Professional Builders Merchant December 19

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

DECEMBER 2019

ACQUISITIONS Cairngorm Capital adds Grant & Stone

MONTHLY TRENDS MONITOR TIMBER & JOINERY Market trends

PLUMBING & HEATING The decarbonisation agenda

Plus: News, business essentials, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Winter wonderland

CONTENTS TIMBER & JOINERY 19

ALL TO PLY FOR James Latham outlines the advantages of Garnica Plywood.

22

2020 VISION The challenges facing the sector next year and the importance of supply chain relationships.

24

P R O D U C T S & S E RV I C E S

December 2019, Volume 29 No. 11

26

PLUMBING & HEATING 26

FIT FOR THE FUTURE The BMF outlines the implications of the decarbonisation agenda.

29

LONDON CALLING Reporting back from the launch of Flamco’s latest product lines.

30

THE PACE OF CHANGE Developments in the heating controls sector and sales advice for merchants.

33

35

PRESS GANG Explaining how merchants can sell the benefits of press-fit fittings.

P R O D U C T S & S E RV I C E S

BUSINESS ESSENTIALS 36

INTELLIGENCE GATHERING From health & safety to HR, showcasing the operational issues raised at recent BMF events.

38

OPTIMISING INVENTORY The importance of effective inventory management systems.

40

BUSINESS BULLETIN

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

10

REGULARS 5

VIEWPOINT

8

PEOPLE NEWS

6 13 14 42 44 46 48 50

NEWS

MARKET MONITOR

BMF TRAINING ZONE

PB TOP PRODUCTS OF THE YEAR

16 FLYING THE FLAG How The IPG is taking buying groups to the front line.

COMPETITIONS

PHPI TOP PRODUCTS OF THE YEAR POINT OF SALE

PRODUCTS & SERVICES

ADVERTISEMENT INDEX

www.professionalbuildersmerchant.co.uk

51 EVO-STIK FANTASY FOOTBALL Festive fixtures frenzy.

PBM DECEMBER 2019 3

VIEWPOINT

The beginning of the end?

W

e’re into the final stretch of 2019 and what a year it has been. Politically, a change of Prime Minister in the summer still didn’t ‘Get Brexit Done’, and the country now faces a General Election later this month. This inertia is clearly impacting the economy in general and the construction industry in particular. For example, the latest data from the BMBI (see page 6) outlines that the merchant sector has shown negative growth for a second successive quarter.

It has also been a year in which climate change has roared up the agenda — the words of Greta Thunberg and the actions of Extinction Rebellion have kept the environmental issue firmly in the headlines, whilst impact has been felt in dramatic fashion in recent weeks (once again) with serious flooding affecting great swathes of the country.

To bring the subject especially close to home, Browns Builders Merchants’ site in Chequers Road in Derby, close to the A52, was left devastated by flood water of up to five feet in November. The site had only been open for a year, and served as the merchant’s head office, with a trade counter, warehouse and office space.

Speaking to Derbyshire Live, Marketing Manager Edd Parlato said: “None of the forklifts which were in our warehouse work, and we don't know if the lorries are going to be recoverable. Then you’ve got computers, phones and the cost of repairing the infrastructure, like the carpets and flooring — it is hard to put a number on it, but we’re probably looking at upwards of a quarter of a

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

DECEMBER 2019

ACQUISITIONS Cairngorm Capital adds Grant & Stone

MONTHLY TRENDS MONITOR TIMBER & JOINERY Market trends

PLUMBING & HEATING The decarbonisation agenda

Plus: News, business essentials, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Winter wonderland

“Arguably the two most notable stories of 2019 have been Grafton’s sale of Plumbase to Plumbing & Heating Investments Ltd in addition to further businesses being swept up by Cairngorm Capital Partners’ growing interest in the sector.” million just in stock damages.”

We send all at Browns our best wishes for the clean-up operation.

When factoring in all of the wider implications, it is impossible to argue with the words of BMF CEO John Newcomb who said in relation to the BMBI report: “Our industry is directly affected by political, economic and actual climate, and we have seen adverse conditions in all three for some time. With the final quarter of this year dominated by a general election, I suspect we will have to wait until 2020 to see any evidence of an upturn.”

It has also been a dramatic year for the ‘composition’ of the merchant sector itself.

Whilst many individual businesses have continued to grow and expand, perhaps in defiance of the prevailing orthodoxy outlined by the BMBI, arguably the two most notable stories of 2019 have been Grafton’s sale of Plumbase to Plumbing & Heating Investments Ltd in addition to further businesses being swept up by Cairngorm Capital Partners’ growing interest in the sector — most recently, Grant & Stone has become the latest merchant to move into the fold.

PBM is currently starting to compile its annual ‘Top 20’ merchant listing. Please contact us via pbm@hamerville.co.uk if you believe your business should be included.

■ Over the last few issues, PBM has been implementing a replacement for the traditional paper ‘Readerlink’ enquiry card with a brand new service designed to provide readers with a much faster way of finding out additional information on the topics, articles and new products featured in the magazine.

Much of our editorial content now features a bespoke, shortcode URL — www.rdr.link — followed by a unique five-digit code. Entering the URL into your browser will take you directly to relevant, supplementary information on the item or topic you have been reading about — for example, videos, downloadable reports, technical guides, brochures, ‘bonus’ content on the PBM website and much, much more.

We hope you find this new service useful.

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

www.professionalbuildersmerchant.co.uk

Ian Duff Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Consultant Branch Design Editor Ashley Evans M.A B.A MIMgt

Managing Editor Terry Smith Publisher Bryan Shannon Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £65 post paid

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Average Net Circulation figure for the 11 issues distributed between 1 July 2018 to 30 June 2019 = 9,993 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

PBM DECEMBER 2019 5

NEWS UPDATE Challenging results

NBG PRESENTS SUPPLIER AWARDS AT ANNUAL CONFERENCE

NBG Supplier Awards Figures for Q3 2019 released in the BMF’s Builders Merchants Building Index (BMBI) report show negative growth in sales through UK builders’ merchants for the second successive quarter. In value terms, total merchants’ sales for Q3 2019 were down -0.8% over the same period in 2018, despite one more trading day this year. A comparison of average sales per day (which removes the impact of trading day differences) shows a year on year decline of -2.3% for the period.

Comparing Year to Date performance figures for the first nine months of 2019 against 2018 continues to show value growth, but this has slowed for the second quarter, down from +2.1% in June to +1.1% in September. The core categories of Heavy Building Materials and Timber & Joinery show year to date growth of 1.3% and 0.3% respectively, while Landscaping increased by +4.6% from 2018.

John Newcomb, BMF CEO, said: “The results highlight marked differences between heavy side and lightside product sales in Q3, suggesting buildings in progress are being finished, but with fewer new starts.

“Our industry is directly affected by political, economic and actual climate, and we have seen adverse conditions in all three for some time.

With the final quarter of this year dominated by a general election, I suspect we will have to wait until 2020 to see any evidence of an upturn.”

Drawing together around 600 partners, suppliers and guests, NBG’s 2019 Conference was held in Glasgow from 19-20 November under the theme of ‘Maximise Sales’. The grand finale of the event was the presentation of awards to some of the group’s key suppliers, recognising the achievements of the outstanding individuals, brands and businesses in delivering stellar service to the Group’s merchant partners.

Awards were presented to suppliers from each of NBG’s eight Category Management Teams after votes from partners were counted.

In addition, special Awards were given for the NBG Brand of the Year and, in a new category, Most Innovative Supplier of the Year.

Congratulations also go to Martyn Rees, MD of County Building Supplies and member of NBG’s Executive Board, for a special award to celebrate his 50th anniversary as a builders’ merchant.

Further details on this year’s NBG Conference will be available on the PBM website and in the January edition of the magazine.

n NBG has added to its list of partners once again with Bernard Exton Supplies the latest to join the group. Extons is a specialist in roofing materials, supplying to customers in London and the Home Counties.

Brand of the Year 1st: Quinn Building Products 2nd: Velux 3rd: Merlyn Most Innovative Supplier 1st: Everbuild 2nd: TIMco 3rd: Velux Brick & Block 1st: Quin Building Products 2nd: Forterra 3rd: Ibstock Civils & Landscaping 1st: Digby Trading 2nd: Pavestone 3rd: Artificial Grass.com Decorating & Hardware 1st: TIMco 2nd: Forgefix 3rd: Rodo General Building 1st: Quinn Cement Plumbing, Heating & Showrooms 1st: Merlyn 2nd: Qualitex Supplies (QX Bathroom Products) 3rd: Vado Roofing & Insulation 1st: Knauf Insulation 2nd: Quinn Therm 3rd: British Lead Tools & Workwear 1st: Toolbank 2nd: Haemmerlin 3rd: Dart Timber 1st: Arbor Forest Products 2nd: MDM 3rd: Taylor Maxwell

ISO 14001 for Hexstone Hexstone has been awarded the ISO 14001 Environmental Management System certification for all of its trading divisions: Owlett-Jaton, Stainless Threaded Fasteners (STF), Icon Fasteners and Righton Fasteners.

Reportedly the first wholesaler to obtain the accreditation, the company says that by identifying its environmental impact it has been able to develop actions and procedures aimed at improving performance to create a more efficient business, with less waste and a sustainably responsible supply chain.

6 PBM DECEMBER 2019

Investment at James Burrell Set to be completed in early spring 2020, James Burrell Builders Merchants has invested £120k in a refurbishment of its Bishop Auckland branch which will involve expanded office and trade counter space alongside the improvement of customer facilities. The refurbishment follows an influx of investment for the family-owned merchant, with a £250k renovation of its Blyth branch and £2m spent on its recently opened 10th branch in Rotherham.

Further business improvements have focused on both safety and environmental protection, and have been demonstrated by achieving FORS bronze accreditation,

securing Timber Chain of Custody certification at all 10 branches and most recently passing an Acclaim Accreditation Health and Safety Assessment which specialises in the award of Safety Schemes in Procurement (SSIP) certification.

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

CAIRNGORM CAPITAL ADDS GRANT & STONE

Grant & Stone sold to Cairngorm Cairngorm Capital Partners has announced the acquisition of Grant & Stone, adding another merchant business to its expanding portfolio.

Established in 1987, Grant & Stone has 29 branches across the Thames Valley in addition to its Trading Depot ecommerce subsidiary.

Headquartered in High Wycombe, the NBG partner employs 360 people and in 2019, achieved revenues of £100m.

Cairngorm Capital is acquiring the business from Grant & Stone’s founding shareholders and is backing the incumbent management team, led by Chief Executive, Nick House, Commercial Director Peter Cudd, and Divisional Managing Directors Andy Grant, Mat Miller and Matt Bland.

The private equity firm’s investment was led

by Andrew Steel, Managing Partner and Stuart Whiteford, Investment Director. Andrew commented: “Grant & Stone is an excellent example of the sort of business in which we like to invest. Its employees, technical know-how and customer service are all exceptional. We are delighted to contribute the investment funding and industry expertise to support Nick and his leadership team in the next stage of Grant & Stone’s growth.”

Nick House, Grant & Stone’s Chief Executive said: “We welcome the investment and support from Cairngorm Capital. Our company is at a really

IT Award win for TP exciting point in its development and is ready to capitalise on the numerous growth opportunities available to it. We have ambitious plans to fulfil but also the advantages of exceptional products, first-rate employees and a well-deserved reputation for superior service. I am looking forward to the next phase of our development.”

Bob Grant, one of the merchant’s retiring founders, said: “For over 30 years, our priority has been to provide our customers with the best products and outstanding customer service.

Susan Grant, Richard Stone, Susan Stone and I are proud of all that we have achieved to date but we recognise that the company has the potential to achieve much more. This is the natural point for us to pass the company to new, trusted custodians who can deliver on its future potential.

I am confident that Grant & Stone is in good hands and will go from strength to strength.”

Travis Perkins plc has been awarded top honours at the recent UK IT Industry Awards 2019 in the ‘Best Use of Cloud Services’ category. The award recognises the company’s use of Cloud technology in its Digital Merchant Platform which is said to set the Group up for “faster development of innovative technology products and services that will facilitate engagement with customers and colleagues in new, reliable and easier ways”.

The merchant beat the likes of John Lewis, Rentokil and Network Rail in the category and Patrick Knight, Group CIO, said: “There was a belief that Travis Perkins is a very traditional business, set in its ways, and that this level of innovation was not achievable.

This platform and team has opened up a Pandora's Box as to what we can do that was previously hidden to us, and how quickly we can move forward and create additional value across the business. What they have created really is top-tier in any setting.”

RDT offers Christmas support The Rainy Day Trust is outlining a number of initiatives to support those in the industry in need of extra help at Christmas. Each year, the charity sends out a small hamper or food

voucher to its most vulnerable beneficiaries whilst it is also highlighting the importance of its telephone counselling service and the help it can provide in relation to advice and guidance on debt.

CEO Bryan Clover said: “For the majority of people, Christmas is a time of fun and giving, but for many it is a different picture altogether. We are your charity helping your people (however) the Christmas support

doesn’t come free and we need to generate the funds to support it.

“We’ll be running a ‘12 Days of Christmas Auction’ on our Facebook and Twitter feeds, and we are also asking businesses to sponsor a hamper for £50, or make a donation of stock that we can sell and then raise the money that we need.”

Please visit www.rainydaytrust.org and follow its social media channels for further information.

PEOPLE NEWS

Following a strong period of growth, Ideal Standard Group has appointed Andy Dennis as its new Sales Director in the UK. Andy — who brings with him more than 30 years of industry and commercial management experience, most recently as MD of BMI UK & Ireland — will be central in coordinating sales activity for the organisation’s flagship brands, Ideal Standard, Armitage Shanks, and Sottini.

He said: “The market is changing and we need to make sure we’re changing with it. Going forward, I’ll be strengthening our key account relationships, and working closely with the team to drive further growth throughout the business.”

The IBC Buying Group has strengthened its team with the appointment of two new Divisional Account Managers. Simon Dickinson and Mark Walker have joined IBC with responsibility for the Midlands, Wales, North & Scotland regions, and the South region, respectively.

Both have extensive experience in the building materials sector. Mark has previously worked for companies including Parker Merchanting and Buildbase, while Simon has held Sales Manager roles at Fakro GB, PPG Architectural Coatings and Hunter Plastics.

Divisional Account Manager Ross Travers will now be responsible for the Inner London region.

NMBS has welcomed two new employees to its internal sales team as part of its ongoing growth and development plans. Melinda Pemberton and Sinead Taylor joined in October, taking the number of people in the Buying Society’s internal sales team to three.

This increased capacity means independent merchant members will now have more than one point of contact at NMBS, greatly strengthening the Society’s commitment to its membership. It also enhances the ‘NMBS Buddy System’ which was introduced in June 2019 to give members better engagement and dedicated support from both the internal and external sales teams.

WernerCo UK, the manufacturer and supplier of the Youngman, Boss, Abru and Werner branded ladders and access equipment has announced that Justin White has joined the company as Managing Director for its UK business.

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

John Morris

8 PBM DECEMBER 2019

To meet the growing interest and demand in its renewable product ranges, Grant UK has appointed two Renewable Business Development Managers — David Garcia (Scotland) and John Morris (Wales, the Midlands and Northern England). David joins the company with an extensive background in the merchanting sector, whilst John moves from within the existing Sales Team having worked for Grant UK for over 13 years.

David Garcia

The Pavestone Group has announced a number of changes to its senior ranks.

Firstly, Tom Parker — founder and MD of Parker Building Supplies until its recent sale — moves from a non-executive position over the last year to become Pavestone Group Chairman, replacing Peter Smythe who is retiring after 17 years’ service.

Krystal Williams, meanwhile, has been promoted to the position of Managing Director of the landscaping division of the Group, taking the reins from Group MD, Kevin Fowler. Krystal has extensive experience and a strong reputation acquired from many years of operating within the landscaping and building materials sector.

In addition to the Board changes, Pavestone has also promoted James Crossland from Key Account Manager to National Sales Manager for the landscaping division.

Krystal Williams

www.professionalbuildersmerchant.co.uk

Weaker expectations trim confidence in the market With the Brexit deadline delayed again and an election called for December, the prolonged uncertainty is eroding confidence in the market and affecting merchants. In this latest survey of The Pulse (conducted in October), merchants’ sales expectations and confidence weakened compared to the previous month and the same period last year. But, while merchants appear more cautious for the short-term, they are still positive about the medium to longer-term.

Sales expectations Merchants’ month-on-month sales expectations eased from a strongly positive net +49% of merchants in the September report expecting higher sales, to a net +37% forecasting an increase in October compared with September — see Chart 1. Expectations for October were positive across size of branch, region and type of merchant, although they were strongest in large branches (net +53%), merchants in the South and Scotland (+44%) and among nationals (+53%).

The slide in sales expectations is more striking year-on-year, with merchants’ outlook weakening since May. A net +22% of merchants expected higher sales in October compared with the same month last year. This compares to a net +69% in May and a net +41% in September — see Chart 2.

Mid-sized and large branches are most bullish year-on-year with a net +34% and +27% respectively forecasting growth, compared to a net +10% of small outlets. Merchants in Scotland are most positive (net +50%). This compares with a net +23% in the South, +20% in the North and a net +7% of stockists in the Midlands expecting a stronger October.

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

10 PBM DECEMBER 2019

TRENDS MONITOR

Looking three months ahead, October-December, a net -8% of merchants expect sales to decrease compared with July-September (see Chart 3). Mid-sized merchant branches are the most cautious (net -27%). Regionally, while merchants in the North (-25%) and Midlands (-11%) predict lower sales in the period, those in the South and Scotland, on balance, expect no change.

A new question tracking merchants’ outlook further ahead was added this month. A net +10% of merchants forecast better sales over the next six months (October 2019 to March 2020) compared with the previous six months (April to September 2019). Small outlets (net +28%) and merchants in the Midlands (+26%) had the strongest expectations.

Confidence in the market Merchants’ confidence in the market weakened in October with a net -13% less confident now than in the previous month. Small outlets (net -20%) and merchants in the Midlands (-21%) were particularly affected.

Year-on-year it’s a similar picture, with a net -16% of merchants less confident in October than the same month last year (Chart 4).

Independents (net -24%) and regional merchants (net -21%) are significantly less confident than nationals (net -6%). Those who are LESS confident mention the uncertainty around Brexit and politics particularly.

Merchants who were MORE confident mostly mentioned local conditions. A few even attributed their confidence to the easing of uncertainty around Brexit.

Confidence in their business Merchants’ confidence in their own business has also declined, but it is significantly stronger than their confidence in the market. A net +38% of merchants were more confident in October than in September. Compared with October last year, a net +28% of merchants were more confident (see Chart 4).

■ 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 based on the 6th survey in this series, with interviews conducted by MRA Research in October 2019. Each month a representative sample of 100 merchants is interviewed, balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ The full report can be downloaded free from www.mra-research.co.uk/the-pulse or call Anna Eriksson at MRA Research on 01453 521621.

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 11

MARKET MONITOR in association with

Call to action

With a General Election looming, PBM considers some of the key points being presented by the Federation of Master Builders to the party or parties that form the next Government.

I

n its recently launched ‘Programme for Government’, the Federation of Master Builders has argued that the urgent need to build more homes for everyone should be a key priority for all political parties, with the representative body calling for house building to be made a national infrastructure priority, along with identifying 11 other critical policy areas.

The programme calls for a commitment to the following: Housing • Make house building a national infrastructure priority and build 1.5 million new homes • Free up more public land for housing and break it up into small plots for small builders • Invest in local authority planning departments to speed up the planning process Skills • Promote vocational education and invest in Further Education • Reform the UK Apprenticeship Levy so it works better for small companies • Introduce a fair and balanced postBrexit immigration system Quality • Licence all UK construction companies • Introduce mandatory warranties for building control-approved work • Create a new ‘General Builder’ qualification

N e t Z e ro C a r b o n • Create a National Retrofit Strategy • Invest in upskilling builders to build and upgrade homes fit for the future • Cut VAT on home improvement work to 5% Brian Berry, Chief Executive of the FMB said: “In this Brexit election, the main political parties mustn’t lose sight of the big issues facing the UK such as the current housing crisis. We are still not building enough new homes, and this has led to an affordability crisis and over-crowding.

“This election is an opportunity for all parties to publish ambitious plans to turn this situation around.

Small builders stand ready to help the new Government not only to build more new homes but also make our existing homes more energy efficient.”

Brian concluded: “Small building companies will also be instrumental in helping the future government tackle other major challenges facing the UK, from helping to tackle the climate crisis to helping to building the hospitals and schools of the future. Our Programme for Government gives 12 clear policies for each of the political parties to adopt to support SME builders.

“Politicians must not only give the country the gift of resolving Brexit this Christmas, but also a vision for the future of our built environment.”

Building for the Future FMB Programme for Government 2019 – 2024

fmb.org.uk

■ Ahead of the election, other leading trade groups have also produced ‘manifestos’ which address what they see as key issues facing the construction sector. The Major Contractors Group of the National Federation of Builders, for example, has released a new report entitled ‘Transforming Construction for a Low Carbon Future’ which demands action from the sector and the future government to meet the current 2050 zero carbon target.

Similarly, with implications for traditional construction, a report by the All-Party Parliamentary Group for the Timber Industries (APPG) argues that a significantly expanded use of Modern Methods of Construction (MMC) and the timber industries will be crucial in meeting housebuilding targets and climate change obligations.

For the NFB report, enter the shortcode www.rdr.link/mk001 For the APPG findings, enter the shortcode www.rdr.link/mk002

■ The FMB’s Programme for Government can be viewed by entering the shortcode www.rdr.link/mk003

TRAINING ZONE

Tailored to perfection More and more merchants are recognising the advantages of bespoke in-house training — particularly if they have a number of employees with similar training needs.

W

hile the BMF offers a wide variety of “off the peg” courses, it also works with members who have a particular training need to help them navigate the bespoke route. Having discussed what they are trying to achieve, the BMF will identify an appropriate specialist trainer who then works directly with the merchant to create an exclusive course for their staff.

Having successfully used the BMF’s Selling Skills training courses previously, the BMF was once again Crossling’s first port of call. Its initial discussions with the BMF highlighted that the people attending the course would not relate to a “death by Powerpoint” training approach.

Instead, they needed to be actively engaged in the programme — and the BMF knew that Sue Reed would be the ideal person for the job.

“The interactive presentation style proved particularly popular and I can see delegates using the techniques and problem-solving methods they were taught. We will definitely repeat the course for others and will only tweak it if we need to better fit the roles of the next cohort of delegates.”

One company who found great value in this approach is Crossling Plumbing and Pipeline Merchants. Operating from 14 branches, Crossling is the north of England’s largest independent plumbing and pipeline specialists.

Founded 150 years ago and still privatelyowned, staff development is an important driver to support its growing business.

Earlier this year, Crossling identified a management and leadership training need for two of its managers and quickly recognised that this would be an opportunity to include a wider cohort of recently or soon to be promoted team members within the same programme. The business just had to find a suitable course for 10 delegates, ranging from supervisors to branch managers.

14 PBM DECEMBER 2019

With the trainer identified and connection made, Andrew Bell, Crossling’s Distribution Manager was able to discuss the company’s desired outcomes directly with Sue and select the most applicable elements from a range of options presented. The trainer was also briefed on the company’s culture, with background briefings on each of the delegates and why they would find the course helpful at this stage of their development.

Andrew explained: “Working directly with Sue enabled Crossling to create an exclusive three-day management and leadership programme, which not only provided the best fit for the business but was also pitched at a level that suited all delegates — no mean feat as the group was diverse in terms of job roles and leadership experience.”

Andrew admits that going down the bespoke route required a fair degree of input from the business, but he is committed to helping others develop, just as he was supported at an earlier stage in his career.

Ultimately, he found working with the trainer to design an exclusive Crossling programme and create content that was applicable to all possible delegates highly satisfying.

Although the programme was a significant investment for the business, the company is not viewing it as a one-off, but something that can be run again and again.

“The feedback has been extremely positive,” said Andrew. “The interactive presentation style proved particularly popular and I can see delegates using the techniques and problem-solving methods they were taught. We will definitely repeat the course for others and will only tweak it if we need to better fit the roles of the next cohort of delegates.”

For more information on any aspect of BMF training contact paige.godsell@bmf.org.uk or on 02456 854980, or visit www.bmf.org.uk/training

■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

SPECIAL REPORT: BUYING GROUPS

Flying the flag Having opened three dual-branded ‘flagship’ merchant stores across the country this year (at its members, Newline Plumbing & Heating Supplies in Kingswinford, Gas & Plumb Bits in New Milton and Plumb Inn in Enfield), The IPG is working to evolve the role of the buying group. PBM speaks with Head of Marketing Nike Lovell to find out more.

S

o can you tell us a bit more about The IPG? Founded in 2013 by Robin Beal, The IPG is a leading membership group supporting independent plumbing, heating and bathroom specialists across the UK. The group was formed to enable small independent stores not just to survive, but thrive and compete well against the larger players In six years, the organisation has grown to encompass over 200 merchant member locations nationwide and has an impressive list of brands that it works with. Last year, members celebrated a combined annual turnover in excess of £400 million, a double digit year-on-year growth since June 2017.

Members of the group continue to expand, and the number of new stores, acquisitions and recruitment going ahead across The IPG members is really promising to see.

16 PBM DECEMBER 2019

How does the company set itself apart from other buying groups?

We offer a solution to smaller UK merchant businesses — a way to pool resources and compete with the bigger players — to not only survive but thrive while maintaining the values and operating practices of each individual business.

The IPG positions itself as a membership group, offering its network of members the chance to remain completely independent but benefit from access to knowledgeable and experienced staff alongside improved group purchasing terms from manufacturers and distributors in addition to a range of support services including marketing, website design and hosting, business tools and networking opportunities.

We constantly present new concepts to our

members and vice versa, embracing ideas from our members throughout the year and at our regular Steering Group Meetings — what is right for them is right for us.

By adding ‘online’ to our member services, merchants now having the option to upgrade their web presence with a cost-effective, professional, mobile-friendly website to help increase sales and in-store footfall.

Ultimately, The IPG enables its members to spend more time focusing on what they do best which is providing a good local service.

As a relatively new buying group, how is the organisation planning to continue its growth?

We have expansion plans across all areas of our business, from supplier categories to marketing. We will continue to expand our supplier categories, concentrating on the

quality of our trading partners, whilst looking to attract relevant new members to the group.

Our aim is to ensure that 100% of the plumbing market knows who we are.

Is The IPG moving towards becoming a customer facing brand, rather than the more ‘behind-the-scenes operation’ typical of other buying groups?

Yes, our aim is to raise the profile of The IPG brand and its members’ individual USPs, guiding our audience of plumbers, installers and DIYers into member stores.

Whilst we are well known amongst suppliers and members, we want to grow the awareness of The IPG within the trade community — talking directly to the end user and giving them compelling reasons to visit a member store.

So how are you making this move?

We have an exciting marketing strategy in place for 2020 and beyond, which includes social media engagement, advertising, PR, focus groups, promotional activity, digital enhancements, partnerships and much more…

Alongside the ‘dual branding’ of the new flagship stores, how involved is the IPG with its members’ growth?

The IPG framework offers members access to a truly multidisciplinary team of experts, working hard on their behalf. It leverages the

purchasing power of all its members, negotiating with many leading industry suppliers to ensure they receive competitive process and terms, but also proving them with a ‘back office’ — supporting them with a marketing program focused on growing sales and gaining market share alongside cost-saving services including financial and IT support.

Ultimately, the IPG saves its members time, so they can concentrate on their business.

As a buying group, how are you encouraging merchants to support their local communities?

The IPG has developed several marketing campaigns this year, talking directly to the member’s customers — the plumber, installer and DIYer. Moreover, small businesses often struggle to create a CSR policy with a real impact, but as part of The IPG they now can.

These include fundraising campaigns working alongside its charity partner Missing People (#FINDEVERYCHILD) and — as members are small, family-run businesses — they instantly adopted a passion for Missing People’s mission.

Most recently, members got involved in our ‘Orbit the Moon’ campaign, whereby some of our member stores had a static bike in store over the course of a week and rallied together to cycle 10,921km (the circumference of the moon) collectively to

“Whilst we are well known amongst suppliers and members, we want to grow the awareness of The IPG within the trade community — talking directly to the end user and giving them compelling reasons to visit a member store.” www.professionalbuildersmerchant.co.uk

raise vital funds for the charity.

Some 80,000 children are currently reported missing in the UK and, with over 200 member locations across the country, The IPG uses its geographic reach to make a difference to local communities. ‘The IPG Portal’ is an online platform that our trading partners use daily and through this app, members are alerted to missing children in their local area and are given access to posters that they can download and put up in store.

The Plumbers Knees campaign was another initiative which appealed to member’s customers. The campaign was implemented to shine a light on the growing issue around plumber’s health with IPG research showing 75% of plumbers have issues with their knees and 59% even fearing that they would need to retire early as a consequence.

■ To find out more about The IPG, go to www.rdr.lnk/mk004

PBM DECEMBER 2019 17

TIMBER & JOINERY Garnica Fireshield

All to ply for Whilst standard plywood is used for a variety of tasks, merchants and their customers will be well aware of its limitations. However, in a competitive market where the onus is on merchants to make the most from every sale, James Latham believes it can provide a crucial upselling opportunity through the advantages said to be offered by its Garnica range of plywood panel products. PBM reports.

A

s a timber products distributor with a heritage that stretches back more than 260 years, James Latham says that its ethos is to associate itself with some of the world’s most prestigious brands in panel products, and that’s just what it has achieved in forging a relationship with Spanish plywood specialist, Garnica.

Indeed, there is a certain synergy between the manufacturer and its exclusive UK distributor. Both are fully committed to demonstrating the sustainability of their products, for instance, and not just through PEFC or FSC certification but equally through more innovative ways of addressing environmental issues.

Moreover, both are family run firms, with the 9th generation of Lathams now

Garnica Duraply can be considered for soffits, fascias and a host of other applications where users may have previously been reluctant to use plywood

working at a business which began importing timber into Liverpool from as far back as 1757. The Garnica history is rooted in the produce of its native soil where, established in 1941, it initially made fruit boxes in the Rioja area of Northern Spain. It is a landscape dominated by either grapevines or poplar, and it is from the latter that the company now sources its plywood.

The original Garnica vision was to produce a panel that matches the performance of material sourced from a tropical rainforest, but with considerably enhanced sustainability credentials, and the result is its range of modified plywoods — Duraply, Fireshield and Ultralite.

“Given that it’s imported from Europe rather than some Far Eastern territory, there

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is an inherent reduction in comparable carbon footprint, and it takes just 12 – 15 years to grow,” explains James Latham’s Miles Kember. “However, there is a whole range of additional benefits for builders’ merchants and their customers.”

Duraply, for example, is effectively a marine plywood alternative, with the reassurance of a 15 year warranty. In that time, Lathams assures its customers that it will not experience delamination, mould growth, or swelling. “We’ve actually tested those claims, with pieces laying in boiling hot water day after day,” adds the Garnica product champion, “and, provided it is sealed on the edges and faces — in accordance with the manufacturer’s instructions — it really does offer that level of robustness.”

PBM DECEMBER 2019 19

TIMBER & JOINERY

Garnica Fireshield

There are also said to be inherent benefits in the species of wood itself, as well as in the manufacturing process. Polar is a hardwood yet it is very low density, which makes it at least 25% lighter in weight compared to a tropical variety.

In essence, plywood manufacture involves slicing trees into veneers of around 3mm thickness, which are then glued together. For treated panels, the process has traditionally consisted of dipping them into a tank which has the effect of treating the surface but without permeating deep into the timber.

By contrast, what Garnica supplies is a fully modified plywood where each individual veneer is fully treated prior to lamination. As a result, cut the board in half, or drill holes in it, and the same level of durability is evident throughout the panel — and that’s the secret to that 15 year guarantee.

Continues Miles: “Duraply essentially gives the end user the confidence to use plywood in applications where they might previously have been reluctant to do so, and that can include anything from soffits and fascias, to site hoarding, roofing, or outdoor garden products. As builders begin to understand the product, and its potential, we’re seeing more and more uses emerge, such as exterior signage or shop fronts.”

The Fireshield product is subject to that

same comprehensive level of treatment but with a solution which, as the name suggests, offers an enhanced level of fire retardance — a particular focus in our post-Grenfell age of increased scrutiny on building standards.

Crucially, where the treatment of conventional FR plywood might have an impact on the aesthetics of the panels, Garnica’s Fireshield remains a ‘joinery quality’ product.

The beauty of the production process for a distributor like James Latham is the enhanced level of certification and performance declaration it affords. If a product is treated by a third party after it leaves the factory, for example, then it will

■ ‘You think you know James Latham?’ is the theme of the timber distributor’s latest campaign, and the company will be highlighting its track record over more than 260 years to tackle perceptions and address the findings of recent research which has shown that many customers don’t fully understand the broad range of products and services the business offers.

First importing timber into Liverpool in 1757, the firm is believed to be the first UK importer to set up a panels business in the early 1900s. Now, its 11 branches throughout the UK & Ireland provide national deliveries of one of the broadest and most diverse product portfolios in the country, encompassing hardwoods, softwoods, modified woods with external warranties of up to 50 years, specialist sheets and boards. It also offers MDF in 13 different colours and even supplies laminates, veneers and door blanks with fire ratings of up to 90 minutes.

With agreements with numerous buying groups, other independents and national groups alike, for merchants looking to supply the lines their customers want, there is no requirement to buy full lorry loads but to “just let your local depot know what you need.”

20 PBM DECEMBER 2019

require additional testing to ensure it meets a certain level of fire resistance but with Fireshield, this is eliminated entirely.

The third product in the family, Ultralite, takes the low density properties of poplar a stage further. It consists of two sheets of plywood on the outside with a layer of XPS insulation in the middle. The result is a panel which is just 250kg per cubic metre — where MDF might be more than 600kg — whilst maintaining the strength and durability of Fireshield and Duraply.

Miles says: “This is a relatively new addition to the range and we’re expecting real interest across partitioning, door manufacture, and shop fitting. Because it is so light and easy to carry, timber merchants with loft conversion customers are enthusiastic about its potential.”

The story of Garnica’s plywood is even more exceptional in that every individual tree in what are now considerable plantations can be traced back to six original clones, and it is that theme of traceability which reverberates through its supply chain.

“As a company we pride ourselves on an ethical approach,” concludes Miles, “and there are certain plywood sources we are wary of, and will not import from — hence how highly we regard our relationship with a supplier we can trust like Garnica, which guarantees its product as fit for purpose.”

■ For further information on the Garnica range of plywoods from James Latham, visit www.rdr.link/mk005

www.professionalbuildersmerchant.co.uk

TIMBER & JOINERY The scale of Arbor’s HQ offers merchants security of supply

Jason Ostler, Managing Director of Arbor Forest Products

2020 vision PBM speaks to Arbor Forest Products about the challenges facing the construction industry over the coming 12 months and the need to invest in strong customer relationships across the full supply chain.

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he timber industry enjoyed a positive start to 2019, with the private residential sector remaining a key driver for the timber industry — the repair and renewal of existing homes bolstered demand for timber products as people sought to upgrade their home rather than moving, and with private developers also driving demand.

Within timber products, a move away from employing traditional carpenters means that builders prefer to work with MDF products such as skirting and architraves, rather than using timber equivalents.

These trends mean than in 2019, companies like Arbor Forest Products have benefited more generally from the market conditions with Arbor in particular noting strong sales in both its MDF lines and also with its Trex composite decking.

However, with the construction sector

22 PBM DECEMBER 2019

now experiencing a general slow-down, the firm’s Managing Director Jason Ostler believes that the first half of 2020 could see a drop in sales across the timber industry as a whole — regardless of the political situation.

Commenting on the market, Jason said: “There has been so much uncertainty in recent months, which has caused delays in overall construction and has led to a heightened degree of caution with projects of all sizes, and I predict that the timber industry could be facing a more difficult start to the year. For merchants, there is also more competition from online providers, and this trend will continue to be a challenge that traditional merchants must find a way to overcome.

“Last year, we were fortunate to see a growth in sales led by our MDF products range, which has grown year on year for the past decade, with our twice sanded and twice

primed MDF products becoming market leaders. Trex composite decking also remains one of the leading brands within the decking sector, partly thanks to an expansion of the portfolio earlier this year with the addition of two new product ranges alongside the signature Trex Transcend.

“However, with conditions expected to be tougher in early 2020, we know we have to take action in order to maintain our success — and merchants will also need to ensure that they are adding value in order to cope with the more difficult market. At

The Trex composite decking range

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Arbor Forest Products’ MDF plant

Arbor Forest Products, the way we have always sought to add value is by offering excellent customer service and this is what will make a difference for merchants too.”

Jason says that the company has “long prioritised good customer service as a core principle of its business” and it is this ethos that has allowed the business to maintain its niche as a specialist supplier to independent builders’ merchants.

Rather than a “one-sided relationship where cost is king” the company states it prefers to form partnerships with merchants, adding value by offering dedicated support including training and flexible delivery options thanks to its ‘warehouse on wheels’ concept.

And although the firm hints that 2020 will mark one of the largest investment years in its history, it argues that the relationship between supplier, merchant and tradesperson is still the most pivotal part of the business.

Guy Best, Arbor Forest Products’ National Key Account Manager, agrees that this approach is the secret to the company’s success: “Our growth is definitely down to working as a partnership with our customer base, particularly in areas such as range reviews and training.

“It’s an area we will continue to invest in: the feedback from all those customers who completed our training programmes in the past year is that it directly impacted their growth as well, which shows that more knowledgeable merchant staff are able to upsell and encourage repeat custom.”

Jason added: “As a supplier, we aim to offer a high level of customer service to our merchant customers and we try to encourage them to pass this along to their customers too. For example, we are working on a new digital offering which will make it easier for merchants to download assets like high-quality product images, which we know is very important to merchants as they grow their online presence.

“Merchants who utilise these tools to make their customers’ lives easier will be the ones who earn repeat business even in challenging times. I believe that the merchants who will ultimately thrive, even through tougher market conditions, are those that put their customers first and look to add value for them.”

■ For more information on Arbor Forest Products, enter the shortcode www.rdr.link/mk006

TIMBER & JOINERY NORBORD STERLINGOSB ZERO

HILTON BANKS HB42 ULTIMATE WOOD FILLER Hilton Banks has reformulated its HB42 Ultimate Wood Filler into an ultra-smooth two-part, styrene-free wood filler that claims to provide a tough, long-lasting repair on all woods inside and out. Once dry, the filler can be drilled, carved, sanded or planed. It is paintable and stainable and can repair wood damaged by wet.

The product can also be used on grain filling and repairs to shakes, cracks, splits and knot holes. The filler is available in three new sizes too: 275g, 550g, and 1kg White and Natural finishes.

www.rdr.link/mk007

Wanting to create a statement that would showcase its 250 years’ heritage, Bradfords Building Supplies’ new Sherborne branch has designed its interiors to produce a stripped-back ‘concept store’ which features SterlingOSB Zero. Customers can see the panelling — which boasts inherent strength and works as a practical canvas for further signage — across the trade counter, panel walls, corner boxings and signage throughout the store.

Donal Ryan, Head of Operational Improvement at Bradfords, said: “We’ve used one of our best-selling core products throughout the store and it adds a modern touch. The material is great to work with and we are looking at working with Norbord’s products again in what will be our 43rd branch in Helston, Cornwall.”

www.rdr.link/mk008

RONSEAL TRADE DECKING PROTECTOR Said to offer protection against splitting and swelling, Decking Protector from Ronseal Trade is described as a perfect addition to any merchant landscaping display, helping customers get ready for winter and protect decking against the elements.

The protector comes in a natural colour to suit a range of decking projects. It has also been designed to provide an eye-catching merchandising opportunity, backed with POS and literature as well as marketing campaigns and competitions to stimulate and create demand.

www.rdr.link/mk009

UNION INTUMESCENT KIT RANGE Ensuring the integrity of a fire doorset is not compromised by morticed ironmongery, Union has announced the launch of a new intumescent kit range. These new kits will be available for some of the brand’s most popular CE marked locks, hinges and latches.

Available to all stockists and merchants, the kits provide intumescent sheets made from an ultra-thin and flexible graphite material, which is said to allow for high levels of expansion and insulation, preventing heat transfer on ironmongery rebated into timber fire doorsets.

JB KIND DOORS WHITE CLASSIC DOORS

www.rdr.link/mk010

www.rdr.link/mk011

The White Classic collection from JB Kind Doors is said to be inspired by Regency style with the designs featuring a classic panelled look with flush mouldings on each door. According to the company, the doors are constructed with a solid core and supplied white primed, ready to be painted.

PLUMBING & HEATING

Fit for the future With the UK facing a significant challenge to meet its climate obligation targets, dramatic measures are being considered to reduce household carbon emissions. Brett Amphlett, BMF Policy & Public Affairs’ Manager, discusses the subject of ‘de-carbonising home heating’ and explains the proposed changes to the Building Regulations and the likely implications for BMF members.

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n February 2019, the Committee on Climate Change published a report that concluded the United Kingdom cannot meet its climate obligations without major improvements in housing. The “UK Housing: Fit for the Future” report was stark in its lookout — namely that without deep, far-reaching efforts to decarbonise both new and existing homes, the country will not meet its legally-binding targets to reduce greenhouse gas emissions.

The CCC found that reductions in household emissions have stalled while energy use has increased. This report was unflinching in its criticism: cost-effective action to adapt and improve housing has not been done at anywhere near the level required. This is largely due to poorly-designed policies that failed, or were under-resourced, or both.

Stop-start government initiatives like the Zero Carbon Homes Standard and the Green Deal simply failed to drive either the scale or the rate of home improvements required. So what’s next in the de-carbonisation of home heating?

Future Homes Standard The Ministry of Housing, Communities & Local Government began a consultation in October 2019 on a Future Homes Standard to improve energy efficiency and decarbonise heating in England. The main idea was that ministers propose to end fossil fuel heating in new homes by 2025.

26 PBM DECEMBER 2019

The 97-page document is the first part of a two-part consultation process. This consultation seeks views on reducing emissions from new homes built after 2025 by changing Part L (Fuel & Power) and Part F (Ventilation) of the Building Regulations.

The ambition is to end gas boiler connections in 6 years’ time in favour of heat pumps, heat networks and direct electric heating.

The Part L proposals are the most significant with two options put forward, as compared to the current 2013 Building Regs: ●

●

Option 1: a 20% reduction in CO2 emissions via higher fabric standards for new homes that typically have triple glazing, gas-fired boiler and waste-water heat recovery — adding approx. £2,500 to build costs.

Option 2: a 31% reduction via high (not higher) fabric standards and low-carbon heating in new homes that typically have double (not triple) glazing, gas-fired boiler, waste-water heat recovery and renewables like solar PV — adding approx. £4,850 to build costs.

The Part F proposals on ventilation relate to airtightness and improving the ‘as-built’ performance. The MHCLG recognises this package (if implemented) will add to the cost of building much-needed new homes. In return, ministers will remove the ability of

local authorities to set more stringent local energy-efficient standards that go beyond the Building Regs.

The consultation closes on 10 January 2020 and can be accessed at the www.gov.uk website via the shortcode www.rdr.link/mk012 These proposals are a significant step-change in regulation and compliance because the priority becomes primary energy use, not carbon emissions. Whilst the spotlight is on de-carbonisation of heating, the electrification of heating merits a closer look because it is proving to be less problematic than first thought.

The worry is that moving from fossil fuels to electricity will put capacity within the grid under strain as demand for electricity in heating and transport increases. But heat pumps are capable of generating more heat than the electricity needed to run them. As the output performance of heat pumps improves over time, efficiency gains ought to help ease any strain on the grid.

When ministers have considered the responses, the second Future Homes Standard consultation is expected to invite views on: ● ●

●

overheating in new homes energy efficiency standards for existing homes energy efficiency standards for new and existing non-residential buildings.

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The Government’s preference in the first consultation is Option 2. Ministers believe it offers more carbon savings and lower energy bills — although it imposes higher new build costs. If home heating policy after 2020 does focus on heat pumps, it means larger radiators and heat emitters to compensate for lower temperatures.

This opens up opportunities for merchants as the market evolves — for example, demand for thermostatic radiator valves in every room to limit overheating.

Next steps BMF plumbing & heating members know around 1.5 million gas boilers are replaced each year. The prize to de-carbonise heating depends on consumers being given impartial advice and costed options to make carbon-friendly choices. Clear policy proposals with a sense of direction and urgency from government are critical to enable BMF members to innovate and invest in the materials & products that will be needed.

Last month, I saw two reports that attempted to put a price on de-carbonising

home heating. Policy Connect (a think-tank) said it could cost households up to £1,300 to replace conventional boilers with hydrogen boilers. Capital Economics (a research consultancy) calculated that nearly 23 million homes will require a heat pump — at a run-rate of 1,770 per day — and estimated the cost at £192 billion overall.

Whoever is elected as the next Government on 12 December 2019 faces a huge challenge to convert the wishes of voters into long-term action. Watch this space.

■ For more information on the BMF’s lobbying activity, visit www.bmf.org.uk and click the Policy & Public Affairs tab.

PLUMBING & HEATING

London calling Flamco recently hosted a trade press event at The Shard to outline a number of new product launches and to explain more about the company’s drive towards greater sustainability.

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ore than five years of development has contributed to Flamco’s newest line of products including the XStream — described as a new approach to air and dirt separation; the Side-Clean, an all-in-one side stream filter, and a new portfolio of expansion vessels — the Flexcon Premium range. The merchant sector is key for all of the newly-launched products, and full point of sale and merchandising support is offered to support stockists.

XStream The Flamco XStream is claimed to see up to 15% less energy consumption by the heating system, whilst new features include automatic venting with less wear and tear to the system and a lower chance of a breakdown. The introduction of an ECO/MAX mode allows the new unit to operate at maximum power to remove dirt and air from the system primarily during system start up, or whilst the system is being commissioned, before turning the system down to ECO to ensure constant activity but with a low resistance and pressure drop, which means the pump has to work less hard in the installation.

The line-up is available in three different models — the XStream Vent air separator, XStream Clean dirt separator or XStream Vent-Clean, which provides both air and dirt separation in one unit. The entire range is equipped with a 360° rotating connection

which makes it possible to install in horizontal, vertical or diagonal lines so there’s no need to take into account the flow direction of the installation.

The XStream is supplied with an integral insulation jacket which is designed to ensure heat losses are kept to a minimum. It also comes with an integrated service indicator which shows when the filter was last flushed.

With the XStream Vent, the service indicator shows when the system was last vented in the MAX mode. This air and dirt separation system comes with a 15 year warranty, highlighting the company’s confidence in the new unit.

SideFlow Clean Designed to prevent the build-up of dirt, the SideFlow Clean filter is suitable for installations in the commercial, industrial and utilities sectors, has a maximum working pressure of 16 bar, can accommodate system capacities of up to 120,000 litres and system power outputs of up to 10 megawatts and can also be fitted to existing installations.

The screw-on top lets the installer easily

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remove both the magnet holder and the bag filter for cleaning or replacement. It is also possible, for example, to mix in glycol or to add cleaning or protection agents. The unit also boasts a 5-year warranty.

Flexcon Premium The Flexcon Premium range features a new plastic membrane which is said to make the product much more sustainable, while maintaining a high quality. Offered with a 15-year guarantee, further sustainability considerations include the replacement of polystyrene packaging with cardboard.

Reflecting its commitment to the merchant sector, Flamco joined the BMF earlier this year. Sales Director John Lynch commented at the time: “As we grow and diversify in the UK and Ireland heating and plumbing sector, it makes huge sense for us to become members of relevant trade and industry bodies. We are becoming an established business in the sector now and we sell our products through national and regional builders and plumbers’ merchants and buying groups, most of whom are members of the BMF. We’re looking forward to a long and happy relationship with the BMF in the months and years ahead.”

■ For more information on Flamco’s new ranges, enter the shortcode www.rdr.link/mk013

PBM DECEMBER 2019 29

PLUMBING & HEATING

Plumbing and heating merchants play a key role in advising installers on the right products for the job, especially in the area of controls where technology is changing so rapidly. Martin Wilson, Sales Director at Resideo, outlines the latest developments that merchants need to know.

The pace of change T

he demand for smart technology in the home shows no sign of slowing, with recent surveys showing that 45% of UK adults say they intend to make their homes smarter in the near future.

Many installers will turn to merchants for advice on this evolving world, so it’s important for them to get clued up so they can provide guidance to their customers.

Here are three technologies that are having an impact on what installers are fitting on a daily basis: 1. Load compensation Many homeowners still use simple on/off timers in their home, which work by switching the boiler on and off at timed intervals or via manual intervention. However, modern programmable thermostats now feature load compensating technology, such as time proportional and integral (TPI), which makes them much more energy efficient.

TPI works by closely monitoring room temperature in comparison with the desired set point. When this is within a range of 1.5° Celsius, the software performs a series of calculations to determine how long the boiler needs to be fired to reach and maintain the set temperature. This means that the boiler is fired just long enough to achieve the set temperature and no longer, thus increasing energy efficiency.

In fact, research from BEAMA indicates that the addition of a TPI room thermostat

30 PBM DECEMBER 2019

with thermostatic radiator valves (TRVs) can cut costs by around 53% compared to a standard set of controls.

A good time for installers to have this conversation with their own customers is when they’re servicing the boiler — they can offer to have a look at the homeowner’s controls and decide whether they could benefit from more efficient models. When replacing the boiler entirely, there are more options available.

One example is OpenTherm, which is a method of communication between compatible boilers and thermostats. It allows the amount of heat provided by the boiler to be altered to match the varying demand signal, by reducing the flow temperature to a minimum level as it leaves the boiler. This modulation improves boiler efficiency by running at lower flow temperatures for longer periods of time.

If the installer is fitting an OpenThermenabled boiler anyway, installing a compatible thermostat will ensure the homeowner gets the most of the technology.

Multiple zones can be achieved by installing separate, motorised zone valves in what is known as S Plan +, but this is often costly and disruptive to the homeowner as it involves taking up floorboards and making pipework adjustments.

To make life easier for the installer, wireless controls that zone without motorised zone valves such as the evohome multi-zoning system are available. evohome provides up to 12 heating zones along with hot water control; utilising a mixture of radiator controllers, digital thermostats and underfloor heating controllers to achieve the desired zoning configuration.

3. Smart home assistants Rather than using a number of different apps, people are increasingly using a central ‘hub’, such as an Amazon Echo or Google Home to control their smart technology.

These hubs have in-built, voice-activated assistants that listen for commands and act upon them accordingly.

2. Multi-zoning Part L1A of the Building Regulations stipulates that properties with a floor area of more than 150m2 must have two or more heating zones, but zoning is becoming more popular even in smaller properties due to the high level of temperature control and energy efficiency benefits.

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For instance, a user can call upon their digital assistant to change their temperature, fix a date in their diary, or even add items to a shopping list with just a few simple requests. Resideo’s Honeywell Home T6, evohome and Y87RF work with the most popular smart hubs to allow homeowners to control their heating at

their convenience. An example command for one of these devices could be: “If the current weather condition changes to snow, set temperature to 26°C”.

Resideo offers a Controls Applications training course which gives in-depth training on all of the aforementioned technologies. Whilst it is aimed at installers,

it would also be useful for merchant staff who want to learn more about advanced controls technology. Alternatively, Resideo also provides bespoke training sessions that can be delivered in-branch for merchants who have specific needs or aren’t able to attend an offsite session.

For merchants who are short on time, online training via Youlearn is a useful alternative to face-to-face sessions. Users can log on and train whenever they like, with the freedom to select the topics that are relevant to them, which are all broken down into easily digestible chunks.

Whichever the preferred method, training makes it easier for merchants to answer any questions their customers may have regarding the ever-expanding smart market.

■ For more information on Resideo’s range of products and support services for merchants, enter the shortcode www.rdr.link/mk014

PLUMBING & HEATING

Press gang For a manufacturer seeking to promote innovations such as press-fit fittings to the market, having merchants ‘on board’ is essential as their influence can open the door to large numbers of customers. Dan Wild, Conex Bänninger’s Business Unit Director for the UK and Ireland, explains why the relationship between stockist and supplier is so important.

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his is a significant year for Conex Bänninger as we celebrate ‘110 years of innovation’ since the company was founded in 1909. Over that time materials and technologies have changed and many new products have been brought to market.

One of the biggest innovations has been press-fit fittings, which provide a quick, safe and reliable flame-free alternative to brazing products. We introduced our >B< Press range in 1999, although development work actually began in the 1980s. Two years ago the press revolution was

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extended to the air conditioning and refrigeration sector with the introduction of >B< MaxiPro. While the large numbers of installers who have made the change from brazing to press fittings are now converts, there are some who still need to be convinced. And accordingly, we are acutely aware that to reach the wider market it is the merchants who often hold the key.

This recognises the important role merchants have to play in helping maintain existing relationships, however they are never more important than when it comes to introducing new products to the market.

Yes, we have a team of Regional Technical Sales Managers (RTSMs) who are tasked with getting across the message that press-fit fittings are safer, that we have removed the fire risk and hot works permits are no longer

PBM DECEMBER 2019 33

PLUMBING & HEATING

trained and dedicated stockists at a national level, underpinned by strategic regional partners. We also support the independent marketplace as a member of the National Merchant Buying Society (NMBS).

needed. Backing that up, we can point to numerous projects where the speed and reliability of press has helped contractors increase productivity and complete projects within planned timeframes.

However, it is the merchants who are face-to-face over the counter with the enduser. We need to support them not only by supplying product but also providing them with value-adding services that will enhance their offer to their customers.

In partnership The supplier-stockist relationship starts with providing products that the merchant’s customer needs, but it doesn’t stop there. For a close and lasting partnership this has to be backed up with top class service, which leads to trust.

Part of the service is ensuring the merchant has a full understanding of the product, so they can explain the benefits to their customers and answer any questions.

This helps raise their profile as ‘go to’ experts, and builds opportunities for sales.

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We hold training and product demonstration days throughout the year, to which contractors are also invited.

Further technical back-up is provided by the RTSMs, who regularly hold presentation meetings at merchant branches, and we also offer contractors on-site training. We attend the leading industry exhibitions, which our merchants are also present at, providing another opportunity for further interaction.

Additional support for merchants is also available from our marketing department, including point of sale material, technical brochures and sales flyers. Furthermore, we use social, online and traditional print media to engage with installers and contractors who are the stockists’ customers, highlighting their good work and the products they use. This builds installer confidence and also drives footfall into merchant branches.

Conex Bänninger products are available through a number of merchant channels. We prefer to work with a small number of highly

Extensive stocks We work closely with our merchants to look at historical sales data and future trends to ensure we get the stock profiles right, with a focus on stock turns and excellent delivery performance.

Reliability of supply is, of course, a key issue for merchants as they need to be confident the right products are available when they need them and in the numbers they require. We hold extensive stocks at our warehouse in Pensnett in the West Midlands, backed up by our huge warehouse and distribution centre in Sady, near Poznan, Poland.

The company provides an extensive range of fittings manufactured in Europe, at both our highly automated production centres in Cordoba and in Poznan. At Cordoba alone, we produce more than 200 million fittings a year. All are produced to the highest accreditations, meeting or exceeding the standards according to the country they are marketed in.

Since its inception, Conex Bänninger has produced more than 22 billion fittings in total, sold here in the UK and in markets across the globe. It is a heritage of innovation we are proud of and one that we are committed to for years to come.

■ For more information on Conex Bänninger’s complete range of fittings and valve solutions, visit www.conexbanninger.com

www.professionalbuildersmerchant.co.uk

PLUMBING & HEATING

MARLEY PLUMBING & DRAINAGE REGENCY SYSTEM

CONDENSATE PRO INSTALLATION KIT To prevent condensate pipes freezing in low temperatures, Condensate Pro has launched a new installation kit.

Featuring specially coated lagging and ready-to-fit connection and termination kits, the company claims that it is set to “transform how condensate pipes are insulated”.

The firm says the kit is easy to stock, pack and deliver and fits any installation (grate, rainwater soil pipe and soakaway), with specially designed UV/water resistant lagging and seal and bond adhesive. All products fit on to 32mm or 21.5mm overflow pipes.

www.rdr.link/mk015

Designed to replace Marley Plumbing & Drainage’s Classic rainwater system, the Regency profile has been launched. Available in four colour options including anthracite grey, the system is said to be particularly suited to modern houses and conservatories. According to the company, this suitability extends to the unique coordinating downpipe, as well as a 68mm circular downpipe, which is also compatible.

The profile is designed to withstand up-to four times the exposure of standard PVC-U rainwater gutter and downpipes systems and features pivot clippings which make it easier to fit. In addition, multi-position unifit outlets allow it “to be fixed anywhere” including angles.

www.rdr.link/mk016

SANIFLO SANICUBIC 1 VX A new model has been added to the Sanicubic lifting station range from Saniflo.

The Sanicubic 1 VX features a vortex waste discharge system that can pump away without the need to macerate first and reduces the risk of clogging.

IP68 certified, the unit features a single motor and has a flow rate of 40m³/hour making it suitable for light commercial applications or a large single dwelling. With its 60l capacity tank, the new model has a maximum lift height of 13m and can remove wastewater from multiple locations including WC, bathroom, kitchen or laundry.

www.rdr.link/mk017

STIEBEL ELTRON SHF & SHS RANGES Stiebel Eltron has launched its SHF and SHS range of high-heat retention storage heaters to the UK market. The new range reportedly offers a high heating output and requires minimum space for installation, making it appropriate for compact homes.

The range includes an integral temperature controller, so residents can customise when the unit is activated using a weekly timer. This capability is supplemented by smart technology that detects when a window has been opened and deactivates the unit accordingly to save energy.

www.rdr.link/mk018

PLASSON SLIDE N SEAL UNIVERSAL SLIP COUPLER

WORCESTER BOSCH GREENSTAR BRASS SYSTEM FILTER The newest addition to the Greenstar System Filter range has been launched

by Worcester Bosch — the Greenstar Brass System Filter. It is said to offer the same features as the current range and comes in 22mm size.

The system filter offers bi-directional flow, and has a one-way valve for ease of adding system chemicals and has a drainage point at the bottle for ease of access during servicing, as well as an isolation valve indicator to visually assist when isolating the filter.

www.rdr.link/mk020

Claiming to be the ideal solution for connecting or repairing multiple pipe types with just the one fitting, Plasson has launched the Slide N Seal Universal Slip Coupler. The company is offering a 19-22mm version to provide a simple and reliable on-site solution.

Suitable for a wide variety of applications with almost any pipe material, it also uses a zero force pipe insertion design allowing the coupler to be easily moved back and forth along the pipe.

According to the company, the fittings are designed to last for fifty years with the added assurance that the seal compression increases as pressure increases. The fitting can be reused on all cold water applications up to 45º.

www.rdr.link/mk019

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 35

BUSINESS ESSENTIALS

Intelligence gathering PBM considers a number of the business essentials shared by experts in their fields at a pair of recent BMF events.

T

he breadth of knowledge required of those working in the builders’ merchants sector is considerable.

With a high level of product understanding as a baseline, those with operational responsibilities must also be fully appraised on a variety of topics, from health & safety and loss prevention to staffing and HR issues, along with branch security and running a variety of vehicles.

Working with a number of specialist consultancy firms, the BMF continues to develop its ‘Membership Plus Services’, allowing merchants access to firms engaged in fields such as employment law, cyber security, credit insurance and transport.

Members can download a wide selection of business guides, whilst many of these specialists also offer advice by speaking at a number of the Federation’s events throughout the year.

More than 60 BMF events are now held each year, across both a broad range of categories and designed to meet the specific job-role needs of those attending. For example, the BMF runs two bespoke ‘Forums’ for branch managers each year — one in spring and a second in the autumn.

The content is tailored specifically to address key areas for those running branches, and topics typically include leadership and management, traditional and digital marketing, increasing sales margins, diversity and equality in employment, environmental efficiency, health and safety, as well as product masterclasses from key suppliers.

The last event took place on October 31 November 1 at the BMF’s head office in Coventry, whilst dates for the first Branch Managers Forum for the New Year have recently been confirmed as 24-25 March.

Regional Meetings attended by principals and senior staff from BMF members are another key platform. The recent London / South East event, for instance, attracted a record 108 delegates to Tottenham Hotspur’s newly-reconstructed White Hart Lane ground (see picture) to take in a packed agenda covering recruitment, employment law, apprenticeships, mental health awareness and an update on the BMF itself.

Referencing the most recent Branch Managers Forum and the London / South East regional meeting, PBM offers a snapshot of the key business topics up for discussion:

HEALTH & SAFETY SOUTHALLS The health & safety specialist provides the BMF’s Safety Plus service and addressed delegates at both the London / SE meeting and the Branch Managers Forum. The importance of implementing and maintaining effective procedures was central to both presentations, with Southalls’ Andy Hall at the latter event outlining the legal, moral and financial obligations affecting merchants in terms of ensuring good health & safety practices in yard areas relating to vehicles and FLTs. Andy acknowledged that, with managers facing particular pressures on maintaining sales and margins, merchants ‘can find health & safety a bit of a hassle’, so his well-pitched discussion outlined practical measures that can be deployed to not only keep people safe but also protect businesses and individuals from falling foul of enforcement action.

Training and in-branch communication are two key areas to ensure standards are maintained, whilst ensuring that the relevant checks are regularly carried out and documentation is kept up-to-date are essential — both to prevent accidents from happening and minimising liability in the event of an incident. www.rdr.lnk/mk049

TT TRAINING ACADEMY With the importance of mental health support growing as an issue within the sector, the BMF has recently assigned TT Training Academy to deliver two, one-day courses — First Aid Mental Health Training, and a Mental Health Awareness and Wellbeing day — to ensure that merchants can take a proactive approach to their mental health provision.

Having spoken at the London / SE event, TT’s Managing Director Suzanne Skeete said: “We are thrilled to be working with the BMF and its members to provide professional mental health training and support. We are passionate about organisations getting proactive to increase their mental health awareness and put the necessary support in place to ensure that those struggling get all the help that they need.” www.rdr.lnk/mk050

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EMPLOYMENT LAW HALBORNS Representatives from Halborns, the law firm partner for the BMF’s ‘Intelligent Employment Plus’ service, was another to address the latest Branch Managers Forum and the London / SE regional meeting. Delegates were informed that the number of tribunal claims across all industries has increased over the last year and the “climate for litigation is at a high”.

Further topics covered included the potential for harassment claims to be instigated as a consequence of ‘workplace banter’ and of disciplinary problems occurring as a result of both (prolonged) sickness absence or (poorly-defined) performance expectations. Once again, the argument was presented that it is essential to have the correct training and documentation in place.

Taking up the point, London / SE Regional Chairman, Lawson’s MD Paul Sexton cautioned that it was important to get these processes right as once you are taken to a tribunal, even if you win, “you have basically already lost due to the associated costs.” www.rdr.lnk/mk051

STOCK SHRINKAGE ‘THE SHRINK ACADEMY’ A session at the Branch Managers Forum from Travis Perkins’ Paul Winstanley discussed loss reduction and stated that 66% of all losses are process-related, rather than the consequence of theft or fraud. By addressing this, losses will be quickly reduced and margins will instantly improve.

Simple fixes such as ensuring more accurate stock counting procedures, limiting excessive damages (by fixing handling and stockholding issues) and just checking that alarms, sensors and CCTV systems are switched on and operating correctly can make a huge difference, all through better oversight, training and working practices. Once these are addressed, Paul argued, issues such as theft — from both customers and employees — and fraud become easier to identify and then tackle. www.rdr.lnk/mk052

RECRUITMENT BUILDING HEROES At the London / SE meeting, delegates were informed of a new approach to solving the merchant sector’s recruitment challenge — taking on former services personnel. Lynda Vowles, Chief Operating Officer of the charity Building Heroes, explained that there are approximately 120,000 military veterans of working age in Britain today and that her organisation helps to provides skills training to support them into employment.

Having been established in 2013 with a focus on the construction sector and the building trades, the charity is now widening its remit to explore employment opportunities for veterans within the merchant sector. Lynda said that Building Heroes “aims to tackle unemployment amongst those who have kept us safe by offering them a seamless transition to a new career” whilst Paul Sexton, endorsed the idea by adding: “The merchant sector is facing a massive recruitment challenge and these guys are skilled, trained and disciplined in their working life.” www.rdr.lnk/mk053

Walking into the foyer at the new Tottenham Hotspur stadium for the BMF event, delegates were greeted by a giant screen featuring their own company logos.

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 3

BUSINESS ESSENTIALS

Optimising inventory Peter Drakeley, Head of Customer Success at EazyStock, discusses the importance of effective inventory management and how it can improve competitiveness and profitability.

A

nyone who sells products will tell you that stock availability is a critical factor to success. With customers working to tight deadlines, more and more are demanding same or next day delivery. At the same time, merchants are expanding their sales channels to offer online ordering, adding a new layer of transparency across the industry.

Merchants who want to grow their business and maintain profitability have a lot to think about. Many are focused on enhancing their online user experience or investing in solutions to manage omnichannel sales and pricing. Others are

38 PBM DECEMBER 2019

modernising their back-office systems, such as their enterprise resource planning (ERP) platforms, to increase operational efficiency.

Fewer, however, are looking at ways to ensure they have the right products in stock to meet customer demand. This strategic approach is known as ‘inventory optimisation’, and it’s being embraced across a range of industries, from automotive and energy, to retail and electrical wholesale.

What is inventory optimisation?

Inventory optimisation is a relatively new concept and can often be confused with basic inventory management processes. Whilst inventory management includes ordering, managing and tracking stock, inventory optimisation is the art of balancing high service levels with the lowest possible inventory investment.

It allows businesses to ensure product availability, while reducing inventory costs and minimising excess stock.

This is done by forecasting demand and

managing supply variables, whilst dynamically adjusting stock rules and inventory parameters. The objective of inventory optimisation is to have the right products, in the right place at the right time — as efficiently and cost-effectively as possible.

Whilst most ERP platforms provide basic inventory management functionality, inventory optimisation plug-in tools can easily be integrated with these systems to offer a more comprehensive solution. But even without the software, basic inventory optimisation principles can still be practiced and focus on three critical inventory management functions: ● Demand forecasting ● Stocking policies ● Replenishment

“Whilst inventory management includes ordering, managing and tracking stock, inventory optimisation is the art of balancing high service levels with the lowest possible inventory investment.”

Accurate statistical demand forecasting Traditionally, demand forecasting methodology has used a moving average calculation (historical average demand over x months) to predict future demand.

However, this simple equation has many drawbacks. Most notable is that it fails to take into account an item’s product lifecycle.

As a product moves from growth to maturity and decline, its demand patterns will also change. For example, a product that’s in its growth stage could have a high level of consistent demand, whereas one reaching decline could have low, erratic demand as sales drop off. Demand types are important as each has a different deviation from its mean average demand, and this impacts the type of statistical algorithm that should be used to forecast demand.

Inventory optimisation techniques take demand types into account. By working out a product’s current position in its lifecycle and its consequential demand type, the most appropriate algorithm is used to produce the most accurate forecast. In addition, this more advanced approach to demand forecasting identifies demand variables — such as seasonality, trends and promotions — and adds these to the forecast, improving its accuracy.

Optimised stocking policies Many businesses make the mistake of thinking that they need to carry excessive amounts of inventory to ensure product availability. In reality this simply ties up large amounts of working capital and warehouse space, and increases the risk of excess and obsolete stock. In contrast, inventory optimisation utilises inventory classification and stocking policies to achieve high fulfilment rates with the lowest possible stock levels and, therefore, investment.

This is done by analysing stock at SKU level and grouping items based on a number of criteria. Firstly, it makes sense to increase the stock of products that are picked frequently than those that sit on the shelves. Secondly, based on demand volatility, it is less risky to stock products which have consistently high demand than those where demand fluctuates up and down.

And finally based on the value that a product brings to the business — for example, this could be its sales revenue, profitability, sales volume or annual consumption value.

With every SKU categorised into an inventory matrix, businesses can then set strategic stocking policies about their stock levels, helping to avoid carrying excess stock whilst still ensuring demand can be met.

Cost-effective replenishment The final stage of inventory optimisation is calculating how much stock to reorder and when to reorder it, so demand can be met as cost-effectively as possible. Unlike basic replenishment calculations that use linear, one dimensional formula, inventory optimisation algorithms take into account supply and demand variables.

For example, most businesses will reorder either when they hit a fixed date or when stock drops to a specified level. The amount they reorder is usually either a fixed amount or variable to meet a minimum or maximum stock capacity. Many ERP and WMS systems will use one of these approaches.

A more dynamic approach, however, is to factor in demand forecasts (so ordering meets customer demand), supplier lead times (taking account of supplier constraints) and cost-effective order quantities (weighing up the cost of carrying and opportunity costs against cheap bulk buys).

Inventory optimisation brings business-wide benefits, for example:

www.professionalbuildersmerchant.co.uk

Product availability and reputation: Preventing out-of-stock scenarios removes the risk of lost sales and unhappy customers.

Inventory optimisation policies can maintain service levels of up to 99% with minimised inventory, leading to higher customer loyalty, a stronger brand and more sales.

Lower stock levels: Inventory optimisation practices lead to a reduction in stock levels, releasing important working capital that can be used elsewhere in a business. Plus, a higher stock turnover rate will free up valuable warehouse space.

Removes the risk of obsolete stock: With stock levels consistently optimised to match forecasted demand and with a close eye on every product’s position in its product lifecycle, the risk of excess and obsolete stock is dramatically reduced.

Better supplier management: By factoring supplier lead times into replenishment rules, businesses instantly reduce the risk of stockouts. Order quantities and reorder points will take into account supplier lead times and safety stock can be increased to cover risky periods.

Cost-effective ordering: Knowing whether it’s more cost-effective to order small quantities frequently or larger quantities less often can bring notable cost savings over time. Determining order frequencies and quantities to take account of demand and supply variables allows businesses to reduce inventory but still achieve service levels.

■ EazyStock is actively looking to engage with the merchant sector and recently joined the BMF as a Service Member. For more information visit www.eazystock.co.uk

PBM DECEMBER 2019 39

BUSINESS ESSENTIALS NMBS WORSHIPFUL COMPANY OF BUILDERS’ MERCHANTS’ BURSARY NMBS is playing its part in promoting training and skills development across the merchant industry by supporting the Worshipful Company of Builders’ Merchants’ Bursary scheme. The WCOBM provides bursaries of up to £2,000 per person to help young people in the industry with training, development and skills training.

Working in partnership with the Rainy Day Trust, WCOBM bursaries can be used towards any course that is directly related to any work carried out at a builders’ merchant, or with a supplier to builders’ merchants.

The scheme is part of the WCOBM’s wider #BuildACareerWithoutLimits campaign, which aims to Andy Hextall, NMBS promote the construction industry to young people as the potential source of an exciting, varied career Commercial Director, and Simon McElrea, Operations where they can develop new skills and qualifications. and Purchasing Manager NMBS is sending promotional flyers advertising the bursaries to all its members, as well as email at Frank Howard Tools & communications reminding them of the options available for younger members of their team who may be Fixings, with one of the eco-friendly bamboo looking to grow their skills. coffee mugs that advertise Andy Hextall, NMBS Commercial Director, said: “Everyone in the merchant industry knows how important the scheme. it is that we promote ourselves to young people, and that we offer those just starting out in their careers every possible opportunity for development. The bursary offered by the WCOBM and the Rainy Day Trust is a fantastic scheme that can make a real difference across the sector, and NMBS is delighted to support and promote it in any way we can.” www.rdr.lnk/mk042

CMDI + ECOMMONSENSE E-MERCHANT ACCELERATOR CMDi, the strategic brand and marketing agency, has partnered with builders’ merchant website specialists eCommonSense to develop E-Merchant Accelerator — described as “a cost-effective digital change programme designed specifically for merchants to accelerate their digital marketing and future-proof their business”.

“Traditional builders’ merchants aren’t built to last,” says CMDi’s Managing Director, Dianne Lucas. “Today’s digital-savvy buyers demand the convenience online services bring — if merchants aren’t e-relevant they risk becoming irrelevant. E-Merchant Accelerator is the only solution in the market proven to accelerate their switch to digital trading and marketing.”

E-Merchant Accelerator is said to make it easy for builders’ merchants to make the switch by integrating two essential and complementary services: the eCommonSense eCommerce trading platform, and CMDi’s “proven e-merchant marketing strategy” to maximise investment in the platform.

The combination is said to enable merchants of any size to transform their business quickly and confidently.

And because the programme is modular, it’s designed to suit their immediate digital stage-of-life requirements and budget precisely.

Andy Scothern, eCommonSense MD, said: “Whatever stage of digital transformation a merchant business may be at, E-Merchant Accelerator will get you there faster.” www.rdr.lnk/mk043

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RNF BEAM COMMERCE PLATFORM MacDonald Plumbing & Heating Supplies has become the first business to take advantage of digital specialist RNF’s partnership with Sharp-aX Computer Systems. The partnership means any merchant stockist using Sharp-aX ERP System can seamlessly integrate with RNF’s Beam Commerce Platform, enabling them to offer customers 24/7 online ordering via a multi-platform app that works across desktops, tablets and mobiles.

As part of the deal, the Aberdeenshire-based independent plumbers’ merchant will also have access to RNF’s Beam customer engagement platform, giving it the ability to send out push notification campaigns to app users — a technique said to be proven to “boost basket size” — and sell advertising space within the app.

The merchant’s Paul MacDonald said: “We’ve been looking at how to maximise the digital opportunity for a while but bespoke app development was out of our reach. Mobile ordering has become essential for plumbers and heating engineers who are on-site and need to get parts ordered ‘now’. We’re really excited to see the difference our improved customer service will make to our business.”

With a leading position in the wholesale food and drink sector, RNF MD Rob Mannion said: “As one of the fastest-growing channels in wholesale, digital is a crucial space for merchants looking to develop their offer for customers and make their service more accessible. The Sharp-aX partnership means anyone using its ERP system can integrate seamlessly with our digital offer, driving sales and encouraging greater customer loyalty.” www.rdr.lnk/mk044

DEFIBSHOP.CO.UK DEFIBRILLATORS AT SELCO Selco has demonstrated its commitment to customer and staff welfare by installing dozens of new defibrillators across its entire business. All 67 branches, as well as the Support Centre in Wythall near Birmingham and the new Edmonton delivery hub, will be fitted with a defibrillator in the run-up to Christmas.

In the UK, there are around 30,000 out-of-hospital sudden cardiac arrests and more than 90% of those people will die without immediate treatment. However, survival chances increase significantly if a shock is delivered within three to five minutes of collapse.

Howard Luft, the merchant’s Chief Executive, said: “All the statistics suggest that being able to administer effective treatment quickly can be the difference between life and death.

It is imperative that the business made this investment and, even if we save one life over time, it is money very well spent.”

Selco purchased the equipment from defibshop.co.uk. Kerry Fairhurst, Marketing Manager, said: “We applaud the measures Selco have taken and we encourage other businesses to follow suit. Research shows that more than 52% of businesses have never considered purchasing a defib which is alarming because many of those will be customer-facing. Selco has been very proactive in its approach and the business is certainly wellprepared should any incidents happen in branches or its headquarters in the future.” www.rdr.lnk/mk045

JACKSONS FENCING SECURI-MESH A1 The security solutions manufacturer has expanded its range of certified products with Securi-Mesh A1. The new product is a 358 mesh, commonly referred to as prison mesh, designed for applications that specifically demand robust and reliable security. Its small apertures and welds at each intersection make it climb resistant, prevent objects being passed through and provide effective defence against conventional hand cutting tools.

The addition of security rated Securi-Mesh to the company’s range is a response to the increasing diversity of modern-day threats, and will give specifiers more options to adapt security architecture to the situation.

The product’s launch also represents a number of milestones.

It is the 16th Jacksons Fencing product to be certified by the Loss Prevention Certification Board (LPCB) and launches in tandem with LPCB’s new LPS 1175: Issue 8 classification system. Under Issue 8, Securi-Mesh’s SR1 rating is now classified as ‘A1’ which means it will reliably endure an attack time of one minute with tools such as engineer hooks, glass cutters, pliers and punches.

Suitable for light to medium security applications, the barrier provides clear visibility making it easier for occupants or CCTV to spot potential attackers. www.rdr.lnk/mk046

SPECOPS SOFTWARE CYBER SECURITY

MHR PAYROLL SYSTEM

The frequency and severity of cyber-attacks/breaches has damningly increased over the last few years across a whole host of industry sectors — just last month, the Labour Party was targeted by hackers who deployed two large-scale cyber-attacks across the political party’s digital platforms — and this year alone, according to statistics from insurance provider Hiscox, some 55% of UK firms have faced a cyber-attack with losses from breaches amounting to £176,000 on average.

Darren James, a Cyber Security Expert from Specops Software, commented: “As cyber-attacks/breaches become more frequent and complex, cyber-security has to be a high priority for firms. Otherwise they face the huge risk of leaving their website and digital communication platforms exposed to devastating cyber-attacks/breaches.

“So key decision makers need to carefully understand and manage their online eco-system to ensure it consistently has the adequate defenses in place to protect against varying cyber threats. In addition to this, education as well as governance on cyber security for employees can play an essential role in protecting critical functions from being targeted or compromised.”

The company has outlined three top tips for maintaining high cyber security standards: 1. Review IT Estate — Carry out a regular assessment of IT systems to identify any vulnerabilities that maybe targeted and exposed by opportunistic cyber-criminals.

2. Education and Governance — Create a formal document which establishes the firm’s best practices and policies on cyber security. Within this, give employees clear guidance on what they can and cannot do on the company’s IT devices/systems/networks.

3. Safeguard and Protect — Keep anti-virus software up-to-date, apply the latest security patches and periodically change passwords across IT estate. www.rdr.lnk/mk047

Elliott Brothers reports that it is undertaking a digital transformation of its HR and payroll processes in partnership with industry experts MHR to support its future growth.

The family owned Hampshire-based business, established over 175 years ago, has invested in MHR’s cloud-based HR and payroll solution iTrent as part of a project to replace outdated manual systems with new digital processes, supported by a fully managed payroll service.

The new system, which goes live in February next year, will centralise the company’s core people processes in a single integrated system, enabling Elliotts to simplify the management of its 320 employees located across 13 branches, with all tasks administered from a single source.

Significant time and cost savings are expected to be achieved through a more streamlined payroll process, with employees able to submit their timesheets via a dedicated self-service portal to their managers.

Elliotts will also adopt MHR’s HR chatbot — a virtual assistant which will empower employees to gain answers to common HR queries, make holiday requests, submit expenses, view payslips and update personal information from their smartphones. www.rdr.lnk/mk048

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 41

Counter…

For over 40 years, Professional Builder has picked up each month from merchant trade This month, we look at some of the ‘Top new ideas, engaging adverts and viral videos determined by the feedback of trade insight into the buying habits of your key CHARLES GODFREY K-KAPS DAMP PROOFING CAPS Securing this year’s Charles Godfrey Award for Innovation — named in honour of the magazine’s original Products Editor — is a specialist damp protection solution for concrete floor beams.

The invention of builder Kevin Nutkins, the robust end caps are made from recycled plastic and produced here in Great Britain.

Designed to replace the need to wrap or paint concrete floor beams in damp proofing material, the caps are said to offer an effective, proactive solution to Building Regulations Approved Document C, 4.17 to ensure that the reinforcement of concrete block and beam floors are protected against moisture whilst also providing significant health and safety improvements over the practice of wrapping or painting.

Since PB featured a profile on his innovation, Kevin has expanded production, added new sizes and secured a listing with a number of major merchant groups. New stockists are invited to get in touch, and Kevin has also scooped a litany of awards for his clever idea. www.rdr.link/mk021

SNICKERS COMFORT STRETCH TROUSERS Part of the Hultafors Group UK, Snickers Workwear’s Comfort Stretch fabric trousers enable builders to wear trousers that protect them and keep them cool whilst also providing the closer, comfortable fit more associated with jeans or chinos.

Professional Builder’s Tibby Singh was smitten with the trousers, exclaiming: “They are without a doubt one of the, if not the, best workwear trousers I’ve ever had.” He likes the trousers so much, we’ve not seen him out of them since! www.rdr.link/mk022

CROMAR BUILDING PRODUCTS LEADAX Making its debut in the UK in 2017, Leadax is intrinsically similar to lead in appearance, thickness and malleability. It needs no backing adhesive, and typical uses including soakers, back gulleys, chimney, stepped and cover flashings together with all traditional forms of valley, dormer and abutment work.

Using a lead-alternative helps offers a solution to the problems of theft of the valuable ‘original’ material, however it was the on-site performance that left PB’s Roger Bisby impressed when he tried it out on a job earlier in the year. He remarked: “Having used the material, it seems as tough as old boots.” www.rdr.link/mk023

WETHERBY GROUP ECOREND RANGE PB reports that 2019 was a bumper year for fans of render, as the magazine’s Made Great in Britain series revisited an old acquaintance in the form of the Wetherby Group with the company’s EcoRend Monocouche Through-Coloured Render system reappearing later in the year in an in-depth step-by-step guide to application.

It was a trip down memory lane for PB — which had recently delved through the archives in celebration of its 40th anniversary — as it recalled inaugural product tester Charles Godfrey’s original visit to the Wetherby Group, and readers certainly welcomed some more insight into a familiar name. www.rdr.link/mk024

42 PBM DECEMBER 2019

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BUILDING ■ FLOO RING ■ PLUMBING ■ CARP ENTRY ■ ROOFING ■ DECORATI NG ■

PAIN TING AND THE BUSINESS MAGAZINE FOR THE BUILDING INDUST RY

DECEMBER 2019

WORKING IN WIN

TER COME IN FROM THE COLD!

been the favoured magazine of the building trade, counters by more than 120,000 tradespeople.

Products’ of 2019 — encompassing innovative — as featured in PB’s December issue and professionals. Take advantage of PBM’s unique customers to make more trade counter sales.

INTERIOR REFURBISHMENT THE INSIDE STO RY!

WINTER IN A ‘SOFT SHELL’, SCRUFFS AND MAX PERFORM JACKETS, THINSULA ANCE FINGERLE SS GLOVES ARE TE THE PERFECT ANTIDOTE BEANIE HATS TO THE COMMON SITE COLD

IBSTOCK BRICK BLUE BRICKS

MARLEY JB RED ROOFING BATTENS

As a colour, it may not be the norm but Ibstock Brick’s blue brick range certainly captured the attention of Professional Builder readers. Such is the demand for blue bricks, the brick maker recently invested £7.6 million in its Lodge Lane factory — home of its Stafford Slate Blue brick — to boost production by an additional eight million bricks a year. www.rdr.link/mk025

The December issue of Professional Builder also featured a number of its most popular adverts from building products suppliers. Leading the way was a campaign from Marley which focussed on its JB Red roofing batten range and underlays. The battens are made using slow grown imported redwood or whitewood and are cut from kiln-dried sideboards that are less likely to distort. www.rdr.link/mk028

HB42 ECO-FOILS Environmental considerations have been a recurring theme of late, and HB42 has made a leap forward this year with the introduction of its new Eco-Foils. The new packaging removes the environmental problem of disposing of the single use plastic cartridge normally associated with sealants and other similar products.

The 400ml foils are said to produce 95% less waste than the single use tubes and users get 38% more sealant than in the 290ml plastic tube. Using the latest MS Polymer technology, the product seals, sticks and fills, is flexible and can be over-painted. It is low in Volatile Organic Compounds (VOCs) and the company claims it will bond “to almost anything”. www.rdr.link/mk026

ROYD TOOL GROUP OPTIMAXX SCREWS Another ad to capture the attention showcased the Optimaxx ‘extreme performance’ woodscrews. Said to be highly regarded by joiners, kitchen fitters and tradesmen across the UK, the product features a specifically positioned long thin groove which reduces the pressure build up on insertion by dispensing wood fibres, preventing splitting when screwing close to the edge.

Of course, any readers not fully convinced could see for themselves by taking the company up on its offer of a free sample pack. www.rdr.link/mk027

www.professionalbuildersmerchant.co.uk

BIG WIPES DEMO VIDEO 2019 has seen increasing numbers of professional tradesmen engage with their favourite publication via the magazine’s website and social media channels. There is no better example of this than a Big Wipes demonstration filmed on the company’s exhibition stand at Pro Builder Live in January 2019 which shows exactly why these cleaning wipes are so popular with the trades.

The video has now had an unbelievable 60 million views on the Professional Builder Facebook page… www.rdr.link/mk029

PBM DECEMBER 2019 43

Counter…

Professional Heating & Plumbing Installer and commands a circulation of over 60,000 advantage of PBM’s unique insight into the more trade counter sales as we look at some PHPI’s December issue and determined by WORCESTER BOSCH GREENSTAR LIFESTYLE Design has become front-and-centre for many homeowners. To keep up with this trend, and after years of development and direct feedback from hundreds of installers, Worcester Bosch launched the Greenstar 8000 Lifestyle range earlier this year.

The direct replacement of the Greenstar CDi Classic, the 8000 Life keeps all of the tried, tested and much-loved features, while improving on all the key installer touchpoints for easier installation, servicing and maintenance.

Available in combi, system and regular, the collection features outputs between 30 and 50kW and has a 1:10 burner modulation. The Style is the premium option, with intuitive full colour and text boiler control display, as well as options in either black or white. www.rdr.link/MK030

SALAMANDER PUMPS EVE Launched earlier this year, EVE is a twin-ended, universal pump featuring a variable bar rating, which can be changed with just the touch of a button. The product has been designed to support installers, and overcome common issues associated with specifying pumps.

It also features a sensor which monitors the system water flow and detects any changes; its brushless motor varies its speed to maintain a constant pressure and ensure no drop in performance, no matter how many outlets in the home are open at any one time. EVE also fits into both positive and negative head situations, without the need for a pressure vessel. www.rdr.link/MK031

44 PBM DECEMBER 2019

ADEY MAGNACLEAN PROFESSIONAL3 SENSE With connectivity in the home becoming increasingly important, Adey has created what it believes to be the industry’s first Wi-Fi enabled magnetic filter. The company says that its development has been designed to not only provide high performance system protection, but also predict potential system problems, as well as provide connected preventative maintenance. Using Adey’s Sense technology, the filter detects the level of magnetite collected, preventing ongoing system damage by alerting installers, so that problems can be treated before it is too late.

It takes a reading every 12 hours for the first two weeks after installation or servicing, then once every five days, helping to prolong battery life for up to two years. This information is then communicated to the installer through the Adey ProClub App. www.rdr.link/MK032

FIBO WALL PANELS With five ranges in a choice of colours and designs, Fibo’s wall panels claim to be the smart way to transform kitchens and bathrooms. The panels are said to be up to five times quicker to install than tiles, and can be fitted to walls, studs or even existing tiles.

With panels growing in popularity, key features of Fibo’s designs include intricate tounge-and-groove locking systems and narrow 3D channels to replicate grouting, giving the authentic look and feel of tiles. The panels are 2.4m high and available in 600, 900 and 1200mm widths, with profile edges in white PVC or aluminium. www.rdr.link/MK033

Attack!

DECEMBER 2019

CHRISTMAS GIVEAWAYS! IT’S NOT QUITE FIVE

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Promising to keep wearers warm, 37.5 technology fleeces from Snickers Workwear offer styles for both professional tradesmen and women.

Providing ventilation and moisture transport, the fleeces are designed to keep the trade working comfortably throughout the day. The 37.5 technology fabric in the fleece is a quick-drying material that captures and releases moisture vapour, as well as offering visibility, flexibility, durability and ventilation.

According to well-respected PHPI product testers, it feels much lighter than you expect, but is definitely still warm. The garment has a zip on the front like a jacket, but when done up looks like a hoodie, so you can still wear it even when the temperature warms up a bit. This also means there’s plenty of stretch. www.rdr.link/MK034

NU-HEAT FASTDECK Nu-Heat’s FastDeck is a structural solution offering a completely dry, combined UFH and floor deck product.

This whole-house UFH system is said to be easy to install and has none of the drying times associated with standard screed systems, resulting in an installation that can be walked on straight away, boosting access for other trades and meaning floor coverings can be fitted immediately. www.rdr.link/MK035

Wilo believes the smart pump of the future should offer greater efficiency, connectivity and comfort, while also featuring an intuitive user interface that makes installation and operation easier.

The pump is said to have improved energy efficiency thanks to the combination of energy-saving functions (No-Flow Stop, for instance), and new control functions, such as Dynamic Adapt plus and Multi-Flow Adaptation to improve system efficiency.

The pump also features communication interfaces, such as Bluetooth for connection to mobile devices, and direct pump networking for multiple pump control via Wilo Net, in addition to a spacious terminal room for ease of installation. www.rdr.link/MK036

VELOCITY PROGEAR ROGUE 5.0 BACKPACK Launching its range of tool storage solutions back in 2016 with the Raptor tool bag range, Velocity Progear extended its offering this year to include the premium Rogue tool bags range. In addition, off the back of the success of the Rogue 6.0 Tech case XL, Velocity released the Rogue 5.0 Backpack.

The backpack’s front and rear compartments have been designed for vertical tool storage for install-service applications. Rogue 5.0 incorporates high-performance fabrics, magnetic buckle systems, along with YKK interlocking zips. The bags were certainly popular in PHPI’s giveaways section back in the summer! www.rdr.link/MK037

RSS TILEMASTER TILING TOOL The RSS Tilemaster is said to be the only adjustable guide that also allows you to fix across window heads and other openings. The kit comes with three sets of feet and various lengths to get you around an average bathroom in two repositions.

According to Roger Bisby, it has enough clearance to get over pipes and minor obstructions, and can be adjusted for use along a bath, as well as over kitchen worktops. When it comes to the heads above windows, there is a nifty pair of sliding supports with rubber heads, which can be wound in hard against the reveals. www.rdr.link/MK038

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 45

POINT OF SALE

Increased kerb appeal Improved merchandising and the greater consideration of ‘retail techniques’ are not just enhancing the trade counter environment but are increasingly being deployed in yard areas — helping to broaden a merchant’s appeal to a new type of customer. PBM considers Long Rake Spar’s partnership with Milford Building Supplies which is said to have seen a ‘surge’ in landscaping sales for the independent merchant.

I

ncreasing numbers of merchants are recognising the importance of supplier support, including strong product and merchandising plans that build sales and improve in-store experiences. Now in its second year, Long Rake Spar’s merchant support package is designed to do just that by helping independent builders’ merchants grow their range to offer exclusive, high profit landscaping products in their local market.

The decorative aggregate supplier says it has been working closely with stockists nationwide to deliver bespoke merchandising and stocking packages to suit their individual ‘retail requirements’. Last year, Milford Building Supplies reflected on the evolving builders’ merchant market and wanted to adapt its retail space to meet the change in demand.

Scott Finlayson, the Leeds-based merchant’s Commercial and Operations Manager, explained: “People are able to research their products more easily online — we recognised this and wanted to make ourselves more appealing to the general

public. Long gone are the days when a merchant was just for the trade; we now see the general public and DIYers as a growing proportion of our customer base.”

The change in shopper demand meant that Milford Building Supplies decided to dedicate 30% of its new Cardigan Road development to a specially designed landscaping retail yard. By doing this, it was able to separate its traditional heavy goods movements from the consumer focused area, creating a ‘garden centre’ style experience with well-merchandised products, clearly visible prices and a safe, traffic free, self-service area.

The newly developed retail yard sits along the road where there is a constant stream of local and commuter traffic flowing past.

Because of this, Milford wanted to select a supply partner that offered strong consumerfocused merchandise support as well as a wide variety of products.

With a large range of decorative aggregates available in its Natural Selection, Long Rake Spar claims to enable merchants to build their reputation as a “go-to local landscaping stockist”. For Milford this meant that it is now able offer a product for “every shopper’s needs” with the option of half load

supply helping to maintain continually sufficient stock levels.

Long Rake’s product range is further supported by a merchandise package which includes a range of informative and eyecatching sales tools specifically designed for merchants. Millie Ferns, the supplier’s Marketing Director, explained how the merchandise package was developed: “Like Milford, we recognised that the merchant market was changing and that our stockists wanted to increase sales of differentiated products to existing trade accounts and new DIY buyers.

“We wanted to help customers showcase decorative aggregates as an integral part of a garden build or landscape project and ensure that consumers were able to make informed purchases and have a positive, stress free shopping experience.”

The level of merchandising support varies according to the needs of the stockist and includes product and category specific point of sale boards with engaging in-situ, wet and dry product images alongside handy hints, tips and suitability icons. In store, shoppers can also pick up a consumer-focused brochure with corresponding icons and packed with ideas and inspiration.

■ For more information on Long Rake Spar’s merchandising support packages for merchants, enter the shortcode www.rdr.link/mk03

46 PBM DECEMBER 2019

BOND IT MONSTER TAPE Complementing the already established Tigris Tapes Range, Bond It is now offering Monster Tape — a high strength waterproof duct tape.

For the new launch, the company is supplying the tape in an eye-catching point of display box containing 12 rolls of 11m tape.

The product itself is rubber-based and described as offering easy tear, heavy duty quality with high tack for binding, fixing, sealing, repairing, joining, protecting, marking and more. It is said to provide long lasting adhesion on most substrates, including rough and uneven surfaces, as well as on wet and damp surfaces.

SURESTOP NEW WEBSITE Designed to give merchants as well as installers, specifiers and even consumers an easier and more informative platform to discover all there is to know about the company, Surestop, has launched a new website.

The site includes detailed sections on individual products with supporting technical downloads, whilst it also explains how trade users can gain Platinum Installer status which encompasses installation with both compression and push-fit fittings, and commissioning.

VELUX REWARDS SCHEME Five new brand partners have been added to the Velux reward scheme.

Trade customers can now take advantage of the latest autumn promotion at UK retailers TK Maxx, H&M, Adidas, Halfords and Costa in addition to the regular partners M&S, Argos, Ticketmaster, Pizza Express, John Lewis, Currys PC World, and Tesco.

The current promotion offers £40 worth of rewards for every Velux white painted roof window purchased.

TIMCO NEW CATALOGUE TIMco has launched its new Autumn / Winter 2019-2020 catalogue, which is its largest and most comprehensive to date and features more than 7,000 products with 300 new lines. In addition to the product ranges featured within, the catalogue itself is 100% recyclable and the paper stock is sourced from responsibly managed forests and is also printed using vegetable-based inks, making it easier to remove during the recycling process.

The company also notes that its new website is due to go live imminently.

GRANT UK RENEWABLE TECHNOLOGIES BROCHURE Over the past eighteen months, Grant’s product portfolio has significantly expanded so the demand arose for a single brochure for these technologies. The outcome is a new 64-page brochure and each of the product sections have been structured to detail the features and benefits of the ranges, followed by a dedicated section for the supporting technical specification information.

PRIMAFLOW F&P FIRE REWARDS SCHEME Designed for stockists of fires and stoves, Primaflow F&P has unveiled a Fire Rewards scheme. Until 31 March 2020, participating stockists can claim points for every £1 spent on fire and stove products, which will accumulate for redemption against more than 70 high quality reward items.

The initiative covers the wholesaler’s range of more than 1,000 products, comprising gas and electric fires, solid fuel stoves, surrounds, hearths, mantels and accessories.

Participants gain access to a bespoke points tracker, with progression visible at a glance. Credits can be redeemed at any point — or saved for use against larger-scale rewards.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mk0

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 47

PRODUCTS & SERVICES TIMBERLAND TIMBERLAND PRO Timberland is reinvigorating its workwear range, Timberland PRO, including the launch of new products spanning footwear, trousers, tops, jackets and accessories. The footwear will include ‘Anti-Fatigue Technology’ and ‘Independent Suspension Network Technology’ — a multidensity outsole used in one of the new footwear styles.

Clothing technology includes ‘Rain Repel,’ and ‘WickWork,’ which is used in t-shirts to help pull sweat away from the body and move it to the shirt’s surface for faster evaporation.

Products launching for 2020 will include three new trouser styles, five new footwear designs and three jackets, among other new items.

BOSCH GSB 18V-55 PROFESSIONAL BRUSHLESS COMBI The cordless combi drill GSB 18V-55 Professional from Bosch is said to offer professionals a brushless motor in the entry-level segment. With a maximum torque of 55 newton metres and up to 1,800 revolutions per minute, this combi ensures increased efficiency at work. It is suitable for mid-range applications or screw diameters of up to 8mms, drill diameters up to 35mms in wood and 13mms in metal.

The two-speed gearbox is made of metal and comes with an integrated work light and a belt clip. It is fully compatible with the Bosch Professional 18V battery system.

HODGSON SEALANTS SILFIX U8 On the back of Silfix U9, Hodgson Sealants has launched Silfix U8, which has been specifically formulated and packaged for the professional applicator. The sealant is a low modulous, neutral cure, solvent free, alkoxy silicone sealant.

Packaged in a large 380ml cartridge, it is available in white, black, buff, brown, anthracite grey and brick red.

CE marked, it has been developed, tested and manufactured in the UK.

HULTAFORS TOE GUARD Part of the Hultafors Group UK’s portfolio of workwear, tools, protective wear and safety footwear, the Toe Guard range of shoes and boots is said to deliver great value safety footwear for all kinds of working environments and weather conditions.

With a variety of shoes and boots available in the range, every product has in-built designs that deliver S3-certified comfort and safety that includes robust fiberglass toecaps, shock absorption, flexible puncture resistant composite plates, ESD protection, oil resistant friction soles and water resistance.

WREKIN PRODUCTS CLICKLIFT Claiming to save new build developers and ground workers time and money, Wrekin Products has created ClickLift — a product which raises Wrekin Highway and TriStar frames to suit the final surface layer without the need for digging out and re-installing manhole covers.

The new patented product is kitemarked by BSi and is available with four fixed incremental depths — 30/40/50/60mm — for two clear openings (600/675mm) and is designed for use with both Wrekin’s Highway and TriStar manhole cover ranges.

48 PBM DECEMBER 2019

MARLEY EDEN Combining a traditional appearance with time saving features, Marley has launched the Eden pantile with a traditional profile but incorporating modern fixing methods for quicker and easier installation.

The new tile also has a low minimum pitch of just 22.5⁰ and is available in three colours — traditional Natural Red, a reclaimed Rustic Red and Matt Black as well as a weathered colour — so it is suitable for use on heritage and conservation projects.

The pantile can also be purchased as part of a full Marley roof system, including underlay, battens, fixings and accessories, backed up by technical support and a 15-year guarantee.

BIRKDALE DURAPOST

KNIPEX PLIERS WRENCH With a reduced weight, fluted handle and a slim jaw profile with undercut, Knipex has launched the newer version of its popular Pliers Wrench in a slimmer 180mm length (86 01 180), with narrow gripping jaws, making it suitable for tightening in confined spaces.

Featuring laser-cut scales means the pliers can be pre-set before gripping, whilst the zero backlash jaw pressure prevents damage to edges of sensitive components. Its parallel jaws are said to give a more solid grip with a reliable catching of the hinge bolt so there is no unintentional shifting.

Said to withstand wind speeds of up to 70 miles per hour and guaranteed for up to 25 years, Birkdaleâ&#x20AC;&#x2122;s DuraPost by Fencemate is a galvanised steel fence post system that provides a durable alternative to wooden or concrete fence posts. It is designed to be up to 80% lighter than concrete, making it easy to transport, store, carry and install by a single tradesperson.

DuraPost is available in a choice of profiles, Classic and Slimline, as well as four colour options: Anthracite Grey, Olive Grey, Sepia Brown and Galvanised Steel. Colour matched accessories are also available including Post Caps, Gravel boards and Capping Rails.

CROWN TRADE PX PRIMER RANGE Specifically developed to achieve opacity and adhesion on tricky surfaces such as tiles and ceramics, Crown Trade has launched an allpurpose PX primer range. The collection offers a choice between the traditional solvent-based stainblocking PX3 primer and the new water-based PX4, which also features a quick-drying and low-odour finish.

Both primers can be used on a range of internal and external substrates and provide a quick and easy solution to preparing even the most difficult surfaces for painting, with the potential to be touch dry in just 30 minutes and recoatable in one hour.

ROLLINS & SONS MARSHALLTOWN PROSKIM The newly-launched Marshalltown ProSkim plastering spatula, made in the USA and distributed by Rollins, features a 0.3mm stainless steel blade for a smooth finish with render, plaster and drywall compounds.

It is designed with a comfortable, non-slip contoured plastic handle and a quick clamping bracket. For ceilings and tall walls, extension handles are also available separately. The tool is available in 60, 80, 100 and 120cm lengths.

BREEDON DRY RIDGE FIXING SYSTEM A universal dry fix ridge system has been launched by Breedon. With its first building product launch since its Lagan Group takeover, the group has introduced a system where the ridge union brackets are fully adjustable so they are equally suitable for clay and concrete ridge tiles.

The system is said to be suitable for ventilating and mechanically fixing all types of concrete or clay ridge tiles on pitches of between 12.5 and 60°. The boxed kit comes with ventilated ridge rolls, union brackets, clamping plates, screws and washers, and ridge batten straps for a six-metre length.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mk041

www.professionalbuildersmerchant.co.uk

PBM DECEMBER 2019 49

ADVERTISEMENT INDEX

BSW Timber Ltd ...................................page 13

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Ciret Ltd ................................................page 23

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Combilift Ltd .........................................page 25

MEDITE SMARTPLY ........................pages 9,15

Doosan Industrial Vehicle Ltd ..inside front cover

Norbord Europe Ltd .............................page 21

EGGER (UK) Holdings Ltd ....................page 25

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With Paul Davies

ARMCHAIR SUPPORTERS Currently nestled in mid-table, FC Union Berlin is experiencing life in the German national top flight for the first time and is one a just a handful of clubs from the former East Germany to secure promotion to the Bundesliga. It has a truly fascinating history that in more recent times has literally seen the fans bleed for their team, saving their club from the threat of extinction by giving blood transfusions en masse and donating the money received from the blood bank.

In 2008, with money tight, more than 2,000 Union supporters invested 140,000 working hours to create what is now the largest football-specific stadium in Berlin.

The club has continued to build a reputation for unique and innovative fan engagement initiatives. Its annual Union Weihnachtssingen draws more than 20,000 to the home ground for an evening of carols and mulled wine, but surely nothing can beat its 2014 World Cup campaign…

The club’s Stadion An der Alten Försterei was turned into a giant living room for supporters, with fans taking their own sofas to the ground — more than 800 of them — to watch the games on the big screen as Germany went on to secure a fourth World Cup win.

BLAST FROM THE PAST On a random Google journey the other day, we stumbled across a billboard-style advert for the launch of the FA Premier League in 1992. It’s quite a clever idea, lining up a squad of players from across each of the 22 founding member clubs, and the image featured heavily as part of a wider campaign in the lead-in to the debut season of Sky’s “whole new ball game” reinvention of the national game.

Quite a few familiar faces jump out from the photo — Vinnie Jones and John Wark among them — but most of the middle row have us pretty stumped! How many can you name?

And bonus points if you can remember the song that featured in the TV advert!

TOP TIPS We flagged up Leicester’s form last month as well as a little aside about Sheffield United’s defence. Both have the form and fixtures to warrant further consideration for your own fantasy teams. Beyond the big names, Wolves have some great fixtures in the early part of the month and J imenez is scoring for fun.

Southampton’s Danny Ings is also on a hot streak and whilst the Saints have stuttered, on paper at least they look set to enjoy the festive period.

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