Professional Builders Merchant April 2023

LEVEL

Innovative landscaping solutions and ancillaries

58 PROFIT FROM STONE

Looking forward to the Natural Stone Show

SPECIAL REPORTS

14 THE PULSE Tracking confidence, concer ns and prospects in the merchant sector

16 THE PULSE: OMNIBUS

Taking a deeper dive into the key issues.

22 INDEPENDENT THINKING

Beesley & Fildes’ James Beesley reflects on the challenges that shaped the industry last year and what lies ahead in 2023

24 DELIVERING OPPORTUNITY

Travis Perkins plc has launched a ‘landmark target’ to train 10,000 apprentices by 2030.

27 STRENGTHENING CUSTOMER SERVICE

Online training initiatives from Klober

30 MAKING THE SWITCH

ERA makes the shift to sustainable packaging.

32 GAIN A SYSTEMIC ADVANTAGE

Improving safety and compliance in the supply chain

34 NEW DIRECTIONS

STARK Building Materials UK enters the market.

Direction of travel

The centrepiece of this issue is our annual supplement detailing the performance of the UK’s Top 20 merchants (based on turnover figures), giving us reason to pause and reflect on the state of the market as a whole and the activities of the individual business within.

And revealing an ongoing trend, it is another year that shows some significant change in the ‘structure’ of the market, with private equity investment and the rapid expansion of a number of the leading businesses continuing the transformational impact of the last few years Perhaps the most notable change is the introduction of the STARK Group into the UK (also see page 34), and whilst the other entries remain familiar names, just consider the scale and reach of some of those business to see how the market has developed

Having adapted to the initial shock of Covid and ultimately thrived as a sector, the wider sense of post-pandemic optimism quickly gave way in early 2022 to an increasing ‘cost of living’ crisis Early warning signs were already apparent in the economy, but the devastating events in Ukraine were compounded by considerable domestic upheaval to ensure that the last 12 months have been categorised by constrained consumer spending, a contraction in housebuilding, inflated prices, ongoing supply chain difficulties and increased business costs

Yet against such a concerning backdrop, many of our respondents noted that the outlook was “brighter than many feared in the

second half of last year ” and a commitment to invest and expand remain strong among our Top 20 even though turnover jumps are at least in part fuelled by increased prices rather than rising sales volumes

Beyond this, many of the key themes remain unchanged digitisation, both front of house and back office; a recruitment challenge and a skills shortage on both sides of the counter; and environmental concerns, in terms of developing a more suitable, sustainable product offering alongside improved business practices from decarbonising transportation to solar powered branches.

What is fascinating to see is that whilst the end goals of delivering impeccable customer ser vice and increasing sales are clearly common to all, the strategic approaches taken var y considerably Another year down the line from the likes of TP and Saint-Gobain Building Distribution UK (as was) disposing of their ‘ non-core ’ plumbing & heating divisions, many leading merchant businesses are doubling down on their areas of specialist expertise

Others, meanwhile, are seeking growth by expanding their ranges and broadening their appeal hire ser vices, showrooms and,

increasingly, electrical wholesaling are becoming commonplace for many as they aim to become more of a ‘ one stop destination’ for the trade

Looking at the turnover figures recorded for the year, I’m stuck by the size of so many businesses in the sector We talk of nationals and independents, but is this really still the most accurate language to use? And as we speculated this time last year, IBMG’s decision to depart from NBG illustrates a developing impact on the role of the buying groups as individual scale trumps collective purchasing.

And whilst it is always tempting to consistently focus on these larger organisations, these changes also have an effect at the local level

A final thought is on some of the ‘merchant-adjacent’ businesses that don’t feature on our countdown The likes of Screwfix and even B&Q TradePoint continue to go from strength to strength, whilst the self-styled online builders’ merchant CMO Group and other digital players are making significant inroads into traditional merchant market spaces and can’t be ignored as the battle for custom intensifies.

“ W hat is f as cinat ing t o s ee is t hat whil s t t he end g oal s of del iver ing im peccabl e cus t om er s er vice and incr eas ing s al es ar e cl ear l y com m on t o al l , t he s t r at eg ic appr oaches t ak en var y cons ider abl y. ”

N E W S U P D AT E

CT1 wins at TP Awards

C-TEC, the manufacturer and distributor of the CT1 sealant and adhesive, is proud to announce it has been awarded the prestigious ‘Commercial Supplier of the Year’ by Travis Perkins The award is said to recognise “the work and dedication of CT1’s entire team for not only supplying the best products, but providing outstanding customer ser vice that supports Travis Perkins’ branch managers and staff in over 500 outlets nationwide.”

C-TEC CEO Jimmy Walsh commented: “We’re proud to work with fellow industr y leaders like Travis Perkins and look for ward to building on our joint successes and developing future opportunities as our partnership strengthens.”

Delivering change

The Builders Merchants Federation (BMF) is one of the founder supporters backing the National Retrofit Hub (NRH), a new industr ywide initiative to stimulate action to upgrade UK housing stock and promote best practice amongst builders repairing and upgrading older homes

As well as helping to fund core running costs, the BMF will play an active role in NRH working groups, collaborating with other retrofit stakeholders to identify overlaps and gaps in activity, as well as facilitating access to and dissemination of knowledge to enable the application of best practice

John Newcomb, BMF CEO said: “Soaring energ y bills have focused attention on insulating the nation’s existing homes, which in terms of energ y efficiency are amongst the worst in Europe The BMF has consistently advocated a “fabric-first, ser vices second” approach to upgrade them and our supply chain is already providing the materials, products and solutions required to do so

Fire safety support

The Fareham branch of Encon and Nevill Long is the latest to become a Fire Protection Centre, adding to the business’s growing network of fire protection branches The development means nearly half of Encon’s nationwide branches are now dedicated centres, supporting customers on projects across the UK

Jason Eastland, Fareham Branch Director, said: “Fire protection is a vital element of any building, so it is essential our customers can benefit from a knowledgeable and reliable team, able to provide the technical support and solutions they need for their passive fire projects ”

Neville White, Business Development Director – Fire Protection, added: “With the focus across our industry on building safety, it’s vital we invest in the training of our teams and develop our in-branch technical expertise, knowledge and support in this specialist area Adding Fareham to our growing network of fire protection centres underlines our continual focus on competence and to providing the best service, range, and support in passive fire protection ”

“Now with over 40 construction industr y organisations coming together to support the NRH there is real impetus to drive for ward the proposals defined in the Construction Leadership Council’s National Retrofit Strateg y for a 20-year programme of work to upgrade 29 million UK homes making them warmer, greener, and cheaper to run ”

Launched at the Building Centre in central London on 1st March, other organisations backing the NRH include Innovate UK,

TrustMark, Sustainable Development Foundation, UK Green Building Council and the Federation of Master Builders

NRH Chair Lynne Sullivan said: “ The creation of the National Retrofit Hub is a means to bring clarity to those who work in the retrofit sector by signposting and sharing best practice to speed up the roll out of greener homes Creating the Hub will cement links with the finance community and the skills providers to enable locally based deliver y programmes to be scaled up and deliver significant economic and social benefits ”

Richard Robinson, CEO of Atkins UK and Deputy Chair of the Construction Leadership Council (CLC), continued: “ This is an important moment in the UK’s journey to Net Zero NRH is an industr y response to a ver y real need. Deliver y of retrofit at scale is a fiendishly complex task, and we need to close the knowledge gap and provide sector support to get this off the ground

“Now is the time for the industr y to step up and define the technical solutions, give Government the collateral it needs, help consumers understand their options and identify a combined public and private sector roadmap to fund and regulate our way to healthier, warmer, greener homes I look for ward to the NRH making this a reality”

FMB backs immigration boost

The Federation of Master Builders (FMB) has said that the Government’s proposed loosening of immigration rules will be a “positive boost for the construction sector” which is currently struggling to recruit enough workers

Chief Executive Brian Berry commented: “The construction sector needs tens of thousands of new entrants every year to meet current demands. The FMB and other industry stakeholders have called on the Migration Advisory Committee to review the Shortage of Occupation List and to include more trades such as bricklayers and carpenters to help boost economic growth

Brian continued: “In the recent FMB State of Trade Survey, 48% of small builders reported being in favour of increased immigration provided this was underpinned by better investment in skills training With core skills in short supply, as evidenced by the fact that around a third of FMB members are struggling to hire carpenters and bricklayers, this is causing 60% of jobs to be delayed, curtailing the ability of the building industry to grow.

“While immigration will help grow the construction sector, there still needs to be investment in UK-based training to train the next generation of builders ”

Timber statistics

According to the latest TDUK statistics, imports of the main timber and panel products in 2022 were 2 4 million m3 lower than over the same period in 2021 The quantity of all imports in 2022 totalled 9.3 million m3, a decline of 20% from the previous year.

TDUK says this was driven by reductions in softwood imports, with volumes 25% lower than the record totals seen in 2021 Despite the significant fall in volume and total value, the average cost price of softwood imports rose 7% as global demand remains strong

Only hardwood saw growth last year, with volumes up 7% on 2021 Hardwood imports totalled 576,000m3 at a value of £433 million, establishing 2022 as the best year for hardwood imports by the UK this centur y.

Despite volume volatility in 2021 and 2022, average timber imports have increased gradually since 2009, suggesting long-term growth

Nick Boulton, TDUK Head of Technical and Trade, said: “2021 was a record year for timber imports in the UK but it was clear from Q2 onwards that this was unlikely to be emulated in 2022 Demand for timber slowed last year

from the dizzying heights of 2021, with high inflation and economic volatility harming consumer confidence in key sectors like retail and RM&I

“Political instability in Q3 also undermined confidence in the housing market and reduced housing st ar ts and t imb er demand. Supplies of t imb er on t he g round remaine d he a lt hy as t he ye ar prog ress e d, re ducing t he ne e d for f ur t her imp or ts ”

He continued: “Despite a tricky 2022, there is room for optimism, with members reporting good demand in the early months of 2023 The economic outlook has also improved, with the CPA predicting just a shallow recession this year and growth heading into Q3/4

“Overall, the 2022 stats show that despite recent import volatility, timber is heading in the right direction long-term, with an upward trend seen since 2009 This is set to continue as the UK Government looks to decarbonise the built environment using timber and achieve net zero by 2050

Window of opportunity

The George Bence Group has opened its eighth branch by moving into the supply and fit of doors & windows. Building on its continuing strateg y of product diversification by area, Bence will now ser vice its current widespread network of clients and specialist window fitting businesses

Group MD Paul Bence said: “As a business that supplies ever ything from foundations to kitchens, external doors & windows was an area where we could not say we were experts The new management team on this specialist area have acquired over 50 years of knowledge & experience in this sector and we ver y much look for ward to them adding further value to our clientele

“ There is also a great sentimental feel to this product line as we had a Glass shop in Cheltenham in the late 1800s We recently found some window marketing campaigns from the 1930s, so we may dust them off and go again!”

Fergus Giblin, Director with Bence Windows & Doors, added: “After spending

the last two decades running a local window company, when the opening arose to work with such a well-established business like Bence it was an opportunity I have been extremely excited about In our first month we have been over whelmed with the response, alongside the Bence brand we are ver y much looking for ward to working with local trade and retail clients ”

With this year ’ s AllIndustr y Conference being held in Istanbul, the BMF and First Event has launched a national campaign to call on members and their customers to raise vital funds for the people of Turkey and Syria in the wake of the devasting earthquakes to have hit earlier in the year

An appeal has been launched by the UK’s Disasters Emergency Committee, DEC, to help the hundreds of thousands of people affected, and the money raised will go towards medical aid, emergency shelter, food and clean water.

Donations can be made via the dedicated BMF and First Event Just Giving Page through www.rdr.link/mar001

Turkey-Syria Earthquake Appeal Change at the top

Whilst much of the focus of the STARK Group’s acquisition of Saint-Gobain Building Distribution has focused on merchant brands such as Jewson (see page 34), International Timber will also become part of the new STARK Building Materials UK.

Paul Martin, MD of International Timber, said: “We have a lot of opportunities now to share best practice with STARK and learn from their business and operations elsewhere in Europe They have a tremendous track record of growth and delivering a great experience to their customers

“Customers won’t notice any immediate change, as it’s ver y much business as usual and we will continue to trade as normal for c ustomers.”

Paul Bence with Dean Slender & Fergus Giblin of Bence Windows & Doors

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

in association with

Builders in buoyant mo od

SME builders have revealed that consumer price inflation and the rising cost of living has had only “a very limited impact” on their current and future workload, according to an extensive survey by the Independent Builders Merchant Group.

Despite the ‘cost of living’ squeeze on domestic spending, small and medium sized builders are not feeling the impact — yet at least Almost 80% of mostly local building businesses reported a ‘healthy pipeline of work’ despite well documented pressures on household budgets. 60% said they had ‘a manageable amount of work’ in the coming six months while a further 17% said that they had ‘too much or more than usual’ in their six-month pipeline.

When drilling down into the type, value and size of projects, IBMG reported that a similarly positive picture seems to emerge The vast majority (87%) of SME builders said the building projects they are working are the s a m e s iz e o r b ig g e r than previous years. Two thirds of all respondents said the size of jobs or projects they were working on or planned to work on are the same size as this time last year, and 22% stated that projects are bigger than in 2022.

Only 12% revealed that the building jobs they were taking are smaller than 12 months ago

Furthermore, when asked had the level of d e m a n d for their work changed in comparison to other years, a whopping 70% said demand had either stayed stable or increased This breaks down to 18% saying demand had ‘increased a lot’ with a further 20% saying it had ‘increased a little’. One third of respondents said they had ‘not noticed any change in demand’ for their work.

A quarter of respondents report a marginal decrease in demand, with only 3% saying demand “had plummeted”

IBMG CEO Martin Stables (pictured) said: “Bombarded with negative stories about the economy one would have expected that homeowners to be wary about progressing new projects, however, it appears from this research that the majority of local builders are faring well, with demand remaining stable or increasing.”

The type of work that small and medium sized builders are engaged in also seems to have stayed the same with, in order of importance, respondents reporting working on refurbishment & maintenance, followed by extensions, then loft & garage conversions, with new builds and inter nal reconfigurations coming in at fourth place.

A third specifically mentioned garage and loft conversions, hinting at a trend to expanding living areas rather than move. Whilst only 11% said they currently worked on delivering energy efficiency projects, more than a third (35%) reported an increase in enquiries for this type of work for example, demand for loft insulation, window replacement and enquires about renewable energy sources.

Mike Tattam has been appointed Commercial Director of the Builders Merchants Federation A familiar face in the building materials industry with a career spanning over 35 years with leading manufacturer brands in senior commercial roles, Mike initially joined the BMF in August 2022 in an interim capacity

The Federation has also announced that after nearly seven years in the role, Key Account Manager Alex Clifford is taking retirement

Setcrete has appointed two new area sales representatives to provide sales support to builders and the company ’ s expanding network of builders’ merchant customers Matt Smith will operate in the north of England and Scotland, while Robert Sheppard will cover South Wales and the south-west of England

Brand Manager Peter Wilson said: “Matt and Robert are great additions to our team and will help us to maintain the high level of service our customers associate with Setcrete, including product support, merchandising and hosting merchant branch demonstration days, while helping us to further grow our merchant network across the UK ”

Celebrating its 75th anniversary last year, SIAMP UK has continued its expansion with the recruitment of five new sales managers The significant staff investment comes just a year after the business officially opened new state-of-the-art warehouse and office facilities in Stockport following a period of growth which saw its sales double in just six years

Joining MD Ashley Shires and UK Commercial Manager Ross Rigby are Ashley Lorne (Area Sales Manager North), Kevin Lewis (ASM South West), Ivan Brown (ASM South East), Craig Finch (ASM Midlands) and Keith Nicholson as Contract Sales Manager (South)

W.Howard has continued to expand its team with two new appointments across sales and marketing Firstly, with more than 30 years ’ experience in the builders’ merchants and construction sectors, Tony Boon (right) has been appointed as National Sales Manager

Matthew Potts, who has been an apprentice with the business since October 2020, has now completed his apprenticeship and becomes W Howard’s new Marketing Assistant

Helping to increase sales for northern builders’ merchants and contractors, Keylite Roof Windows has appointed John Magee as its new Area Sales Manager for the Northwest of England and North-Mid Wales

Having previously worked for electrical wholesaler, Rexel, John believes his sales experience from within a distributor will help him work alongside the builders’ merchants in his region, understanding their motivation, goals and processes for sales

Mike Tattam

Alex Clifford

Matt Smith

Rob Sheppard

Business confidence tempered by market concerns

The results shown in the latest installment of The Pulse reveal that merchants remain confident in their own prospects, but confidence in the market has started to waver.

Builders’ merchants’ sales expectations are robust and merchants’ confidence for the prospects of their own business remain strong, however their confidence in the market is being tested Indeed, with continuing price inf lation, merchant margins are coming under pressure whilst slow payments and bad debts are also growing problems

The Pulse, by MR A Research, is a monthly tracking sur vey of merchants’ confidence and prospects. Telephone inter v iew ing took place between 1st and 2nd March 2023 (two working days)

Problems face d

Supplier price rises remained the single biggest problem for nearly 1 in 2 merchants (47%) C hart 1 S queezed margins (58%), Product availability (57%) and Lead times (54%) were problems for over 1 in 2 merchants in the last month.

S even out of 10 merchants were concerned about squeezed margins in the three months May to July 2022 C hart 2 and it is still a concern to over 1 in 2 in the first three months of 2023 Slow payments and bad debts were a growing problem

Trends in merchants’ problems

Product availability was not the most important problem, but it is still widespread and a consistent concern. Lead times were easing.

Sales expe ctations

Month-on-month sales expectations dropped a little in March, but a net +61% expected growth a level only exceeded three times in the last two years All types and size of merchants expected growth Expectations were strong among Regionals (62%) Nationals (61%) and Independents (60%) And across regions

Expectations were particularly strong in Mid-sized outlets (78%) whilst L arge outlets had lower expectations (38%) C hart 3

And compared with March 2022, sales expectations were well up with this March (net +38) being the fourth month in a row where expectations had built Expectations were strongest in Mid-sized outlets (+51%) and Nationals (+42%), and only L arge outlets (-12%) expected to sell less year on year.

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

Looking six months ahead, a net +53% of merchants expected sales to increase in the six months of March 2023 to August 2023 compared to the previous six months Expectations had been stable across the first three months of 2023. All merchants expected growth.

Regionals (+62%) and Independents (+60%) had higher expectations than Nationals (+39%)

Merchants in the North (+64%) lead in regional growth expectations but those in the S outh (+54%), Midlands (48%) and S cotland (44%) also expected growth C hart 4 O ver a third (35%) who anticipated higher sales expected them to improve by up to 10% in the next six months Just over a third (35%) expected sales to grow by 10 to 20%, and 7% by more than that

Trends Monitor

confident in the market is balanced by the number who were less confident (net 0%).

Year-on-year, confidence in the market also weakened a little A net +2% of merchants were more confident in the market in March 2023 than they were in March last year Nationals (+11%) and merchants in the North (+14%) were the most confident Merchants in the South (-5%), Scotland (-6%) and Regionals (-5%) were least confident

Confidence in their business

Merchants’ confidence in the prospects for their own business was not only strong, at a net +40% who were more confident month-on-month, but much stronger than their confidence in the market. Merchants in the Midlands were particularly confident (+52%) Independents (+35%), Small outlets and those in the South (+33%) were also confident And confidence was strong across the board

Year-on-Year, Merchants’ confidence in their own business showed a slight drop from a net +37% in Februar y to +30% in March

Nationals (+47%) were the most confident Merchants in the South (+13%) and Large outlets (+12%) were the least confident Chart 5.

C onfidence in the market

Having jumped to a net +26% in Februar y, month-on-month, confidence in the market were tempered a little in March to a net +16% Merchants in the North (+27%), Midlands (+26%) and Nationals (+29%) were most confident Chart 5 e number of merchants in Scotland, Independents and Large outlets who were more

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

The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience

This report is the 47th in the series, with interviews conducted by MRA Research between 1st and 2nd March 2023 (two working days). Each month a representative sample of 100 merchants is interviewed The sample is balanced by region, size and type of merchant, including nationals, regional multibranch independents, and smaller independent merchants

NI merchants consider the Windsor Framework

MRA Research’s Builders Merchant Monthly Omnibus Survey supplements The Pulse by providing informative feedback and commentary on several the key issues facing the sector. This month, merchants in Northern Ireland were asked for their reaction to the recently announced ‘Windsor Framework’.

One to one telephone inter views took place on 1st and 2nd of March, immediately aer the Northern Ireland Protocol & Windsor Framework was announced 27th Februar y, among 44 builders’ merchants in Northern Ireland

Based on what they’d seen or heard reported, they were asked their views on the following statement: “ e Windsor Framework, agreed by the Prime Minister and European Commission President earlier this week, has been signalled as a new way for ward for a prosperous, stable future for Northern Ireland ”

Response to agreement

Over half (52%) of the NI merchants interviewed were positive about what they had heard immediately aer the announcement Chart A Just over 1 in 10 (11%) were negative whilst more than a third (37%) were neither for nor against, based on what they’d heard (scoring a 5 or 6 out of ten)

much better placed Chart B. Only 2% felt they’d be worse off, while 46% said it would make no difference

Survey respondents said…

“The costs of administration from the UK will come down, meaning less paperwork and lower costs in general As a result, there should be shorter delivery times which is good ”

“The extra charges will be dropped making it easier for stock to come across the water The freedom of movement and dropped charges should make a difference.”

“We import and export a lot, so the dropped charges will really help improve things ”

Resilience against economic challenges

Most (52%) felt their business would be better placed to deal with economic challenges as a consequence, and 1 in 4 thought they’d be

“ Ye s , I f e e l w e w i l l b e n e f i t a s t h e r e h a s b e e n t o o m u c h u n c e r t a i n t y a n d a r e a l l a c k o f c o n f i d e n c e w i t h t h e l a c k o f g o v e r n m e n t . S o g o i n g f o r w a r d , t h i s s h o u l d g i v e m o r e s t a b i l i t y.”

MRA Research’s new Builders’ Merchants Monthly Omnibus Survey offers companies marketing to builders’ merchants and their customers a cost-effective, fast-turnaround insight tool Suppliers and others can buy as few or as many questions as required with a perfectly weighted national sample, and get results in as little as two weeks, to improve their marketing.

To add your questions on the market or an issue facing the sector to an upcoming Omnibus, then contact yvette@mra-research.co.uk or call 01453 521621

HALDANE GROUP FIVE-YEAR INVESTMENT STRATEGY

The Haldane Group has announced major new growth and development plans which will see over £50million invested across the business over the next five years The business states it will invest £17 5million towards organic development, whilst upwards of £30million will be allocated to enhance acquisition and green field development with the aim of ensuring continued job creation and company growth

This news follows the recent appointment of David Haldane to the position of Chief Executive of Haldane Group David said: “This is a hugely exciting time for the Haldane Group as we unveil ambitious investment plans that will support our long-term vision and enhance company growth and development over the coming number of years

“Delivering excellent service, product knowledge, and sound advice to all customers is something which we pride ourselves on, and our passion for construction and home improvement means our valued customers can trust us to deliver the best solution every time ”

Family owned since its inception in 1946, Haldane Group’s experience spans generations and incorporates a total of 21 branches across Haldane Fisher NI, Haldane Fisher Isle of Man, Haldane Fisher UK, GE Robinson, Plumbmaster, Prowood, Bathline and Key Hardware

The planned investment will be financed via the group’s own cash generation along with ongoing support from banking partner, Danske Bank

ENERGY EFFICIENCY AT CITY PLUMBING ENERGY EFFICIENCY CENTRE

The Centre, based in Farnborough, Hampshire is now open with an official launch planned to mark Earth Day in April It will focus on showcasing renewable energy home heating technologies such as heat pumps, underfloor heating and solar panels alongside training for engineers to install them for example, the organisation has recently agreed a partnership with GTEC Training to provide accredited training on heat pumps

The facility will also be open to the public and include a range of fully kitted-out zones, highlighting how alternative home heating solutions work in real life, as well as an accredited training room.

Adam Foy, Energy Efficiency at City Plumbing MD, said: “Our industry-leading Energy Efficiency Team has been in place for over a decade, offering an indemnified design service along with impartial advice on technologies and manufacturers As the market evolves, we are looking to support our installers through their journey and this partnership, and the Energy Efficiency Centre are crucial steps in this process ”

Griff Thomas, MD of GTEC Training, added: “GTEC is delighted to be playing a part in Energy Efficiency at City Plumbing, with our first in-merchant training facility at the Centre in Farnborough Heat pumps are playing a key role in the UK’s drive to reduce the carbon footprint of our buildings the ideal solution for energy efficient properties ”

City Plumbing says that the Energy Efficiency Centre is the first step in an ongoing, industry-wide campaign to raise the number of heat pump installers in the country

JAMES HARGREAVES BOARDROOM CHANGES

Reportedly the UK’s largest independent plumbing merchant and celebrating its 100th anniversary this year, James Hargreaves has announced a series of ‘progressive changes’ at Boardroom level Previously the Purchasing Director, the business has promoted Carl Bridge to Managing Director to succeed Gordon Rothwell, whose family has owned the company since 1968 Mr Rothwell has decided to retire as MD, but will continue as company Chairman

There is a promotion too for Gary Beaumont, who has stepped up to Sales Director from Regional Director. Bill Davies, who held the role of Sales Director for 13 years, has delayed his retirement to take on the new part-time position of Commercial Director.

The firm's two other Regional Directors, Martin Healy and Simon Jackson, have been appointed National Branch Directors for the Western and Eastern regions, respectively

James Hargreaves says it has made “huge strides” in recent years and now has 70 Plumbing Supplies branches across England and a Luxury Bathroom Showroom in Burnley The company also recently invested £500,000 in a Low Carbon Centre and training facility at its Burnley headquarters.

PBM looks at some of the latest news stories from across the merchant sector including structural changes, ecommerce investment and additional services for customers.

Ian Haldane, David Haldane, Brian McAuley and Simon Walling

Carl Bridge, the new Managing Director at James Hargreaves Bill Davies (left) and Gary Beaumont

ELLIOTTS BUILDERS MERCHANT ECOMMERCE WEBSITE

Elliotts, which celebrated 180 years in business in October, has launched its first eCommerce website to offer thousands of building products available as click and collect from one of its 13 branches, or for local delivery Power tools, hand tools and smaller ancillary products are also available for nationwide delivery via DPD

Existing customers will be able to link their Elliotts Account online to access all their terms and account information All customers, both trade and public, will also be able to shop 24/7 at their convenience, view live product stock information, discover a wealth of information in the form of Ideas and Advice and access Elliotts’ product managers and experts for project support.

The website project was overseen by Mark Jones, the merchant’s Head of Digital, and what started as a simple website rebuild “quickly pivoted into a bespoke build ”

NATIONAL BUYING GROUP NEW PARTNERS

Northamptonshire-based LMR Building Supplies and Hampshire-based Woodstock Plumbing & Heating have “set their sights on accelerated growth” after joining the NBG

Founded in 2018, LMR Building Supplies and its 16strong team offer a “customised, customer-centric service” that has seen the merchant establish itself as one of the region’s fastest-growing independents Woodstock Plumbing & Heating, meanwhile, was established in 1987 and boasts a specialist showroom with the capacity to tailor bespoke bathrooms to a variety of styles, tastes, and budgets at its base in Andover The business is also looking to develop its renewables offering as demand for sustainable heating and plumbing technologies continues to grow

LMR and Woodstock are the third and fourth merchants to join NBG’s established network of Partners over the last 12 months Phil Bonar, the buying group’s New Partner Development & Recruitment Manager, said: “It is with absolute pleasure we welcome LMR and Woodstock Plumbing & Heating to the NBG family It is testament to NBG, and our community of like-minded merchants, that we can continue to grow and assist independents in their growth and pursuit of more competitive business activity ”

CMO GROUP PLC NEW BRAND IDENTITY

HB SUPPLIES 15TH ANNIVERSARY

The Leicestershire-based building, drainage and landscape supplier, is proudly celebrating its 15th anniversary this year and the family-run business is marking the occasion by launching a series of new own-branded products from its new site at the River Sidings estate in Naborough

HB Supplies was started by Neil Hibbert in 2008, who took his 20 years of building and civil engineering expertise and started a business specialising in building, drainage and highways infrastructure HB quickly began catering for Local Authorities across the East Midlands, including extensive work for Leicestershire County Council and City Council.

As the business grew, it expanded its product offering to further cater for civil engineering, groundworks, construction, house building, utilities and DIY. And over the years, the business also added landscape supplies to its roster, making it a one-stop-shop for any project

Neil’s two sons, James and Jacob, and his wife, Claire, all now work for the business

As part of its 15th year in trading, the business is expanding once again with the introduction of composite building materials to its product range HB Supplies now specialises in composite cladding, roofing, fencing, verandas and housing extensions plus modular construction boards and panels making the business “one of the biggest suppliers of composite construction materials in the Midlands.”

As part of its ongoing investment and expansion, CMO Group PLC states that it is “set to continue to disrupt the traditional builders’ merchant market” by unveiling a new brand identity across all eight of its popular online superstores and rebranding its successful trade account service CMO Trade to become Building Superstore to “better reflect the breadth of its product offering and support package that has been specifically developed for professional builders, contractors and developers.”

Reputedly the UK’s largest online-only retailer of building materials, the new visual identity is designed to strengthen the relationship between its established brands encompassing Roofing Superstore, Insulation Superstore, Door Superstore, Tile and Floor Superstore, Total Tiles, Drainage Superstore and the recently launched Plumbing Superstore

Independent thinking

The last 12 months have been challenging for the whole of the construction industr y and its supply chain Rising inflation, energ y bills and the overall cost of living crisis have collided with skills and materials shortages plus volatile product prices

To navigate these issues, the merchant industr y has had to respond quickly and proactively Although there have been factors outside of anyone ’ s control, for ward thinking strategies and a focus on people and customers have helped merchants to remain resilient in difficult times

Shifting sands

Some of the biggest challenges over the past year have been driven by the cost, freight, and availability of construction products. Following huge price increases in commodities including insulation, plaster, plasterboard, steel and timber in 2021, there have been further shifts in recent months.

Since the summer, a slight slowdown in the construction market especially the repair, maintenance and improvement (RMI) sector has enabled manufacturers to build some of their stock levels At the same time, the prices of some products such as timber have begun to drop and continue to do so This means merchants must walk a tightrope to purchase sufficient stock to meet customers’ demands without significantly reducing their margins or losing money

Having a strong product knowledge is crucial to help address this challenge At Beesley & Fildes, we have product managers responsible for monitoring their part of the market and researching sales and price patterns This enables us to keep track of change and quickly react when needed, including adjusting our purchasing strateg y

This expertise is also applied within our 11 branches to help customers find products that meet their specific needs,

with budget becoming a top priority. The knowledge of our product managers means they can advise customers on potential alternatives to products they feel may be cost prohibitive.

James Beesley, Commercial Director of independent builders merchant Beesley & Fildes, reflects on the challenges that shaped the industry last year and what lies ahead in 2023.

A step ahead

Despite ongoing uncertainty, there has been growth and investment across the merchant industr y over the past year While addressing current challenges, Beesley & Fildes has also taken a longer-term view of the market and our customers’ changing needs

This approach has resulted in an investment strateg y focused on the next 20-30 years In 2022, this saw us invest £3m in upgrading our facilities, including £1 2m in new automated equipment at our timber milling facility in Widnes and a further £2 2m in the development of a new distribution centre

We have recently appointed a new timber sales manager to help promote the benefits of our timber investment, including a quicker and higher quality ser vice for our customers

This will enable us to take advantage of the opportunities we have identified in 2023, including partnering with more small to medium-sized housebuilders across the north west

Paving the way

A successful business relies on the strength of its people and skilled teams. However, finding and keeping talent has not been easy for merchants and this trend has continued to shape recruitment strategies over the past year

Investment in more training and de velopment is cr ucial for p eople at all le vels and will b e another ke y fo c us in 2023 For thos e joining the industr y for the f irst time, there is als o a need to change

minds ets There is a tendenc y for p eople to s ee merchant roles, par tic ularly more manual lab our, as shor t-term jobs We need to address this by more proac tively promoting the career paths that exist in our industr y including the opp or tunities for learning and upskilling w hich can lead to hig her earnings

To help strengthen the Beesley & Fildes team, we have partnered with an external recruitment company and appointed a new HR manager this year. The aim is to help us quickly and effectively identify the best people for our roles, and to enhance the training we offer to our staff In the year ahead, this includes developing more

n Beesley & Fildes has opened a dedicated, one stop plumbing and heating department at its Widnes branch The facility incorporates clearly branded and signposted displays that easily enable customers to browse and buy the stock on offer. The carefully curated selection is designed to cover all plumbing and heating eventualities, from a simple pipe repair to major complex projects, while ensuring that the branch benefits from increased pick and go sales

structured career plans for people at all levels, ensuring they can progress and keep building their knowledge and skills

Building resilience

Without a cr ystal ball, it remains impossible to tr y and predict what lies ahead both economically and politically But one thing that won’t change next year is the merchant industr y ’ s commitment to its customers and providing the best possible ser vice

Achieving that aim will not only require a focus on the future, but the systems, technolog y and people that can be deployed now to drive efficiencies, create new opportunities and generate growth.

A team of go-to specialists are also available during the counter’s opening hours to offer expert advice on their customers’ plumbing and heating requirements This includes guidance around technical specifications and fitting instructions, while pointing them towards the most compatible products for the job in hand

Adam Taylor, the merchant’s Plumbing and Heating Categor y Manager (pictured right with Liam Stirzaker), said: “We’re excited about this latest commercial venture because it’s totally new to Widnes and the first of its kind, making it the perfect port of call for the entire area’s heating and plumbing trade

“It’s a place where customers can instantly identify what they need and trust that ever y item offers premium quality and ease of use The feedback has been great so far and this all points to a promising 2023 that’s filled with massive sales potential ”

Delivering opportunity

Currently with over 1,250 apprentices on 40+ programmes nationwide, the Group has announced the initiative following the recent celebration of its 1,000th apprentice graduate David Hood, Categor y Assistant at CCF Furthermore, the target aims to address the current critical industr y skills gap to develop the “urgently needed skills to deliver new homes, infrastructure, and the UK’s net zero strateg y ” .

Travis Perkins plc unveiled its ambitious target at the company ’ s inaugural apprenticeship graduation ceremony to celebrate the success of this year ’ s 382 apprentice graduates Held at Franklin’s Gardens stadium, home of the merchant operation’s long-term community partner Northampton Saints Rugby Club, over 250 apprentice graduates and industr y partners attended the celebrator y event.

The Group aims to create the ‘Next Generation Workforce’ by encouraging individuals to join the construction industr y through its diverse range of entr y level programmes, as well as upskilling those already working in the sector with its career development apprenticeships.

It is also committed to becoming “ an industry-leading employer of diverse teams” with apprenticeships seen as a major tool in attracting and developing greater diversity in the construction industry. For example, of this year ’ s cohort of 382 apprentice graduates, Travis Perkins reports that over 40% are women up from 32% the prior year.

Group CEO Nick Roberts said: “We aim to bring in fresh talent; improve the diversity of our industr y, and upskill existing colleagues, at a time when net zero and new safety legislation means the building and construction industr y is undergoing its biggest shake-up for more than 30 years

“Apprenticeships are fundamental to ensuring that the industry has the skills we need to deliver on net zero, retrofitting buildings, looking after our rich built heritage in every town and city, and creating a built environment that we can all be proud of.”

Chief HR Officer Emma Rose continued: “We are committed to building better communities and enriching lives, and today’s exciting announcement will create lots of new opportunities for people to earn whilst they learn and open doors which other wise may have remained closed.

“ Travis Perkins is a leader within the industr y and beyond when it comes to apprentices and the diversity of the 40+ programmes we offer, and I look for ward to working with industr y and government stakeholders to share insights on how we have built up our apprenticeship programme and our plans to scale this up further.”

Minister for Skills, Apprenticeships and Higher Education Robert Halfon commented: “ Travis Perkins is a skills and apprenticeships powerhouse, and I’m delighted that since training its 1,000th apprentice, the company is not resting on its laurels and is aiming for an amazing 10,000 apprentices by 2030

“This is exactly the kind of initiative which will extend the ladder of opportunity to people from all backgrounds across the country and help them to secure sustainable, fulfilling work. I hope other businesses follow this blueprint for success as I continue to work with employers to incentivise people to learn the skills which are crucial to keeping our economy and our country moving ”

Travis Perkins plc has launched a ‘landmark target’ to train 10,000 apprentices by 2030.

n Find out more about apprenticeships at Travis Perkins Group via: www.rdr.link/mar003

Strengthening customer ser vice

When seeking guidance for projects, roofing contractors frequently put their trust in merchants. Nick King, Portfolio Manager at Klober, discusses how manufacturer-led training can equip merchants with the product and roofing theory knowledge they need to give contractors quality advice and service.

Merchants have a key role to play being a trusted adviser and helping customers source the most suitable solutions for the application at hand Understanding product and the regulator y landscape is therefore vital and helps to generate meaningful sales.

And to remain competitive and offer customers a quality ser vice, online training courses and resources to build this knowledge can be extremely beneficial

According to our 2022 insights sur vey, over one third (39%) of merchants feel manufacturer-led training is important. It’s hardly surprising when you consider the most in-depth product knowledge usually

sits with those who have their ear to the ground Nonetheless, there are still barriers to training uptake

Restrictions on training

Where training is carried out on-site, budget limitations, time constraints and travel restrictions are common reasons why organisations and individuals don’t undertake training Online training therefore eliminates many of these factors Frequently called e-learning, this solution offers flexibility, enabling individuals to view resources at a time that suits them.

While practical, in-person training is crucial for understanding how to install

roofing components, digital resources have a valuable place in supporting learning

Knowing how a ridge and hip system fits onto a roof, for example, is often easier to grasp with one ’ s own eyes, but online learning can support ongoing professional development

Product and theor y knowledge

One way to understand product, how they are used and how they relate to the wider construction picture, is by completing manufacturer-led training To balance this

“With changing pressures impacting construction, contractors and specifiers will require ongoing support to find fully considered solutions. Merchant teams can fulfil this ser vice and enhance their offering through relevant and timely training.”

MANUFACTURER-LED TRAINING

Merchants can also explore the importance of a healthy roof with topics such as ‘What makes up a roof ?’ and ‘Why Ventilate?’ There’s then the opportunity to delve further into Klober’s product categories, from tile vents and eaves ventilation to membranes and lead flashing alternatives

User experience

experience can refresh their knowledge and keep skills up to date If someone undertook a membrane training course five years ago, for example, they could benefit from refresher training to enhance existing understanding

with demand for digital options, we have launched the Klober Training Zone

Now live and available for merchants, the online platform offers a range of courses and modules covering installation and theor y Resources available on the platform will equip merchants with the knowledge to give customers more informed advice

For those wanting an over view of what it’s like to do business with Klober, individuals could begin their learning journey with the modules ‘Introduction to Klober’ and ‘Filecamp: Klober’s Digital Asset Librar y ’

With the ‘My Dashboard’ feature, merchants can track and save their progress on modules which they can return to at a later stage This enables flexible learning to suit the users ’ schedule, without the need to restart and repeat courses when they run out of time

At the end of ever y learning module, the merchant is given a short quiz to put their knowledge to the test Once the questions are completed, the course is passed, and a certificate is available to print and store in their companies’ training logs

Through these resources, those with

With changing pressures impacting construction, contractors and specifiers will require ongoing support to find fully considered solutions. Merchant teams can fulfil this ser vice and enhance their offering through relevant and timely training

Online platforms, such as the Klober Training Zone, are therefore the ideal way to ensure flexibility and accessibility to continuing development alongside busy schedules

n To request access to the Klober Training Zone, enter the shortcode www rdr link/mar004

Making the switch

As environmental issues continue to gain international attention, more businesses are being affected by regulations and responsibilities concerning their sustainability practices With costly repercussions in place for those not switching to less damaging materials, it is time for all involved in the supply chain to work together to do the right thing for the environment.

Sustainability goals

According to Statista, it is estimated that UK households throw away 100 billion pieces of plastic packaging a year Given these alarming statistics, the UK government is going further to implement restrictions on the manufacture of plastics As such, in November 2022, the UK’s Environment Secretar y began discussions with businesses, environmental groups and scientists, to create a global treaty, written into law, to end plastic pollution by 2040.

For a while now, businesses have understood the importance of ridding the world of harmful materials. However, the deadlines are fast approaching, and companies are beginning to see tighter regulations and greater responsibilities And with costly repercussions should suppliers

fail to comply, it is vital to ensure more environmentally viable ways of producing and selling products are pursued.

Regulator y impact

There is no doubt that regulations preventing the use of unrecyclable materials are welcome However, it is paramount that merchants are partnering with suppliers who are taking their responsibilities seriously ; to protect the environment, their reputation, and to prevent inflated product costs

Plastic Packaging Tax (PPT) came into force in April 2022 The tax affects

companies that import or manufacture 10 or more tonnes of plastic packaging per year should the components contain less than 30% recycled plastics

The current charge amounts to £200 per tonne and it is likely that manufacturers who forgo changes to their production strategies will be forced to pass these tax costs onto merchants and their customers This stands to cause issues for many businesses that are already contending with hikes in energ y prices and the cost-of-living crisis.

Another change of note is the new Extended Producer Responsibility (EPR) legislation, which is being phased in this year This sees a change in the way companies collect and report data on packaging. Although EPR is mainly concerned with manufacturers, it could also impact the merchant and consumer if the manufacturer fails to move away from packaging that is difficult to recycle, due to

Jonathan Garrett, Group Health, Safety and Sustainability Director at Tyman, discusses why merchants should increasingly opt to partner with suppliers that are prioritising sustainable packaging and practices.

the fees they may have to pay, which, much like PPT, may be felt further down the line

Therefore, it is in the merchant’s best interests to work with suppliers that are adapting their packaging to remove plastic altogether, not only to prevent the expense of PPT and EPR, but to pre-empt further changes that are expected as the UK aims to rid itself of plastic waste

Consumer expectations

Whilst a 2022 report from Deloitte found that 64% of shoppers have limited their consumption of single-use plastics which includes clamshell packaging, an option often found in many builders’ merchants only 24% of consumers would be willing to pay more for more sustainable packaging This hints at a reluctance to pay the extra costs inevitably passed down from PPT and EPR

Consumers are demanding to see change from the top and are much more likely to purchase from environmentally responsible brands Therefore, it makes sense for merchants to be working with manufacturers and suppliers that are making changes not only to help the environmental cause, but to drive down costs that may impact them

Creating change

As part of the wider Tyman group, home security solutions specialist ERA continues to commit to its goal of achieving 100% sustainable packaging by 2026. With this, the company kicked off 2023 by introducing newly designed cardboard retail packaging that is plastic-free (see main picture)

This move marks the beginning of ERA’s phasing out of plastic clamshells and bags, as part of Tyman’s 2030 Sustainability Roadmap Developed following in-depth customer consultations, the new packaging has been designed to ensure that the product remains well protected Packaging, of course, is only part of the challenge and a holistic approach is needed to minimise a company ’ s impact across the product lifecycle

Tyman is therefore aware of its responsibility to improve its sustainability efforts across its products and operations and is eager to support merchants towards the same important goal And as the world works towards meaningful change in the fight against the climate crisis, businesses should be leading by example to create a plastic-free supply chain

Although this is a big feat, with suppliers and merchants working together, real, sustainable changes can be made

n For further information on ERA’s diverse portfolio of security products, enter the shortcode www rdr link/mar005

A br ight future for solar

p g p

energy, the opportunity for merchants who choose to supply solar PV is immense. So says Kevin Taylor, Training & Technical Manager at Marley.

Kevin said: “ Thanks to the government’s net zero greenhouse gas emissions policy along with zero-rated VAT on the installation of energ y saving materials in residential properties, the popularity of solar looks set to increase

“In addition, the uncertainty over our energ y security and energ y price hikes is driving increasingly more consumers to consider installing solar PV to help reduce their outgoings during the current cost-of-living crisis ”

Opportunities for merchants

“These factors mean that as demand for solar PV rises, so will the need for roofing contractors to fit it and merchants to supply it The move to renewable technologies is inevitable and it is those merchants who supply solar PV that will benefit the most,” he continues

Make solar part of your offering

“S ol ar shou ld b e dis c uss e d on e ver y ro of and ro of t r uss enquir y it’s a g re at ups el ling opp or tunit y for any merchant in t he UK,” adds Ke v in

“Whilst solar may seem like a totally new market for some merchants, the opportunity it too big to miss At Marley, we can work with you to support finding solar opportunities and offering your team training and guidance on the product range and system increasing your confidence when talking to your valued customers ”

Marley SolarTile the complete package

Kevin said: “Marley SolarTile® has been created to deliver on aesthetics, installation and importantly, sustainability For years, only ‘bolt on ’ systems were available, yet Marley SolarTile® now provides a truly integrated roof system that fits seamlessly with the design of the roof

“Marley SolarTile® is an innovative, reliable and sustainable solar energ y system that, when used alongside a full range of Marley roofing products, forms part of our full roof system, complete with our 15-year guarantee It’s a great choice for merchants looking to move into the growing solar energ y market.”

n For advice and further details on Marley’s SolarTile® system, visit www marley co uk/solarinstall or call 01283 722588

Gain a systematic advantage

The building product landscape continues to change how contractors work, with an increasing need to prove safety and compliance. Paul Midgley, Market ManagerTrade at Knauf, explains the added value for merchants in embracing manufacturer systems, highlighting the benefits both for them and their customers.

The specification and installation of building products is undergoing a period of legislative and cultural change, placing far more onus on the supply chain to prove that the products they choose are both safe and meet the required performance standards. This applies not only to single products in isolation but, critically, it applies to the way products perform together when used in combination to create a system

For contractors this can lead to pressure to switch to products outside their norm to achieve the levels of safety and performance necessar y Manufacturers are increasingly responding to this development by providing “system solutions”.

Partition walls are an excellent example of this Traditionally, contractors who have won projects might come into their local merchants to buy the board they’ve always bought, the timber they know, and the fixings which do the job. This gives them the speed that comes with using familiar products and the best price for commodity products

And while the relationship between merchant and contractor is still strong, the

approach to product choice can be driven by habit or familiarity However, with more and more projects requiring proof of compliance, testing, and warranties, is this traditional approach still fit for purpose?

System shift

There is a huge opportunity for merchants to adopt a system selling approach, providing complete solutions for their customers while also growing their basket sale

It starts with asking the right questions By understanding what projects customers are working on, merchants can begin to find the opportunities to add value For example, where performance is key, a comprehensive manufacturer system easily gives the technical performance and installation speed they need on site

For projects where moisture control or acoustic performance are the focus, it’s having the knowledge and access to specialist products which benefit installers. Recommending moisture resistant board for wet rooms over standard plasterboard will give contractors a better finish and less snags in the future.

Fire protection is another area where proof of performance is critical, and having specialist knowledge will pay dividends Testing certificates to prove compliance and safety are increasingly being demanded

While individual products such as metal partitions or boards will have their own fire classifications, it’s the full system of products together that determines the partitions fire performance. Using just one manufacturer’s board is often not enough to gain certification

In this scenario, systems which are fully tested and compliant can help contractors avoid pitfalls in performance and certification Furthermore, systems from manufacturers are also provided with a full system performance warranty. This warranty affords added peace of mind and adds an extra layer of security for the project but are only available as part of system approach.

Supporting the swap

While changing the approach away from individual products may sound daunting, Knauf in common with many manufacturers offers training and support for merchants This training covers the common issues

encountered by contractors in specific situations and provides the knowledge on which systems are best suited to deliver the performance needed.

Technical support is also available for merchants and their contractor customers: from understanding performance certificates to providing installation recommendations, this technical support ensures contractors understand how systems are meant to be installed.

The changes cascading down from the Building Safety Act are impacting the way

contractors are approaching projects There is a mandate to demonstrate competency with the products and systems being installed, encouraging contractors to rely on merchants and manufacturers to provide proper training and support in newer systems

The Building Safety Act also solidifies the need to prove that solutions are tested to the appropriate standards with documentation readily available It can be an increasingly complicated space, so using proven systems supported by the manufacturer is an attractive way to meet the requirements of the Act.

Merchants have the opportunity to add value by guiding contractors through these

changes and product systems represent a huge potential for growth, while ensuring that the aims of the Building Safety Act: towards safety and performance are met.

And it all starts with a conversation

Next time you have a contractor that comes into branch looking for materials for partition walls, take the time to understand the project, with its individual challenges, and see if a system approach might just be the answer

n For more information on Knauf high performance partition systems, enter the shortcode www.rdr.link/mar006

“There is a huge oppor tunity for merchants to adopt a system selling approach, providing complete solutions for their customers while also growing their basket sale.”

Following an “accelerated process”, STARK Group has now completed its acquisition of Saint-Gobain Building Distribution UK and named former Travis Perkins boss John Carter as the CEO of the newlynamed STARK Building Materials UK.

New directions

Fof the UK’s leading brands in the sector including Jewson, Gibbs & Dandy, JP Corr y, the specialist brands of Jewson Civils Frazer and Minster, as well as International Timber Following the divestment, Saint-Gobain no longer has any distribution businesses in the UK.

Headquartered in Denmark, STARK Group is a leading b2b distributor of heavy building materials in Northern Europe. CEO Søren P Olesen said: “We ver y much look for ward to welcoming nearly 9,000 colleagues and many new tradespeople to our customer list in the UK The UK is an attractive market with solid population growth, one of Europe’s oldest housing stocks, and a huge potential for energ y renovations

“We are facing a challenging transition year, but we have acquired a company that we can make thrive and grow The more than 600 branches and distribution centres are in good locations across the entire UK. We will invest in the business, the customers, the employees, and the distribution We have acquired a company with whom we can continue our growth journey.”

following the decision of former CEO Mike Newnham to step down John has been in the building materials and distribution sector for more than 40 years, having worked his way up from management trainee to Chief Executive Officer of Travis Perkins plc Since 2019, he has been working in management consulting

Søren continued: “John shares our belief in strengthening the accountability in branches and the business focusing on the professional tradespeople’s needs These are beliefs that have been powerful in bringing STARK Group back on the growth track We believe that they will ser ve STARK in the UK well too ”

John joins the business with immediate effect, also becoming a member of STARK Group’s Executive Committee (ExCom), however Mike Newnham will stay with the company until later this spring to secure a full handover

Tracing its histor y back to 1836 and the most pre-eminent business within the new organisation, the STARK Group has confirmed the “much recognised and respected” Jewson brand name will

develop strategic industr y partnerships that benefit our customers, suppliers and colleagues and we believe that’s exactly what we ’ ll be able to deliver now that we are part of the STARK Group

“We have a clear and consistent strateg y for growth, which STARK has demonstrated true belief in, and we now have an opportunity to learn from its successful experience across Europe to build even further on our plans ”

“While this is a significant moment in Jewson’s histor y, those we work with daily won’t notice any immediate change to our operations It’s ver y much business as usual and we will continue to trade as normal to ensure our customers can keep on delivering for their own customers and projects ”

n STARK Group operates in the Nordics, Germany, Austria and now the UK with the acquisition taking its total pro forma annual net sales to around €9billion The combined company has more than 20,000 employees and approximately 1,150 dedicated builders’ merchants, specialists and distribution centres across Europe

John Carter, CEO of STARK Building Materials UK

MERCHANT BUILDE RS

Top 20 countdown — 2023: PBM magazine presents the annual listing of the UK’s largest merchant businesses, based on turnover calculations for the full calendar year of 2022

Kerridge Commercial Systems provides specialist ERP, Business Management Software, Services and Support to Merchants, Distributors, Wholesalers and Retailers Our fully integrated cloud-based software includes modules that support improved stock control, warehouse management, sales order processing, accounting, delivery management and much more

UK merchant operation numbers only, where possible If full 2022 calendar year figures were not available, the most recent information has been used, as noted ESTIMATED HEAVYSIDE / LIGHTSIDE SPLIT IS INDICATED WHERE POSSIBLE

HEAVYSIDE FIGURES INCLUDE TIMBER (WHERE APPLICABLE)

FIGURES INCLUDE SHOWROOMS, TOOLS, HIRE SERVICES AND ELECTRICAL (WHERE APPLICABLE)

Figures are compiled via information supplied by a merchant company, latest published account data and PBM estimates Every effort is made to ensure the data presented is accurate but PBM cannot be held liable for any errors or omissions.

As we emerged from the turmoil of the pandemic, anticipation of a period of stability at the start of the 2022 once more gave way to reality An emerging cost of living crisis was heightened by the tragic events in Ukraine, and then further compounded by political turbulence at home, to ensure that the last 12 months have been defined by rising inflation, diminished consumer confidence and increased business costs

Whilst the performance of the merchant sector has once again been bullish, the industry’s largest players have not been unaffected by the upheaval, navigating testing market conditions whilst also investing in business improvement and attempting to confront the longer term issues impacting upon both the supply chain and construction more broadly

At the top of our list, Travis Perkins plc once again reigns supreme with turnover now close to £5billion In the year end review, CEO Nick Roberts reflected on the “weaker trading environment”, yet the business continued to invest in ‘valueadded services’ for customers including hire, its Benchmarx kitchens offering and credit provision for SME developers along with boosting its ecommerce provision, addressing sustainability issues (for example, through its electric forklift truck initiative) and expanding its apprenticeship programme

Furthermore, investment continues in its strategic growth programme for further new “destination branches” and the ongoing roll

out of new Toolstation outlets

The newly-named STARK Building Materials UK places second, following the accelerated completion of its acquisition of the former Saint-Gobain Building Distribution UK businesses such as Jewson and Gibbs & Dandy Wolseley UK, meanwhile, takes third in a year in which it acquired seven businesses to “provide a combination of complementary products to the Group’s Infrastructure businesses and additional access to large customers within the UK plumbing and heating market ”

Making a sizeable jump from ninth last time around to fourth place this year is Huws Gray Whilst we are only able to provide a broad estimate of its enlarged turnover, the integration of the former Grafton Group ‘Traditional Merchanting’ brands such as Buildbase significantly expands its scale and geographic reach

In fifth position, Highbourne Group is “celebrating a year of significant growth” which included the opening of 21 new City Plumbing branches to boost its network to 370 outlets Significantly, the business says it is “dedicated to providing a service to all areas of the trade in one place,” with the 2022 expansion seeing the addition of electrical trade counters in every new branch in addition to ‘The Bathroom Showroom’ facilities, whilst the majority are also home to a dedicated ‘Energy Efficiency’ provision

Enhanced online ordering systems have also been central to a philosophy of ensuring “that tradespeople can more

easily access the products and know-how they need; however, wherever and whenever they need it ”

A more streamlined Grafton UK Distribution secures sixth, with longstanding CEO Gavin Slark succeeded by Eric Born in November Expansion at Selco saw new depots in Exeter and Cheltenham to increase the estate to 74 branches

However, and indicative of the ongoing economic uncertainty, an earlier plan to hit 100 branches by 2026 has been reassessed to “envisage a store estate of approximately 80-90 stores over the medium term ”

Conversely, MKM opened 13 new outlets in 2022 and outlined its intent to add “15-20 additional branches in 2023, with the potential also for further acquisitions ” Similarly, the growth of the Independent Builders Merchant Group continued with several acquisitions and also the opening of 17 new branches of its existing brands Expect more in 2023

UK Plumbing Supplies takes ninth place, whilst rounding out our Top Ten is Lords Group Trading Also making a number of acquisitions in 2022 as well as opening two new locations, the business remains on track to meet its £500m revenue target by 2024 through further organic growth and acquisitions

We are extremely grateful for the support of the sector in compiling this industry barometer. More details on the full ‘Top 20’ (and those who narrowly missed the cut ) are available on our website www.professionalbuildersmerchant.co.uk

K8: The strong digital platform for your future

2023

Top 20: PBM takes a look behind the numbers at the per formance of the UK merchant sector ’s largest businesses during 2022.

A new f lame

Navien, the global boiler manufacturer, says it has “relaunched itself into the UK

market

after a period of recent investment and product development designed to support merchants and their customers.” PBM reports.

Described as a “best-selling brand in the USA and Canada”, Navien says it is now setting its sights on the UK as it aims to become a household name by collaborating with merchants nationwide Having had a presence in the UK market since 2014, the South Korean manufacturer reports it has further developed its range of combi boilers to suit a variety of properties, as well as committing to “improve the way merchants and installers store, transport and fit its products ”

The brand believes it is “unique in the UK market,” not only with its latest product innovations but also its supply chain and fulfilment strength, having “flourished during recent parts shortages.”

Jason Davies, Navien UK’s National Business Manager, said: “ The UK shortage of boilers and components has opened many doors for Navien as merchants seek suppliers that can alleviate their supply issues We manufacture over two million boilers ever y year at our state-of-the-art facility in South Korea, but also manufacture most of our own spare parts

“We aren’t reliant on third-party suppliers so we ’ ve been able to keep merchants and installers sheltered from the supply chain chaos that has been plaguing our industr y for the last 18 months ”

To keep merchants and installers “ on top of the knowledge and support they need to sell sustainable home heating products,”

Navien has opened nine new training centres in the UK and Ireland in the last four years and states that it continues to invest significantly in marketing and sales to support merchant revenues

To further strengthen its relationship with installers and to encourage sales, the business has also launched its ‘Navien Choice’ programme which rewards installers for each of their installations of the company ’ s units Available to customers who register online, installers who fit the boilers are eligible to exchange points for a range of tech and gadgets from top-quality brands

In addition, the company ’ s new NCB Combi Crossover boiler range which launched in the UK late in 2022 is

n Navien has been designing and manufacturing “reliable and easy-toinstall products for over 40 years” from its state-of-the-art facility in South Korea and lays claim to being the fourth-largest boiler manufacturer in the world. From the latest oil and gas-firing technology to micro-CHP and solar, the supplier says it is “committed to developing highly efficient heating equipment ”

described as offering a fresh approach to home heating with three new models that help merchants meet the changing demands of Britain’s heating systems This new generation of boilers is claimed to meet ever y customer’s need from small two-bedroom homes to larger five-bed properties with multiple bathrooms; providing enough hot water to run up to three showers at once

The new range is also lighter in weight, with the rear-end expansion unit removed to aid space-saving for merchants and assist with the movement of goods

Furthermore, recognising that merchants are always on the lookout for industr y-leading technologies, the firm says its new ON technolog y maximises user comfort by rapidly delivering hot water This, the brand asserts, is said to ensure consistent temperatures whilst eliminating the need to wait for hot water all without the need for a hot water cylinder.

In addition to offering a “completely unique heating and hot water solution” for

customers, Navien asserts that the new NCB ON range offers merchants a “reliable and compact product capable of delivering double-digit margins ”

The business concludes by saying that with the “technolog y, pedigree, and network to remain in its position as a trusted supplier to the trade,” it prides itself on rapid supply, reliable stock availability, unmatched prices, and future-proofed quality products

n For more information on Navien’s range of products and support services for merchants, enter the shortcode www rdr link/mar007

“We aren’t reliant on third-par ty suppliers so we ’ ve been able to keep merchants and installers sheltered from the supply chain chaos that has been plaguing our industr y for the last 18 months.”

Flexible friends

The modern kitchen has more appliances as standard than ever before, which means that the pipework is becoming equally complicated and crowded. Newer kitchen trends, such as instant hot water taps and larger fridge freezers with water coolers, only add to the existing mesh of pipework stemming from the dishwasher, washing machine and sink

Equally, minimalist and modern bathroom trends that call for hiding pipework behind walls and increasingly smaller cavities place specific demands on the plumbing system when it comes to space

More generally, rooms with limited spaces are becoming more frequent in both retrofit and new-build projects, which makes it increasingly difficult to make connections that require the use of tools simply due to the lack of room for manoeuvre

Similarly, using copper pipes and soldering to connect appliances and fixtures in small kitchen spaces poses an increased risk of fire, due to the flames being in the vicinity of wooden cabinets, walls, and other

appliances Therefore, any approach that allows pipework to be connected without a blowtorch empowers installers to make connections in a much safer way

For this reason, push-fit fittings and flexible pipework offer a real advantage

If we think about modern kitchens, simply fitting appliances is getting increasingly more complex but the amount of space available to fit them all is slowly but surely decreasing, too In modern bathrooms, hiding all of the pipework in wall cavities poses the same issue, making it difficult to use tools in such situations and this is where plastic push-fit fittings can be a real lifesaver

Connections are made by simply pushing the pipe end into the fitting, without the need for any tools For example, the JG Layflat pipe from JG Speedfit, is available in long length coils and can bend and flex behind the cabinets to enable a fast and easy connection to appliances From elbows to tees to ser vice valves and flexi hoses and more, these push-fit products help simplify

installations under the kitchen sink, behind the cabinets and in wall cavities.

Backflow prevention

In addition, with a growing number of appliances there is an increased chance of backflow occurring Appropriate backflow protection valves must be installed on the kitchen’s main water supply to comply with water regulations Fixtures and equipment, including kitchen sink taps, washing machines and dishwashers, as well as outdoor hosepipes, can cause backflow and wastewater from these areas can include ever ything from cleaning agents to stagnant water from garden pools All of which may pose a major health risk if they were to enter the mains water supply.

A type of backflow prevention valve, such as a JG Speedfit Double Check Valve, should be installed on the outlets of appliances that provide a higher risk of back-siphonage to offer appropriate protection With two internal valves for added safety, the product only allows water to flow in one direction

With ever-evolving design choices in kitchens and bathrooms, Lee Halstead, Technical Sales Engineer at RWC, outlines what merchants need to know about some of the innovative plumbing technologies that are increasingly becoming a necessity for installers.

and even if one fails, the other can still stop backflow and contamination

Flexible solutions

In most cases, pipes that connect to showers and sinks need to be hidden behind walls, under floors, or beneath free-standing fixtures And whilst soldered copper pipes give the ideal look for those wanting an exposed pipework aesthetic, these pipes and fittings are simply too rigid to easily conceal them behind walls

Here, flexible polybutylene pipes such as JG Speedfit’s PEX range are a perfect solution that can be easily cabled through joists, behind walls, or fixtures, bending around tight spaces whilst minimising the need for joints

Finally, to make kitchen and bathroom installation and retrofits even more efficient, JG Speedfit’s Twist & Lock fittings range is the ideal companion in an installer’s tool kit The fittings primar y O-Ring seal and Grip &

n In conjunction with its best-selling 15mm Equal Elbow, JG Speedfit’s latest promotion is underway and is offering one lucky installer the chance to win ‘20 Grand in Your Hand’ In addition to the big prize, installers purchasing the promotional packs will also be entered into a monthly prize draw for some incredible technology bundles including an Apple MacBook Air, a LG 50” TV, an Xbox Series X and lots more.

Throughout the campaign, the Speedfit team will also be on tour to give users the chance to win Love2Shop vouchers at trade mornings in participating merchants

Seal collet with stainless steel teeth mean that each piece in the range creates a quick push-fit connection that can be swiftly mounted and dismounted in a flame- and tool-free manner

The fittings’ non-toxic polybutylene construction makes them durable and watertight, while preventing the need for maintenance This material is resistant to corrosion and scale accumulation, whilst the fittings come in a number of bends including straight, tee, and equal elbow connections

Compact spaces can make installations more complex and slow down project completion times. Offering your customers a selection of smart products such as push-fit pipes, valves and fittings can make delivering a contemporar y kitchen or bathroom a much easier and quicker affair

n For more information on the JG Speedfit range, enter the shortcode www.rdr.link/mar008

Ambitious targets to decarbonise UK heating systems are broadly supported by the industry and supply chain. PBM considers some of the sector voices who are assessing the current state of play and looking to boost the industry’s capacity to deliver vital change.

Developing from discussions within the HHIC Systems Group, chaired by Vaillant’s Steve Keeton, the organisation has conducted extensive investigations of working practices through the membership and revealed that the widely promoted number of 50,000 installers required to meet the Government’s annual heat pump installation target of 600,000 may be three times lower than the actual number needed

If today’s working model is followed, c 150,000 workers are necessary to meet the target a shortfall of 100,000 new entrants to the industry and a figure almost equivalent to the entire current Gas Safe Register.

Steve Keeton commented: “The industry is at a pivotal point, with an ageing workforce and exacerbated demand for modernised skillsets we really must look to new entrants as fundamental in providing the solution The Government must push harder than ever to engage and incentivise existing heating engineers to build skills in renewable technologies.

“In addition, it must attract more new people to enter the industry and appeal to the younger generation to proactively include low-carbon technologies in their portfolio It is the cornerstone we need to achieve our nation’s emissions goals ”

Whilst heat pump installation is a priority, the HHIC says there is no one

Heating and Hotwater Industr y Council (HHIC)

silver bullet approach to decarbonisation

Collectively, it argues, the UK must look towards supplementary alternatives if it is to hit 2028, and 2050 sustainable heating targets

A hydrogen economy is cited as the next step in heating system developments, with the HHIC noting the importance of recent government proposals to mandate hydrogen-ready boilers This government initiative is backed by a ‘price promise,’ from UK manufacturers, meaning the boilers installed in 1.7 million homes each year could be ready for net zero at no extra cost to consumers compared to equivalent models today.

Steve added: “It is imperative that the UK’s heating strategy looks at a multi-dimensional approach This gives the installer options and the customer choice If we are to successfully meet our 2050 ambitions, Heat Networks

and hydrogen must be part of the strategy in tandem with heat pump initiatives This is inevitably going to require an upskilling, and incentivisation, of the workforce, so we must work from the grassroots up to create the bedrock of multi-skilled installers to successfully decarbonise the heating economy.”

n To download the HHIC report and find out more about its research, enter the shortcode www.rdr.link/mar009

Setting out the next steps for home heating decarbonisation, the consultation covers a range of topics around natural gas boiler installations, heating controls, the potential role for hybrid heat pumps in the future, and a proposal for mandating ‘hydrogenready’ boilers from 2026

Jeff House, Baxi UK & Ireland’s External Affairs and Policy Director, said: “Baxi’s commitment to developing hydrogen appliances as low carbon alternatives to natural gas is a key part of our wider strategy of lowering emissions from heating and hot water provision We hope initiatives like Hydrogen Week will increase the support and urgency at which we push hydrogen as one of the key pillars of

decarbonisation, in addition to guiding policy in the area ”

With hydrogen-ready technology for heating applications mentioned by the Government in its latest consultation, policy direction could be pointing towards the technology as one of the solutions for the future

Jeff added: “Whatever the rules and regulations put in place by the Government, the industry is moving towards a low carbon future, with heat pumps, hybrid systems, heat networks and hydrogen all set to play their part in this effort. To ensure we achieve this goal, it is vital that we take a pragmatic approach informed by the perspectives

Secon Renewables

of that heating professionals who live and breathe our industry

“We’d urge everyone involved in the heating industry to provide feedback on the consultation to ensure the policies it will ultimately result in are suitable and achievable ”

n For more information about Baxi’s work in the hydrogen space, enter the shortcode www.rdr.link/mar010

Enabling the company to offer “a complete solution to the new-build sector while also supporting installers who are new to the renewables industry,” Secon’s Heating Design Service will be available to customers who place an order for a heat pump and cylinder package, and aims to ensure the correct information is available to size heat pumps, underfloor heating and radiators correctly

Managing Director Kevin Carling said: “With our expansion into the new-build market and speaking to companies in this sector, we have seen a desire for a one-stop solution where the contractor can get everything from a single source

“Our design offer not only saves them time but also gives them the confidence that all the products they get

are designed to meet the building’s needs. We all know there is a shortage of installers in this sector, and we need to make the transition for traditional fossil fuel installers to start installing heat pumps as seamless as possible ’’

Once an order is placed, the client then completes a data capture form and forwards all drawings and information to Secon, who will prepare the necessary calculations and drawings and return an indemnified design to the customer This process is expected to take 10-15 days and covers areas such as heat loss calculations, radiator sizing, underfloor heating designs and pipework runs and sizing (new build).

Secon began life as a solar thermal company in 1998 and has since diversified to become one of the biggest specialist heat pump distributors in the UK, acting for brands including Panasonic, Samsung, Hitachi, Vaillant, Grant, Mitsubishi and Viessmann. Its product range also features underfloor heating, solar thermal technology and a range of heat pump ancillaries

n Enter the shortcode www.rdr.link/mar011 for more information.

STELRAD RADIATORS EXPRESS SERVICE FOR MERCHANTS

Merchants looking to receive their radiator orders for customers urgently from both the Stelrad and Henrad ranges can now get them through in a guaranteed 48 hours

The Stelrad Express and Henrad Express service operates for the delivery of the Stelrad Vita Series and Softline Series (Premium Panel, Column and Concord products) in addition to the Henrad Premium Panel, Column and Verona radiators.

Orders must be placed by 2pm for Stelrad and 12 noon for Henrad radiators to guarantee delivery within 48 hours, and there is a charge of £15 per radiator for both ranges

Head of Marketing Chris Harvey says this is yet another response to merchant requests that the company has introduced: “With a globally leading logistics offering already in place there is very little else we can offer in the way of improvements, but we have seen an increase in requests for more rapid delivery on some orders and decided to respond by offering a guaranteed rapid response delivery service on a limited selection of our premium products for both the Stelrad and the Henrad brands.”

WORCESTER BOSCH OIL BOILER HVO CONVERSION KITS

As part of an ongoing commitment “to ensure all homeowners have access to practical and viable low carbon alternatives to fossil fuels,” Worcester Bosch will be launching HVO (Hydrogenated Vegetable Oil) Conversion Kits for its oil boiler portfolio

The kits will be suitable for the firm’s Heatslave and Danesmoor oil-fired boiler ranges manufactured after September 2018 (or September 2019 for outputs between 35-70kW) to be converted to operate safely and efficiently on HVO, with users said to be able to “significantly reduce the carbon output of their existing heating system” without the need to move to an alternative technology, which can be costly and disruptive

Director of Technical Services Martyn Bridges said: “At Worcester, we believe the road to net zero requires a technology-agnostic approach to ensure all homeowners have options when it comes to reducing their carbon output This is why we continue to develop, introduce and strengthen new and existing technologies that can help reduce the carbon intensity of our products.

“Although availability of HVO and other bio-fuels remains limited in the UK today, we strongly believe that this will improve significantly in the next few years, which is why we are introducing new Conversion Kits later in the year ”

n Check www.rdr.link/mar013 to find out more.

SPIROTECH SPIROCROSS AX-J

Spirotech’s brass SpiroCr 3-in-1 hydraulic balancing unit solution has a brand-new look with the launch of the new SpiroCross AX-J, which is said to save on space, installation and maintenance The latest update sees the introduc of a new powerful extern neodymium magnet, which is designed to optimise dirt separation and ensure even the smallest magnetite particles are removed from system water

Collected contaminants can then be quickly and easily removed from the SpiroCross AX-J using the draining valve, and can be carried out even while the system remains fully operational.

The brass 3-in-1 solution which combines hydraulic balancing, air and dirt removal is suitable for domestic and light commercial heating systems, is available in three sizes from 1” up to 1 ½” connections, and comes with a 20-year warranty

n For more on the Stelrad Express service, use www.rdr.link/mar012

Area Sales Manager Pete Chamberlain said: “Our brass SpiroCross 3-in-1 hydraulic balancing, air and dirt removal unit has been a firm favourite amongst installers working on larger domestic and light commercial systems for many years We’re excited to be launching the newly enhanced SpiroCross AX-J, which combines the familiar external magnet found on our best-selling SpiroTrap MB3, to keep systems free from contaminants and performing at their best ”

n Head to www.rdr.link/mar014 for further details.

Flood prevention

Aer a recent government review, SuDS is set to become a legal requirement in 2024 Making SuDS a necessar y obligation aims to help further reduce surface water flooding and water pollution, and lower the pressure on sewerage systems that oen get over whelmed in heavy rainfall events.

Regulations and processes are currently being established but SuDS are expected to be compulsor y for any new development, building or structure over 100sqm It is anticipated that SuDS plans will need to be submitted to SuDS Approvals Bodies (SABs), which will fall under the Lead Local Flood Authority (LLFA)

However, ACO Water Management warns firms not to delay in acting Instead, it advises to start planning ahead now for the incoming changes, especially given a knowledge and skills gap across the industr y.

Sam Hawkins, National Specification Manager at ACO, said: “ is rule change by the government is a welcome one and will help to address the challenges we ’ ve seen recently with flooding More importantly, mandator y SuDS will ensure we can start to mitigate the effects of climate change, biodiversity loss and habitat fragmentation

“While it seems far off, it’s vital that ever ybody within the construction industr y

pulls together now rather than ‘wait and see ’ , other wise we could see residential and commercial projects being held up and exacerbating current issues we ’ re seeing in the sector ”

Sam continued: “ is is especially as we know from our own research that there are different levels of awareness around SuDS requirements, and how to implement SuDS that perform well At ACO, we ’ re here to help overcome these challenges, and our team is ready to help with design and specification to ensure compliance ”

e new regulations will come about through implementation of Schedule 3 of the Flood and Water Management Act 2010, which is already in force in Wales However, as reported by Planning Resource, many concerns remain regarding the requirements Indeed, in a recent report by ACO titled Highway Drainage: e Route to Surface Water Management similar conclusions in a sur vey of 100 infrastructure and highways engineers were found, including:

l More than half (55%) have worked on a project where maintenance of drainage is not considered;

l Almost all (99%) have faced barriers to implement sustainable drainage system (SuDS) schemes;

l More than half (53%) said that

maintaining or improving biodiversity is an aerthought during the planning phase

Sam concludes: “It is great to see the government acknowledging the difference SuDS can make and taking the necessar y steps to protect properties and natural habitats ere is much work to do, so it’s vital that water management suppliers assist in the journey

“We encourage all key stakeholders to come to us if they have questions in creating sustainable drainage systems, and at ACO, we have an entire portfolio of drainage and water management solutions to assist in any scheme ”

n For more information on ACO Water Management and to read its highways drainage report, enter the shortcode www.rdr.link/mar015

ACO Water Management asserts that planning for sustainable drainage is now “crucial” following the government’s incoming rule change to make sustainable drainage systems (SuDS) mandatory across England. PBM reports.

Pedal to the metal

Whilst there might be considerable deliberation on the choice of windows, doors and render, a building’s rainwater system is often something of a poor relation. At the same time, its impact on a property’s façade should not be underestimated, where it can make a telling contribution to that all important kerb appeal

It is here that builders can play their part in championing solutions that have inherent benefits in longevity, appearance and performance and the extensive R ainclear Systems product range is on hand to support them.

Furthermore, today ever y builder is in the sustainability business and that means an appreciation of the whole lifecycle of product Unlike their plastic counterparts, for example, metal rainwater systems are not petrochemical-based.

Additionally, waste aluminium, cast iron, steel, copper or zinc all have an inherent scrap value, which makes it cost effective to recycle even relatively small amounts, where

many plastic recycling centres are only set up to process that material in bulk.

At the same time, metal has a much longer life and will not suffer from UV degradation as some plastics can. Indeed, in the case of copper and zinc solutions, the aesthetic will actually improve over time, with the former gradually transitioning from a dark, earthy colour to the distinctive Verdigris patina much sought after by homeowners

It is the design possibilities of different metals which also sets them apart The look of

galvanised steel or zinc is in synergy with more overtly modern designs, for example, and there are many more options besides Indeed, when it comes to Rainclear Systems’ Infinity branded galvanised steel in addition to the plain galvanised version itself there are seven colour-coated finishes available

Beyond this, if the client wants the rainwater system to seamlessly integrate or match with render, roof or window & door colours builders can also make use of a matching ser vice where virtually any finish can be achieved

On period properties, cast iron can be installed on the basis of a like for like replacement and may well be obligator y as far as conser vation officers are concerned but the stor y doesn’t end there either.

Rainclear Systems was actually the first to market with pre-painted cast iron, and there are now seven factor y applied colours, but there is also the option for cast iron rainwater systems to be supplied with transit priming, which allows an installer to paint it any colour the client specifies.

With the growth in popularity of metal rainwater systems, Lee Jones, Editor of PBM’s sister publication Professional Builder, explores the expansive Rainclear Systems range.

Sepia Brown Infinity Galv Steel being installed

Natural Zinc being used in Ongar, Epping Forest

Cast aluminium is a lighter alternative on heritage projects whilst maintaining that all-important character and samples can be supplied for the purposes of approval

The durability of metal rainwater systems is clearly a huge selling point, with the galvanised steel that Rainclear Systems supplies enjoying a manufacturer guarantee of 15 years. In many locations, however, this could easily be extended to a lifetime of 25 years, especially if it is colour coated

Aluminium lasts longer still, with a 25-40 year expectancy. Copper and zinc is good for anything from 50-100 years, whilst cast iron guttering of more than 100 years vintage exists in situ up and down the countr y and, if it is regularly painted, can easily go beyond that grand old, three-figure age

If you think that the process of fitting metal is inherently more complex, then think again The galvanised steel, copper, and natural zinc solutions that encompass the Infinity brand can all be cut with a hacksaw, in just the same way that plastic would be, and a general builder of any competence can easily manage an installation

Rainclear Systems says it is eager to educate the industr y on the simplicity of its solutions and supplies a range of resources including installation guides and videos use www rdr link/mar036 to take a look

In terms of design trends the subtle grey

and pitted shade of Rainclear Systems’ pre-weathered Quartz Zinc is popular, but it is the metallic qualities of a natural zinc product that will tone down in time that remains the star turn amongst the public Using metal as a complement to timber cladding where the materials can age together is equally in vogue, Rainclear Systems says that its galvanised steel solutions are the closest in price to plastic, and the latter currently represents over 70% of the UK market. That means there is a huge opportunity for metal rainwater systems in residential settings, where its longevity, visual appeal, and environmental credentials are ideally suited to any either traditional or contemporary projects

n For further information on Rainclear Systems’ metal rainwater portfolio, enter the shortcode www rdr link/mar016

Standard bearer

Looking predominantly at providing accurate and time-saving solutions for larger scale projects, PBM considers some of the latest developments from Polypipe.

The latest addition to its Terrain FUZE HDPE drainage system, Polypipe Building Ser vices has announced the launch of Terrain FUZE Stax a new range of two-part fabricated stack configurations which is designed to make installing the most common low to high-rise applications simpler and quicker

Because many large-scale drainage stack projects involve repeating ver y similar configurations of loose components across floors, significant time is spent on the same cutting and welding jobs Using data gathered by its Advantage ser vice, the manufacturer has produced a range of stacks that are said to reflect the most common of these standard configurations to help reduce installation time needed on site.

Chris Goodwin, Product Manager at Polypipe Building Ser vices, said: “Contractors who work on projects that require a large volume of loose components will recognise that much of the time on these jobs is spent doing the same sizing, cutting, and welding over and over again We have developed Terrain FUZE Stax as the perfect

solution to sit between the current options of ordering loose Terrain FUZE components or using our Advantage ser vice for more unique, complex projects

“ These can then be installed on site quicker with minimal adaptation work which means a big reduction in waste generated by offcuts ”

The range covers three standard applications kitchens, bathrooms, and utility rooms. Within these are a broad range of options including different top and bottom sections, stack diameters, vents and more to ensure maximum flexibility in meeting on site demands

This latest addition means there is now a comprehensive range of ways to buy the Terrain FUZE system for different project demands Trade customers can buy loose components from merchant stockists, whilst for larger scale but standardised, repetitive projects Terrain FUZE Stax can also be obtained from distributors and integrated with loose Terrain FUZE components if needed For more complex project requirements, the Polypipe Advantage service can offer bespoke design and fabrication

n For more information on Polypipe’s Terrain FUZE Stax, enter the shortcode www rdr link/mar017

n Polypipe Building Ser vices has released Revit families for its Terrain PVC Soil and Waste and Terrain FUZE Stax drainage systems The content has received BSI Kitemark accreditation to BIM Level 2, underscoring the company’s commitment to construction best practice and said to help with faster building design, greater traceability and accuracy right through to ordering

The BSI Kitemark award means that data-rich Revit files are now available to designers, intended to make it easier to produce accurate plans as part of a project’s golden thread and to ensure these are followed right through to quotation and ordering Providing data to BIM Level 2 standards means that the manufacturer offers product performance and specification information that has been validated to meet strict requirements, and that it is presented using standardised templates

The price is right

Marsh Industries has launched the “Make it Marsh” campaign, with the concept aimed at providing significant price reductions on key product ranges.

The UK-based family business and leading supplier in the off-mains drainage sector says that due to a “positive trend in raw material prices” it has been able to reduce prices on its domestic pump stations, Hydroil oil separators and its “market leading” Ensign sewage treatment plant ranges by 26%, 21%, and 19% respectively

Thes e pr ice re duc t ions have b e en applic able to a l l deliver ies and orders pl ace d since Febr u ar y, and are des cr ib e d as b eing p ar t of Marsh Indust r ies’ ongoing commit ment to supp or t ing its c ustomers dur ing cha l leng ing t imes Fur t her more, it contends t hat t he “Ma ke it Marsh” c amp aig n e cho es t he indust r y ’ s c a l l for manufac turers to t a ke a re a list ic appro ach to pr icing and help merchants remain comp et it ive in t he market

In addition to the price reductions, Marsh reports that it has also launched a comprehensive training program, including the distribution of 3,000 USB memor y sticks for on-the-job training as part of its aim to “support merchants in increasing their market share and winning more business through training and education ”

These are just some of the latest examples of the supplier’s comprehensive support package for the merchant sector, with other recent initiatives including the Pinnacle-AV sales tool which uses artificial intelligence and

multimedia to prepare a bespoke quotation module for Marsh sewage treatment plants, pump chambers and oil separators

The quotation module consists of a personalised quote for merchants’ customers’ contract requirements, video, design drawings and all relevant process calculations that can then be given to the

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

OnePlace enables Marsh to “easily notify merchants regularly of price changes, new products and product improvements” whilst ensuring its merchant customers “get instant access to accurate and timely product information, knowing that the product data is maintained in a secure, structured platform to industr y data standards.”

customer and regulator y bodies if required to secure the project.

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

Marsh also signed up recently to become an official NMBS OnePlace platform supplier, enabling its merchant customers to access swathes of information regarding the company and its products via the buying society’s Product Information Management platform.

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

n For more information about Marsh Industries, the “Make it Marsh” campaign and the supplier’s full portfolio of merchant support ser vices, enter the shortcode www rdr link/mar018

Dr iveway details

Marshalls explains how you can assist your customers with suitable drainage solutions required to meet current driveway regulations.

In recent months, there have been alarming news stories about new legislation that was set to ban paved driveways, sending builders and homeowners in a spin about future plans and developments But whilst there was a slight link to the truth in what was written, the headlines were misleading In this article (which appeared originally in PBM’s sister publication, Professional Builder), we look at the actual rules for driveways, highlighting the importance of understanding the detail on drainage and providing the best solution for the requisite space

Why does driveway legislation exist?

The issue is about flooding. As you’ll well know, any hard surfaces, such as a paved driveway, can stop rainwater soaking into the ground. When this happens, the rain flows instead into council-owned drainage systems, or similar, often at high speed and in large volumes. Because climate change is causing rainfall to become more frequent and more intense, and we ’ re also seeing more hardpaved areas, our drainage systems are struggling to cope.

Dr ive way leg isl at ion is in pl ace to stop p e ople f rom adding to t he f lo o ding problem by p av ing over p orous g round in f ront of t heir hous e but t hat do es not me an t hat dr ive ways are b eing b anne d The leg isl at ion inste ad adv is es p e ople w ho are chang ing t heir dr ive ways to t a ke simple, of ten cost-neut ra l me asures to manage t he water on t heir ow n l and, inste ad of dire c t ing it to share d s e wers

ef fe c t ively, using sust ainable drainage systems to cre ate dr ive ways t hat don’t incre as e t he r isk of f lo o ding .

What do the rules say?

The c urrent r ules have b een in place across the UK since 2008 In simple terms, any ne w drive way over 5m2 must provide a drainage system for the water to r un to a p ermeable area or us e p ermeable materials.

A permeable block paving driveway by West Bridgford Landscaping

Driveline drain installation

If it do esn’t, then the homeowner will need to get planning p ermission

Guidance that can be found on gov uk states that “ you will not need planning permission if a new or replacement driveway of any size uses permeable (or porous) surfacing, such as gravel, permeable concrete block paving or porous asphalt, or if the rainwater is directed to a lawn or border to drain naturally”

If your customers are installing driveways in existing or new build homes, they will need to be aware of the detail on the rules so they can simplify matters for their own clients and ensure that they’re taking the right steps to avoid issues further down the line.

And there are a few options for creating new driveways that meet the legislation, and they still allow for the choice and creativity that many of today’s homeowners are looking for :

Soakaways

Most simply, the rainwater can be directed to run off from hard paving into soft planted areas, where it can soak naturally into the ground All that needs to be done to achieve this is to build a gentle slope on the driveway in the direction the water needs to flow, ensuring that the slope falls away from the public pavement or highway.

Channel drains

Another solution is to install channel drain along the entrance to a driveway A channel drain redirects the water before it goes onto the road, directing it instead to a “soakaway” which is within the property boundary.

And what is a soakaway?

In simple terms, a soakaway is a hole which fills up with water that soaks away over time Traditionally, people have been keen to avoid adding ugly drainage to beautiful new spaces, but times have changed and suppliers have created more subtle options New solutions such as Marshalls Driveline Drain, are manufactured from concrete and are much

more attractive than metal or plastic alternatives, while complying with government legislation The drains can be installed easily, without compromising on style or design.

Permeable paving

Finally, there is another solution permeable block paving, which looks like any other block-paved surface Permeable paving is specially designed to allow water to soak through the surface and into the ground below, stopping rainwater from entering sewers without the need for any soft landscaping, drainage channels, or soakaways. It’s also hard wearing and able to withstand the heavy loads

In summar y

For new driveway installations over 5m2 where the homeowner is keen to avoid seeking planning permission, the rules and regulations must be shared with them Ultimately, the choice of drainage comes down to the space and style of the driveway your customers are working with, and additional measures will need to be taken into account if the area is high flood risk.

n For further information on Marshalls, enter the shortcode www.rdr.link/mar019

Dividing lines

It was the American Poet Robert Frost who first coined the phrase: “good fences make good neighbours” and you would be hard pressed to find anyone these past forty years who hasn’t done more to promote that ideal than John Abernethie

The man behind Birkdale, one of the industr y ’ s leading exponents of garden fencing systems, John spent his formative years building the family fencing business before deciding to branch out in 1982 (from his home on Birkdale Road) selling a small range of accessories to contractors to make their lives on site easier

John explains: “B eing s o involved in the day-to-day business of erec ting fences and gates, I was p erfec tly placed to know w hat

the guys on site were routinely up against, and the s or t of things w hich commonly had them pulling their hair out on a regular basis

“ The choice of fencing options in the UK at that time was fairly limited, of course, but there were some new products and systems out there in the wider world which I was confident could work in what was then and to a certain extent, still is a ver y conser vative market ”

Continues John: “By 1990 I had taken on my first sales employees and, two years later, we were working closely with suppliers and manufacturers across China and India, leading to our first container of gate hardware It was the prelude to the big breakthrough in 1999 with the launch of our own sub-brand the GateMate range of basically ever ything you need to install a garden gate.”

With a new warehouse and office space acquired in 2005 and exports established to the USA and Canada the ‘Mate’ concept

was significantly enhanced with the launch of FenceMate, supplying ever ything from decorative fittings to decking accessories and railing systems, and SiteMate, which offers a comprehensive selection of specialist fencing tools and fixings

“Fencing has never been a career for the faint hearted,” elaborates John “ The market has long been dominated by heavy concrete posts and gravel boards, and that’s before you have spent back-breaking hours digging the post holes and concreting them in. Traditionally, most of the guys are pretty worn out by their fifties but, thanks to new labour saving innovations, it doesn’t have to be this way for the next generation

“In 2018, for inst ance, we c ame up w it h D uraPost, a simple yet hig h ly ef fe c t ive lig ht weig ht ga lvanis e d ste el fence p ost and g ravel b o ard system w hich, at around 75% t he weig ht of concrete, t a kes away s o much of t he hard g raf t,” adds John. “Not on ly t hat, it is ext remely durable and, us e d in conjunc t ion w it h a var iet y of t radit iona l t imb er and comp osite f inishes in a var iet y of colours, it is an att rac t ive prop osit ion for home ow ners lo ok ing to upg rade t heir prop er t ies. “

Making it easier

John enthused: “It has the potential to completely revolutionise the industr y

PBM tracks the history and progress of fencing specialists, Birkdale.

because the feedback from contractors tr ying it for the first time has been 100% positive in all respects And, perhaps most importantly, their customers are delighted to have something which is the envy of their neighbours, and is guaranteed to last for at least 25 years and will withstand winds up 110 mph ”

In 2018 the company scaled up its own premises, moving to purpose-built offices in Stokenchurch, Bucks, where newly installed, perfectly manicured gardens are a showpiece for the complete Mate range

Fenton Rowles, Head of Sales and Marketing, said: “ The site enables us to develop and install an ever-growing range of fencing systems and options in real life situations, which potential customers can come and see in situ It’s also home for our DuraPost Trained Installer Scheme, which is expected to really take off again post Covid There is also an app, FenceBuilder, to assist contractors and homeowners in visualising the final effect when specifying projects.”

n For more information on the Birkdale range and its support services for merchants, enter the shortcode www rdr link/mar020

Another level

Having paved its way into the UK landscaping market throughout 2022, French firm Jouplast in partnership with its UK-based distributor, Plastic Mouldings Northern is confident that it can takes its success to another level this year with its innovative adjustable decking and paving pedestals.

With a multi-million turnover and the range of decking and paving pedestal products stocked in an increasing number of outlets, the new market player is building its audience and was even the recent recipient of a prestigious Editorial Award from PBM’s sister publication, Professional Builder magazine

With decking trends predicted to see a continued rise in 2023, the products which have been used for decades across Europe are a relatively new concept over here. Described as being “innovative and simple” to use, the plastic adjustable risers allow the “rapid and perfectly level”

construction of decking, paving and ceramic.

Said to be 50% faster to install than the traditional method, the solution is designed to be suitable for a range of additional applications including flat roofs, terraces,

balconies, concrete yards and tarmac.

Freddy B ourdais, C o-Founder and Sales Director at Plastic Mouldings Northern (pictured), said: “Jouplast is ver y successful in France, and it makes it much easier to lay decking and paving level We are delighted to hold the exclusive distribution rights across the UK and Ireland, and the response to the product line has been phenomenal

“We strongly feel the product will continue to see exceptional growth in 2023 and there is scope to be even bigger in the UK market than in France in years to come ”

And with the UK landscaping market constantly evolving, new entrants to the sector need to keep a pace with new trends and materials. Adaptability is key and the manufacturer TMP Convert behind the range has been innovating the landscaping market in France since 1986. Based in the ‘Plastic Valley’ industrial region, it brings to the market a combination of “great technical expertise, creative design and a desire to manufacture products that meet the ever-changing needs of the market ”

Starting with the simple pedestal, the range has grown into an impressive offering

of innovative solutions for outdoor construction projects and at the heart of the design is the ethos to make the job easier for installers

Indeed, the Jouplast range is said to be “packed with product solutions regardless of the outdoor plans and projects”, and the range of standard riser pedestals is suitable for creating paved, ceramic tiled and anti-slip matting terraces and timber/composite decking for pedestrian use All products are manufactured from 100% recycled materials, from design to manufacture

Freddy added: “ e clear ambition is to make Jouplast the ‘ go to’ brand for all types of decking and paving solutions here in the UK as it is in France, so we are delighted that the product range has seen industr y recognition on a national scale with the recent award win and we look for ward to further growth in 2023 ”

n For more information on the Jouplast range, available in the UK via Plastic Mouldings Northern, enter the shortcode www.rdr.link/mar021

Following a successful 2022, Jouplast and its UK distributor Plastic Mouldings Northern say the firm is ‘one to watch’ in the landscaping market for 2023.

Profit from stone: on trend and on the money

g p y

dedicated to the Natural Stone industry. Serving both the trade and specifiers, and all points in between, it features over 200 exhibitors showcasing everything from natural stone and finished products to machinery whilst the event also features a free-to-attend conference programme.

Even Covid was only a minor distraction from global warming and the march towards Net Zero in 2050 For builders, an easy way to cut the carbon is to use stone for walling, hard landscaping, flooring, kitchens and bathrooms

Natural stone is naturally low carbon. It is dug out of the ground, sawn and shaped no high temperature fossil fuels required Even engineered quartz, porcelains and sintered stones are low carbon as the manufacturers work towards Net Zero, many with 2030 targets

And end users love the stone look, which is why the industr y supplying it in the UK has grown exponentially since the turn of the centur y. It is a fast-moving sector and there’s no better way of keeping up with the latest developments than by visiting the Natural Stone Show & Hard Surfaces exhibitions at ExCeL London, 6-8 June

You will see stone and hard surfaces from around the world, plus machiner y, tools and consumables for cutting and polishing it, treating it, gluing it, cleaning it and restoring it all representing profitable opportunities for your business.

And if you want to find out more about the stone industry, there are seminars covering both natural stone and hard surfaces run in conjunction with each of the shows Register now to make the most of the new stone age

n The Natural Stone Show & Hard Surfaces exhibitions take place at ExCeL London from 6-8 June. Register online via www.rdr.link/mar022 or head to StoneShow co uk and HardSurfaces co uk for more information

Origin Award-Wining Aluminium Doors & Windows

A striking pair of ads from Origin beautifully showcase the manufacturer’s Door Collection encompassing Bi-folds, Corner Bi-folds, Glazing Bar Doors, French Doors and Single Doors alongside its Residential Door Collection

Promising a wide choice of designs and short lead times, perhaps it is time to consider opening up your product portfolio

Use www rdr link/mar023 to find out more

Saniflo The Brand New En-Suite

Neatly showcasing a stunning transformation of previously underutilised loft space, Saniflo’s advert illustrates how its “huge range of products can create the kind of room your customers crave ” from luxury wetrooms to an enviable en-suite

For some unconventional thinking and inspiration, follow www rdr link/mar024

Marshalls Kingsvale range

The manufacturer’s new Kingsvale range adds a “comfortingly traditional” creased texture alongside its existing stock, sand-faced and vintage alternatives What’s more, its concrete bricks are available in a wide variety of colours, from classic reds, browns and yellows to contemporary monochrome shades

Take a closer look by entering the shortcode www rdr link/mar026

Toughbuilt Award-winning innovation

A wrap-around series of ads from Toughbuilt provides a great overview of the supplier’s broad portfolio of hand tools, work equipment, accessories and ancillaries

Showcased here are a selection of cutting knives, the QuickSet Work Bench and the firm’s ongoing campaign to reduce work-related knee injuries with its ‘KneelSmart KneelSafe’ initiative and heavy-duty, hard-wearing kneepads

Enter the shortcode

Tarmac Blue Circle Sustainable packaging

Clear messaging highlights the manufacturer’s commitment to the future by making use of recycled waste plastics to make the bags for products such as its Mastercrete Cement range

Find out more about its sustainability credentials and the range itself via www.rdr.link/mar025

Professional Builder and Professional Heating & Plumbing Installer magazines continued to engage with professional tradespeople across the nation throughout the pandemic, increasing their digital reach when the trade counters were closed. With demand for work continuing to be high, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month.

Warmflow

Zeno Air Source heat pumps

As the drive for renewable heating technologies continues to gather pace, Warmflow’s line-up of three models (8, 12 and 20kW) looks to represent a very stylish way forward

For further details on the performance and installation benefits referenced on the advert, head to www rdr link/mar028

Worcester Bosch Making home heating greener

Given the Government’s decarbonisation target to achieve net zero by 2050, the leading heating brand is outlining the support it can offer customers to help them prepare their business for the future

There’s a good deal of info on the key future technologies, from heat pumps to hydrogen, available on the Worcester website take a look via www rdr link/mar029

Salamander Pumps TankBoost

Some sharp graphics get straight to the point in this ad from Salamander, with the new TankBoost able to “boost multiple outlets, across multiple floors, all at the same time in a mains-fed system ”

For full details, pay a visit to the manufacturer’s website via www.rdr.link/mar030

Keston Twin Flue Technology

“Designed to go the distance” wit a twin flue length of up to 27m, Keston by Ideal Heating is also drawing attention to the up to seven-year warranty on offer, whilst its UK-made boilers are also 20% hydrogen blend ready

Go to www.rdr.link/mar031 to find out more.

Making a point of sales

Builders’ merchants are up against stiff online competition, but with the right product, the right marketing support and expertise from suppliers, sales growth is more achievable than ever. Charlie Turner, Head of Sales and Marketing at V12 Footwear, discusses the ways of providing builders’ merchants with the best tools for the job.

In collaboration with the University of Bath, V12 carried out a sur vey of over 500 safety footwear wearers. When asked what most influenced their footwear purchase, only 16% said it was reading a review and this shows that despite the convenience of online shopping, many customers would still rather go in-store and talk to a knowledgeable salesperson.

And, while merchants don’t need to be experts on all products, being able to speak confidently about their benefits can be crucial in convincing a customer to make a purchase

Learning about V12 has become much easier since the team began a video series for its bestselling products In these short videos, you can learn key benefits and be the safety footwear expert for customers, boosting both the store’s revenue and reputation

Point of sale

From display and counter boot stands through to dump stacks, striking assets are key for highlighting solutions to customers But it’s also worth remembering that POS isn’t just about striking design it is about simplicity Tradespeople are busy people and don’t have time to read endless technical information, so to make V12’s POS really pay off in store, the boots and their benefits are showcased quickly and clearly.

Simplicity is also key when it comes to constructing POS All V12’s POS comes with easy-to-follow assembly instructions, so it’s zero hassle for the store to get them up and in front of customers I also advise branches to move their POS around var ying your stock and displays will lead customers to new areas of the branch and discover different products as they browse

Finally, one of the best examples of POS? Your own feet! I always encourage a merchant’s employees to wear a pair of V12 boots. Customers will be far more likely to invest in the boot because

you won’t be a salesperson you’ll be a walking, talking advocate for the product

Focus on BoB

Created by V12 in partnership with Band of Builders a registered charity that helps tradespeople battling illness and adversity the BoB boot is a great example of a safety boot with big benefits for merchants. For ever y pair sold, V12 donates £5 straight to the charity, and a product with this kind of charitable element gets customers interested and invested

S ometimes the right product has just as much impact as the right POS The B oB boot is great for builders’ merchants because it’s self-promoting Emblazoned on the boxes is the specific ‘Band of Builders’ packaging, and the boots feature an extra pair of orange laces for free, which further promotes the charity

n If you’re interested in bringing V12 Footwear into your store, enter the shortcode www.rdr.link/mar032

“One of the best examples of POS is your own feet! Customers will be far more likely to invest in the boot because you won’t be a salesperson you’ll be a walking, talking advocate for the product.”

CARHARTT GPH BUILDERS MERCHANTS DISPLAY

GpH has recently created a stunning in-store Carhartt workwear display showcasing trousers, safety boots, jackets and mid layers including hoodies and sweatshirts in its Ellon branch in aberdeenshire, Scotland, designed to catch the eye of its customers who are used to being tested by whatever elements the Scottish weather throws at them

Carhartt has recently increased it focus on its UK builders’ merchant partners UK Country Manager Nick poulson said: “We are delighted that GpH has created the in-store point of sale in the Ellon branch it shows off our collection so well We would like to talk with other merchants on stocking Carhartt and bringing our famous brand to their customers like this, with fantastic point of sale which generates excitement and encourages sales ”

FERNOX SUSTAINABLE PACKAGING

Fernox has confirmed its popular water treatment products will now be packed in 265ml and 500ml bottles manufactured from 30% recycled High Density polyethylene (HDpE) The company bills this as an important milestone, building upon its commitment to product innovation and the energy efficiency of heating systems by now also focusing on the environmental impact of product packaging

Sales Director Greg Banham said: “although the Fernox bottles will look and perform like our existing ones, the adoption of 30% recycled content will lower our overall use of virgin plastics However, there is always more to do Sustainability is a work in progress, and we are continuously looking to improve our efforts in supply chain, logistics and overall environmental impact ”

IDEAL BATHROOMS 2023 REWARDS PROGRAMME

The leading bathroom distributor has launched its annual rewards programme with a host of prizes, including top of the range tech and short getaways, up for grabs The firm is offering all its customers the chance to win a prize every time they spend £1,500 with them

in a new twist for this year, the game takes the form of a virtual slot machine and gives winners the chance to choose from a range of prizes Customers can play the game and potentially win a prize from one of six pots, with each pot having up to eight different items to choose from, ranging from £5 e-vouchers to playStation 5s and many other exciting prizes including a regular holiday prize draw

CARL KAMMERLING INTERNATIONAL ‘FUSION’ PROMOTION

CKi has announced the return of its ‘Fusion’ promotion, offering discounts of up to 85% and incentives on more than 200 product lines across its C K Tools, C K Magma, C K Classic, avit and Kasp brands after making an initial sign-up purchase of just £300, deals will be applied to every order, and all orders benefit from free delivery

running to 27th May, Fusion will be supported by a “significant” marketing campaign, with a wide array of pOS available along with a promotional trade brochure

HANSGROHE INSTALLER GUIDE

Designed to help installers inspire and advise their customers, hansgrohe has released its installer range, product and price guide for 2023

From the popular rebris E sleek basin mixers available in different heights, through to the brand new pulsify S showering range for contemporary bathroom spaces, the brochure showcases a range of features, finishes and price points at-a-glance references display product functionality, whilst the latest water-saving features such as EcoSmart and EcoSmart+ are also clearly signposted Physical copies are available to stockists, and it can also be downloaded via www.rdr.link/mar033

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mar034

PJH LUXURY SLATE TRAY

PJH’s Bathrooms to Love Collection has added a new and improved ‘RefleXion’ Slate Grey Shower Tray to its showering category Said to be perfect for contemporary wetrooms and walkin enclosures, the ultra-slim 25mm high rectangular shower tray with a slate grey effect is made from 100% natural stone resin.

Complete with a coordinating steel grate and waste, finished in the same slate grey effect, the tray features a “highly efficient, tested waste flow rate of 33 litres per minute” This 90mm, flush fitting, fast flow waste offers top surface access which the company says “presents an excellent USP to the retailer ”

Handmade in the UK, the slip resistant slateeffect surface finish is available in nine different sizes, ranging from 1000 x 800mm to 1700 x 900mm

MIRA SHOWERS MIRA FORM

Available in both single and dual outlets, the Mira Form is billed as being an “innovative thermostatic shower (that) is not only the most flexible model Mira Showers has ever designed, but it is the only multi-fit concentric mixer on the market.”

The supplier says the new shower allows installers to “effortlessly upgrade” to a dual outlet, whether replacing an existing concentric mixer shower or fitting a new one Moreover, with its set of multi-fit design features such as 110mm-153mm adjustable inlets, telescopic deluge system with 200mm height adjustability, push fit fittings and an over shroud that covers up all previous connections and fixing holes the Mira Form has been designed to be able to replace 95% of all concentric mixer showers on the market

Two statement showerheads are available across the two outlets.

SNICKERS WORKWEAR SUSTAINABLE WORKWEAR

With sustainability now at the forefront, Snickers makes the point that the longer our clothes last, the less environmental impact they have. The company says that this fundamental insight is the foundation of its sustainability initiatives, and how its range of products’ “durability and sustainability go hand in hand ”

The brand says it uses “the highest quality, most hard-wearing products that have as little environmental impact as possible,” with its latest garments made from ‘preferred fibres’ to create hard-wearing workwear with a long product lifecycle the key to reducing waste.

VELUX

2IN1 ROOF WINDOWS

Available in three variants, Velux says that the launch of its new 2in1 roof windows will “further improve its efforts in providing stunning daylight transformations through bigger roof windows that are more affordable and easier to install ”

Providing an efficient way to allow just the right amount of daylight into a room, the design sees two roof windows fitted in a single frame Besides the manually operated 2in1 roof window, a top-hung variant providing an even wider panoramic view is on offer in addition to an electric, solarpowered variant Fully remote-controlled, this version also incorporates a rain sensor which will automatically close any open window when it starts to rain

All 2in1 roof windows are compatible with a wide variety of heat protection products and light regulation blinds

CARHARTT S3 PULL ON SAFETY BOOT

Adhering to ‘S3’ safety standards, Carhartt’s Carter Rugged Flex Waterproof S3 Pull On Safety Boot (F702935) features a lightweight inbuilt fiberglass safety toe in addition to a ‘Storm Defender’ waterproof breathable laminated membrane and Spotex waterproof membrane (WR) to keep the feet dry and comfortable even during heavy rain or snow

The hydro-treated full-grain leather combined with a water-repellent synthetic padded collar and TPU abrasion toe cap are said to ensure that the boots are both sturdy and durable, whilst a mesh lining allows the feet to breathe, reducing moisture and odours for greater comfort

MAKITA 40VMAX BRUSHLESS IMPACT DRIVER

DEVA HENLEY TAPWARE COLLECTION

Deva by Methven has extended its bathroom tapware range with the launch of the Henley collection, which includes a Basin Mixer, Bath Shower Mixer, and Bath Filler. Featuring a sleek, chrome finish with “stylish curves” and a smooth flat surface, the supplier says the new collection offers professionals a choice of luxury, high-quality tapware to suit all modern bathroom styles

To ensure water-saving, the Basin Mixer benefits from a 4l/min flow regulator and is suitable for high pressure systems, whilst the Bath Shower Mixer and Bath Filler are compatible with all plumbing systems For “ultimate peace of mind,” the range is also supplied with a 12-year warranty

Among a number of further additions to its XGT range, the new 40VMax TD003G XGT Brushless Impact Driver is said to be the company’s most powerful cordless impact driver yet with the lightweight tool delivering up to 4,100 Impacts per minute, 210Nm Max Fastening Torque and a no-load speed of 3,700rpm.

With 4-speed settings, theTD003G is also “packed with safety features” including constant speed control for consistent, smooth operation, an anti-restart function to minimise start up shock, overload protection, and an electric break Additionally, it benefits from a trigger lock function, a reverse switch, as well as an LED job light with pre-glow and afterglow functions

NAYLOR CONCRETE ROCKWALL RETAINING WALLS

Naylor Concrete has extended its Rockwall concrete retaining wall range with the additional of four new product heights: 1 metre, 1.5 metres, 2 metres and 2.5 metres. Used to retain earth and bulk materials, Rockwall Lshaped wall sections are also available in the standard heights of 2 55m, 3 2m and 3 8m Sections are available as standard in 1m widths however bespoke widths between 0 5m and 1m are also available upon request

Common applications include ground walling, perimeter boundaries, the creation of flood defences and bund walls The products can also be cast in to new concrete slabs or anchored down to concrete foundations as required

FORGEFIX NEW SPECTRE SCREW SIZES

Two new sizes of screw have been launched by Spectre, the “advanced multi-purpose woodscrew range” from ForgeFix, to help the trade comply with the updated building regulations for roof insulation which were introduced last year. According to the updates, all new-build homes and extensions must have a minimum roof insulation level of 0 18 W/m2K and the insulation material needed to achieve this is now thicker therefore longer screws are needed to provide a more secure grip and penetrate the full depth of the insulation

The Spectre range has now been expanded to include 6 0 x 200mm and 6 0 x 240mm woodscrews and will shortly also include 8.0 x 180, 200, 240 and 280mm versions too.

page 35 www rdr link/mar115

Jo uplas t UK page 59

www rdr link/mar116

Kerridge Commercial Sys tems Ltd bound-in gatefold www.rdr.link/mar117

Knauf UK GmBH

www rdr link/mar118

page 9

Long Rake Spar Co Lt d ............................................page 58

www rdr link/mar119

Marley Ltd

www rdr link/mar120

Marsh Indus tries Ltd

www rdr link/mar121

page 4

pages 52,53

page 26 www.rdr.link/mar122

Merlin Busines s Software Ltd

Owlett-Jat on

page 39 www rdr link/mar123

Saniflo Lt d ....................................................inside front cover www rdr link/mar124

STH Wes tco Ltd

www rdr link/mar125

page 33

pages 10,11 www rdr link/mar126

Tarmac

The QMJ Group Lt d/The Natural Stone Show page 28

www.rdr.link/mar127

TOOLFAIR outside back cover www rdr link/mar128

V12 Fo otw ear Lt d ......................................................page 29

www rdr link/mar129

VIP-Po lymers Ltd page 45 www rdr link/mar130

West Fraser page 13

www rdr link/mar131

R E A D Y F O R T H E R U N - I N

Coming out of the last international break of the season, and the run-in looks to be full of interest and intrigue

Nine teams look to be in a relegation dogfight, with only a handful of points separating the foot of the table with 12th place

A battle for the European positions (in part, dependent on the outcome of this year’s FA Cup) occupies everyone from Villa up, with the likes of Brentford, Fulham and Brighton still in with a mathematically feasible chance of the Champions League places!

The inconsistency of the chasing pack witness a resurgent Man Utd suddenly getting spanked by seven at Anfield, with Liverpool then contriving to lose to basement-dwelling Bournemouth the following week makes it very difficult to predict how the race for Europe will finish, but all logic suggests that the pedigree of the bigger names will prevail during the run-in

That said, I must confess to finding the prospect of European football coming to the Amex, the Brentford Community Stadium or the Cottage especially enticing!

At the very top of the table, it really does look like we’ve got the

O N E S T O WAT C H

April looks set to be a fixture-packed footballing extravaganza, with a number of double game weeks on the horizon Be mindful of a couple of cancellations to fit in the FA Cup semi-finals, but a little bit of forward-planning and making good use of your remaining chips really could see those green arrows popping up

The usual advice is to go for those with something to play for at this stage of the season, but as we outline above, that’s pretty much everyone! Bonus games could be your friend but

archetypal two-horse race as the youthful exuberance of Arteta’s Arsenal has stubbornly refused to step aside for the Many City juggernaut For all of E rli ng H aa la n d’s record-breaking goalscoring exploits, City aren’t quite their usual swaggering selves Arsenal visit the Etihad on 26th April, and that very much looks like being the pivotal moment of the season

I can’t wait!!!

aren’t the be all and end all, however ‘breaking the template’ with one or two less-fancied selections really could be key G a b r i e l J e s u s is now back for Arsenal whilst a fit again R o d r i g o scored very well for Leeds before his injury With games in hand to make up, Brighton offer some very good value at both ends of the pitch and some under the radar gems, for example S o l l y M a r c h is picking up some nice scores despite the greater attention on M i t o m a and M a c A l l i s t e r

With Paul Davies