broadly divided into two main groupings – “conventional” fire alarm systems and analogue addressable “intelligent” systems – with each type best suited to different kinds of premises.

Conventional systems Conventional, or four-wire fire alarm systems have been traditionally used in smaller properties such as shops and restaurants. They work by dividing the building into a number of detection zones, with the detectors and call points within each zone hardwired on dedicated two-core cable to the control panel. There may be multiple detectors on a single zone.

A separate two-core, fireprotected cable for the alarm’s sounders is required as they are wired on different circuits. If a detector is activated, the control panel identifies the circuit that contains the triggered device and so indicates the zone from which the fire alarm has originated, but the area then has to be manually searched to

pinpoint the individual device. In large buildings this could mean that over 50 zones would be needed to correctly protect the property to the prevailing industry standards – proving a costly and time consuming exercise.

Because the majority of conventional detectors are simple, two state devices they can only be in either a normal or fire condition. Although modern components and quality system design can play a part in reducing potential problems, it is not uncommon for conventional systems to generate unwanted alarms.

Intelligent systems Addressable or “intelligent” fire alarm systems overcome these limitations and are designed for large commercial premises and more complex networked systems. They are more expensive and more complicated than conventional four-wire systems, having increased flexibility, intelligence, speed of identification, and scope of control.

In addressable systems, different types of initiating devices are wired in one or more single loops around the premises, requiring less cabling than

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FIRE & SAFETY

conventional systems, with each detector or call point having its own unique address.

The fire control panel receives information and status reports from each device and indicates its exact location if there is a fault, contamination or activation via smoke or heat detection. As these control panels have become more sophisticated and more powerful, they are capable of handling an increasing number of loops per panel and it is possible to network numerous panels together to increase the capacity.

Because analogue addressable fire alarm systems offer a greater degree of flexibility, intelligence, speed of identification and the extent of control, they are the preferred option for specifiers and contractors working on bigger and more intricate projects as they overcome the limitations of conventional fire alarm systems.

Two-wire technology The latest technology sees the introduction of two-wire fire alarm systems which are aimed at small to medium contractors, offering them a highly flexible and adaptable system that will save them time and money on the installation process.

Two-wire fire alarm systems are based on standard conventional system technology. However, unlike standard conventional four wired systems where the detectors, call points and alarm devices for each zone are wired on separate circuits,

the new intelligent two-wire technology allows all devices to be wired on the same set of two-core zone cables back to the control panel – enabling it to use a single circuit per zone, both for detection and to power the sounders. This advanced technology can reduce both installation and material cost.

A key benefit that is offered with some of these types of systems is an alarm confirmation feature which offers the ability to select a confirmation period for individual detectors and therefore confirm if the smoke/heat detected is an actual fire – and not a false alarm. Using these built-in alarm confirmation features, until an alarm has been confirmed within an individual area, only that area is evacuated. At the same time, if an alarm is confirmed in a common area, the device initiates a full alarm evacuating all surrounding areas. This unique, conventional panel feature is vital where two-stage alarms are required.

Another major plus with some systems on the market is a special flexidetector which adds further versatility and convenience to this type of alarm system.

Offering different modes of fire detection including combined heat and smoke, these detectors are also available with an

inbuilt sounder or inbuilt sounder strobe, which will assist with a compact install solution (as the detector and sounder is all-in-one as opposed to separate units).

Due to the different options, the flexidetector offers convenience to installers, as they will not be required to carry a complete range of devices.

Because two-wire systems offer adaptability, speed of installation and costeffectiveness, they provide an ideal fire alarm solution for a range of small to medium sized projects such as restaurants, retail outlets, schools, offices, apartments and hotels.

ESP options For more than 20 years ESP has been developing and supplying fire and security related products to the UK electrical industry via the reliable wholesale channel. The company has continued to grow its MAGfire Fire Protection category and today offers a range of products and systems that covers conventional, addressable and the latest two-wire fire alarm system range.

The launch of the MAGDUO two-wire range at the beginning of 2019 introduced a totally new collection of products to the company’s growing fire protection offer.

MAGDUO sits alongside the existing MAG Conventional Fire Alarm products and the MAGPRO Addressable range – fulfilling the increasing demand from customers for this latest technology.

The MAGDUO Two-Wire fire alarm system is aimed at small to medium contractors, offering them a highly flexible and adaptable system that will save them time and money on the installation process.

FOR FURTHER INFORMATION

To learn more about ESP, visit: www.rdr.link/wk027

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 47

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FIRE & SAFETY

LADDER TO SUCCESS As tradesmen become more aware of the importance of non-conductive ladders, particularly when carrying out electrical work, it is crucial that wholesalers are stocking a range of suitable products to meet this demand. Jamie Brassington, Product Manager at WernerCo, discusses the key benefits of fibreglass that wholesalers should be aware of.

E

ach year around 1,000 accidents at work involving electric shock or burns are reported to the Health and Safety Executive (HSE). Despite being what may seem an obvious consideration, there are still tradesmen who either don’t use non-conductive ladders or who aren’t supplied with one by their employer.

So, how can wholesalers play their part in educating and encouraging tradesmen to move to safer fibreglass alternatives?

Fibreglass benefits One of the main benefits of fibreglass ladders is the fact that they are designed with nonconductive stiles, which means the risk of shock can be avoided.

This feature is essential for those working near electricity, for undertaking electrical contracting jobs or for domestic electrical works.

Not only is fibreglass a good solution for working around electricity, but the material is also extremely resistant to weathering and does not absorb moisture, making it ideal when working in wet or damp environments. Regular contact with water and chemicals is likely for tradesmen, so it’s wise to minimise the risk of long-term damage by choosing fibreglass rather than aluminium ladders. The material is also non-marking, warmer to the touch

and retains its smooth surface over the duration of its lifetime.

One of the biggest players in fibreglass ladder market is WernerCo, a company whose Youngman brand is perhaps better known in the UK market. The complete fibreglass range features durable, sevenlayer fibreglass-constructed rails, which maintains a smooth surface even after weathering and ensures maximum protection for the user.

By being aware of these key features, wholesalers are in a prime position to explain the benefits of fibreglass to their customers, especially those who don’t have a particular product in mind and are looking for a trusted recommendation.

Why it’s important to stock In the US, over 50% of all ladders sold across all trades and construction industries are fibreglass. Despite current UK sales figures being lower than in US markets, WernerCo’s UK sales have been rising year-on-year since the company launched its fibreglass range in the UK nearly 20 years ago, as more electricians and tradesmen shift away from traditional materials.

With that in mind, it is just as important that wholesalers stock a range of fibreglass alternatives as it is to stock commodity products in order to meet this increasing customer demand.

When stocking fibreglass ladders, wholesalers should ensure they are

48 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

By working together, “wholesalers are in prime position to help promote a safer working environment and reduce the number of accidents each year.

”

choosing a reputable manufacturer in order to guarantee the quality of the product, as cheaper imports may not be as safe or thoroughly tested. Additionally, any fibreglass ladder should be approved to the latest EN131 standard to certify its use for professional work.

Wholesale protection While manufacturers can continue to develop their fibreglass offering and create informative materials, it is only with the help of wholesalers and merchants that their full range of benefits can be widely communicated to the end-user. By working together, wholesalers are in prime position to help promote a safer working environment and reduce the number of accidents each year.

FOR FURTHER INFORMATION

To find out more information about the range of access solutions from WernerCo’s range of fibreglass ladders, visit: www.rdr.link/wk028

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SAFE SELLS Here, Super Rod Managing Director Malcolm Duncan, talks about the power of Corporate Social Responsibility and connecting to customers on a whole new level.

L

et’s face it, safety is not the sexiest of selling points for a product. In fact, it is rarely a consideration before value for money, durability, functionality or brand as the top reasons to make a purchase.

So to sell a product on its safety merits alone, wholesalers need to engage hearts and minds and this can be accomplished successfully through creative and thoughtful Corporate Social Responsibility (CSR) initiatives.

Michael’s Story It was December 2017 when I first met Louise Taggart. I was at an event in Scotland and Louise was delivering a presentation about Michael’s Story. Michael Adamson was her brother, tragically, he died aged 26 after coming into contact with mains voltage power, following major health and safety failings on the site where he was working, including the failure to ensure safe isolation.

Until that day, the state of the industry’s isolation practices had never kept me awake at night – but Louise’s telling of her brother’s story moved me so profoundly that I decided to use my influence as a manufacturer in the electrical industry to champion the cause and help Louise in her unyielding campaign to ensure there would not be another Michael.

Safety campaign In 2018, Super Rod worked with Louise on a PR campaign around Michael’s Story to start a conversation with installers about safe isolation and to encourage them to work safer. We ran a survey with the Electrician’s Community UK group on Facebook and used the shocking results about their working practices as the springboard for news stories, full-length feature articles and an eye-catching infographic, all supported by the poignant retelling of Michael’s Story – a stark reminder of the consequences of unsafe working environments.

For us, the Michael’s Story campaign was not about making money – after all, we don’t sell lock out kits. We felt an

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unspoken duty of care to promote safe working practices and to expand our ‘work smarter’ mantra to include ‘work safer’.

Ultimately though, it was an opportunity to give something back to the industry that supports us.

Wholesale interest Following the successful launch of the campaign in September 2018, we approached CEF about whether they would be interested in working with us on a nationwide follow-up.

The company was keen to engage its network in the safe isolation cause, which would not only help them make a deeper connection with their customer base, but it would also help them to increase sales of their isolation, tester and insulated tool products by giving its branch staff a platform to talk safety.

So together with our industry partners we invested in almost 2,000 heavily discounted, multi-branded safety kits (including Megger voltage tester, Klein VDE snips and MCG lock out kit) which were distributed to all 400 CEF branches in August 2019.

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In November, a further 40 tool bundles were donated free of charge to apprentices at Edinburgh College, where Michael had trained – 40 kits to mark what would have been the year of his 40th birthday. It was hoped that by giving these young people the right tools and getting them into good habits early, they would practice safe working throughout their career.

Taking responsibility The very definition of CSR is the idea that a commercial company is interested in and willing to help society as well as being concerned about the products and profits it makes. With Michael’s Story, we did just that.

We led on an industry-recognised campaign which got people talking, and safe isolation has now moved up the national agenda, in part, because of what we achieved.

Of course, Super Rod has benefitted from our association with the campaign in terms of raising our brand awareness, positioning ourselves as an industry champion and in the inclusion of our Klein

Tools’ insulated snips in the bundles. But that was never the end game.

For electrical wholesalers, CSR campaigns such as Michael’s Story demonstrate how powerful showing your altruistic side can be. Choose your cause carefully and it will allow you to start a conversation with your customers that sits above a commercial transaction. It’s the opportunity for a connection on an emotional level, where customers might

just make a purchase based on the fact that you really care about them/their industry rather than because it’s on offer or it’s the brand they like.

They say money makes the world go ‘round, but I daresay that making it a better place for us all has to be a close second.

FOR FURTHER INFORMATION

To learn more about Super Rod, visit: www.rdr.link/wk029

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FIRE & SAFETY

STANDARD SPECS Here Ian Ballinger, Certification Manager for FireAngel, outlines the key updates to the domestic fire detection and alarm system standard, specifically Part 6 of BS 5839, to ensure you and your customers stay compliant.

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irst launched in 1995, British Standard BS 5839-6 has long established itself as a key reference standard for specifiers, architects and fire safety personnel, outlining the specific systems that should be installed for the purpose of life safety and property protection.

Covering the implementation of fire precautions in domestic premises, including HMOs and sheltered housing, throughout both the dwelling units and common areas, the Standard is applicable to both new build and materially altered dwellings (in conjunction with regional building regulations) as well as existing properties. The recommendations can be applied to the fire detection components of combined domestic fire and intruder alarm systems, or fire and social alarm systems.

New recommendations have been added for fire detection in supported housing in particular, whilst revised guidance on the installation of communal fire alarm systems in purpose-built blocks of flats has also been introduced. The Standard has also been updated to reflect the updates made to Part 1 in 2017, which addresses non-domestic premises, combined with any other updates made to other Standards since the last full revision.

● Grade D1 – A system of one or more mains powered detectors, each with a tamper-proof standby supply consisting of a battery or batteries (such as FireAngel’s SM-SN-1, ST-622 alarm).

Grade alterations Whilst BS 5839-6 has previously been split into six varying Grades, each outlining the level of protection appropriate for certain properties and their corresponding levels of risk, the new update has altered the six sections, removing Grade B and Grade E, whilst Grade D and Grade F have been split into Grade D1 / Grade D2 and Grade F1 / Grade F2 respectively. Grade C has been revised and its recommendations expanded.

The new grading system is as follows: ● Grade A – Separate detectors, sounders and central control and indicating equipment with back-up power supply that conforms to British Standards BS EN 54. ● Grade C – Separate detectors and sounders that are mains powered with back-up power supply and central control equipment.

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● Grade D2– A system of one or more mains-powered detectors, each with an integral standby supply consisting of a user-replaceable battery or batteries. (such as FireAngel’s SW1-PF-T alarm). ● Grade F1 – A system of one or more battery-powered detectors powered by a tamper-proof primary battery or batteries (such as FireAngel’s ST-630, ST-622, ST-750, ST-622 alarm). ● Grade F2 – A system of one or more battery-powered detectors powered by a user-replaceable primary battery or batteries. (such as FireAngel’s SB1-T alarm).

Grades B and E have become obsolete in the latest version.

Protection levels In conjunction with Table 1, a new table has also been created, which outlines the recommended testing and servicing by grade to prevent the blocking or delaying of fire alarm signals transmitted via social alarm systems in sheltered housing to an alarm receiving centre.

With regard to categories, the standard of protection in sheltered housing flats has been increased from Category LD2 to Category LD1, positioning it as a higher potential risk. This therefore constitutes the installation of a system throughout the premises that incorporates detectors in all circulation areas that form part of the escape routes. This also includes installation in all rooms and areas, other than those with negligible sources of ignition, such as toilets, bathrooms and

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shower rooms. The three categories are listed below and outline where fire detection systems should be installed: ● LD1 Maximum protection – all areas where a fire could start (Alarms in all circulation spaces that form part of escape routes and all areas where a fire might start, but not bathrooms, shower rooms or toilets, such as hallways, landing, living room, kitchen, bedroom, airing/meter cupboards, loft and garage)

● LD2 Additional protection – circulation spaces and high-risk rooms (Alarms in all circulation spaces that form part of escape routes and rooms or areas that present a high fire risk such as hallway, landing, living room, and kitchen)

● LD3 Minimum protection – escape routes only (Alarms in all circulation spaces that form part of escape routes such as hallway and landing)

The latest updates also outline the recommendation of optical smoke alarms or Multi-Sensor fire alarms featuring an optical sensor, such as FireAngel’s SM-SN-1 (Grade D1), ST-622 (Grade F1), to be installed in circulation areas such as hallways and landings. Heat alarms should also be installed in kitchens to provide appropriate protection. Interconnected alarms should also be installed throughout a property, dependent on the specific grade, through hard-wiring or wireless connections.

FOR FURTHER INFORMATION

For more information on FireAngel, call: 0800 171 2009 or visit: www.rdr.link/wk030

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PRODUCTS & EQUIPMENT

Outdoor security floodlights are a PIR-fect solution V-TAC has introduced a new range of PRO Series floodlights with built-in PIR sensors. Featuring LEDs provided by Samsung, the new series incorporates security functionalities and outstandingly efficient LED technology for an even greater, high-end performance while retaining its competitive specifications to provide sufficient lumens with the proper beam angle required in most outdoor areas.

ADJUSTABLE SENSITIVITY, DELAY AND DAYLIGHT SETTING: The sensors can be rotated 360° to adjust the scope of detection to the preferred direction. Easy-to-access dials at the bottom of the sensors allow for various settings and adjustments.

LUX SETTING: The floodlight can be set to switch on/off automatically based on the current natural light available.

ADJUSTABLE SENSOR: For low sensitivity with 2m for detection distance set the SENS knob to (-); for High sensitivity of up to 8m set the knob towards (+).

TIME DELAY: Can be set according to the user’s preference to a minimum of 12 seconds and a maximum of six minutes.

MANUAL OVERRIDE: Can be activated by a series of on/off

patterns on the switch without the need for an extra fourth cable. Easy to activate on those rare occasions when you need the floodlight to constantly be on.

IP65 BODY WITH EFFICIENT HEAT SINK: This new series of floodlights are engineered with efficient heat sink vanes to constantly regulate the luminaire’s temperature to optimal levels and ensure a long life span. The airtight, IP65-rated diecast aluminium body also makes the built-in sensors water and dustproof, making this luminaire fully functional – even on very rainy days.

EASY SET-UP AND INSTALLATION: The series comes with a one metre flex as standard for quick and cheap installation, avoiding the need for extension and connector terminals. The bracket and rotatable sensor makes it fully adjustable and easy-to-install in any location.

V-TAC’s new PIR floodlight is available in 10, 20, 30, and 50W models to meet any lighting requirements in residential, commercial, and industrial areas. It comes with a guaranteed five-year warranty.

You can view the complete range of V-TAC outdoor lighting by downloading the new catalogue at: www.rdr.link/wk031

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DETECTORTESTERS URBAN TEST KITS

CED AIRMASTER INFRARED HEATING RANGE The CED Electrical Group’s 25th Anniversary Year continues with the Airmaster Brand’s turn to expand its space heating offering with a new range of Infrared heaters for patio or general outdoor use.

Free standing heaters include 2kw, IP34 rated Pedestal and Tower heaters, whilst wall mounted options comprise new IP65 rated 2kw and 3kw Aluminium heaters, finished in black and complete with remote controllers plus a 2kw Mini pull cord option. Completing the infrared range is the already established 1,200w Quartz heater, as well as a selection of replacement elements.

With fan, convector, oil filled radiator and panel heaters already in the range, these new infrared products both complement and strengthen the Airmaster offer of a one stop shop for space heating. www.rdr.link/wk032

KNIGHTSBRIDGE FAST CHARGE USB Knightsbridge has added Fast Charge USB sockets to its Matt Black range of metal, screwless switches and sockets. This diverse range, which already includes a variety of innovations such as Bluetooth, Quad USB, and Modular solutions, is designed for modern homes with its lowprofile metal design and matching black rockers.

These 2G switched sockets feature two USB ports – one Fast Charge port (USB Type-A or USB Type-C, depending on the chosen model) and one standard USB Type-A port. The Fast Charge ports on these products have a charging power of up to 3A, which charge compatible devices up to three times faster than standard 1A USB ports. This means that waiting times can be minimized for end users, with the port achieving 50% charge in just 30 minutes. www.rdr.link/wk034

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A new range of test kits are making for easier and more convenient testing of fire detectors.

Built around the industry leading Solo range, the new Urban Kits from Detectortesters allow for functional testing of fire detectors at heights of up to 5 metres via shorter, compact access poles and either a Solo or Testifire head unit – all stored in a specially designed rucksack.

The new, shorter poles are 50% shorter than the standard length poles and with the new rucksack, make for comfortable, hassle free movement around site and whilst travelling. Whether it’s the Solo 365 or Testifire head unit, the kits can be quickly set up ready for use to allow testing of smoke and/or heat detectors within seconds. As well as space for the essential test equipment, the rucksack also has plenty of room for other everyday tools, accessories and a laptop. Check out the full range available from Detectortesters and discover the right solution for your needs. www.rdr.link/wk033

LITHE AUDIO APTX LOW LATENCY, BLUETOOTH 5.0 SPEAKER The new speakers from Lithe Audio now include aptX Low Latency, Bluetooth 5.0 and an enhanced exterior design on front and back.

The introduction of aptX Low Latency audio means that when the Lithe Audio speakers are linked to something being watched on a screen, they deliver sound in sync with the picture. The aptX Low Latency audio reduces delay and improves end-to-end speed of the audio transmission resulting in high quality synchronised sound.

The introduction of Bluetooth 5.0 gives the speakers increased range – from 10-30 metres.

Until now it hasn’t been easy to retrofit Bluetooth speakers in a ceiling without connecting to a separate amplifier or running cables through walls. These speakers are a fully integrated, all-in-one solution which are installed simply by connecting power from the lighting circuit. www.rdr.link/wk035

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PRODUCTS & EQUIPMENT

NORTECH ANPR LUMO The Lumo combines ANPR and access control in one single unit to create an easy to install, standalone system that has the option to easily configure time-based access control lists via the ANPR Lumo Web interface.

Generating an approved number plate list is also simple whether it is for permanent residents or staff, as the ANPR Lumo can be used to grant temporary access to controlled areas for visitors, holiday makers and touring caravans.

The ANPR Lumo is an all-in-one licence plate camera, including embedded software, analyser and IR illuminator.

With a range of action of 2-10 metres. www.rdr.link/wk036

SCOLMORE HALF MEDIA PLATES The latest product development from Scolmore sees the launch of a new range of half media plates which have been developed as the direct result of requests from contractors looking for a smaller version of the existing media plates. The plates feature a decorative ingot switched double socket outlet with a triple aperture that will allow the installation of any three new media modules to build a plate to suit a variety of installation requirements.

The half media plates include a pre-manufactured insert onto the back of the plate to eliminate the need for a mounting yoke. There are five new half media plates available – Polar White, Polished Chrome and Satin Chrome. www.rdr.link/wk037

RED ARROW IP65 NON-CORROSIVE LUMINAIRES Red Arrow’s redesigned lines, Weatherguard and Fortress, are built to last. The products’ ABS body and polycarbonate diffusers are made to withstand abuse and hostile environments, including dusty or wet/humid rooms, places of potential chemical attacks and anywhere that gases degrade effectiveness. Tested to IP65, Weatherguard and Fortress are dust tight and water jet proof. Both luminaires are designed to retrofit into existing legacy installations and come in a wide choice of sizes and lumen output, allowing usage in diverse applications.

Weatherguard can be used in a wide range of areas, such as manufacturing plants, plant rooms, car parks, canopies, loading bays, construction sites, showers and changing rooms. Fortress is suitable for the same spaces as Weatherguard, but its smooth profile also allows for food production areas (where no metal regulations are in force), as they are easier to clean than other IP65 NCF products on the market. www.rdr.link/wk038

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PRODUCTS & EQUIPMENT

Alarm installers in a rush for hush C-TEC has launched Hush ActiV, a new BS 5839-6 Grade C domestic fire alarm kit. Designed to increase the level of fire protection in flats, apartments and high-rise residential buildings, each kit contains everything you need to create a LD2 standalone conventional fire alarm system in an individual dwelling – easily and very cost-effectively.

A key feature of Hush ActiV is its accessibility. Residents are provided with easy-to-use detection, alarm, silencing and test facilities at light-switch level so they can test their own devices, be alerted to system faults and hush any false alarms. In addition, the fact that the Controller’s HUSH and TEST buttons can be operated whilst standing or sitting in a wheelchair at floor level helps facilitate full compliance with the Equality Act. An eco-friendly solution, Hush ActiV offers up to a 50% reduction in the mains power of a typical Grade D system, less plastic and just one replaceable lithium-ion battery per system (providing over 72 hours standby).

Each kit contains a Controller, 24V PSU, ActiV multi-sensor, heat detector, three detector bases and base sounder.

Additional ActiV detection and alarm devices are available to accommodate larger systems or systems requiring LD1 coverage.

Andy Green, C-TEC’s Marketing Manager, comments: “We are very excited about Hush ActiV and confident it will be a hit with specifiers and installers in the domestic fire alarm market. As a fully-monitored BS 5839-6 Grade C system, it constantly interrogates the status of the system’s wiring circuits, battery and power supply, reporting any faults to the main Controller. As a result, it offers higher levels of fire

58 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

protection than the unmonitored Grade D Mains Battery Alarms typically used in domestic dwellings.”

Supporting video To discover more about C-TEC’s Hush solutions, click the link below to watch the company’s animated video ‘The Evolution of Fire Protection in Residential Dwellings’. www.rdr.link/wk039

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BUSINESS

TRADING UP Ruth Williams met with Trades Coach, Alison Warner, to get her advice on how to understand your business and help it grow and reach its potential.

What is your background in business?

I set up Evolve and Grow 10 years ago and at the time, was working with my network – which were large organisations generally in retail and hospitality. Then I joined an organisation called Business Networking International in 2010 and four years later I got my first trade business – an air conditioning company. Demonstrating the power of referral business, they passed my details on to an electrical company and a painting and decorating company.

For some people, reading a book isn’t enough and they’ll want to talk it through.

Often, people want a sounding board. It can be quite lonely being self-employed or running a business on your own and what can happen is, they go home and offload to their partners and then it causes problems in their home life. Having someone impartial to communicate with – the book can’t replace that experience.

Some customers have said to me: it’s like therapy – it provides an outlet.

Tell us about your book – Build and Grow: How to go from Tradesperson to Managing Director in the Construction and Trade Industries.

I have always wanted to write a book. At the time, my challenge wasn’t too dissimilar to that of my clients – I was at capacity. I was getting more business and struggling to fit it in. I realised I could train other coaches to do what I was doing but that required me getting out of my own head and implementing a system to train others – this is how I created the BUILD system.

What is a common mistake that most businesses make?

Generally, marketing was not the issue for the businesses I have worked with. It was either they didn’t have the right people in place, didn’t have visibility or an understanding of their numbers or didn’t have the right system in place. So it tends to fall down to finance and systems or people, or both. Situations would occur for example, where a tradesperson is called out and does a quote, but it’s a long time until the customer receives that quote – in

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Know yourself first and “where your strengths lie. If you want to grow your business, build your team around that. As you grow, get other people who are in flow doing things that you hate and they excel at – grow your team that way.

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BUSINESS

A common problem discussed in a Tradestalk Twitter chat is optimising Social Media to enhance business opportunities but struggling to switch off without potentially losing business.

For some people, reading a book isn’t enough and “they’ll want to talk it through. Often, people want a sounding board. It can be quite lonely being selfemployed or running a business on your own.

”

Do you have any advice on this?

One solution to this would be to outsource it. You can do it cheaply and then you have someone doing that monitoring that is an expert in that field. Additionally, it means you don’t have to learn it yourself. You can focus on areas of your strength to bring in more money. You’ve got the flexibility with hiring somebody freelance without creating the headache of having to add them to the payroll and having that extra overhead.

What’s your key piece of advice for small businesses/ the electrical sector?

Know yourself first and where your strengths lie. If you want to grow your business, build your team around that. As you grow, get other people who are in flow doing things that you hate and they excel at – grow your team that way.

Alongside that, it is crucial to know your numbers. I’m talking about something

called common sizing. This is when you express costs as a percentage of sales so that makes the numbers become meaningful. This tells you if you are charging enough and if the team are productive enough.

For example, materials as a percentage of sales is very telling. Usually, although this may vary slightly depending on the trade, it should be a ballpark figure 3540% materials, labour 25-30%, overheads 10-15%. If their materials are higher than this it may be that the business owner isn’t charging enough, there is wastage in the business or there could be theft.

It is knowing your numbers, knowing your strengths and having a process in place to recruit and manage the business.

FOR FURTHER INFORMATION

To learn more about Alison and her Evolve and Grow business, visit: www.rdr.link/wk040

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this instance, they are not making the most of the business that is coming their way because they are in a state of overwhelm.

Another problem is people try to sit in too many seats. In any business, you’ll have four key aspects: sales and marketing, operations, people and the infrastructure. Usually, when people start out, we know it’s around £85,000 turnover, it becomes very hard to grow it beyond that if you’re trying to sit in all of those areas. You are going to have to let go of something so you can focus on what you love doing and scaling it. Usually, it comes back to money – clients tell themselves they can’t afford the resources. They can’t afford it, not because of a lack of sales, but because they don’t have a fluent system. I see a bottleneck, lots of quotes sitting on a desk that aren’t being sent out to customers or booked in. Additionally, I see a lot of money being owed because nobody is chasing it and there is no process in place if a customer doesn’t pay.

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PRODUCTS IN PRACTICE

ONE HECK OF A JOB ITV viewers were recently given a glimpse inside the Heck Food factory as part of the channel’s Made in Britain series. PEW looks back to 2017, when Red Arrow were tasked with creating the factory’s energy saving LED lighting design. Here’s how the team worked with contractor Steve Betteridge to deliver an effective and energy efficient commercial installation.

The brief: Heck Foods, a family-run food manufacturer known for its premium and vegetarian sausages, needed an LED lighting system for a production area and two storage areas in its newly built York factory.

Heck was launched by a husband and wife team, Andrew and Debbie Keeble, in 2012. In just seven years the brand has shot to fame, appearing on supermarket shelves across the UK and featuring in an episode of ITV’s Made in Britain series – but the brand has not lost sight of its roots, with all manufacturing still taking place in Yorkshire.

The installation at the new factory needed to conform to commercial Part P building regulations – including energy saving and automation – as well as provide comfortable lighting for employees working at the premises.

Designing the installation: As a factory environment, Red Arrow needed to create the best lumen output and colour rendering possible, with the correct IP ratings for a warehouse and food production area. The LEDs also needed to be suitable to install on to high ceilings and, in certain areas, be automated to dim or switch off when the space was unoccupied.

Project: Design and supply LED lighting for Heck Food Factory, York Contractor: Steve Betteridge Lighting design and products: Paul Yarnell, Red Arrow The biggest challenge was to create a uniform light output throughout the space while limiting the number of fittings, as requested by the contractor. As a result, Red Arrow recommended installing a reduced number of higher-output LEDs, regularly spaced to avoid hot spots and shadows.

In the warehouse and cold storage areas, two different types of dimmable Linear LED Hi-Lo Bays were chosen to create a 400 lumens output: a 12,100 lumen and 23,200 lumen model, both IP65 rated for a factory environment.

For the main production areas, a bright, consistent lighting effect was created with 1,500mm, 4,000K waterproof LED Noncorrosive fittings. Microwave sensors were also added to the warehouse and storage areas. These were set to dim LEDs to 10% when the room was not in use and, after long periods without activity, turn off completely.

Warehouse and cold storage products: ● 19 X HLB3100W-60 (12,100 lumen) ● 30 X HLB5200/60 (23,200 lumen)

● Microwave detection sensors ● 1,500mm non-corrosive vapour proof fitting End result: The project met all specifications, conforming to regulations and meeting the contractor’s commercial cost and installation time requirements, without compromising on lighting quality and comfort for those working in the building.

“Lighting in commercial premises should do more than tick the right boxes,” says Paul Yarnell, Red Arrow’s lighting designer on the project. “With this installation, we worked with the contractor to deliver a design that didn’t just meet minimum standards but created a comfortable working environment for Heck employees. Businesses are really starting to see the importance of lighting quality for workplace wellbeing and with projects like this one, we’re advising our clients on how they can achieve the best possible lighting quality and consistency within their commercial remit.”

Steve Betteridge, the contractor leading the project, was happy with the result, especially ease of install, he comments: “I was pleased to see that the fittings came with suspension wires, as with other suppliers I have had to go and buy these separately. The presence detectors are perfect, and Red Arrow created a helpful lighting scheme. The products lived up to specification and I would definitely use these products again in the future.”

FOR FURTHER INFORMATION

To learn more about products from Red Arrow, visit: www.rdr.link/wk041

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PRODUCTS IN PRACTICE

TRUST ISSUES

T

he recent refurbishment and upgrade of a 32-bedroom sheltered housing complex at 82 Montrose Terrace in Edinburgh, included the installation of new lighting and emergency exit signs to cover the communal areas and stairways of all six floors of the building. Products from Scolmore and ESP were selected for this retrofit project, with Scolmore’s popular Inceptor EVO bulkhead providing the lighting solution and ESP’s Duceri 2W LED maintained exit signs installed to provide the safe lighting of all exits.

Building relationships Lee Rodgers is the property officer with Trust Housing Association which is responsible for the sheltered housing complex, and was overseeing the refurbishment work. He describes what he was looking to get out of the project and how Scolmore was able to provide the ideal solutions: “As with all refurbishment projects of this nature we need to ensure we get the best value products that are easy to install, are cost-effective and cause minimal disruption to our tenants’ day to day lives.

We had excellent support from Scolmore and ESP in selecting the right products for our requirements and they proved very quick and easy to install with very little work needed to restore the décor.”

It was important to the Trust that their chosen manufacturer worked closely and sympathetically with them to minimise disruption and provide support with the design. Scolmore also attended contractor meetings throughout the duration of the scheme to ensure that the supply chain remained intact and seamless, to ensure a smooth delivery of the project within the tight timescales required.

Product specification A total of 20 Duceri 2W LED Emergency Exit Signs were installed, chosen for their high performance, independent testing and ease of installation. The fitting features an SMD 3528 LED lamp, with 5,500K colour temperature and offers a viewing

Lighting and emergency lighting products from Scolmore and ESP were supplied for an upgrade to a sheltered housing complex in Scotland.

We had excellent “support from scolmore and ESP in selecting the right products for our requirements.

”

distance of 24m. They offer three hours emergency duration and have been tested to meet BS EN 60598-2-22 Standards.

At least 120 EVO Bulkhead products were fitted. These were the 17W LED Utility Bulkheads with 3-hour emergency and microwave sensor option. The EVO Bulkheads offer a range of features and benefits that make them quick and easy

to install. As well as integrating the control gear and the light source within the diffuser, the bulkhead has the added benefit of a Flow plug which allows for fast and simple connection and disconnection for testing and maintenance of the luminaire.

This retrofit lighting installation project is the first of what forms part of a wider refurbishment programme which is being rolled out across all of the Trust’s housing stock.

FOR FURTHER INFORMATION

To learn more about the lighting options available from Scolmore, visit: www.rdr.link/wk042

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 63

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TRAINING facility is essential “forThis developing the professional knowledge of modern electrical installation, which in turn, will make consulting easier and ensure more satisfied customers.

”

‘SMART THINKING’ WITH THE GIRA ACADEMY

G

ira offers a broad range of intelligent building technology that requires a good working knowledge of modern electrical installations. Thanks to the Gira Academy, you can now grow your knowledge and expertise via web-based training, Gira webinars and face-to-face tutelage.

“Our in-depth knowledge of products and technological developments are passed on to professionals through the Gira Academy,” says Mark Booth, Managing Director, Gira UK. “This facility is essential for developing the professional knowledge of modern electrical installation, which in turn, will make consulting easier and ensure more satisfied customers. By taking on new

segments with the help of the Gira Academy, delegates will be able to tap into new revenue potential and expand your business into previously untapped markets.

“The Gira Academy gives the freedom to customise, so each training course can be personalised to each new learner. By combining various learning methods on site, on demand and online – users can determine their own training program as part of a group or remotely at home.” explains Mark.

The Gira Academy can become a personal educator and mentor, enabling users to learn about the latest Gira products and intuitive home systems that facilitate increased home comfort, will monitor energy use, save time, enhance

security and ensure a future-proof revenue stream for your business.

“Evolving your commerciality as we move into an age of home automation is essential for growth,” says Mark. “Ongoing learning is crucial to ensure you don't fall behind.

This is particularly true in the electrical installation sectors as contemporary methods, changing markets and new business fields and regulations make it necessary to constantly be up-to-date.”

Find out more and register for the Gira academy at: www.rdr.link/wk043

GET THE LUTRON EXPERIENCE

T

he Lutron European Experience Centre is a state-of-the-art interactive learning space, showcasing a full range of Lutron commercial and residential solutions. The centre has been impeccably designed to showcase the very best in lighting and shading systems, making it the ideal location to train the next generation of electrical contractors.

The training centre offers a wide variety of courses designed to suit all levels of expertise; the sessions are delivered by knowledgeable staff who are keen to share their passion for the world of lighting control. Popular training courses include RA2 Select and Vive training, which

provide a full overview of the products, installation tips and hands-on experience with the products. RA2 Select training provides attendees with a detailed

64 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

overview of wireless technology and the smart home market, equipping them with the tools and knowledge to deliver an exceptional customer experience. Vive training offers a commercial overview, discussing the differences with conventional installation methods and the scalability of the product.

VIVE Upcoming dates: 3rd March 2020 RA2 Select dates: 2nd March 2020 To register for a Lutron training course, visit: www.rdr.link/wk044

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CAMPAIGN NEWS

Offering marketleading technology and competitive pricing, Lightwave’s range of ‘smart’ devices are the perfect retrofit smart home solution for professional electricians. The selection of robust, reliable and attractive devices are easy to understand and require no extra cabling. This latest advertising campaign highlights the features and benefits of choosing Lightwave and why installers should consider becoming a Lightwave PRO. www.rdr.link/wk047

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A new Grade C domestic fire alarm solution for residential dwellings, HUSH ActiV includes all the devices an installer needs to create a typical LD2 dwelling system to BS 5839-6 (2019). The product’s attractive double gang controller includes easily accessible HUSH and TEST buttons and a 72-hour standby battery. Compatible with CTEC’s entire range of ActiV fire detectors, sounders and visual alarm devices, this latest advertising campaign is sure to help stimulate sales at the trade counter. www.rdr.link/wk045

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Michael Connolly looks at some of the latest advertising campaigns featured in recent issues of Professional Electrician & Installer magazine which are helping to create awareness and pull-through sales opportunities at your trade counter.

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AYS RE… EAW ALSO IN THIS ISSUE: NEWS & VIEWS ● D MO ALSO CAUGHT CAMERA ● GIVEAWAYS ANON GIV HOLE HOST IN TH● NEW PRODUCTS AND MORE… UCTS

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V-TAC Beautiful lighting without a compromise!

V-TAC’s range of high CRI lighting solutions brings out the true colours of an object, making it ideal for applications where stable and natural colours are crucial. A Colour Rendering Index (CRI) score of 95 is considered very high, and indicates that a light source will make objects appear similar to how they would look under natural lighting conditions. Without a high CRI light source, objects can appear faded, dull or inaccurate, as the three pictures utilised on this new advertising campaign will illustrate to customers. www.rdr.link/wk046

UNICRIMP Don’t get caught out by the fire regs Fire safety was hot on the agenda when the 18th Edition regulations were introduced at the beginning of last year, with cable containment at the forefront of the changes. Essentially, installers now need to use the right types of fixings to prevent cables from becoming an obstruction during a fire, keeping the emergency services safe. The Unicrimp QCrimp range includes a selection of fixings and clips that comply with the new regulations, and are highlighted in the latest advertising campaign from the brand. www.rdr.link/wk048

PROFESSIONAL ELECTRICIANS WHOLESALER JANUARY / FEBRUARY 2020 65

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SOAPBOX

A PROFITABLE CONNECTION Brett Smyth, Business Unit Manager at global electrical manufacturer, Ideal Industries, discusses the profit opportunity in encouraging a switch from terminal strips to lever or push-in connectors.

T

he old adage ‘if it ain’t broke, don’t fix it’ is a mantra many electrical contractors live by, continuing to use the tried and tested products and installation methods they’ve used for years because they do the job. There’s a lot to be said for familiarity; but there are also benefits to embracing new techniques that offer a faster, easier, safer and more consistent installation.

One seemingly small, but hugely impactful switch, which many electricians have already made, is to convert from using terminal strips to using lever or push-in connectors. While the unit price of these connectors may be slightly more than terminal strips, the time savings they offer easily offset the minimal additional costs.

Installation integrity An installed cost purchasing strategy for delivering consistently safe and high quality installations by using lever or push-in connectors doesn’t only benefit contractors – it also delivers quality assurance for the completed installation.

Firstly, it ensures that installations are consistently safe and compliant with current wiring regulations. The 18th Edition requires that traditional terminal strip connections should be accessible for annual inspections in compliance with BS EN 60670-22, which makes it difficult to select a suitable location for terminal strip connections, leading to non-compliance for many projects.

Conversely, lever and push-in connectors are classified as maintenance-free when used in conjunction with an approved enclosure box, so can be part of a compliant installation anywhere within the property.

Secondly, using connectors rather than terminal strips ensures every connection is consistent because there is no variation in the tightening of the

Wholesalers should “embrace the opportunity to drive quality and consistency in cabling installations while building their profits.

”

fixing screw that fastens the cable in place. Ideal Industries’ Connectors even include a stripping guide on the side to aid consistently accurate stripping of the cable prior to connection and a CPC port for relevant testing.

Speed of installation stems from this standardised approach to making the connections and the fit and forget nature of lever and push-in connectors.

Manufacturer support Lever and push-in connectors not only reduce the margin for error, they also offer electrical wholesalers an opportunity to increase their profit margin. Although the unit price is low, they are a high volume item and the margin per unit is higher for connectors than it is for traditional terminal strips.

Against this backdrop, it’s important to work with a manufacturer that will

66 JANUARY / FEBRUARY 2020 PROFESSIONAL ELECTRICIANS WHOLESALER

support a value-led approach to transitioning electricians towards lever and push-in connectors. Ideal Industries’ In-Sure Lever Connectors and In-Sure Push-In Connectors are manufactured with excellent design and production values at our in-house factories in Austria and the USA. They provide a cost-competitive choice for contractors while providing wholesalers with a bigger margin than lower quality alternatives.

Ideal Industries is also committed to supporting wholesalers in their efforts to convert customers to the use of connectors in place of terminal strips. In addition to providing training and technical data for wholesalers, we have developed a range of videos, collateral, online materials and webinars to educate the marketplace and support their buying choices. And to ensure that young people entering the electrical profession begin their career using connectors, the Ideal Industries team is also working with further education colleges, offering training to students.

Developing opportunity Lever and push-in connectors are not new but neither are they static. Ideal Industries is now introducing the In-Sure Gen 2 Lever Connector, a development that will make the use of connectors even easier and more cost-effective.

Rather than considering connectors as a generic commodity that offers a like-for-like alternative to terminal strips, wholesalers should embrace the opportunity to drive quality and consistency in cabling installations while building their profits.

FOR FURTHER INFORMATION

For product information, contact Kathrine Jensen at Ideal Industries on 01925 412 934 or email: Kathrine.Jensen@idealelectrical.eu, or visit: www.rdr.link/wk049

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ADVERTISEMENT INDEX Carl Kammerling Int Ltd .............................................. (page 45)

Manrose Manufacturing Ltd ...................................... (page 59)

Countrywide Electrical Dist Ltd/CED ....................... (page 49)

Metrel UK ....................................................................... (page 29)

CP Electronics Ltd ..................................................... (pages 8,9)

ML Accessories Ltd .................................... (inside front cover)

C-TEC Ltd ....................................................................... (page 57)

Niglon Ltd ....................................................................... (page 29)

Digital Direct Security ................................................. (page 33)

Ovia Lighting ............................................................... (pages 6,7)

Electrorad ........................................................................ (page 17)

Prefect Controls Ltd ..................................................... (page 49)

Elex .................................................................................... (page 11)

RDR .................................................................................. (page 54)

Elite Security Products Ltd/ESP ................................. (page 51)

Scolmore International Ltd ........................................ (page 10)

Forum Lighting Solutions Ltd ................ (outside back cover)

Scolmore International Ltd ........................................ (page 14)

Illumino Ignis .................................................................... (page 4)

Steinel UK Ltd ............................................................... (page 53)

Lasnek .............................................................................. (page 41)

Switchtec Ltd .................................................................. (page 41)

Lewden Electrical Industries Ltd .............................. (page 59)

Unicrimp Ltd ................................................................... (page 21)

Linian ............................................................................... (page 59)

Wiska UK Ltd ................................................................. (page 37)

Manrose Manufacturing Ltd ...................................... (page 49)

PROFESSIONAL

ELECTRICIANS WHOLESALER In the next issue of Professional Electricians Wholesaler...

■ AIR COOLING & VENTILATION

PLUS! Competitions, giveaways, product launches, special reports and much more!

■ LIGHTING

PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

SEPTEMBER /OCTOBER 2019

PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

NOVEMBER /DECEMBER 2019

NEW BUSINESS OPPORTUNITIES The latest innovations you need to know about

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LIGHTING

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ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

FIRE & SAFETY CSR – how you can play your part

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TOP PRODUCT 2019 THE MOST SOUGHTAFTER PRODUCTS OF THE YEAR

Winter is coming, are you prepared?

SMART TECHNOLOGY Investing in the future

EXPERT INSIGHT FROM THE EDA

EXPERT INSIGHT FROM THE EDA A quick quiz on ventilation and heating

Plus: News, business advice, sales support, display solutions and more

ELECTRICAL ACCESSORIES Ovia shining a light on the industry

A quick quiz on lighting systems and controls

Plus: News, business advice, sales support, display solutions and more

Plus: News, business advice, sales support, display solutions and more

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