Professional Electricians Wholesaler November/December 19

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PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

NOVEMBER / DECEMBER 2019

NEW BUSINESS OPPORTUNITIES The latest innovations you need to know about

ELECTRICAL ACCESSORIES What’s in your Christmas stocking?

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

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

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CONTENTS

This issue

PEW NOVEMBER / DECEMBER 2019 VOLUME 2 NUMBER 7

Regulars 3 CONTENTS 5 VIEWPOINT 6 NEWS 8 WHOLESALER NEWS 10 MOVERS & SHAKERS 13 FACE TO FACE 14 ELEX REPORT 18 CV FOCUS 20 IN PROFILE 54 TRAINING 56 PRODUCTS 59 POINT OF SALE 60 CAMPAIGN NEWS 62 PRODUCTS IN PRACTICE 64 PRODUCTS IN DEMAND 66 SOAPBOX

Special Report 23 PICTURE PERFECT Find out what’s new in the thermal imaging world 26 VENTURE SPOTLIGHT A detailed look at Venture Lighting 28 SYSTEM STORY Research shows wholesale changes needed

Cover image: AdobeStock_mavoimages

16 EDA INSIGHT Heating and ventilation – a quick quiz to test your knowledge

ELECTRICAL ACCESSORIES 30 CHRISTMAS STOCKING Can manufacturer stocking capability benefit you?

33 PUT FIRE SAFETY FIRST Advice on 18th Edition Wiring Regs that could save lives 35 BRIGHT IDEAS Super Rod hosts innovation day

30 Christmas stocking options from Knightsbridge

38 SIMPLE SELL Why simple accessories still sell

NEW BUSINESS OPPORTUNITIES 40 RED HOT What emerging tech is moving like hot cakes?

43 CHARGING FORWARD EV charging – rise in numbers explained

46 A NEW PROTOCOL ESP leads way with new CCTV offering

46 A new era of CCTV

48 OUT THE BOX Thinking outside the box with lighting accessories 50 CLEAR HEAD SPACE Underfloor Air Conditioning – what’s it all about?

52 ‘BREAD AND BUTTER’ LINES New isn’t always better PROFESSIONAL ELECTRICIANS WHOLESALER NOVEMBER / DECEMBER 2019 3

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VIEWPOINT PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

NOVEMBER /DECEMBER 2019

NEW BUSINESS OPPORTUNITIES The latest innovations you need to know about

ELECTRICAL ACCESSORIES What’s in your Christmas stocking?

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

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 Advertising Manager Anthony Scott ascott@hamerville.co.uk Assistant Advertising Manager Ian Turner Ianturner@hamerville.co.uk Designer Adeel Qadri 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 © 2019

THE ‘B-WORD’ I

’ve tried my best to avoid the dreaded ‘B-word’ and I feel I’ve done such a good job of avoiding it, for the sake of this article; I will be referring to it as the ‘B-word’ and the ‘B-word’ only.

The reason I am bringing up the dreaded, ongoing, frustrating, flabbergasting, infuriating ‘Bword’ mess is because it features somewhat heavily in a list of concerns across two surveys that landed in my inbox this week. In a survey by OGL Computer of 255 Managers of wholesalers and distributors in the UK, the ‘B word’ came out as the key factor affecting company profitability, with 47% of respondents citing it as a top three reason, followed by employee costs at 44% and inaccurate data at 38%. Comparatively, in the recent EDA survey which received 298 responses from 144 electrical contractors, 79 manufacturer representatives and 75 wholesale representatives, ‘political, economic market change’ featured as the answer for 15% of wholesalers and only 4% of contractors. It’s interesting to get the viewpoint of the contractor in the second set of results as it shows the contractor is fairly upbeat about the current economic and political uncertainty, with manufacturers and wholesalers less so.

In a survey by OGL Uncertainty is the key word, with many manufactures and wholesalers that I have Computer of 255 spoken to telling me that they are ready to implement a plan and adapt as soon as the Managers of wholesalers blasted thing is sorted either way – here, here! and distributors in the UK, The survey from OGL computer goes in to more depth about inaccurate data and how it has impacted traditional wholesale businesses the ‘B-word’ came out as that have yet made the switch to more modern the key factor affecting systems. In some cases this has even resulted in the loss of earnings. The survey includes company profitability. some other really interesting results that will make for good insight into the industry, be sure to take a look at pages 28-29.

The EDA yearbook that includes the annual survey is available for download at: www.eda.org.uk and again I would encourage you to have a look, as some of the findings will certainly be of interest.

This issue of PEW includes features on electrical accessories with a look at why sometimes the simple, less fashionable products are the easiest to sell. Whilst in the new business and opportunites feature we look at the rise of infrared heating, electric vehicle charging needs and multi-purpose lighting accessories – all of which you should be considering as businessboosting products for your store.

Finally I would like to wish all a merry Christmas and a happy new year as I sign off the final issue of 2019. Next year we increase our offering to a bumper eight issues per year – what more could you have asked for at Christmas?

“

”

Have a great remaining 2019 and enjoy the issue.

Michael Connolly Michael Connolly Editor

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NEWS & VIEWS REGULATION UPDATE

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RCD TECHNOLOGY CHANGES

Further amendments to the safety standards BS7288-2016 are due at the end of November 2019 and GreenBrook is one of the first to ensure its PowerBreaker RCD products adhere to the latest regulations.

Type A RCDs can detect pulsating DC currents and surge faults that Type AC RCDs may not detect. Pulsating DC currents are created from faults in modern electronic equipment such as EV car chargers, solar panels, multi-media equipment, USB sockets, i-phone chargers, SONOS, Alexa etc.

This new standard requires much more rigorous testing of the RCDs with high voltage and short circuit tests.

Products that adhere to this standard have a more sensitive/stable trip window so are a much safer defence against electrocution.

Another visible change to this standard is the additional markings on the front plate and the coloured flag indicators, which must now be green and red. GreenBrook has placed its indicators within the window. A red flag shows the device is on with a live supply to the appliance. A green flag shows the device is safe with the supply to the appliance switched off. GreenBrook is part of the BEAMA Technical Committee who helped to write the revised standard.

EDA APPOINTS CEF DIRECTOR OF OPERATIONS CEF Director of Operations, Chris Ashworth, has taken office as Vice President of the Electrical Distributors’ Association (EDA), and will serve until March 2021.

This appointment further strengthens the EDA’s Presidential Team: he’ll work alongside the current President, Rexel UK’s Chris Gibson, and immediate Past President, Simon Barkes of BEMCO. 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 – one of 11 senior influencers who help drive the EDA’s skills and training agenda for the sector.

Chris was one of the employer Trailblazers who developed the EDAled 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.

Chris comments: “To be given the opportunity to actively support our industry is an honour and responsibility at the same time. I am looking forward to continuing those responsibilities in this new role.”

MARSHALL-TUFFLEX CAMPAIGN AWARD Marshall-Tufflex has been awarded the ‘Marketing Initiative of the Year’ for its ‘Reassuringly Recycled – A Window into Cable Management’ campaign at the Electrical Industry Awards 2019.

The Electrical Industry Awards, organised by the Electrical Times and now in its 27th year, brings together the UK electrical sector to reward and celebrate the very best in products, people, businesses and projects.

The Marketing Initiative of the Year category award is presented for an outstanding marketing initiative or campaign that is both creative and successful in delivering its key objectives.

CEO Paul Hetherington comments: “We are delighted to receive this award.

We have worked hard to raise industry awareness and encourage adoption of recycled PVC-U within manufacturing.

The objective of our ‘Reassuringly Recycled’ campaign, launched in 2018, was, and continues to be, a dedicated

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message promoting the use of recycled materials in manufacturing PVC-U cable management, encouraging the industry to consider sustainability when supplying and specifying cable management.

“If more companies within the cable management sector increased the proportion of recycled PVC-U within products to 50%, the impact on the environment and circular economy would be outstanding. Marshall-Tufflex alone is saving the equivalent weight of 300 double decker busses worth of PVC-U waste going to landfill each year.”

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SCOLMORE CHARITY APPEAL

SCOLMORE TO THE RESCUE Scolmore answered the call of DIY SOS this month to transform a rundown church into a much needed emergency accommodation and support centre.

The work was done on behalf of Nightsafe; a Blackburn charity which provides support to young people aged 16-24 who are homeless or vulnerably housed, as part of The Big Build BBC Children in Need Special.

With just nine days to complete the project, which took place in early September, resident electrician Billy Byrne sought the help of Scolmore to supply all the electrical accessories needed to Pictured L-R: Scolmore Group Commercial Manager, Jim Hutchison; Billy Byrne and OVIA Sales Director Mike Collins complete this ambitious give these young people a place to call The Nightsafe charity at the heart of build. He took a special trip down the M6 home whilst they develop independent this project was set up in 1990 by a group to Scolmore’s headquarters in the living skills. of locals to meet the growing needs of Midlands, where he picked up the DIY SOS is celebrating its 20th year and homeless young people. With the original supplies. Switches and sockets from building bursting at the seams and no Scolmore’s Mode range of wiring Scolmore has been helping out with longer big enough to cater for the accessories, Inceptor Omni integrated product donations for a variety of builds growing demand in the area, an urgent fire-rated downlights from OVIA and for the past 10 years, ever since industry solution was required. The transformation cable accessories from Unicrimp were all legend, Tony Cable, first introduced of the building to a purpose-built support donated for installation in the new Scolmore to the TV show’s electrician, centre and short-term accommodation will Billy Byrne. accommodation.

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WHOLESALER NEWS

In association with Scolmore

EDA survey results

CUSTOMER SERVICE STILL VALUED Research released by the Electrical Distributors’ Association shows that in-person support offered by wholesaler trade counter teams is still a highly-valued resource for electrician and contractor customers, despite the proliferation of ecommerce channels.

The EDA’s Sector Survey 2019 asked manufacturers, wholesalers and contractors to share their views on six themes: biggest business challenges, product quality and new competitors, quality, price and validation, ecommerce attitudes, challenges of digitalisation, and information channels.

Ecommerce channels dominated the results, presenting the biggest concern for wholesalers, with contractors and manufacturers more troubled by issues surrounding product availability, quality and price. A significant disconnect occurs between wholesalers and contractors on the subject of price: 88% of wholesalers said their customers asked for the lowest price even if the brand was unfamiliar, with 80% of contractors declaring the opposite.

Margaret Fitzsimons, CEO at the EDA comments: “The survey results, analysis and commentary will spark discussion and dialogue along the three-step supply chain, as businesses wrestle with the challenges and opportunities presented by ecommerce and the buying habits of Millennial contractors and electricians.

Wholesalers have an opportunity to leverage their trusted-intermediary status, providing vital support to their customers as part of a multi-channel presence that also delivers the high levels of service and efficiency that we are all so used to as consumers.

The results provide interesting topics on which the industry can work together and we look forward to collaborating with trade associations above and below us in the electro-technical supply chain.”

WHOLESALER APPRENTICE OF THE YEAR Rian Keegan, 20, from East Kilbride, was named as Electrical Distributors’ Association (Scottish Section) Wholesaler Apprentice of the Year 2019.

Winner, Rian has praised the apprentice programme at CEF, he says: “There was a huge response for the apprentice post with CEF and I am very grateful to them, and the teams I work with, for showing faith in me and giving me this great chance.

After successfully completing my apprenticeship in Warehousing and Storage, I was delighted to be offered a permanent Sales Assistant role at CEF in Glasgow. To win this award is an enormous incentive for me, and I plan to take every opportunity to progress my career in electrical wholesaling.”

Rian’s award was presented by Angela Devine, Apprenticeship Account Manager at EDA Apprenticeships Plus and Andrew Burt, Chair of the EDA Scottish Section and MD of Glasgow-based AIB Electrical Wholesale. EDA Apprenticeships Plus, who also sponsored the awards, manages the EDA’s UK-wide apprenticeship programme.

Alan Wilson, MD at SELECT, adds: “Wholesalers are the essential link in the supply chain between the manufacturers of electro-technical products and electricians who install them.

Just like the installing sector, wholesalers need a steady supply of talented individuals, like Rian, coming through and showing enthusiasm and Team Rian (l-r): Dad, Paul Keegan; Angela Devine; dedication.”

William Gall, CEF; winner Rian Keegan; Dan Cooper, John Henry, MD CEF; Andrew Burt, Chair of the EDA Scottish Section. at sponsors EDA Apprenticeships Plus, comments: “Apprenticeships are a fantastic opportunity to attract new talent to your team.

Scotland is one of the top performers for take-up of the EDA’s service and there’s a rich source of talent out there ready to be harnessed.

Our winner, Rian, faced tough competition in the finals from Lewis Connor, of Scott Coppola Electrical Distributors, Stuart Farmer and Connor Grant, both of CEF, and Danny Jones of Edmundson Electrical Ltd.”

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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.

Sumier Foster-Shah ERA ERA has appointed Sumier Foster-Shah as Customer Support Manager for Smartware.

Heading up a six-strong team of Smartware experts, Sumier, who has over 20 years’ experience in delivering excellent customer service with high profile organisations such as Centrica, O2, Vodaphone, Talk Talk and Argos, provides aftercare to ERA’s Smartware customers.

Sumier comments: “The goal for my team is to deal with any Smartware queries quickly and efficiently to a very high standard and to ensure that our customers are happy. Communication is the key for us, so we like to develop good working relationships with our customers.

“My role also encompasses delivering our Smartware Installer Training Programme, that ERA has developed specifically for locksmiths and other trades people who want to feel more confident with their own customers when installing our innovative Smartware products.”

Sales team ESP ESP has announced that its growing range of CCTV, access control, fire protection, emergency and external security lighting products are now being channelled throughout Scotland by the Scolmore Scotland sales team.

Headed up by Sales Director for Scotland, Barry Taylor, the team comprises three highly experienced Sales Managers – Shaun Harrison, Innes Chapman and Kevin Durkin – plus Group Specification Manager, Alex Seath.

As a group, Scolmore is continually looking at opportunities to improve the way products and services are delivered through the electrical wholesale channel and believe this dedicated resource will provide ESP with an enhanced and unrivalled service to its valuable and growing customer base.

Picture left to right: Alex Seath, Group Specification Manager, Shaun Harrison, Area Sales Manager, East, Barry Taylor, Scotland Sales Director, Innes Chapman, Area Sales Manager, North and Kevin Durkin, Area Sales Manager, West.

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MOVERS & SHAKERS

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Steve Davis Univolt Univolt has revealed a trio of appointments, including new National Business Development Manager, Steve Davis.

Steve will lead the sales team which now includes new recruits, Natasha Merreywether and Dean Hopkinson, both Area Sales Managers.

Steve brings a wealth of experience to his role having worked within the industry at senior level for over 25 years. Steve was formerly National Business Development Manager with Marco Cable Management and prior to this spent 18 years working with Schneider/Mita and three years within the structured cabling industry with Molex Premise Networks.

Steve comments: “This is a fantastic move for me. Working with an independent firm such as Univolt, that has such strong and clear ambitions within the UK, presents a fantastic challenge for me personally and professionally. The company is very much established across Europe and is investing heavily in its comprehensive product range with an over-arching emphasis on Low Smoke Fume Zero Halogen (LSF0H) and Low Smoke Fume (LSF) PVC products, an area which undoubtedly sets us aside from our industry competitors.”

Justin White WernerCo WernerCo UK has announced that Justin White has joined the company as Managing Director for its UK business.

Justin joins the company from Fisher Fixings where he was the Managing Director since March 2014. Prior to Fisher Fixings, he has worked at ITW Construction Products (UK) and Rawlplug (UK).

Justin comments: “This is a really exciting time to be joining WernerCo and I look forward to meeting customers in the coming weeks and months to review plans for the rest of 2019 and a successful 2020.”

Alexander Bochert, Director of Europe and APAC, adds: “With a strong background in business leadership, sales and marketing we are thrilled to welcome Justin to our team.”

Lee Burgess Rolec EV EV charging specialists, Rolec EV, has appointed Lee Burgess (seventh from left) as its Master Agent.

Rolec EV, a UK based manufacturer of electric vehicle charging points, has selected Lee Burgess, Director of the LB Agency, as Master Agent.

Darren North, National Sales Manager for Rolec Services, comments: “Lee has been an agent for Rolec since December 2018 and during that time we have been impressed with the positive impact he has had on sales.

“Lee has an in-depth knowledge and understanding of how wholesalers and buying groups work, which has resulted in increased visibility of the Rolec brand and its products.”

As Master Agent, Lee, who has two decades of experience working with electrical wholesalers, is in charge of a full sales team of 13 agents covering the UK and Ireland.

Lee adds: “Electric vehicle registrations have hit a record high in the UK, which has led to the rapid increase in demand for domestic, commercial and public facing EV charging points.

Rolec has a comprehensive range of quality power charging solution products at competitive prices. It is our aim to ensure Rolec has a strong presence in wholesaler branches.”

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FACE TO FACE

Alfie Johnson, founder of electrical material comparison website Diode Electrical, talks to PEW about his new venture that he hopes will provide a slick, efficient service to benefit wholesaler and electrician alike.

A

recent survey from the EDA showed that most wholesalers are uncertain about whether the growth of online sales is a threat or an opportunity to their business.

The new offering from Diode Electrical aims to improve online opportunities for the wholesaler by connecting them with electricians in the area, offering a vital time saving solution that allows the user to build up a materials list and compare availability and prices.

Q

Alfie, what’s your background and what made you decide to launch Diode Electrical?

A. I have a wealth of knowledge around being an Electrician, being totally familiar with electrical products. Additionally, I have had first hand understanding of the frustrations of ordering electrical products, the time and money wasted, and understand the importance of customer satisfaction. These experiences allowed me to identify that there is a gap in the market where I know both Wholesalers and Electricians would benefit from an electrical comparison website.

Q

What is Diode Electrical in a nutshell?

A. Our mission statement defines what we are all about: “Our mission is to make the world of Diode Electrical a 24/7 online comparison website that connects more Electricians to Electrical Wholesalers.”

Diode Electrical is an impartial, convenient and affordable solution for those who lack the necessary time to compare goods and check what is in stock and available to order. It will help electrical wholesalers and electricians to connect by purchasing materials through a quick online service which compares electrician’s material lists with local wholesalers stock and availability. The service will also offer a great deal more and be able to produce relevant professional documents which can be attached to quotes for their clients. The website aims to save time, improve

operational profitability, reduce risk and increase efficiency.

Electricians and Electrical Contractors need as much help and support from suppliers as they can get. Sourcing the right products for the job, while working smarter, will help the user to be as professional and efficient as possible. We also have started creating an invoicing platform but this will not be available until the end of 2020.

Q

How does the service benefit the wholesaler?

A. It will benefit the wholesaler by giving them the knowledge that, by an easy click of a button by an electrician, their company will consistently be considered in supplying that electrician with their products. It is about working and bringing local businesses together and never missing an opportunity with regards to supply and demand. If customers can conveniently save time and money, this will create sustainability – reusing Diode Electrical Comparison site will point them to a local wholesaler and the process will repeat.

Q

When does the service go live and will there be an app?

A. We are aiming to go live early 2020, but we won’t go live until we are completely

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happy that the service will benefit everyone we need it to in the correct way.

There is no app yet, but once we go live and start receiving data and feedback we will make the decision to create an app provided electricians feel that this will benefit them further. The website will work on mobile devices, tablets and laptops.

Q

What are the main benefits for the electrician?

A. It is a free, modern solution which instantly allows an electrician to create one material list and compares it with all local wholesalers. It shows availability of items, what’s in stock, delivery terms and conditions, and overall price. You will be able to save different material lists to amend at any time until you are ready to purchase.

On average, an electrician spends two hours a day procuring materials from a wholesaler and sending quotes to clients.

Using Diode Electrical will save £50 a day, £250 a week and potentially £12,000 a year by using this efficient, effective, modern service.

FOR FURTHER INFORMATION

To get in contact and register your interest, visit: www.rdr.link/WJ001

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ELEX REPORT PROFESSIONAL ELECTRICIAN

ELEX2019 The Electricians’ Exhibition

PEW takes a look at the most recent show this year to find out why wholesalers’ should be attending ELEX, with a look forward to what 2020 has to offer.

NEXT UP: ALEXANDRA PALACE, LONDON Where: Alexandra Palace Way, London, N22 7AY When: Wednesday 29th & Thursday 30th January 2020, 10am-4pm TRAVEL Car Situated between Muswell Hill and Wood Green, Alexandra Palace is well served by all forms of public transport and is easy to reach by road.

For satellite navigation please use the postcode: N22 7AY Train

By Tube – Wood Green (Piccadilly Line) is the nearest underground station. When you arrive at Wood Green, cross the road and go to bus stop A (opposite the station) and board the W3, which will take you straight to Alexandra Palace.

By Rail – Alexandra Palace has its own British Rail Station (Alexandra Palace Station). A regular train service runs direct from Moorgate or from Kings Cross, changing at Finsbury Park.

HOW TO REGISTER: To register for your FREE ticket, visit: www.rdr.link/WJ002

E

LEX 2019 has closed with one of the biggest shows of the year in Sandown, the sixth and final instalment of the electricians’ exhibition. But how could the 2019 showcase be topped? I hear you ask – PEW takes a look at what 2020 has in store and how you can

make it worth your while.

The first show of 2020 at Alexandra Palace is already only round the corner.

If you need more convincing that ELEX is the show for you, here are four points which may convince you why you should be attending your local show next year.

1. SEMINARS ELEX offers a comprehensive range of seminars covering the latest hot topics in the electrical industry for you to get your teeth stuck in to. The first show of 2020 will include seminars on 18th Edition surge protection requirements and an industry forum hosted by the Institute of Engineering and Technology.

2. FREE FOR ALL Now, we all love a freebie, and coming to ELEX you certainly have a chance to walk away with a bag full of treats. Pens, pads, t-shirts and bags are likely to be on offer on some of the stands.

Furthermore, many companies will be holding competitions with a range of fantastic prizes to take home. Not only that, you are entitled to a free bacon roll with your free entry ticket as well as a free t shirt.

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ELEX REPORT

3. GET AHEAD OF THE CURVE One of the key advantages of ELEX is the opportunity to meet manufacturers face to face to establish relationships and learn more about the products by seeing them live. Live demonstrations on the stands often include exclusive product launches, which gives you a chance to pick up product knowledge instantly – putting you ahead of the competition.

You may also get the chance to meet current and potential suppliers during the event, where open debate and mingling is encouraged.

4. PROOF IN THE PUDDING With plenty of repeat customers that have been visiting the show for a number of years, Lynne from Linian Fire Clips has highlighted the advantages to wholesalers visiting their stand.

Lynne Jhangeer, Sales Director at Linian Fire Clips, says: “When our customers visit our stand, not only do they get to interact with products, we normally have a number of contractors’ and wholesalers’ there at the same time so there are new business relationships forged whilst debating or discussing the perfect installation which we love to hear about and learn from.”

WHAT’S NEXT With six shows throughout next year, there is plenty of opportunity to learn about new products, meet new people and create more business.

Below are the dates for 2020: • Alexandra Palace, London – 29th-30th January 2020 • EventCity, Manchester – 12th-13th March 2020 • Westpoint Arena, Exeter – 23rd-24th April 2020 • YEC, Harrogate – 14th-15th May 2020 • Ricoh Arena, Coventry – 17th-18th September 2020 • Sandown Park, Surrey – 5th-6th November 2020 FOR FURTHER INFORMATION

For information on the 2020 line up, visit: www.rdr.link/WJ003

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EDA INSIGHT An update from the Electrical Distributors’ Association

THE HEAT IS ON

Welcome to the latest in our series of quick quizzes. In this issue we are focusing on Heating and Ventilation – one of the EDA’s suite of 12 distance-learning training modules – part of the Product Knowledge Programme.

● ● ● ● ●

Q1: How efficient is an electric central heating boiler?

Q2: On an instantaneous shower a two-stage safety control is fitted. What temperature is the upper limit?

Q3: A single check valve is designed to prevent the water being what?

Q4: Heat is transferred to and from objects in three different ways. What are they?

Q5: Ceiling hood extraction fans are capable of extracting greater volumes of air. Why? Q6: What connection do smart controls need in order to make them work?

99.8% efficient 90°c Contaminated Conduction, radiation, convection Because of their high installation height A Wi-Fi connection to a central server

●

TEST YOUR KNOWLEDGE

The principles of heat Heating – elements, controls and types of heaters The principles of hot water Types of water heaters The principles of ventilation Ventilation applications

Q1: Q2: Q3: Q4: Q5: Q6:

Professional know-how to drive sales Although each wholesaler business is different, it is estimated that heating and ventilation products account for around 10% of your branch’s sales. Improving your team’s technical know-how through the EDA’s training could unlock additional revenue for your business.

This training course will help your team understand which types of heating, cooling, ventilation and water systems suit the different spaces in our homes or businesses and why, covering:

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 Heating and Ventilation 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: not 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/WJ004 including a downloadable Course Directory, giving you a summary of what’s covered in each of the 12 training modules.

www.eda.org.uk

D

Electrical Distributors’ Association

@eda_uk

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CV FOCUS

STOP AND GO Simon Joyce, Managing Director at Anchor Vans, discusses the impact on vans when delivering goods for multiple short journeys.

I

f you run a small to medium-sized delivery business, you’ll know just how important your customers are to its success. With customer expectations having never been higher, providing fast, efficient and reliable delivery services should be at the top of your priority list.

To keep your customers happy while hitting your budget, it’s all about efficiency. Reducing the number of trips made back to the depot or head office can have a big impact on profits, not to mention saved time.

Planning Taking the time to plan your drivers’ routes is a great place to start – by reducing the amount of shorter trips your team has to do, you’ll be saving fuel, time and cutting down on wear and tear of the vehicle. Starting and stopping regularly can cause the vehicle more damage than longer drives.

When it comes to the size of your van, it really is a balancing act. Some business owners believe investing in a larger van will help save on costs. This isn’t necessarily the case – a larger van will, of course, cost more to run, as well as fix

when things go wrong. On the other hand, a van that is too small can mean more trips back to HQ to pick things up throughout the day. When selecting your van, do some careful analysis on the number of goods your drivers are typically transporting in a day. If you’re delivering smaller, easier to transport items you probably won’t want a lorry to do the job!

Which vans are best for short journeys?

There are a number of factors to consider when selecting the right van for your business. If your team are regularly carrying out shorter journeys, you’ll want to choose a vehicle that is light, compact and reliable.

The best vans for short journeys in 2019 are: 1.

2.

3.

4.

Peugeot Bipper Citroen Berlingo Vauxhall Combo Ford Transit Connect

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Not only are these smaller vans great value for money, they are ideal for shorter journeys thanks to their reliability, low fuel consumption and capacity. If your budget stretches to a newer model, you can enjoy high-tech functionality like a built-in Sat Nav which can be a real time saver.

When purchasing your van, always seek out a reputable dealership to ensure you’re covered should something go wrong. Look out for extended warranties, money-back guarantees and

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do your research online to find the best deal before visiting the forecourt.

Economy impact It’s no surprise that making shorter journeys will affect the lifespan of your vehicle. Shorter journeys put more strain on the engine, and you’re using key vehicle components such as the brakes, clutch and gears more than you typically would on regular drives. You will also find that shorter journeys use up more fuel than longer rides, which isn’t great for the environment.

Maintenance Just like car maintenance, regular van servicing is a must to maintain your vehicle for as long as possible.

For smaller vans, a full service is recommended once a year, with an interim service at the six-month mark.

However, if your vehicle is exceeding

20,000 miles a year, you may want to invest in two full services a year to ensure everything is in good working order.

Failing to keep up with regular servicing can lead to costly repairs down the line, so it’s really important to follow the vehicle’s recommended service schedule.

DPF If you drive a diesel van, you’ll also want to pay close attention to your Diesel Particulate Filter (DPF), too. Diesels are fitted with this vital filter to help flush out engine build-up that can occur over time.

However, you’ll need to drive your

vehicle for at least 20 minutes at a time (ideally at speeds over 60mph) to ensure the DPF is able to flush the engine out correctly – something that won’t happen if you’re typically driving short distances.

If you have a diesel van, don’t worry.

There are things you can do to prevent a clogged DPF. Each week, drive the van on a motorway or high-speed road for at least 20 minutes to ensure the DPF has enough time to regenerate and clear out any residue that may have built up. In addition, try a DPF cleaning fluid – there are several great options available to buy yourself without having to go to a car garage – and pour into the engine every few months or so to keep everything clean and working as it should.

FOR FURTHER INFORMATION

To learn more about different van options for your business, visit: www.rdr.link/WJ005

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IN PROFILE

FORWARD THINKING Investing in training for both wholesalers and installers, life-safety equipment manufacturer C-TEC is proud of its humble beginnings, but is very much looking forward to the future and making sure its distributors are ready for its latest innovations.

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stablished in 1981 from a small room above a high street store in Wigan, C-TEC has grown into an internationally recognised brand, known for its stringent testing methods and efficient manufacturing processes.

Investing in service Crucially, the company is also revered for its service to customers, including the

wholesalers it relies on to sell its products and relay the message of it’s on-going support to the contractor. Keen to reiterate its ‘service over sales’ approach, C-TEC has invested heavily to offer a continually improving service to its customers. This includes moving to a state of the art manufacturing plant and office building on the outskirts of Wigan in 2011. This flagship facility is the base for

the company to manufacture its products in Britain and distribute them worldwide to over 70 countries.

Boasting an R&D facility dedicated to providing innovative safety solutions, 95% of C-TEC’s products are available for next day delivery, countrywide, with a devoted team at the other end of a phone call whose job it is to provide, wholesalers, electricians and end-users alike with technical support. There is also 24/7 support available via the support hub on the company’s website which includes a library of documentation and help videos.

Its current portfolio of products includes conventional and addressable fire alarm systems, automatic extinguisher panels, power supplies, disabled refuge systems, call systems and audio-frequency hearing loop systems.

Investment in people As every wholesaler will know, investing in people is key, and C-TEC has invested heavily in ensuring that its products are being installed safely and efficiently by

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the professionals carrying out the work. As part of its move to the new facility, it expanded its capability to offer product training on its latest offerings, including its new hush fire alarm solutions for flats, apartments and other residential dwellings. These free of charge training courses also include CPD certified seminars. All sessions include lunch and refreshments are served throughout the day. Offsite courses can also be arranged for CPD members and/or qualifying customers, with a minimum of six delegates, on request. All delegates are presented with an attendance certificate on the successful completion of a course.

Along with free training opportunities the company also offers point of sale material to assist with marketing its products.

Product focus As well as its investment in people and services, C-TEC also prides itself on its products that offer a safe solution, whether it is fire alarms, hearing loops or call systems. One of its newest innovations that has just been released is the Hush ActiV domestic fire alarm kit.

C-TEC says this product has been designed to be easy and simple to install for the electrician – made for the market to benefit those working in it.

Hush ActiV is a Grade C domestic fire detection and alarm system designed to BS 5839-6 for use in individual flats,

houses and apartments. It includes all of the devices needed to create a typical LD2 dwelling system with additional ActiV detection and alarm devices available to accommodate larger systems or systems requiring LD1 coverage.

In addition to providing Silence and Test buttons that can be operated by building occupants whilst standing at floor level, Hush-ActiV’s main advantage is all of its field devices are wired to a central controller which monitors the system’s wiring, battery and power supply for faults. Andy Green, Marketing Manager at C-TEC, points to recent events that have in part influenced the need for this product: “In this day and age where we see the devastating effects of fire in residential dwellings, the monitoring provided by Hush-ActiV helps ensure resident safety is not compromised. Such monitoring is simply not available on many of the systems

currently installed in residential dwellings. Hush-ActiV can be used in any situation where Grade D Mains/Battery Alarms are specified.”

The kit is offered as an all-inone solution to aid the wholesaler in selling the product.

The box itself is used as a point of sale tool that includes information about the system, making it easy to handle any questions your customers might have. Shirley Derbyshire, Distribution Account Manager at C-TEC, explains the reasons behind this: “We need to make it simple for our customers to understand it, to get hold of the product and install it and that’s what we are good at.”

We need to make it “simple for our customers to understand it, to get hold of the product and install it and that’s what we are good at.

”

Third party certification To offer peace of mind to both wholesaler and contractor, many of C-TEC’s products are third-party certified and the company is the only UK fire alarm manufacturer with product certifications and factory process approvals from five different certification bodies – the LPCB, VdS, BSI, UL and Intertek.

The company’s vision is to become the world's leading independent manufacturer of fire alarm and legislation driven products. With over 70 countries delivered to worldwide and new products designed with the customer in mind, C-TEC is working hard to achieve that goal.

FOR FURTHER INFORMATION

To learn more about C-TEC, visit: www.rdr.link/WJ006

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PICTURE PERFECT The use of thermal imaging and industry’s awareness of its capabilities has increased dramatically in the last decade and the technology is increasingly percolating through to many areas of our daily lives. Here, FLIR discusses what you should be asking your customers when approaching a job.

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he options for measuring temperature and studying thermal performance have never been greater. Not only is there a huge range of models available to suit all application needs but the technology is now eminently affordable and very easy to use.

Thermal cameras now come in various shapes and sizes and while the high-end cameras remain fairly constant in their design, their functionality continues to develop. Increasing value for money applies at the troubleshooting end of the scale too. These cameras now have a variety of sophisticated features and are available in a choice of styles that now also includes pocket-sized. Cameras and

thermal cores are also regularly mounted on drones for aerial inspection.

Additionally, engineers have the option to choose from of a growing range of test and measurement instruments with imaging capability or smart phones with integral thermal imaging. Indeed, the development of a thermal micro core, the size of a mobile SIM card, has allowed the technology to be repackaged to meet the needs of an even wider audience. So, what are the options and what’s new?

Horses for courses The choice of device for temperature measurement essentially depends on the job that your customer is working on,

whether they simply want to confirm temperature or investigate a wider problem. Another consideration is value for money. Do they need a basic device or one whose cost can be justified across a variety of tasks?

All thermal imaging instruments work on the same principle – they are noncontact devices that detect infrared radiation and translate it into a temperature reading. Indeed, a spot thermometer can be considered a thermal camera with just one pixel and it can be very useful for a wide variety of tasks. But it is still simply a tool that measures temperature in one spot, nothing else.

This may be sufficient for some jobs but it

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does not allow the full potential of thermal measurement to be explored.

Sitting between a spot thermometer and thermal imaging camera is an imaging thermometer, a new breed of instrument that combines the two for fast troubleshooting. It provides a non-contact temperature reading while the thermal imaging device will show the relative thermal properties of a subject or targeted area in the context of its surroundings.

Needless to say, an imaging thermometer doesn’t have the sophistication of a dedicated thermal camera but it allows the user to see heat patterns, measure temperature accurately and store measurement data for reporting.

To create this functionality, FLIR has combined its Lepton micro longwave

detector with a resolution of 160 x 120 active pixels with new technology that it calls Infrared Guided Measurement (IGM). It allows maintenance professionals to work smarter and more efficiently by visually guiding them to temperature problems that are invisible to the naked eye. In this way, IGM elevates test tools to a whole new level of functionality, saving valuable maintenance time.

Imaging meters Indeed, the introduction of the micro core and IGM is paving the way for a range of combined technologies. For example, clamp meters with IGM allow electrical overheating to be investigated quickly and safely without requiring any direct contact with the test object. The built-in thermal camera discovers the hot spot and then the clamp meter is applied to verify readouts. Such an instrument is particularly effective when the maintenance engineer is facing cluttered wires or scanning complex panels for hazards.

The most recent addition is an imaging, all-in-one multimeter. Again, it helps the user to pinpoint potential problems at a safe distance from the electrical panel or cabinet.

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Smart additions Lightweight devices that plug into smart phones to convert them into thermal imaging cameras were introduced a couple of years ago but recently the technology has moved on again. The world’s first smartphone with fully integrated thermal imaging camera is now on the market.

MSX instantly generates a definitive, all-in-one thermal picture that provides as much detail as possible, whether the thermal image appears on the camera screen, a pc, mobile device, smart phone or in a written report. It captures visual data from the built-in digital camera and radiometric data from the thermal camera.

Internal software then analyses the image and superimposes key elements from the visual image as a high-contrast ‘skeleton’ on the thermal output.

With thermal imaging available at the touch of a button, the user can quickly identify gaps in insulation, electrical faults and monitor the performance of machinery.

Equally, it can check the gas cylinder level on the barbeque or detect the freshest loaf of bread in a supermarket! Thermal imaging has become truly universal.

FOR FURTHER INFORMATION

To learn more about the latest thermal imaging products, visit: www.rdr.link/WJ007

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VENTURE SPOTLIGHT

Venture Lighting has been in the industry for over 35 years, building on a reputation known for innovation, manufacturing, advanced in-house facilities and above all – great customer service.

PEW spoke with the company to find out more about what is has planned for the future.

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nown as the go-to in metal halide technology, the company progressed into the LED market with the confidence and knowledge that its longstanding and superior service would set them apart from its peers.

A new Managing Director was appointed in late 2018. Under new stewardship, Venture created a new vision; to avoid the ‘race to the bottom’ culture that other businesses had undertaken and enforced.

By understanding the true needs of their customers and their heritage as market leaders through quality products and great service, Venture looked to new avenues and pursuing progressing LED technologies.

Priding itself on selecting a body of products based upon extensive research, testing, evaluation and conclusion, it maintains that investing in fixtures should offer so much more to the consumer than its competitors.

Customer service Venture Lighting Europe offers a team dedicated to supporting the purchase of a product from start to finish. The buyer can feel confident that they will be supported long after a product has been bought, installed and set up with our friendly and knowledgeable technical department. Customer service extends through the chain of assembly line, through to the technical team and finishing with aftercare.

Project management In addition to this, Venture understands that customer service comes from more than a friendly contact; service is implicit from the beginning. That’s why Venture delivers an end to end project management service dealing with the planning, forecasting, production and marketing of a product during every stage of the process.

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Production team In-house facilities provide Venture with ultimate control when it comes to service.

The UK warehouse and distribution hub along with a trained production team of technicians provide customer orders with short lead times. £4 million in committed stock holding and can achieve next day delivery on many products.

Product design Venture Lighting is primarily a manufacturer, not importer. The UKdesigned products are made to the highest standard throughout the range.

The company can provide bespoke customer luminaire and lighting designs which enables more control over a project’s final outcome. Venture is not a box-shifter, it addresses and forecasts all potential challenges and utilises the innovative technical team to work closely

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with the customer to create the best lighting solutions.

Quality control The lighting industry can be a disposable one and Venture endeavor to ensure that the quality of its luminaires is taken very seriously. The laboratory extensively tests all products for thermal, photometric and EMC properties. The team works to ensure that the customer receives a high quality, reliable fixture at every price bracket.

Venture has invested in its overall company service, maintaining a good reputation despite the changes within LED technology – enduring the ebbs and flows within the lighting industry.

The future The future looks increasingly bright for Venture as it looks to smart controls within industrial and commercial spaces to allow the user more regulation and to improve their carbon footprint. This in turn will shift

towards human centric lighting – the capability to synchronise our bodies with the external cycle of day and night, through the implementation of dynamic lighting in artificially lit environments. As a result, such technology is proven to enhance the wellbeing and performance of people in the workplace, place of study or healthcare environments. Venture is constantly researching trends in the marketplace to bring new technologies to the UK at an affordable price along with drawing focus to lighting solutions with an emphasis on the right luminaire for the application.

Venture had also launched an innovative leasing program enabling the buyer to spread the cost of their purchase, increase sales and profits and acquire the lighting needed to help their business.

FOR FURTHER INFORMATION

To learn more about Venture Lighting, visit: www.rdr.link/WJ008

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SYSTEM STORY

A new survey commissioned by OGL Computer, among 255 managers of wholesalers and distributors in the UK, reveals that 88% are using multiple software systems, and seem unable to break away from manual processes in managing business operations.

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his is despite over a quarter (27%) citing those manual processes to be ineffective in managing business operations.

Nearly all (98%) of respondents still used some level of manual processes.

According to the research insecurity around Brexit is the key factor affecting company profitability, with 47% of respondents citing it as a top three reason, followed by employee costs 44% and inaccurate data 38%.

With the fate of Brexit still to be decided, a danger for wholesale businesses lies around stockpiling products and parts that are currently freely available from Europe.

The National Living Wage is rising to at least £9 an hour by 2020, which will affect some warehouse employees. Inaccurate

data is the only major concern that can, however, be influenced by wholesale businesses. Inaccurate data can lead to potential loss of revenue and inability to correctly assess performance and sales.

One respondent cited major factors damaging profitability as: “Sloppy work from our sales team where they follow an old price rather than checking up to date prices with suppliers and price increases from suppliers which are difficult to pass on to customers in the current climate.”

Leonie Pannell, survey participant and Managing Director of Cablecraft, a supplier of cable marking systems, accessories and management products comments that: “The major factors affecting profitability are the state of the economy, with the weakening

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pound, competition lowering prices and lack of investment by the government.”

Entering a potentially uncertain economic period, wholesalers’ efforts to increase profitability are critical. Technology is at the heart of this. 85% of respondents agreed that technology is vital to the efficient running of their business, while 80% agreed that automating business processes helps their companies stay competitive.

Different systems A key finding was the wide spread of technologies used and the disparate nature of systems that are not necessarily ‘talking to each other’ to provide a full view of operations. Wholesale businesses use a range of software systems to function: 88%

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Top five tips for a smooth ERP implementation

of respondents use one or more software to run their business, from warehouse management, inventory/stock control to accounting software, CRM (customer relationship management) and ERP (enterprise resource planning).

76% of respondents saw benefits from integrating disparate systems. 57% listed the main reason to use a single system as reducing administration time, followed by 40% citing improved accuracy of information and 37% stating improved efficiencies by removing duplication of work across different departments.

Single systems are beneficial for online stores, where stock checks and reporting ensure that customers have a good understanding of delivery timescales and product availability. Indeed, survey respondents confirmed that e-commerce is growing in significance in the wholesale sector, with 82% stating that being able to sell products online easily is really important to them.

In the era of digital transformation, cloud computing is a driver for change, with 73% of respondents agreeing that hosting applications and data in the cloud have improved efficiencies and productivity (or would improve them if cloud were implemented). Despite the benefits of cloud, concerns about security persist and just over half of the respondents (55%) have concerns about security of their data in the cloud, so are reluctant to move core applications and data to the cloud.

ERP systems Critically, ERP systems are a key technology with 82% agreeing that ERP systems give greater availability and control of stock. ERP refers to a suite of integrated software that businesses use to manage day-to-day

business activities, such as sales order management, stock control, warehouse management, CRM and more. However, 46% of respondents think that that ERP systems are for large enterprises only.

Survey respondent Alex Blakeley, Financial Director at tools and fixings wholesaler Frank Blakeley, comments on implementing a single ERP system: “This has given us a full visual on all activities within our business and allows everything to be transparent. So, anyone can look on the system at a product and know the who, what and when of a transaction.”

The main barriers to deploying an integrated software solution were cost, with 53% citing budget as the top hurdle, followed by 38% with time to migrate and 34% selecting business disruption. Cost is associated with the misconception that ERP systems are only for larger businesses, and the lack of information about affordable subscription-based models.

In summary Nick Davies, Head of Software Development at OGL Computer, a technology provider with a strong client base in the wholesale sector, notes: “The survey findings correlate with much of what we are hearing from our wholesale and distribution clients. The uncertainty of Brexit and impact of wage increases is leading companies to focus on

1. Select an ERP product based on your future business strategy and goals – choose a software solution that will grow with you and support your needs in the future.

2. Conduct a Business Process Review – changing software is a great time to review your existing processes to see how you can use new technology to enhance and redesign your processes to increase effectiveness.

3. Review and clean data – take the time to review and clean your customer, supplier and product data to make sure you transfer quality data to avoid further complication and data errors.

4. Don't underestimate training – identify super users for each department at the start of the process so they can help to train staff moving forward and take ownership of their processes for their division. Quality time for training will ensure you can maximise the effectiveness of the system.

5. Choose the right partner – invest in a software provider that can support you and help you to achieve maximum potential from your investment. increasing profitability, with technology playing a huge role in business success.

Many smaller businesses just don’t have the time or money to prepare for Brexit and whatever the outcome they are hoping that EU and British governments take a pragmatic approach to enable continued business with EU suppliers and customers.

At OGL Computer, we take our clients through a comprehensive process to ensure we fully understand their business and the way they operate and then map their processes into our software. We also plan the migration process from data transfer to go live in detail to minimise business disruption.”

FOR FURTHER INFORMATION

To learn more about OGL computer software solutions, visit: www.rdr.link/WJ044

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CHRISTMAS STOCKING With Christmas just around the corner, many wholesalers across the UK will be reviewing their year and making critical decisions about their stock holding and their chosen suppliers.

Here, Knightsbridge looks at how its vast stocking capabilities can benefit you.

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he importance of these decisions becomes even more prominent when we consider the current uncertainty surrounding the UK’s economy. At Knightsbridge, we have been supporting wholesalers for over 20 years.

Along the way, we’ve learned a few things about how wholesalers can get the most of their stock and service from their suppliers.

We are your warehouse Using a supplier with a fast, reliable service means that wholesalers can turn around urgent orders for their customers, even when the stock doesn’t exist in their own storage space.

At Knightsbridge, we ensure that all stock kept inside our 113,000ft² warehouse

is kept replenished and readily available.

Our fulfillment for next day delivery is 99%, so you can rely on us to get those lastminute orders to you in time to keep your customers satisfied.

This essentially means that even a small business with limited storage space can provide a service matching that of companies with acres of warehouse space at their disposal.

Direct delivery Beyond delivering to your branch, we also offer the option of delivering directly to your customers with our ‘K-Direct’ service.

For a small fee, we will deliver products to your customers on your behalf, bridging the gap between you and your customers.

This saves time for all parties involved.

To use this service, all you need to do is log on to our website and select ‘START A NEW K-DIRECT ORDER’ to get started.

Smarter stocking It can be unnecessarily costly to stock multiple variants of one product in instances where just one option should be adequate.

Although it can be beneficial to offer a variety of insert colour options when

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buying metal decorative sockets (where inserts are unavoidable), the same cannot be said for the rest of the range.

For example, if you stock a range of brushed chrome sockets with white, grey and black inserts, you’ll also need to stock the rest of the range with white, grey and black inserts. This is not the case at Knightsbridge, as all our switches and fused spur units do not feature different coloured inserts/surroundings. This means only one version of a brushed chrome wiring accessory is needed to accompany all three insert variants of the brushed chrome switched socket.

The result is up to a 30% reduction in your SKU holding, more flexibility in your purchasing and some freed up storage space.

Smarter packaging solutions Although it’s rarely the deciding factor, the type of packaging used by a supplier is an important factor often overlooked. It’s impossible to ignore the attention surrounding climate change and companies are now doing more than ever to reduce their carbon footprint.

At Knightsbridge, this philosophy is important to us, and this is why we have started to apply it to the way we package and present our products.

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We are now working in conjunction with the Forest Stewardship Council moving towards 100% recyclable/ recycled packaging solutions.

There are additional benefits to this – the use of polybags instead of plastic cases for switches and sockets is an easy way to save space and allows for resealing without damaging the packaging.

Providing innovations Every now and then, it pays off to try out innovative products that you wouldn’t normally order. Innovative products can provide that much-needed solution for those niche problems electricians sometimes come across.

For example, Knightsbridge has recently introduced a fan isolator switch module

into its range of grid wiring accessories.

The main benefit of this being that it allows electricians to install fan isolator switches on the side of doorframes rather than above them as is traditionally the norm.

Because it is a grid module, it can be combined with other switch modules or a fused holder on one plate, therefore saving the installer space and time on the job.

Knightsbridge also offers a large range of exclusive USB charging accessories including switched sockets with Fast Charge USB ports (Type-A and the new Type-C) and Quad USB 5.1A sockets. These USB solutions are a step up from the standard 2.1A/3.1A USB ports available on the market and provide a faster charging solution where required.

Stocking items like this means wholesalers can suggest and provide alternative solutions to their customers when required, breaking tradition and potentially winning new business.

FOR FURTHER INFORMATION

If you’d like to get in touch or if you’d like a more detailed look at the range of products, please visit: www.rdr.link/WJ043 or call on: 01582 88 77 60

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By being aware of the changes to the 18th Edition IET Wiring Regulations, wholesalers are in a much better position to advise their customers. Here, Nick Hayler, Technical and Product QA Manager at Marshall-Tufflex, explains how the changes can save lives.

PUT FIRE SAFETY FIRST

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n the event of a fire, safe and quick evacuation for building occupants is crucial. However, during this critical time, building structures can become unpredictable as components warp and melt under the growing heat, posing risk and danger to those inside.

For example, cables housed in management systems overhead can become a significant problem, as the heat can destroy the cable housing – causing the cables to collapse and block escape routes – not only hindering escape, but also preventing fire services from safely entering and exiting the building swiftly.

Changing times For a time, installers were only required to support wiring against premature collapse along pre-determined fire escape routes.

However, following a number of injuries and a firefighter’s tragic death, the regulations have changed.

As part of the changes to BS 7671 IET

Wiring Regulations, Regulation 521.10.201, has now been replaced by Regulation 521.10.202, which stipulates that cables must be supported throughout the entire building. Furthermore, all products must also satisfy the requirements of the Construction Products Regulations (CPR) in relation to their reaction to fire.

These changes mean that the sole use of non-metallic cable clips to secure cabling is no longer acceptable in installations; as an example, metal clips will now need to be installed. In addition, metallic clips must be used on metal units, even when supported on metal cable trays or ladder racks. Cables not housed within these structures will need to be securely attached to the structure of the building using fixings that will not be destroyed by fire.

With confusion over what “is and what isn’t allowed, it is crucial wholesalers provide products that are high quality and can guarantee performance in the event of a fire.

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Cable clarity Whilst this may seem clear, some aspects of the new regulations remain vague in parts.

For example, there is still no product standard to identify appropriate fixings that comply with the Wiring Regulations.

Furthermore, some fixings that meet the new regulations may, conversely, be unsuitable

for fixing fire-resistant cables for fire alarms, voice evacuation systems and emergency communication systems. Similarly, the British Electrotechnical and Allied Manufacturers Association (BEAMA) has requested a definition for the term ‘premature collapse’, which is used throughout the new regulations but has never been defined.

With confusion over what is and what isn’t allowed, it is crucial wholesalers provide products that are high quality and can guarantee performance in the event of a fire.

Marshall solution An example of such a product range is the Firefly Fire Clips range from Marshall-Tufflex, which meets all the necessary requirements.

The clips have been designed to prevent cabling from falling and are suitable for use within Marshall-Tufflex’s Conduit, Mini, Maxi, Mono, Twin165, Twin Plus, Sterling Profile, Sterling Curve and Odyssey trunking systems.

Across the range, each product has been designed to be fire resistant above 1000°C for up to 120 minutes. With ease-ofinstallation in mind, the solutions feature rounded ends to prevent damage to cables and injury to installers. For Mini trunking, there is also the option of an external version for a fast and simple retrofit. Additionally, there is a choice of clips or straps for use when installing 20 or 25mm conduit.

FOR FURTHER INFORMATION

For more information on Marshall-Tufflex, please visit: www.rdr.link/WJ009

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BRIGHT IDEAS Every month, new electrical products hit the market and wholesalers must decide which – if any – of these latest lines to add to their shelves. But how do you spot the real innovations and trendsetters amidst a sea of range extensions and ‘me too’ products? Here Malcolm Duncan, Super Rod Managing Director, discusses why installer-led designs deliver products which just can’t miss.

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n September 2019, Super Rod hosted a ‘Hall of Fame’ event in Abergavenny to celebrate innovation and ingenuity in the electrical industry. Invited guests included journalists, social media influencers, industry innovators and the NICEIC, who all came to meet the real stars of the show – the electrical contractors behind some of our newest and best-selling products.

Installer inventors attending the event included Kyle Gamble, Tom Shelbourne and Patrick Lenaghan. Kyle invented the unique drilling tool the Duoxim Arbor, Tom had the idea for the Cable Tongue (and subsequently the brand-new Cable Tongue Pro) and Patrick Lenaghan created the vertical spooling solution, the QuikReel.

All three products are sold under the Super Rod umbrella and we believe that a huge factor in their success is that the inspiration and designs came from people working in the trade.

Solving a common problem The Duoxim Arbor was launched to the market almost two years ago at the Alexandra Palace ELEX show. It was so popular on day one that more stock had to be brought in for day two to keep up with demand. Since then, sales of the

Duoxim Arbor have remained strong, as electrical professionals recognise the benefit of spending £25 on a drilling tool which pays for itself within a single use (in time saved onsite).

The biggest selling point for the Arbor though is undoubtedly that it was designed by an electrical contractor to solve a common problem – how to easily make existing holes bigger without making lots of mess. Previously, contractors would use a pad saw to do this job (for example when replacing downlights with fire-rated or LED alternatives), but this wasn’t an easy task and it left an untidy finish which required a lot of making good.

When faced with a job to replace 200 downlights without damaging a newly decorated house, Kyle decided to find a better way of enlarging holes and the idea for the Duoxim Arbor was born. His invention is now an affordable, simple yet innovative solution to a problem that others face – and this is why installers buy it.

dispensing system before he was inspired to design the QuikReel. The small, sturdy, lightweight and self-contained vertical spooling system was just what he needed for his work, and it would also solve the same problem for others.

The two products are both genuine installer ideas – not only are they tried and tested concepts that really work out in the field, but when they are presented to customers, there’s an instant connection to the products as they were created by peers who truly understand their needs and frustrations.

Quik solution The same can be said of the QuikReel. For years, Patrick had experienced the pain and frustration of trying to get cable off a reel without having to set up a complicated

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Product evolution Evolution is inevitable for any commercially successful product as manufacturers seek to capitalise on sales and momentum. To ensure these are not superficial offerings and they genuinely offer installers something new, we believe product development, like any innovation, must come from the ground up.

Since the Cable Tongue launched two years ago, Tom has been building up a solid social media presence for his tool and collating candid customer feedback to see how to improve on his design.

Using this feedback, the Cable Tongue Pro was launched earlier this year, packed with extra features.

For example, Tom had noticed that people were drilling holes in one end of their original Cable Tongue, so they could hook it from a distance. As a result, the new Cable Tongue Pro now comes with a hole already in it, plus a compatible hook attachment which can be used with Super Rod rods. Tom also worked with Super Rod to find a new, more secure way to affix cables to the Tongue, and the Pro now comes with a pulling sock – no more tape required.

Give the people what they want!

Hot prospects Sometimes a product will come along that is so new and innovative, it’s hard to know whether it will be the next must-have tool or it will miss the mark with customers for a reason unknown. This is when social media can help, as it’s a great indicator of what installers want to buy. Follow the buzz

online and you’ll know what new products need to be front and centre next time a customer walks in.

One innovative product that is really making waves this year is the Ferret Wifi which we have brought to the UK on behalf of the Cable Ferret Company, based in New Zealand. The Ferret Wifi is a multipurpose, wireless inspection and cable pulling tool which uses the latest technology to stream high resolution video to an installer’s smart device in real time.

The social buzz around the Ferret WiFi has been phenomenal. Since we began posting about it on our platforms, installers have been really keen to engage – when is it available? Where can they get it? And as soon as they have one, they want to share how good it is with their fellow installers!

Another hot prospect is the Drill Quick – a patented solution for routeing cabling and piping through cavity walls, which was previewed at the ‘Hall of Fame’. Launched in October 2019, the Drill Quick attracts attention from a cross-section of trades

from electrical to construction, so provides wholesalers with a unique opportunity to excite existing customers and expand their customer base with a single product.

To capture the imagination of your customers, look for the real product innovations that will deliver value for money, a smarter or safer way of working and a wow factor that will give installers that same excitement as a kid on Christmas morning. These are the products you want flying off your shelves.

FOR FURTHER INFORMATION

To learn more about innovative Super Rod products, visit: www.rdr.link/WJ010

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SIMPLE SELLS

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here has never been a wider choice of styles and finishes in wiring accessories available, giving end users the opportunity to reflect the latest trends for interior design in the switches and sockets that they choose. One of Scolmore’s most significant new product developments in recent years saw the launch of a range of premium, decorative metal wiring accessories – Deco Plus. However, despite the huge success of Deco Plus, for Scolmore it is the Click Mode range of white wiring accessories that remains the company’s best-selling wiring accessories collection to date.

Mode range The Mode range was conceived and developed as a high-quality, flexible and modern solution for virtually any domestic wiring requirement. The smooth, contemporary lines of the Mode accessory plate is designed to fit easily into traditional and contemporary designs alike and the modular design allows

installers unprecedented flexibility in creating dedicated wiring solutions to deal with specific wiring needs.

When selecting wiring accessories installers have often had to compromise their schemes as they have been unable to identify a suitably flexible solution to satisfy their ideas. Mode accessories have been providing that flexibility, with a comprehensive selection of products ranging from the humble light switch and socket outlet through to more specialised products dealing with the very latest developments in telephone and satellite products.

Assisting range Scolmore has continued to invest in this range since it was originally launched, introducing products in visually contrasting versions to meet with Part M regulations. In 2016 the company added the award-winning Mode locating plug socket to the range. It was designed to assist people with impaired vision or poor hand to eye coordination to more easily

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With a myriad of styles and finishes available for wiring accessories, Marie Parry, Group Marketing Director, Scolmore Group, looks at what makes simple, white accessories the bread and butter for the electrical contractor and why wholesalers should be stocking them. insert a plug into a socket. The contoured shape of the front plate guides the earth pin into position, and it is this plug guide which gives the product a greater focus on usability and means its use can be extended to situations where a socket isn’t easily accessible.

The locating plug socket is available in one and two-gang options, with the twogang version featuring outboard rockers to further assist with distinguishing between switches, making it less likely to switch the wrong one.

Innovative ideas Other innovations for the range include the addition of USB sockets – now available in one- and two-gang, and single and twin USB options. With the twin USB option, both USB charging ports are capable of delivering 5V 2.1A simultaneously. This allows for optimum charging of two devices at the same time, without fear of

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fluctuations in the power supply interfering with the charging process. Unlike some products on the market, the total power available is 4.2A, thus allowing both ports to deliver 2.1A at the same time, so you are guaranteed optimum charge every time, regardless of the devices being charged.

In 2018 a 3-pin safety shutter socket, which exceeds the required safety standards, was launched. It features a safety shutter that cannot be operated using only one terminal - it requires correct insertion of all three pins of a standard UK plug.

Laser etching The launch last year of an in-house laser etching service, adds another dimension to Scolmore’s Mode range. 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. This in-house facility allows Scolmore to offer a fully bespoke service to customers, who can 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.

All of Scolmore’s white moulded and Mode Part M wiring accessories are manufactured using Urea Formaldehyde, which has similar inherent properties to antimicrobial additives that inhibit the growth of infectious diseases. All products

independently tested achieved a 99.99% kill off rate across all four types of the strains of bacteria – MRSA, E-Coli, Salmonella and Klebsiella Pneumoniae.

FOR FURTHER INFORMATION

To learn more about the Scolmore Mode range, visit: www.rdr.link/WJ011

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RED HOT Mo Hanslod, CEO at Bri-Tek Technologies, talks to PEW about infrared heating – how it works, the rise in its popularity and why your customers will love it.

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very so often, a new technology comes along and infrared heating (otherwise known as far-infrared heating) is the latest gamechanger. In Germany and Norway, infrared heating is already widely used in domestic and commercial applications. Now, as people begin to see its many benefits, it is growing in popularity in the UK. Traditional heating works by convection – it warms the air of the building making it both costly and inefficient. This method also increases the spread of dust allergens and has a drowsy effect making you feel more tired.

That warm feeling So what are the advantages of infrared heating? One of the main advantages to this type of technology is that the heating is directional – i.e. it warms you and the fabric of the building, rather than the air, creating a more efficient heating space. The panels provide instant heating as they emit heat after only 30 seconds of turning them on.

To describe how infrared heat feels, imagine when you walk outside and feel the

warmth of the sun. How does that make you feel? Now imagine having that same feelgood factor indoors. Infrared heating brings the happiness factor of the sun into your home and workplace. Infrared technology converts almost 100% of electrical energy to heat whilst using only half the power compared to conventional heaters in order to warm a space.

Energy efficiency isn’t the only reason you should consider stocking infrared heaters. Below are the top seven reasons why infrared technology is so exciting: 1. It helps with poor circulation and boosts your immune system.

2. There is far less movement of air, meaning that there is less dust and allergens circulating around the room.

This means it is good for homes, offices and is a great solution for surgeries and hospitals.

3. Panels can be customised according to individual needs e.g. in a hospital the patient can have control over the heating around their bed space. Each panel can be hung over a bed, and the temperature can be adjusted to meet the requirements of each patient.

4. Infrared panels have the added benefit of preventing mould formation on walls.

5. In listed buildings where the types of heating can be installed is restricted, infrared is perfect.

6. Easy installation. The panels run solely on electricity and do not require a boiler or additional pipework (this should be music

to the ears of electricians). This makes it far easier and cheaper to install than wet central heating systems. There are very few parts to a panel, so servicing and maintenance are not required.

7. Customised panels – the panels can be made bespoke to each customer.

Whether it’s your favourite painting, logo or photograph, each panel can be customised to create an awesome design feature for your living space.

Top selling points So to summarise, infrared panels are easy to install, super-efficient, can be made bespoke and are very versatile. Your customers will have the answer to any questions whether they are working on domestic, commercial or industrial jobs – no one will be going cold this winter!

FOR FURTHER INFORMATION

For further information, you can visit: www.rdr.link/WJ012, or email: info@radi8industries.com

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CHARGING FORWARD Garo spoke with PEW about the rise in popularity of EV charging, detailing why there is so much growth in the market and explaining where the wholesaler can take advantage.

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n November 2018 there were 18,414 charging points across 6,372 locations in the UK. Fast forward a year and it stands at just over 27,000 charging points across nearly 10,000 locations. The tipping point has arrived as the government makes solid financial commitments to the charging network and companies realise that they should react to market shifts.

The UK Government launched the ‘Road to Zero’ strategy in July 2018 with an overarching mission for at least 50%, and as many as 70%, of new car sales to be ultra low emission by 2030, alongside up to 40% of new vans. The plan pledges to enable a massive roll out of charging infrastructure to support this aim. This includes working

towards requirements for charging points to be built in new homes and new lampposts to include charging stations.

A £400m charging investment fund will facilitate the growth of this infrastructure, providing funds to new and existing companies who produce and install charging points. Grants for workplace charger installation will be increased in value so that people can charge at work.

Rapid growth There are now more charging point stations in the UK than there are petrol stations. Fast and rapid chargers have experienced the strongest growth. However, with a goal of 1 million EVs by the end of 2022, the network

needs to keep a solid pace to ensure overall targets can be reached. In August, the UK’s transport secretary, Grant Shapps, announced an additional £2.5 million in funding towards the installation of EV charging infrastructure. The funds will be used to install over 1,000 new street-side charging points on roads around the country and will bring the UK government's total outlay in the On-Street Residential Chargepoint Scheme to £5m.

Garo facilities Over the 18 months, EV Manufacturer & Distributor Garo Electric has completed installations across a number of high profile organisations and facilities including

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also demonstrating their green credentials.

On the business side, offering the amenity of charging will encourage customers to stay longer (and spend more) at their premises while their cars charge.

Furthermore, businesses can demonstrate their green credentials by branding GARO EV Chargers with their own logos and colour schemes.

Facebook, Musgraves, Abbott, Eli-Lilly, Universities, County Council Offices, Shopping Centres and more. In Sweden, Garo’s EV Chargers have been placed in Volvo Car’s R&D facility, Charge and Drive Highways Norway, all Swedavia Airport Car Parks, Sweden’s Green Highway, McDonalds and multiple energy utility companies and service stations. GARO’s Birmingham and Belfast locations are centrally based to offer quality service across the UK. Commercial organisations are recognising two core benefits to EV adoption – increased custom and employee attraction. Up to 50% of households in the UK do not have off-street parking and rely on public networks to restore their supply. In the race for talent, EV Charging facilities are one more way for companies to differentiate with employee benefits whilst

New beginnings GARO Electric has announced the opening of its new facility in Birmingham from November 2019. Its extensive product range is being supplied to a large network of electrical wholesalers across the UK. A full range of EV Charging Stations is available to the wholesale market.

Using this extensive industry expertise, its product ranges are continually evolving to respond to changes in the market. As new regulations come online, product offerings are expanded to ensure compliance and choice.

Product evolution GARO has constantly evolved its products with the needs that have been demanded by the market. The strongest and most topical example of GARO evolving its products with the times is notable in its EV Charging Range. GARO has been manufacturing ‘Car Heater Stations’ for the Nordic region over the last 40 years. This product allows the car owner to connect their car to an AC supply to enable the car to pre-heat oil, water and air in the main cabin of the car – a necessary function due to low temperatures in the Nordic region.

For GARO the development of EV Charging stations was not the quantum leap that it was for other manufacturers, it was a natural next step working from its established expertise in this space.

GARO backs all products with significant warranties, with EV Charging Stations coming with a three year warranty.

The numbers Despite significant Brexit uncertainty, the UK has seen a sizeable increase of 38% in EVs registered YTD (end Sept) compared to the same time last year. Within the category we can see that Hybrid EVs are the most popular option with 4.2% of the overall new car market, followed by Battery EVs with 1.3% share – a sector of increase of over 122% this year.

According to the SMMT (Society of Motor Manufacturers and Traders), the increase is in line with the latest forecast for this sector, currently expected to rise to around 177,000 units by the end of the year. 86,000 of these cars are expected to be low emission plug-in hybrids and

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battery electrics – taking plug-in market share to around 3.7% as an ever-increasing number of models come on sale.

Wholesale benefits As referenced previously, the market is driving increased demand so it is the right time to partner with reliable, established EV Charging manufacturers that will provide the full range of options for a wide variety of customers.

Given the complexity and freshness of the products involved, information and training are an important add-on for wholesalers stocking these types of products. GARO Electric provides inbranch training mornings to demonstrate the range and allow for Q&A from attendees. Before the end of 2019 GARO will also launch a full online learning/CPD platform for anyone looking to install their Electric Vehicle Charging products. Users will be able to access the learning resources on their own time from whatever location suits them around the country.

FOR FURTHER INFORMATION

For more information on the EV charger range from GARO, visit: www.rdrlink/WJ013

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From domestic properties to large commercial complexes, ESP has the CCTV system to suit all applications and budgets. Neil Baldwin, Managing Director, looks at the options that wholesalers should be considering, including the latest IP systems that offer an upgrade solution for your customer.

A NEW PROTOCOL

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SP has developed a new IP (Internet Protocol) CCTV range designed to satisfy the growing demand from wholesale customers and contractors and will meet the needs of a changing market place which is moving from analogue to digital (IP).

Analogue vs digital The main difference between analogue CCTV and digital (IP) CCTV is the method by which video is recorded and delivered.

Analogue cameras record images and then send the signal over a coaxial cable to a DVR (Digital Video Recorder). The DVR converts the video from analogue to digital signals, compresses the file, and stores it on a hard drive. Monitors need to be hooked up to the DVR to view the video, or the DVR can be connected to a router and

modem to broadcast it over the internet through an internal network. Digital security cameras on IP-based CCTV systems, on the other hand, record the images digitally to begin with. Then, they can receive and send data over a computer network rather than going through a DVR first.

The move from analogue to IP CCTV systems gives installers the opportunity to sell an upgrade to their clients and to provide a more reliable security solution that offers superior benefits.

IP install ESP’s new IP Power-Over-Ethernet (POE) CCTV range is designed to offer superior, reliable and straightforward installation solutions for a range of applications from domestic through to larger and more

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complex commercial projects. The range features POE, which enables the camera and power feed to be wired in Cat5e cable up to 100 metres without the need for additional power, which makes installation much more convenient for your customer.

A single Ethernet cable provides both the power and the HD digital feed, with just one cable per camera and multiple cameras can be installed anywhere on the network that the NVR is connected do.

Processing power, an abundance of features, versatility and high resolution IP CCTV all combine to make this the superior choice over traditional analogue systems.

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Range focus: There are two distinct IP ranges available – the REKOR IP 2 Megapixel range which has been tailored for the domestic market, and the HDView IP 5 Megapixel range which is aimed at larger applications with a wide choice of NVR and camera selection.

All NVRs are packed with features, such as remote monitoring via the ESP IPView App, H265 compression, motion record activation and they are supplied with quality surveillance hard drives for peace of mind.

The original Rekor range comprise of 4channel 1080p CCTV Kits packed with features, but come with an affordable price tag, making them ideal entry level products to satisfy the growing demand for reliable security solutions.

The Rekor systems were designed with ease of set up as a key feature, including the option for remote monitoring via smartphone or tablet, using ESP’s specially developed RekorHD APP. The kits include a 4-channel DVR, premium quality surveillance hard drive, cameras, camera cables, system power supply, mouse and HDMI cable. The menu is designed to be very user-friendly and is navigated via mouse control.

There are a number of kit options available, including 2 or 4 camera kits, with the 2MP HD cameras in either a bullet or

dome style and all are offered in a white or black finish.

For a more sophisticated solution there is the HDView range of 4 Megapixel CCTV systems. These offer an upgrade from 1080p (2 MP) to 4MP to give users a higher density of pixels to produce a super high definition image clarity. This range includes a collection of DVRs, cameras, an Ultra High Definition monitor, as well as a 4, 8 and 16-channel DVRs which means there is system that will cover most installation requirements. Support for 4MP live view and recording comes as standard with this range and because existing 720p and

FACT FILE: Company Address: Unit 7 Target Park, Shawbank Road, Lakeside, Redditch B98 8YN Telephone: 01527 515150 Website: www.espuk.com Accreditations: FIA (Fire Industry Association), ISO 9001:2015 certification, SFHA (Scottish Federation of Housing Associations) Company vision: For more than 20 years ESP has been developing and supplying security related products to the UK electrical industry. As a leading safety and security product specialist, the company offers a comprehensive range of electronic security and fire detection solutions to meet the requirements of installers and contractors. The range includes CCTV, Access Control, Video Door Entry, Essentials, a growing collection of conventional and addressable Fire Protection products and the newly launched Duceri Emergency Lighting collection.

1080p are also compatible, it allows the user to upgrade the system gradually if and when required.

4MP benefits Benefits of the 4MP range are now also available in the latest wireless products.

The HDViewWF 4MP Wi-Fi CCTV kits have ease of set up as a key feature, including the option for remote monitoring via smartphone or tablet, using the specially developed app. These kits include everything required to set up a CCTV system including 4 channel NVR, premium quality surveillance hard drive, 4MP HD day/night cameras, system power supplies, mouse and HDMI cable. There are a number of kit options available, including 2 or 4 camera kits, and hard drive options of 1TB; 2TB or 4TB. ESP has over 20 years’ experience in the supply of CCTV products through the electrical wholesale market. As well as a comprehensive product range, the company offers special in-house training programmes and provides free over the phone UK technical support for any queries prior, during or after installation, for that extra peace of mind.

FOR FURTHER INFORMATION

For further information visit: www.rdr.link/WJ014, contact ESP on: 01527 515150, or emai:l sales@espuk.com

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OUT THE BOX Any opportunity to generate revenue can’t be ignored by a wholesaler. The pennies make the pounds and the pounds stack into their hundreds. That’s why wholesalers need to look far and wide and sometimes out of the box to find new revenue opportunities. through Spotify, iTunes, internet radio, or any other mobile audio. Again, this makes it a perfect multi-utility product and great for any kind of tradesperson or as use as a leisure product.

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nilite are a company that specialise in these types of products, with innovation driving its expanse in product types and functions. Within these brackets it has created a unique work light that it thinks will prove to be a massive hit across multiple disciplines. This is the SP-750 speaker light, which combines an ultrabright work light with a powerful 5w Bluetooth speaker.

Multi-task Unilite is of course known for its lighting products and the lighting output of the SP750 doesn’t let anyone down. A bright, 750

lumen COB LED provides a widespread working light and is supported further by a reflector. This can be dimmed twice allowing for an extension in runtime if required. On the top of the SP-750 is an additional, 300 lumen flashlight which is great when a longer range pointed beam is needed. This is the kind of utility that helps to sell it as more than just a work light, with the potential to use it around the house, when dog walking, or even camping.

Of course, one of the most standout features of the SP-750 is its integrated 5w Bluetooth speaker. This is connected easily to mobile phones and other portable devices, enabling the user to play music

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Clean technology If disposable batteries were used to power the SP-750, they would require up to 500 times more electricity to produce than they can release themselves. Combined with the energy consumption for transport and storage, the CO2 emissions are huge. With a powerful lithium rechargeable battery, it can therefore be promoted as an ecofriendly and low running-cost light. An innovative type-C USB charging cable provides a quick and rapid charging option for the light.

Multi-purpose The SP-750 allows for multiple positioning by the end user with a magnetic, multipositional stand/handle/hook. This means it can be hooked or placed conveniently around a car, stuck onto the side of a boiler, hooked onto the loop of a tent and positioned under a cupboard, showing that the customer can use the SP-750 for tasks outside of a sparks’ usual domain. Offering a product that has multiple uses in their day to day work, as well as in their leisure time, could give that customer that extra nudge needed to make the sale.

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Additionally, the stand makes it perfect for displaying on a trade counter and compliments one of Unilites metal display stands well, allowing customers to try the light out for themselves when waiting in a branch and as something that will catch their eye from a distance. This combination helps it to sell itself and provides a useful trickle of income for a wholesaler. It is also packaged in a double wall box with strong branding.

Proven success Stocking Unilite lines has been proven to be a great addition to branch sales.

A midlands wholesaler that took on some of the multi-purpose products comments: “The Unilite lights are great as they have such a wide reach on social media, people are aware of them and often come into the branch to ask for them. We then have them near to the trade counter so when customers are queuing to be served, they’ll see them, pick them up, maybe ask a question, or just pay for them along with their other goods. It’s great for branch sales as it adds a steady trickle of revenue, but can also lead to other questions about the range.”

With lots of product features, the multiutility SP-750 light/speaker is an absolute winner for electricians and other professionals. These features allow the product to be used not just at work, but also for jobs at home and at leisure time. This, combined with the strong product branding, merchandising and extensive social media coverage, means that the SP-750 should be a key player in generating branch sales.

FOR FURTHER INFORMATION

To download the Unilite professional lighting guide, visit: www.rdr.link/WJ015

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Building methods are constantly changing to better profitability, efficiency and improve the carbon footprint that is left behind. AET Flexible Space is a manufacturer that is working on all these fronts with its underfloor air conditioning.

PEW visited the company at its offices in Surrey to find out more.

CLEAR HEAD SPACE

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ounded in 1993 as a principal worldwide distributor of the “Hiross” Flexible Space underfloor air conditioning system, the company took ownership of production in 2010 under AET Manufacturing Ltd, and developing the AET Flexible Space brand. With over 26 years of experience, the company now considers itself the undisputed authority on underfloor air conditioning technology.

Case study One Benjamin, Farringdon Situated directly opposite the new Farringdon station, the building provides 43,562 square ft of office, retail, and residential space.

Main contractor Knight Harwood saw the opportunity at One Benjamin to redesign the original Stage 3 hot/cold aisle design and to implement AET’s underfloor air conditioning solution for the three floors of office space. Knight Harwood felt that AET’s highly flexible system would be more suited to cope with the variations in temperature across the building caused by increased/decreased sunlight.

Each of the three floors was divided into zones of up to 300m2 depending

Here we will look at the advantages of the systems and how the wholesaler can play a key role on the success of this growing technology.

What is underfloor air conditioning?

Seems obvious, right? But it is a solution that is not too common in the UK, but rather more widely used inside offices and residential buildings in the UAE and the Far East. on the potential use and occupancy density of the area. Each zone is then supplied with chilled or warmed air by a CAM unit and the conditioned air is then delivered into the space using a number of fantiles.

Headroom Height was a key consideration during the design and build of One Benjamin, and by using the AET underfloor air conditioning system the contractors were able to eliminate much of the ceiling-based services and ductwork. The offices were developed to provide a sustainable workplace, and have been awarded a BREEAM ‘Excellent’ rating. The reduced amount of building materials needed for an AET underfloor system, as well as its longterm flexibility, made it an excellent choice for this project.

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Basically, in the simplest terms it makes use of the space beneath a raised access floor for the distribution of air, eliminating most ducting and pipework. It does what it says on the tin and makes the install easier your customers, whilst saving around 15% of build space by negating the need to build in precious ceiling space.

Furthermore, it allows easy access to existing systems for on-going maintenance work, again saving the precious time of the installer. For developers it could save 10% in building costs, 29% in CO2 emissions and 30% in energy costs, according to the company.

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How does it work?

With little or no ducting, the system is installed underfloor with Zonal downflow units, or ‘CAM’ (Conditioned Air Module) that generate conditioned air which is delivered into the supply plena. Fan terminal units, or ‘Fantiles’ supply the conditioned air into the workspace.

Systems can be designed to receive spent air either at floor level (CAM-C system), or at high/ceiling level (CAM-V system). The fantiles are interchangeable and can be personalised to preferred temperatures.

The techie bit ● Each floor is divided into zones of up to 300m2 depending on the potential use and occupancy density of the area. ● Each zone is supplied with chilled or warmed air by a zonal air handling unit or CAM. Conditioned air is then delivered into the space using a recessed (Fantile) or floor standing fan terminal. ● Air travels back to the CAM for re-conditioning either at floor level via the plenum (CAM-C), or at high level (CAM-V). Both CAM-C and CAM-V systems can be configured to be either chilled water (CW) or direct expansion (DX).

Wholesale benefits Now you know what it is, how it works and where it can be applied, you’re probably wondering where you fit in. The business opportunity for the wholesaler sits in the maintenance of these systems. Due to the flexibility of the of system, those working on existing sites with Flexible Space in situ will require spare parts and additional or replacement units, AC to EC fan upgrades for CAM downflow units and controls upgrades for existing systems.

The long term goal for the company is to make these parts available for distribution

One Benjamin, Farringdon

partners to come on board and help grow the success of the company. Whilst not available quite yet, underfloor air conditioning, with its many benefits to your customer working on it, is definitely a ‘cool’ idea worth considering.

FOR FURTHER INFORMATION

To learn more about AET Flexible Space solutions, and potential collaboration, visit: rdr.link/WJ016

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NEW BUSINESS OPPORTUNITIES

AdobeStock_DariiaBalkina

‘BREAD AND BUTTER’ LINES

Don’t take the products you sell every day for granted and lose out on margins. Choose the right stock, and they will continue to be good revenue earners, says Andy Douglas, Managing Director at Timeguard.

T

he big brands continue to invest in these products, keeping their designs and features fresh and ensuring they are compliant with latest regulations. Their branded quality, design and specification means you can give away less discount, and installer customers get the reliability that keeps them coming back for more. Work with suppliers who are committed to supplying the trade only and exclusively through the wholesale channel, and you have the added assurance of never being undercut by a DIY outlet.

Timeguard Managing Director, Andy Douglas, is well-known in the industry for his vocal advocacy of continuing to invest in branded quality – and for putting his firm’s money where its mouth is. Every season brings one or more new Timeguard ranges that refresh the market for the products installers need every day. There is, he says, no excuse for old-spec or low spec in our industry.

He explains that the best products are the ones that offer the lowest total cost of ownership while they are in your hands.

What does this mean? “Well, for wholesalers, it’s not just the cost of the product. You also need to take into account a product’s real quality, performance and reputation: will installers be in to buy it or will it languish on you shelves locking up your money?

“Look carefully at returns rates, and how good the manufacturer or importer is at honouring its guarantee and providing back up. Is there a tech helpdesk for installers? Do you trust the brand to keep your customers happy?” he says.

Lighting up the future Think you can’t go wrong with an LED floodlight? Surely they are commodities now? Not so! Experience has taught installers that there’s no room for compromise on quality and reliability. They know it’s the ultimate false economy, and premium features and branded quality continue to sell well, despite attempts to undercut with cheap goods.

Recent Timeguard innovations to keep this market fresh here include rust-resistant models, with all metal component replaced

52 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

by high grade stainless steel to avoid telltale stains that can appear remarkably quickly on rendered or painted walls – a benefit most homeowners are happy to invest a little extra in once it’s explained to them. These units are perfect for consistently damp and corrosive environments, or for installing near the ground to provide uplighting effects.

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NEW BUSINESS OPPORTUNITIES

Wide angle lighting is another Timeguard innovation. Providing it with LEDs called for manufacturer investment in smart lens and reflector plate designs to deliver a more even light spread and quality.

Continued attention to good looks pays dividends too. Prismatic lenses and tough, rust-proof polycarbonate reflector plates do away with the need for ugly front ‘windows’ that cloud and crack over time. The unusual all-white models in the Timeguard range, with white casing and matching white reflector plates will hardly be seen when mounted on a white soffit board or pale wall.

The LEDPRO range, a runaway success, introduced the idea of modular systems with a choice of mix-and-match black or white slim-line LED floodlights from 10W right up to 100W plus a mix of plug-in PIR’s, photocell’s or RF remote control PIR options. Now you can cater for every combination while minimising stock levels.

Having extra terminals needed for looping out to build master/slave

combinations as standard means it’s easy for installers to create a connected lighting scene – that means more sales for you, more profitable jobs for them.

Ceiling lights: designed for real users How do you improve on such a basic item as a ceiling light and command better margins? With Timeguard it goes beyond the cosmetics – good as they are! The latest back-to-basics redesign means that only the latest electronic components are used throughout. Equally important, the design matches the requirements of the people who are commissioning this style of lighting, typically being major builders and social

housing associations. So they feature of 20mm centre-hole installation, IP44 ingress protection and conduit box installation – everything an installer needs to go a good but quick job to install an ultra-slim light that occupiers will appreciate.

PIRfect control The Timeguard range of PIRs has also had a new makeover, with sleeker designs, smaller mini-PIR models, more sensitive presence detection options, and plug and play master-slave combinations… be sure to check them out too.

As Andy Douglas says: “An angry installer today is one less sale tomorrow.

No-one wants to lose a customer over a product that doesn’t even give you a decent margin. Especially when there are quality alternatives on the market.”

FOR FURTHER INFORMATION

To learn more about the stock available from Timeguard, visit: www.rdr.link/017

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TRAINING

GAIN CONTROL Hamilton Litestat has launched a Continuing Professional Development course on smart lighting control to help wholesalers and installers get up to date.

H

amilton Litestat has launched a Continuing Professional Development (CPD) training programme entitled: An ‘Intelligent’ and ‘Smart’ approach to lighting control. Accredited by ‘The CPD Certification Service’, its aim is to educate about new technologies and help trainees and qualified electrical wholesalers/installers up-skill in the area of smart lighting control.

valuable new business opportunities within the growing smart control sector.

The CPD from Hamilton provides the following courses aimed at providing a wellrounded overview of smart lighting control.

Business opportunity With technology moving at such a fast pace, CPD training helps to ensure that academic and practical qualifications do not become obsolete. Hamilton’s CPD focused on how smart lighting control is designed to encourage proactive learning as well as help identify and capitalise on

●

●

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An overview and history of the lighting control sector An appreciation of where it can be used, an introduction to smart lighting control and the different protocols currently on offer The integration of other smart control applications such as blind control An introduction to smart audio control

Gavin Williams, Head of Marketing at Hamilton explains why the company is well positioned to offer lighting control CPD: “During its 50 years, Hamilton has played a leading and forwardthinking role in the development of lighting control technologies – from the simple switch through to intelligent dimming and today’s smart controls. The company is wellplaced to provide CPD training to both qualified and trainee installers.

“The CPD provides details on

54 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

the latest lighting technology to suit the residential, hotel, commercial and retail sectors, as well as exploring smart audio control solutions too, which are increasing rapidly in popularity.”

Bridging the gap The CPD training programme is part of Hamilton’s on-going commitment and investment in training, supporting installers to upskill and keep abreast of the latest smart control technological developments, as well as helping those undergoing their initial training in order to help bridge the industry’s current skills gap. The family-run British business recently became a member of CEDIA and is now an approved Continuing Education Unit (CEU) Provider.

Its training courses held at its Mere facilities contribute four CEUs towards the 30 CEUs CEDIA-certified professionals need within three years.

Where and when?

The programme, which takes one hour, plus questions, is delivered by Hamilton’s knowledgeable staff and can be undertaken at the company’s Bristol headquarters or London showroom. To book this accredited CPD module, contact Alison Osmond on 01747 860088 or email her on cpd@hamilton-litestat.com.

FOR FURTHER INFORMATION

To learn more about the course from Hamilton, visit: www.rdr.link/WJ018

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PRODUCTS & EQUIPMENT

The Eco has landed Ariston has introduced the new Pro1 Eco range of electric storage water heaters. Available in 50, 80, and 100 litre capacities, the stylish units feature a display that allows for easy operation, with simple temperature setting and control for advanced performance. As a result, the products are suitable for use throughout a variety of light commercial and domestic applications, including large kitchens, public washrooms and healthcare environments.

The Pro1 Eco range takes advantage of Ariston’s specialist WaterPlus technology, which keeps any incoming cold water at the bottom of the tank, ensuring it does not immediately mix with the stored hot water. This results in up to 16% more hot water being available.

The energy efficiency credentials of the electric storage water heaters are enhanced by Ariston’s ‘ECO EVO’ function – an electronic control with automatic learning software, which enables users to achieve energy savings of up to 14%; that’s equivalent to running an A+ rated fridge-freezer for approximately a year. The new products also achieve an ErP ‘B’ rating across the range.

Units also boast Ariston’s renowned anti-legionella function.

Once a month, the Pro1 Eco automatically increases the water temperature up to 65°C, in order to eliminate the risk of legionella bacteria developing. This feature ensures the product is ideal for use in applications such as hospitals, schools and care homes.

Another key feature of the Pro1 Eco is Ariston’s Titanshield technology for optimal tank protection. This sees the inner surface of the tank enamelled with a layer of titanium, an anti-corrosion and rust-resistant material, which prevents the surface from corroding – even when in contact with warm water. The titanium’s natural properties are boosted by the action of a large, magnesium anode that stops the oxidation reactions on the tank’s inner surface, helping to prolong the life of the water heater.

Ariston’s Pro1 Eco range is KIWA approved and all units are supplied with an unvented kit and a five-year manufacturer’s warranty as standard. www.rdr.link/WJ019

56 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

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PRODUCTS & EQUIPMENT

CED AXIOM SITE ELECTRICS CED has launched a new range of IP54 LED Site Lighting.

Rechargeable and portable Worklights include 10, 20 and 30w options plus a 15w Task Light with USB port, whilst floodlights comprise 20w (240v) and 50w (110v) Folding Work Floods, plus single 18w and twin 36w Floodlights with Tripods – all in aluminium with glass diffusers.

An SMD 30w(110v) Hanging Lantern, plus impact resistant 20w(110v) portable Task Floodlights and 18w or 36w LED tube Uplights with tripods complete this new range.

Quality is assured as all products meet BS EN standards are CE Marked, RoHS compliant and come with a two year warranty. www.rdr.link/WJ020

C.K RECHARGEABLE LED FLOODLIGHT The new C.K Rechargeable LED Floodlight (T9715R), with a range of advanced features and benefits, is designed to meet the needs of professional tradespeople.

Strong, reliable lighting conditions are essential when working in awkward spaces.

The new C.K Rechargeable LED Floodlight with its powerful super bright flood beam, versatile clamp mechanism and handy 360° swivel head, offers complete flexibility, to light even the most difficult areas and allow the job to be done quickly and effectively.

Other features and benefits include: ● High performance 1300 Lumens SMD LED ● Power 15W ● Wide 120° flood beam ● Versatile clamp mechanism ● 360° swivel head ● Battery charge indicator ● Battery life – high: 2.5 hrs; low: 7.2 hrs www.rdr.link/WJ021

ESP CCTV RANGE ESP has developed a new IP (Internet Protocol) CCTV range. The new IP POE CCTV range is designed to offer superior, reliable and straightforward installation solutions for a range of applications from domestic through to larger and more complex commercial projects.

The range features POE (Power-OverEthernet) which enables the camera and power feed to be wired in Cat5e cable up to 100 metres without the need for additional power, which makes installation much more convenient. A single Ethernet cable provides both the power and the HD digital feed, with just one cable per camera. Multiple cameras can be installed anywhere on the network that the NVR is connected do.

There are two distinct IP ranges available – the REKOR IP 2 Megapixel range which has been tailored for the domestic market, and the HDView IP 5 Megapixel range which is aimed at larger applications with a wide choice of NVR and camera selection. www.rdr.link/WJ022

FIREANGEL SPECIFICATION RANGE Designed to provide smarter control to smoke, heat and carbon monoxide detection, the cost effective system from FireAngel now features Smart RF technology.

It provides greater flexibility to future-proof properties and its tenants, as the range can be adapted and upgraded at a later date by fitting a Smart RF radio module into a smoke, heat or carbon monoxide alarm.

The new mains powered range features a 10 year Panasonic lithium battery back-up and is the only alarm to have a proven carbon footprint measurement, producing on average 95% less carbon dioxide (CO2) than other leading mains powered alarms. www.rdr.link/WJ023

PROFESSIONAL ELECTRICIANS WHOLESALER NOVEMBER / DECEMBER 2019 57

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PRODUCTS & EQUIPMENT

HAMILTON LITESTAT HARTLAND G2 Hamilton Litestat has launched Hartland G2, a second generation, value-engineered screwless faceplate.

The ‘push-to-fit’ G2 is supported by a comprehensive marketing and promotional campaign. Alongside trade advertising and editorial, Hamilton is running a competition to win five contractor packs of Hartland G2, valued at over £100 each.

In-branch point-of-sale materials are available for wholesalers, including headerboards, on-counter product display cubes illustrating the Hartland G2 finishes, on-counter sales boards, shelf-wobblers, mugs, pens and tape measures.

Now available with a fit & forget 25 year product guarantee, it comes in six popular high-quality finishes: Antique Brass, Polished Chrome, Satin Stainless, Richmond Bronze, Matt Black and Matt White. Inserts are available in White, Black and newfor-2019 Quartz Grey. www.rdr.link/WJ024

VENT-AXIA SILENT FAN RANGE

WERNERCO PROFESSIONAL WORK PLATFORM

The 12dB(A) popular Silent Fan now has six new models added to its range offering increased flexibility and choice for electricians and households. The new Silent Fan range has an IP45-rating and includes variable speed models, humidistat options and up to a five year warranty.

With the new Silent Fan range comprising eight models to choose from, more households can benefit from the sound of silence and select the type of Silent Fan that suits them. Now offering an IP45-rating (for Zone 1) the new Silent Fan makes installation easier and safer since the fan can be safely installed in the splash zone.

The new Silent Fan range comprises three variable speed intermittent fans that are suitable for most applications with basic, timer and humidistat options. There are also three intermittent extractor fans with basic, timer and humidity models and two variable speed continuous running fans which come in timer and humidistat versions. www.rdr.link/WJ025

The new Werner lightweight 79025 Aluminium Professional Work Platform features a load capacity of 150kg, as well as several new features designed for comfort and ease of use.

The Easy-Grab handle in the centre of the platform and lightweight nature allows professionals to transport the 79025 in one hand while holding supplies in the other. Another key design feature is the new slim fold dual locking legs, meaning the work platform closes to a compact depth of 8cm.

This allows professionals to fold the work platform completely flat for easy transportation and storage, while the locking system ensures the legs are secured in place both when opened and closed.

The oversized platform is designed with a large slip-resistant work surface that provides tradesmen with suitable space to move while working and the non-marring feet also provide slip-resistance and protect the floor from any damage. www.rdr.link/WJ026

PROGARM ARC FLASH PROTECTION ProGARM has announced the launch of a new sock range, designed to further enhance the safety of workers who work around high and low voltage electricity.

While those across the UK at risk of an Arc Flash are already encouraged to wear full protective PPE, many operatives are wearing everyday base layers and undergarments underneath their outerwear PPE, leaving them at risk of severe burns.

The new range, made from inherently flame-resistant material, includes heavy weight socks, designed to be worn beneath work boots, as well as compression socks, which feature medical benefits such as improved circulation to reduce tiredness in the legs and preventing conditions such as DVT, as well as a silver anti-bacterial finish to reduce odour and bacterial spread. www.rdr.link/WJ027

58 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

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POINT OF SALE If you’re looking to make your counter stand displays stand out this Christmas then Energenie MiHome has the ideal solution for you.

I

ts newly created white cardboard CTU units to house the high margin, fastmoving MiHome Wifi Smart Plugs are ideal for the busy Christmas season, enabling you to bring your counter stand displays to life and achieve higher instore sales at a key time of year. For stores that display the units, Energenie MiHome will also provide support by offering promotional pricing on the product on a regular basis.

Housing eight units per display, these stylish, white CTUs are designed to fit effortlessly with your instore décor and enable you to achieve valuable additional sales on high margin products whilst not using up too much space.

Dimensions Width – 160mm Height – 235mm Depth – 300mm

The popular MiHome Wifi Smart Plugs are an essential purchase for customers to control Christmas tree lights in a safe, energy-efficient and convenient way

without the need to use a MiHome Gateway. The MiHome Wifi Smart Plug is also voicecompatible with Amazon Alexa and Google Assistant to add even more convenience and comfort to their use. Using the MiHome free app, customers can control their tree lighting to switch their tree lights on and off, trigger automatic actions using IFTTT and create regular schedules for your lighting to come on and off at set times each day.

Safety first Each year around 1,000 people visit A&E in the UK after home accidents involving Christmas trees and 350 people after home accidents involving Christmas tree lights, according to the Royal Society for the Prevention of Accidents (RoSPA). The MiHome Wifi Smart Plug is fully British Standards certified to the latest regulations beginning July 2019 for 13Amp use, ensuring that safety is prioritised.

The MiHome Wifi Smart Plug has been highly recommended by a number of leading electrical and consumer publications including Professional Electrician, Tech Advisor, Mighty Gadget, Trusted Reviews and PHAM News.

MiHome Wifi Smart Plug has been highly recommended “byThe a number of leading electrical and consumer

publications including: Professional Electrician, Tech Advisor, Mighty Gadget, Trusted Reviews and PHAM News.

”

FACT FILE: Company Address: Unit 5 Harold Cl, Harlow CM19 5TH, United Kingdom Telephone: 08000 469 466 Accreditations: BSI Quality, Management System ISO 9001: 2015 About: Energenie provides an easy way of cutting the amount of energy used in the homes, saving money on electricity bills, saving energy and reducing the risk of fires caused by electrical appliances.

Energenie's Power Management products are ideal for use with computers, monitors, scanners and printers, audio visual systems and many other appliances. For instance, the Energenie Power Management System enables the user to programme the controlled sockets via a computer interface that can be switched off at certain times and under certain criteria.

Products in the Automatic Power Shutdown range learn the standby power level of an appliance and switch it off automatically when in standby. The Rundown Timers provide peace of mind through a simple yet effective solution for switching off electrical appliances at variable timings including 5 minutes, 30 minutes or 1 hour of inactivity.

FOR FURTHER INFORMATION

For further information, visit: www.rdr.link/WJ028

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PE CAMPAIGN NEWS

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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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GREENBROOK PowerBreaker

OVIA LIGHTING New Lighting Collection

Leading the way in electrical safety, the selfproclaimed original creator of the RCD socket and still the market leader, has continued its drive to push its safety devices. The new RCD offering from the company complies with the latest BS7288 safety standard that requires Type A RCDs as well as Type AC RCDs. GreenBrook puts its head and shoulders above the rest by informing its audience that it is part of the BEAMA Technical Committee that helped write the revised standard.

The new standard for November will be covered with this socket that includes a safer defence against electrocution and clear flag indicators, amongst other features. www.rdr.link/WJ037

‘We’ve got the gear to keep you moving’ says Ovia, the new lighting collection from Scolmore Group. Due for launch in the new year, parent group Scolmore is keen to get in front of the competition with a number of different products for different sectors.

The areas that these go in to include: domestic, utility, commercial and industrial – to name but a few.

Significant investment has been made into the lighting company, with Sales Director Mike Collins moving over from Ansell Lighting to head up the operation. Keep your eyes peeled for more activity from Ovia in the next issue of PEW in 2020. www.rdr.link/WJ038

LEGRAND 80 + 4 + 4 = more than you may realise

MYENERGI Introducing Zappi

This new advertising campaign from Legrand is designed to get end users and wholesalers thinking more broadly about the brand - when you look closer, you'll realise there's more to Legrand than you realised. For example, 80% of the company's UK sales come from products in four key areas: mechanical, electrical, electronic and digital solutions, all made at Legrand's four manufacturing sites in the UK. And that's just a small part of what the company is.

You can take a closer look by visiting the link below. www.rdr.link/WJ039

60 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

Arriving at the perfect time following the introduction of new regulations regarding the use of EV charging equipment, Zappi is an EV charger that doesn't require the use of an earth rod. Allowing customers to charge their EV from their PV or the grid, the product features three charging modes: Eco, Eco+ and Fast. This brand new campaign showcases the features and benefits behind this important new technology and proves that what was once thought impossible, is now a reality. www.rdr.link/WJ040

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PE CAMPAIGN NEWS

ROBUS Robus Go – fast & easy rewards

TENMAT Fire Protection Solutions With new NHBC guidance in NEW NHBC guidance for 30 minute Ceilings place for 30Are YOU installing a downlight in a 30 minute ceiling?

If so: The downlight MUST be fire tested in the appropriate floor build up minute OR A fire resistant hood, also tested in the appropriate floor build up, should be used ceilings, this campaign from TENMAT is the ideal reminder to electricians Contact TENMATT for furth t er information of the

ZZZ TENMAT FRP SDVVLYH ILUH#WHQPDW FRP importance of using the right fire-rated solutions. The advert provides a reminder of the requirements when installing downlights in 30-minute ceilings and explains why TENMAT FF109 are a compliant solution that has been tested within solid timber joists, I-Beams and metal web joists. www.rdr.link/WJ041 ENMAT FF109 Downlight Covers have been tested within the following systems:

Solid Timber Joists

I-Beam Beam

Metal Web Joists

We know end users love being rewarded for purchasing products, so this campaign from ROBUS (LED GROUP) is sure to be a big hit. The adverts show how to quickly and easily sign up to the rewards programme, with further details about the regular opportunities to earn bonus points, vouchers and experiences once you've purchased and uploaded your invoice. Points can be redeemed across the best high street and online brands. www.rdr.link/WJ042

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PRODUCTS IN PRACTICE

Faced with an awkward lighting project in one of Scotland’s greatest ballrooms, electrician Del Campbell was in for a challenge. He faced an 18th century chandelier conversion with LED dimming control – YESSS Electrical and Zano provided an unlikely solution.

GRAND DESIGNS

W

e all know that great LED lighting effect and dimming capability is essential to a perfect finish in a commercial venue – it sets the mood, enhances appearance and significantly reduces overhead costs. But the big question is: how can you achieve this with 90 LEDs across three 18th century chandeliers without the need for an expensive, bespoke dimming pack?

Recommended by his local wholesaler – YESSS Electrical, Livingston branch – Del

was appointed to undertake a complex LED upgrade at Hopetoun House in Edinburgh, ‘Scotland’s finest stately home’.

Hopetoun House was one of YESSS Electricals’ new key customers, and after months (if not years) of frustration with the lighting set up in the ballroom, the general manager knew something had to be done.

He was desperate for a simple, effective, and maintenance-free solution to lighting the ballroom at Hopetoun, a highly soughtafter wedding venue with a high-end, vintage aesthetic.

62 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

Planning phase Del soon discovered there was far more to the job than simply replacing the lamps with vintage-looking LEDs. The existing system used to control the lighting level in the ballroom was headache-inducing. Flicker and buzz were a nasty by-product of an outdated lighting control panel, and the maintenance team were deeply frustrated with constantly replacing the chandeliers’ lamps – sometimes changing as many as 20 a week.

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PRODUCTS IN PRACTICE

Project summary

Fed up with flickering, buzzing lamps, the client required a simple, maintenancefree solution to lighting that would finally bring to life the magnificence of Hopetoun’s grand ballroom.

They needed their upgraded chandelier system to be: ● Maintenance-free ● Dimmable from one single point ● Completely silent ● 100% flicker-free ● Styled with vintage-aesthetic LED lamps ● Able to cope with large load of 90 LED lamps Project scope With the project requiring 90 LEDs that needed to be connected to existing wiring, finding a dimming solution to cope with a load of that size without an expensive bespoke dimming system would be a challenge. Aware of the issues associated with pairing LED and TRIAC dimmers, and that finding a solution to cope with such a load would be tough – Del asked YESSS Electrical for some product advice.

The team at YESSS Electrical immediately recommended Zano Controls, and within a few minutes Del was on the phone to a member of the Zano tech-team. Del had heard about Zano’s problem-solving products prior to this project, but had not previously tried and tested their LED dimmers himself.

Zano took no time in finding the solution: to cope with the number of LEDs required

and resulting inrush current, the chandeliers required the ZBARLED1000, an off-the-shelf remote dimming pack that was easy to install.

Zano frequently tests lamps for compatibility with their dimmers, which meant they could advise on a specific brand of dimmable, vintage aesthetic LEDs too. The three chandeliers in the ballroom required a total of 90 LEDs all at wattage of roughly 4W per lamp. With the inrush current accounted for, Del was looking at a total load size of just under 700W/VA. Fantastic results Impressed by how straight-forward the ZBARLED1000 was to install, Del got straight to work fitting the 90 LEDs, soft LED uplighting around the ballroom perimeter and connecting the lighting control solution up to the chandeliers from one central point in the room.

Despite a minor hold up in the form of an ITV drama being filmed at Hopetoun (which in-turn meant the ballroom was out of action for a solid 24 hours being used as a dressing room) the process went smoothly. Del was able to return the following day to programme the dimmer using Zano’s exclusive Smart Settings in time for a wedding taking place in the ballroom that weekend.

By adding a specifically designed controller for the ZBAR remote dimmer (one that’s ideal for multiple control points and large loads), Del enabled rotary dimming control of the three chandeliers from one point in the

Hopetoun House, Edinburgh, Scotland Contractor: Del Campbell, Westrigg Electrical Services Wholesaler: YESSS Electrical Livingston Total number of circuits: Six (three chandeliers, two circuits on each) Products installed: ● ZBARLED1000 ● ZMOBARCR Lamps: x 90 BELL LED 4W LED 35mm Dimmable Candle Clear - SBC, 2700K full load is 648 W/VA Lamps/wattage per dimmer: 1000W/VA per ZBARLED1000 dimmer Wiring: SWA cable ZBARLED1000 A powerful solution to dimming LED, the ZBARLED1000 can handle up to 100 amps of inrush, and dim between 0-1000W/VA LED, with up to 32 rotary controllers on a single circuit. The award-winning technology delivers flicker-free and silent dimming for all good quality dimmable LED, Tungsten, Low-Voltage or CFL lamps.

0-300W/VA and 1-10V versions are also available.

ballroom. This finally gave Hopetoun House’s management team lighting control in the ballroom that produced spectacular results without compromising on the light output of the LEDs. FOR FURTHER INFORMATION

To learn more about Zano and its dimming solutions, visit: www.rdr.link/WJ030

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PRODUCTS IN DEMAND

PEW takes a look at the most sought-after products from recent issues of Professional Electrician & Installer magazine to give you an insight into your key customers’ buying behaviour. _DEC

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METREL 3 - PHASE ACTIVE SWITCH ADAPTER Metrel has introduced a 3phase 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-NPC, 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/WJ034

C.K TOOLS COLOURED SOCKET AND SPANNER SETS C.K has updated its socket and spanner sets by adding colour coding to make easy work of tool selection. The range includes the 12 Piece Coloured 3/8” Sure Drive Socket & Spanner Set (T4659), the 17 Piece Coloured 1/4” Sure Drive Socket Set (T4658) and the Colour Coded Combination Spanners (T4346M12ST). Both the T4659 and T4658 sets comprise high torque 12 point sure drive sockets, allowing the installer to apply torque to the flat of the nut rather than the corners to avoid rounding off. They are also both made from Forged Chrome Vanadium steel for superior strength and quality. The T4659 set contains 3/8” sockets and combination spanners in measurements of 8, 10, 13, 15 and 17mm. The T4658 set comprises 1/4” sockets measuring between 4 and 14mm. The T4346M12ST set is encased in Drop Forged Chrome Vanadium steel, which is hardened and tempered for strength and durability. www.rdr.link/WJ035

LEGRAND SWIFTWIRE SUSPENSION SYSTEM Legrand has unveiled its new wire-based suspension system, Swiftwire. 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/WJ036

64 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

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SOAPBOX

KEEPING COMPLIANT Andy Hatter, CEO, and Nick Hart, Wholesale Manager at Hylec-APL, look at the responsibility the wholesaler has when it comes to selling compliant products.

A

s a manufacturer, if we make a product that causes injury or damage, we are responsible – that is why legitimate manufacturers carry product liability insurance. Of course, the majority strive to ensure that their products comply with all safety requirements and meet standards laid down by the relevant bodies, which keeps a lot of talented people employed in the industry and certainly impacts on the time taken to get new products onto the market. This is unfortunately not followed by all and especially online.

What are some of the challenges and how can we work together to ensure professionals in the sector are offered only compliant products?

Margin Both in large wholesale businesses and smaller independent ones, a lot rests on the shoulders of the buyers. Here they face some dilemmas – they have to source products which customers need and also have to make a margin for their businesses. Also there is pressure from customers to be price-competitive, if not, business is taken elsewhere if there is a perception that a similar product can be obtained more cheaply.

There is also the human factor of habit to consider – it is often easier to continue purchasing from ‘X’ manufacturer or ‘X’ manufacturer’s representative because there is an established relationship stretching back, sometimes, for years.

Another factor is possibly lack of detailed knowledge of that particular product sector. The average wholesaler wouldn’t necessarily appreciate that a component they are selling doesn’t meet regulations – this would mean he would have to be aware of all the regulations in the 18th Edition – clearly a near-impossible task.

Compliance headache Let’s take an example – a downlight. To wire into it, the installer needs to have a

connector, either screwless or a screw terminal block with a strain relief that complies with the EN pull wire test, and ensure that the cover cap can only be removed using a tool, be it a screwdriver or something else. That is what the 18th Edition lays down. A quick, pluggable connection should not be accessible to the wires or any live part without the use once again, of a tool, e.g. a screwdriver. The junction box should be maintenance free.

Surely this would be picked up by inspectors? Again, taking the lighting installation as an example – is an inspector going to look at all the connectors in the ceiling to make sure that every downlight is wired into a junction box or connector which is maintenance-free? Unlikely. Much more likely is that he/she will go to the fuse board and make sure there are enough circuits and breakers etc. and also check whether the switches are approved.

So, what can be done?

Firstly, it’s important to state that just because some products are less expensive, that doesn’t necessarily mean they are no good. What it is about is value for money and it is about the trust between the manufacturer and the wholesaler. It is the duty of manufacturers to produce compliant products at a price point acceptable to the wholesale trade

66 NOVEMBER / DECEMBER 2019 PROFESSIONAL ELECTRICIANS WHOLESALER

and on which a reasonable margin can be made by each party.

In a wholesale trade comprising independents, national wholesalers and big buying groups, the latter have a massive say. Some can be dominant – is this right? This can force manufacturers to give the buying groups discounts or possibly be excluded, as well as disadvantaging those wholesalers not in buying groups. The present reality is that the wholesale trade can be very cut throat and price-driven – too many people are selling products at discounted prices.

Online Dangers A further danger is purchasing items of unknown or untried origin from the internet. It is perfectly possible to buy something injection moulded from ABS that looks very similar to a branded product produced by a reputable manufacturer, but the material used in its manufacture may be over 50% recycled, which puts it outside the original manufacturer’s specification, so it no longer complies and also loses essential properties, possibly including its flame retardance and impact resistance.

FOR FURTHER INFORMATION

To learn more about products from Hylec, visit: www.rdr.link/WJ032.

To read an extended version of this article, visit: www.rdr.link/WJ033

IBC_PEW_NOV19_Layout 1 18/11/2019 12:17 Page 1

ADVERTISEMENT INDEX Aico Ltd .............................................................................(page 12)

Lasnek ..............................................................................(page 49)

Ariston Thermo UK Ltd .................................................(page 37)

Linian Supply Co Ltd .....................................................(page 34)

Countrywide Electrical Dist Ltd/CED ........................(page 39)

Metrel UK .........................................................................(page 15)

C-TEC Ltd .........................................................................(page 51)

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

Digital ................................................................................(page 61)

Olympic Fixings Products Ltd .....................................(page 19)

D-Line Europe Ltd ............................................................(page 7)

Ovia Lighting ..................................................................(page 32)

Elex ...................................................................................(page 65)

Scolmore International Ltd ............................................(page 8)

Elite Security Products Ltd/ESP .................................(page 27)

Scolmore International Ltd ...........................................(page 17)

ERA Home Security Ltd ...............................................(page 22)

Super Rod Ltd ..................................................................(page 41)

Forum Lighting Solutions Ltd .....................................(page 25)

Switchtec Ltd ...................................................................(page 31)

Gira ......................................................................................(page 9)

Timeguard Ltd ................................................................(page 42)

Greenbrook Electrical ..................................................(page 45)

Unitrunk Ltd ....................................................................(page 55)

Hylec APL Components ..............................................(page 59)

Venture Lighting Europe Ltd ..................(outside back cover)

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

Website ............................................................................(page 53)

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