Professional Builders Merchant February 2020

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

FEBRUARY 2020

TOP 20 MERCHANT CHART Benchmarking the sector’s biggest businesses

MONTHLY TRENDS MONITOR

TOOLS, FIXINGS & ADHESIVES The clamour for cordless

BRICKS, BLOCKS & HARD LANDSCAPING A new take on familiar favourites

REPAIR, MAINTENANCE & IMPROVEMENT Innovation and efficiencies

Plus: News, The Pulse trends monitor, training, merchandising & display solutions, and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football See page 51

CONTENTS BRICKS, BLOCKS & HARD LANDSCAPING 17

ON TREND INNOVATION Examining the changing role of brick in the modern British home, with a focus on supporting new build development.

20

BOOSTING THE BOTTOM LINE Planning ahead to increase customer engagement and boost basket spend.

22

KERB APPEAL A lightweight, recycled plastic alternative to traditional concrete road kerbs.

23

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

17

REPAIR, MAINTENANCE & IMPROVEMENT 25

29

LET IT FLOW Preventing boiler breakdown with a solution to frozen condensate pipes.

RUBBER SOUL Helping your customers to navigate the flat roofing market and why assistance with appropriate product selection is so important for a high-quality end result.

32

PRESSED FOR TIME Maincor argues the case for press-fit plumbing solutions.

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

February 2020, Volume 30 No. 2

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

10

TOOLS, FIXINGS & ADHESIVES 35

TAKE IT TO THE MAXX PBM looks at the merchant support being made available by the rapidly-growing ‘Extreme Performance’ wood screw brand, Optimaxx.

36

POWER BOOST How the market for cordless power tools keeps on growing.

38

41

ROLL WITH IT Outlining the challenges and opportunities for merchants in relation to the changing nature of the adhesive tapes market.

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

REGULARS

5 6 8 12 15 42 44 46 48 50

COMPETITIONS 51 EVO-STIK FANTASY FOOTBALL Staggering decisions!

20

VIEWPOINT NEWS MARKET MONITOR BMF TRAINING ZONE NBG BUYING BETTER PB COUNTER ATTACK PHPI COUNTER ATTACK POINT OF SALE PRODUCTS & SERVICES ADVERTISEMENT INDEX

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2020 3

VIEWPOINT

All change A

t the time of writing, we’re just putting together the finishing touches to this year’s Top 20 merchant ‘league table’ and it only confirms what we knew to be another year of significant change in terms of the composition of the sector. Granted, there is broadly a familiar air to the overall make up of our chart, but some of the patterns of the last couple of years are now becoming even more apparent.

12 months ago, Huws Gray’s acquisition of Ridgeons made a huge impact, whilst Cairngorm Capital’s investment in Parker Building Supplies was merely its first step in a journey that has now seen Chandlers Building Supplies, Fairalls and Stamco come into the fold to create a major new player. Of course, equity funding is not new to the sector, and successful owners looking to ‘sell up’ in one form or another has always been a feature, with a steady stream of interested purchasers.

However, perhaps both the scale and relative speed of change — arguably not witnessed since a swathe of acquisitions by the national merchants some years ago — has certainly caused the wider industry to take notice.

Further change has been evident through a separate fund managed by Cairngorm which acquired Grant & Stone in November last year, for instance, while the specialist private investment firm’s portfolio reaches further into the sector through the National Timber Group — comprised of Arnold Laver, North Yorkshire Timber, Rembrand and Thornbridge.

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

FEBRUARY 2020

TOP 20 MERCHANT CHART Benchmarking the sector’s biggest businesses

MONTHLY TRENDS MONITOR

TOOLS, FIXINGS & ADHESIVES The clamour for cordless

BRICKS, BLOCKS & HARD LANDSCAPING A new take on familiar favourites

REPAIR, MAINTENANCE & IMPROVEMENT Innovation and efficiencies

Plus: News, The Pulse trends monitor, training, merchandising & display solutions, and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football See page 51

“The scale and relative speed of change — arguably not witnessed since a swathe of acquisitions by the national merchants some years ago — has certainly caused the wider industry to take notice.”

In addition, the sale of Plumbase to Plumbing & Heating Investments Ltd (PHIL) saw the former Grafton business join the likes of HPS, GB Willbond and Plumbcity amongst its previously-acquired specialist merchant brands. Travis Perkins, meanwhile, may have paused plans to divest its plumbing & heating merchanting arm, but the group has just announced the sale of wholesale operation, Primaflow F&P and expects to have completed the demerger of Wickes in the second quarter of the year as it looks to reduce the ‘complexity’ of its business structure.

Of course, away from these ‘headline stories’, every merchant firm featured on our countdown has a story to tell — new branches, diversification in some areas, inward investment, greater plans to maximise the opportunities of online… The list goes on.

With the Brexit deadline of 31st January due to pass around the time this issue will land on your desks and set to finally formalise the UK’s departure from the EU, 2020 will be a year where the country begins its journey on a new path. The direction of travel for the merchant sector over the next 12 months will be just as interesting.

■ 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 fivedigit 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 Assistant Editor 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

rdr.link

Ian Duff Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith

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

Cover story: Parker Building Supplies’ acquisition by Cairngorm Capital and its subsequent merger with Chandlers Building Supplies, Stamco and Fairalls has seen the new group dramatically shake up PBM’s annual ‘Top 20’ league table.

www.professionalbuildersmerchant.co.uk

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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 FEBRUARY 2020 5

NEWS UPDATE NMBS AND TTF FORM NEW PARTNERSHIP

Boosting timber opportunities New WCoBM Master installed Dame Fiona Woolf DBE, DL has been officially installed as the new Master of Worshipful Company of Builders’ Merchants (WCoBM). Already an Honorary Court member of WCoBM, in 2013 Fiona became the 686th Lord Mayor of London — only the second woman to hold the office since 1189 — and is only the third female Master of WCoBM. At the Installation Ceremony, Court Assistants Stewart Pierce and Andy Williamson were elected as Senior and Junior Warden respectively to support the Master in her year of office.

The Master said: “Membership is at its highest with a growing group of enthusiastic members joining to support our good work.

WCoBM’s efforts on the Ex-offenders Recruitment Programme led by Court Assistant Simon Lawson are simply outstanding. Other significant developments include the Company’s new bursary scheme working with the Rainy Day Trust (as) part of our Build A Career Without Limits campaign to raise awareness of the many career opportunities in our sector.”

Forging ahead Dormole, the owner of Forgefix, has continued its policy of investing in independent suppliers to the tools and fixings trade by taking a majority stake in Keighley-based wholesaler Harrison & Clough. H&C Managing Director Mark Hutchinson said: “As an independent, privately run business it has become increasingly difficult for us to maintain the level of investment that is required to develop our ranges and services in the way that we want, and the market demands.

“The opportunity to join the Dormole group, who share our values and ambitions, is ideal. We have seen the way it has invested in companies such as Forgefix, Olympia and BIZ and have been impressed by how it has grown those businesses.”

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The National Merchant Buying Society (NMBS) and the Timber Trade Federation (TTF) have formed a new partnership which is designed to help “drive knowledge, competency and sales across the wood products category” in the independent merchant sector. Timber and wood products represent up to a quarter of many merchants’ overall sales, and the category is one of the most profitable in the merchant portfolio.

“The post-Grenfell Hackitt review, and the report of its Competency Steering Group, highlights the need for proven competency throughout the construction supply chain.

Through our partnership with NMBS we are taking the lead in driving up competencies and confidence surrounding the wood products category. We will also be signposting to NMBS members the key opportunities for adding value with timber sales throughout the year,” said David Hopkins, Managing Director of the Timber Trade Federation.

Chris Hayward, Managing Director of NMBS, added: “Strengthening independents means providing the very best information to members. Working with the TTF will provide NMBS members with access to both technical

and marketing information to help them maintain and increase the profitability of their timber sales. It will also provide the knowledge to give merchant staff greater confidence in what they are selling.”

The Timber Trade Federation represents timber importers, merchants, agents and manufacturers across the UK’s timber supply chain, and its members are said to cover some 85% of the timber traded in the UK.

Tool Angel With tool theft a huge topic for tradespeople, Williams & Co has developed a new initiative — Tool Angel — to support its customers.

MD Ray Stafford said: “Every day, we hear of another of our customers whose van has been broken into, and whose tools have been stolen. The devastating effects of tool crime are not limited to the value of the tools themselves, as there is also the damage to the vehicle, days of disruption to planned work and the reputational risk as valued client’s projects are delayed.

“There is also a psychological impact on small businesses and self-employed individuals, which should not be under-rated.”

He added: “With the support of partners including Makita, Kane and Armorgard, we have established Tool Angel — a service which provides an immediate secure set of

loan power tools and a top of the range flue gas analyser to keep their business viable in the first weeks after the crime occurs.”

The merchant says that its affected customers will have full use of the replacement kit (worth over £2,300) free of charge for two weeks. The recipient can then choose to purchase a new kit of their own with a 15% discount whilst a year’s interest free credit is available, helping spread the cost of replacing expensive tool sets.

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

BMF GOLF DAY AND BRANCH MANAGERS FORUM

Diary dates The Builders Merchants Federation has outlined details of two key events set to take place over the forthcoming months. It has joined forces with JCB to hold a Charity Golf Day to raise funds for the BMF’s 2020 Charity Partners, Mental Health UK and Samaritans with the event set to take place on 30 April 2020 at the exclusive JCB Golf and Country Club in Rocester, Staffordshire.

Guests will be able to use the Club’s driving range and indoor simulator before taking part in an 18-hole golf tournament, followed by a networking BBQ. The course is built around the ruined Woodseat Hall, adjacent to JCB’s main manufacturing plant, and the landscaping changes dramatically from hole to hole to make for a truly memorable golfing experience.

BMF CEO John Newcomb said: “This is a fabulous opportunity for BMF members to play JCB’s stunning and exclusive course, to network with like-minded colleagues and to raise funds ■ The BMF also reports that Markovitz has rejoined the Federation. The merchant currently operates from 13 sites – with a further two sites planned for 2020 - and employs nearly 250 people, serving the Midlands, Yorkshire and much of the North West.

for the two very worthy charities we are supporting this year.”

Coming up on 24-25 March at the BMF’s head office in Coventry is the first Branch Managers Forum of the year. Sessions will cover a variety of key operational topics including health & safety, digital marketing, employment law, margin maximisation, stock management and leadership, with all content tailored specifically to an audience of branch managers.

During a packed agenda across the two-day event, delegates will also hear from a range of suppliers including Knauf Insulation, Sodra, Tobermore, Velux, Monument Tools and Lecico Bathrooms in addition to having the chance to listen to the 2019 branch manager of the year, Chandlers Building Supplies’ Angela Straker, along with a Q&A from BMF Chairman Peter Hindle MBE. Networking opportunities form a key part of the programme, including an evening dinner at the nearby Village Hotel, Coventry.

Gold standard MP Moran and Sons has attained the prestigious FORS Gold Standard. The fleet operator accreditation scheme marks the merchant as a leader in fleet transport best practice, boasting exemplary levels of safety, efficiency and environmental awareness throughout all supply chain operations.

The business continues to invest in all aspects of its transportation activities, having

recently purchased a further 17 Renault Trucks into its fleet, from 3.5T to 44T. All of the vehicles have been specified with the latest safety technology and are compliant with London FORS specification, including vision doors, cameras and audible sensors. They have also been fitted with independent handrails to reduce the possibility of a fall when the driver is working on the rear of the vehicle.

a @PBMmagazine

New home for Saniflo

Having previously operated for more than 30 years from office facilities in South Ruislip and separate warehousing and showroom facilities in Bedford, Saniflo has moved to new premises in Watford to bring together all the elements of the business under one, much larger roof.

The building was selected with an eye on future growth, providing room to expand, and MD Tim Pestell explained: “We’d been looking for a suitable option for a while to enable us to bring together all the various operations into one space. We will be far more productive as a result and this should translate into a more efficient customer service.”

MARKET MONITOR in association with

The path to net-zero

The Sustainable Energy Association has set out a policy proposal in response to the Government’s commitment to net-zero by 2050. PBM reports.

T

he Government has committed to phasing out fossil fuel heating in properties off the gas grid by the end of the 2020s and the wider decarbonisation of heating systems to achieve net-zero by 2050. In response, the Sustainable Energy Association (SEA) has published a paper demonstrating how regulation could put heating on the path to reach net-zero by 2050, proposing a ‘carbon intensity regulation’ which would set progressively stricter limits to the permitted emissions per kWh of heating provided.

To meet the Government’s commitments, the regulation encourages the replacement of fossil fuel and inefficient heating systems with efficient, low carbon heating systems over time.

When a heating technology needs to be replaced, the new system must adhere to the emissions intensity standard at that point in time. The carbon intensity standard is calculated by identifying the carbon intensity of the fuel and the efficiency of the heating system.

The certainty provided by a longterm trajectory would send a strong signal to investors and manufacturers of low carbon heating systems to scale up investment and production, incentivise installers to retrain and encourage the innovation that is necessary for current fuels to develop lower carbon alternatives.

To fully decarbonise heating, analysis within the paper recommends that the regulation form part of a whole house

approach which including financial incentives for consumers who install energy efficiency measures and established low carbon heating systems.

Lesley Rudd, SEA Chief Executive, said: “This regulatory proposal would provide long term certainty to industry and investors and give confidence to the public that the Government’s decarbonisation targets will be met. Our proposal does not reduce the number of viable heating options for consumers,

“To fully decarbonise heating, analysis within the paper recommends that the regulation form part of a whole house approach which including financial incentives for consumers who install energy efficiency measures and established low carbon heating systems.” rather it provides the framework for low carbon fuels to develop. It should however be paired with financial incentives to encourage already proven low-carbon heating technologies.”

The SEA is looking for feedback on the regulatory approach detailed in the paper, with the report detailing ‘consultation questions’ on which comments are invited. Once finalised following further feedback, the SEA will share the paper

with colleagues at BEIS, the Committee on Climate Change and wider industry stakeholders to inform the upcoming heat decarbonisation roadmap, The Sustainable Energy Association is a member-based industry body with a broad range of stakeholders including housing providers, energy efficiency companies, energy suppliers, system installers and manufacturers of insulation, low-carbon heating and other building-scale energy technologies.

Achieving Net Zero: Regulating g the Decarbonisation of Heat Sustainable Energ gy y Association policy paper January 2020

■ To view the SEA’s proposals, enter the shortcode URL www.rdr.link/mm001 Responses can be submitted to info@sustainableenergyassociation.com by 12 February 2020.

Sales expectations and The survey for the latest rendering of The Pulse was completed in December, one week before the General Election. And while Brexit and political uncertainty were at the forefront of merchants’ minds, sales expectations were strong for the forthcoming quarter and next six months.

Sales expectations With fewer trading days, a net -46% of merchants expected sales in December to be lower than November — see Chart 1. Expectations were down across the board, but particularly among large branches (net -63%), merchants in the North (-61%) and Independents (-60%).

Year-on-year, however, expectations remained upbeat with a net +24% forecasting better sales in December compared with the same month in 2018. Indeed, expectations have improved significantly, jumping nine percentage points from +15% in the last survey — see Chart 2.

Mid-sized branches (net +37%) were most positive over the period, followed by merchants in the Midlands (+31%).

Looking three months ahead, Dec 2019-Feb 2020, a net +19% of merchants are forecasting better sales compared with the three months Sept-Nov 2019. Overall, expectations for quarter-on-quarter sales were significantly stronger than in the previous survey — see Chart 3. The exceptions in December were merchants in large branches and those in Scotland with a net -13% and -25% respectively anticipating poorer sales over the period.

Asked about sales expectations for the next six months, merchants are much more positive with a net +43% anticipating better sales in

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 net zero implies no change.

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TRENDS MONITOR

confidence point up the period Dec 2019-May 2020 compared with Jun-Nov 2019.

Forecasts are strong across the board, but particularly among small branches (net +64%).

Confidence in their business In contrast, merchants’ confidence in their own business remains strong with a net +22% more confident in December than in November. Year-on-year it is similar, with a net +28% of merchants more confident — see Chart 4.

With the next survey taking place after the election (compiled in January as this issue of PBM was going to press), it will be interesting to see how confidence and expectations may have changed as a consequence of such a decisive result.

Confidence in the market Given the general air of uncertainty in the country in the run up to the election when this survey was conducted, it’s not surprising that a net -3% of merchants were less confident about the market for December compared to November.

A net -13% of merchants were also less confident about December compared with the same month in 2018, although this was a sharp improvement on the last survey (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 8th survey in this series, with interviews conducted by MRA Research between 2 and 4 December 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 FEBRUARY 2020 11

TRAINING ZONE

Meet the trainers John Allison

Jason Routley

Richard Green

One of the reasons that BMF training is so highly rated by the industry is the nature of the trainers that create and deliver its programmes. We decided to find out what makes them tick, and why they love working with builders’ merchants.

I

n common with a number of BMF trainers, Jason Routley is equally comfortable delivering bespoke programmes or leading one of the many courses listed in the BMF Training Prospectus, be they leadership or management skills, sales techniques or customer service. He is particularly engaged with training in our sector because he has spent time on both sides of the trade counter himself.

Jason said: “I often mention to delegates that

world. I’m grateful that my previous experiences allow me to make a positive difference to the people I meet now as a trainer.”

Another trainer with an in-depth knowledge of the construction industry is John Allison. Earlier in his career he had responsibility for managing distribution branches and has used these skills and the knowledge gained over his career to become a highly effective CIPD qualified leadership and

“Many delegates comment on how it was good to have a trainer that understands their job role and the challenges they face in the real world.” training and developing staff across the builders’ merchants sector is a bit like ‘playing at home’, and that’s one of the main reasons I enjoy it so much. I spent many years working in the merchant sector, starting out in the yard, then the trade counter, moving on to telephone sales, a sales representative role and then into branch management before taking a different turn.

“I fulfilled a long-standing desire to work for myself by setting up a busy building business which I managed for nine years before moving into training and development.”

He added: “The benefit of working on both sides of the trade counter has helped me no end when designing and delivering training, and provides invaluable credibility in the training room. Many delegates comment on how it was good to have a trainer that understands their job role and the challenges they face in the real

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development professional.

He says: “Understanding the market and challenges contractor customers face makes me appreciate the difficult job builders’ merchants do to provide a high level of customer service.

This, coupled with many years managing branches and sales teams, provides a wealth of practical experience to draw on when training customer-facing staff.

“The purchase experience provided by builders’ merchants is what differentiates them and ensures their customers keep coming back.

I particularly enjoy helping them to equip their staff to provide the levels of service required to keep the ahead of the competition.”

Richard Green, who specialises in management training, is the mainstay of the BMF Diploma in Management. He has worked with a great variety of industries and sectors

but is particularly drawn to those working in the merchant industry.

He commented: “I find that in the merchant industry above all others there is huge potential in so many staff to become managers of the highest quality. Whether graduates or those who left school with few qualifications, I have been delighted to have worked with so many who have gone on to excel in and to enjoy their management role.

“I like to think that I have helped them develop into that role by emphasising that managers must manage for today (not an imagined time when ‘things were better’ or how we would like them to be); a modern management approach that especially recognises the importance of intelligent reasoning and joined-up thinking.

“This approach has led to powerful training sessions where delegates have challenged their understanding of ‘management’ and learned to develop an all-round confident, thoughtful and self-aware management style.”

To find out more about any aspect of BMF training, please contact paige.godsell@bmf.org.uk or phone 02476 854980.

■ 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.

NBG BUYING BETTER

Cordless set to be big trend for 2020 Ralph Whitehead, Operations Manager at Fixing & Powertool Center, explores the growing trend of cordless power tools whilst also providing the background to its positive partnership with NYEs Building Supplies and how working with NBG has adapted its ways of working.

T

he national, online and in-store supplier of power tools and fixings first started business in 1989. Now just over 30 years later, Fixing & Powertool Center has an ever-growing product range which includes almost 30,000 items from over 400 suppliers. The company has recently updated its website and now functions as an e-commerce site, enabling more people from across the country to easily purchase its vast product ranges.

Ralph has been with Fixing & Powertool Center since 1993 and has seen the business grow and change dramatically over the past 27 years. He said: “In 2002, following the owner sadly passing, five of us bought into the company as Directors and Shareholders.

Then in 2017 the business saw more change as NYEs bought out the company — they were the ones who took us under their wing, introduced us to NBG and we have worked with them ever since.

“Working with NBG has introduced a new way of working for us and we have had to adjust our methods. We now work with larger rebates, which we hadn’t done before working with NBG and NYEs.”

Research from the European Power Tool Association in 2018 — released by Power Tools Market — states that cordless products accounted for 50% of the power tool market, making it the fastest-growing commercial sector in Europe. The study also highlights the customer’s attraction toward cordless tools which is in turn influencing manufactures to create innovative cordless products in the power tool industry.

Fixings & Powertool Center predicts the trend will grow in 2020. Ralph commented: “This will be a huge year for cordless tools, bigger than anything we have seen before. As battery technology is improving significantly year on year we expect to see a huge growth in the cordless power tool industry.

“Makita, Bosch and Milwaukee — who we supply — all have new cordless products due to come out in the first quarter of this year.

Now we have Milwaukee on board as a new supplier, NBG partners will be able to get the latest product ranges from them through great deals.”

Since working with NYEs, Fixing & Powertool Center has revamped the trade counter with more available staff to enhance

“As battery technology is improving significantly year on year we expect to see a huge growth in the cordless power tool industry.” www.professionalbuildersmerchant.co.uk

the customer support purchase experience.

Recognising the customer demand for e-commerce, the company has also invested in improving its website and has also recently rolled out company social channels.

NBG NEWS ■ NBG Partners and Suppliers are set for a big year ahead as we launch our new Product Information Management (PIM) system. The new user-friendly system will provide an efficient and effective way of managing data and will be rolled out across NBG this year.

■ NBG welcomed three new partners in January including Arnold Laver, which has joined as part of the National Timber Group and brings fellow NTG brands such as North Yorkshire Timber, Thornbridge Sawmills and Rembrand Timber on board as associate members.

Chandlers Building Supplies has also joined NBG as an associate of Parkers following the merger of the businesses last year. Finally, BG Romerils, which has been trading since 1950 and operates from two branches in Jersey, is the third business to join NBG as a lightside partner.

■ For more information, visit nationalbuyinggroup.com, find them on Twitter at @NBGLLP or on LinkedIn at National Buying Group.

PBM FEBRUARY 2020 15

BRICKS, BLOCKS & HARD LANDSCAPING With a focus on new build development, Andy Batterham, Group Technical and Innovation Director at Ibstock Brick, examines the changing role of brick in the modern British home.

On trend innovation T

ake a walk down any street in the UK and one thing will soon become apparent — the prevalence of brickbuilt houses. From Victorian terraces to new-build developments, the vast majority of Brits still favour a property made of bricks and mortar.

It’s a trend that shows no signs of dissipating. Brick-based building achieved recognition at the highest level in October 2019, when the RIBA Stirling prize for architecture was awarded to Norwich’s Goldsmith Street estate; an eco-friendly social housing development consisting of 105 brick houses.

The prestigious win demonstrates just how on trend brick now is, especially in comparison to the early 2000s, when such an accolade would have been almost unthinkable.

Britain’s appetite for brick might be stronger than ever, but a number of factors — such as an increasing number of Millennials stepping onto the property ladder — are encouraging an evolution in the ways that the material is applied in housing. Much of this shift can be attributed to changing tastes and trends among younger prospective homeowners.

Maximising kerb appeal For the first time buyer of today, the exterior aesthetic of a property is allimportant. Greater emphasis is placed on a house’s character, with owners wanting a home that delivers kerb appeal via a striking, distinctive façade. One of the most effective ways of achieving this is through the clever use of brick.

The desire for properties with standout aesthetics has seen architects place renewed focus on the texture of bricks they utilise in projects. After all, texture can be one of the most effective means of creating character for a property. From harder, rougher material which creates a rusticated feel, to smoother, polished products creating a starkly contemporary look, texture is a vital tool for architects looking to pack a visual punch in a property.

That’s not to say a brick’s colour doesn’t also play a critical role in creating individuality. One of the key emerging trends in domestic property is the use of bolder colours, with the ever-popular reds and creams now facing stiff competition from colder palettes, such as blue, black, grey and white.

www.professionalbuildersmerchant.co.uk

This trend has bled into contemporary housing from the commercial sector, which for some years now have embraced non-traditional colours to manifest a striking finish. Similarly, the use of more unusual coloured bricks has been growing in popularity throughout Europe — and particularly the Netherlands and Belgium — for the past decade, so it’s not surprising to see the trend cross the Channel.

The shape of things to come If you look closely at some newly built housing, you may well notice real diversity in the shapes and sizes of the bricks being used. This is, in part, being led by consumer appetite for longer, thinner bricks. With a distinctive, elegant look, these types of bricks lend a sense of modernity and unconventional design to a property.

PBM FEBRUARY 2020 17

BRICKS, BLOCKS & HARD LANDSCAPING

It was the growing popularity for longer bricks that first led Ibstock to launch its Linear Collection. The bricks, ranging in length from 290 to 490mm and at heights of both 50 and 65mm, are available in a number of eyecatching finishes, and are designed to help achieve a dramatic effect on both housing and commercial properties.

What’s more, housebuilders are increasingly being called upon to utilise brick alongside other materials on a building’s exterior. While brick undoubtedly remains the building product of choice for most houses, buyers are keen to see it used alongside cladding, timber or render.

If applied correctly, such other materials can be the perfect complement to brick; lending the product a fresh, unmistakably contemporary finish.

Bonding exercise The size, shape and colour of a brick are, of course, just three of a number of elements that go into a building’s exterior. Close attention must also be paid to the bond pattern in which

the bricks are laid. As the simplest repeating pattern, stretcher bond remains by far and away the number one laying choice for largescale housing projects. However, take a look at self-build projects or premium value developments and you’ll notice a growing trend for more distinct patterns, such as Flemish or English bonds.

Similar shifts are also being witnessed in mortar. This is a particularly important consideration for housebuilders, as mortar accounts for 17.5% of brickwork and can dramatically alter the character of a building.

Over the past few years, for example, we’ve seen a real leap in popularity for recessed mortar joints and these deliver significant visual appeal over the more traditional bucket handle joint profile. Weather-struck joints are also on the increase, affording a neat, wellordered performance which works perfectly with well-formed regular bricks.

Another key trend to be aware of are socalled ‘floating bricks’ above windows and doorways, which becoming progressively more common in new build houses. This has been

driven by designers no longer wanting visible steel lintels on exterior walls. To meet growing demand in this area, Ibstock Kevington now offers Nexus, a leading-edge brick faced support system for creating flawless soffits and lintels, pre-fabricated off-site making it the ideal solution for time-limited projects.

What next?

The announcement of this year’s RIBA Stirling prize is a significant indicator as to how far innovation and creativity in brick-based architecture has come over the past two decades. Brick is in trend like never before, with buyers hungry for this most traditional of building materials to be applied to domestic settings in new and exciting ways.

■ For more information on Ibstock’s range of products and services, enter the shortcode www.rdr.link/mm002

BRICKS, BLOCKS & HARD LANDSCAPING With the early part of a new year often a quieter period for merchants, now is the time to start planning ahead and considering how to best lay the foundations for a successful 2020 sales strategy. Paul Lees, Tarmac’s National Business Manager (Packed Cement), offers advice on customer engagement and how merchants can boost basket spend.

Boosting the bottom line D espite the ever growing presence and influence of digital marketing channels, there’s no getting away from the fact that what happens in store for merchants is crucial. And, in an increasingly crowded marketplace, it’s more important than ever for merchants to stay a step ahead of the competition. So, what simple steps can businesses take that can improve the customer experience and grow revenue?

Getting the basics right An obvious starting point is to think of the journey that a customer will take from walking through your doors to the point of purchase. A successful branch exposes the customer to as much merchandise as possible without looking too cluttered — the more products customers see, the more they are likely to buy.

Begin by thinking about how your products are displayed and utilise as much space as possible. Making the most of an outdoor area, for example, can be a powerful way of drawing customers beyond the traditional aisles.

In addition, don’t underestimate the importance of factors like clean windows and good lighting, and the impact that these will

20 PBM FEBRUARY 2020

have on visibility inside the store.

All this will help create a welcoming and professional environment that will signpost customers more effectively to products, encourage better purchasing behaviour and repeat visits.

Maximise margin Margin erosion through unnecessary discounting can be a common problem for many merchants, so it is important to ensure that all customer-facing staff receive suitable training to tighten margin management.

Understanding the basics, such as margin, mark-up, profit and net profit, is essential but cross-selling can also be an extremely effective way to grow revenue.

So, with a typical customer journey in mind, consider the role visual merchandising has to play. Using a Tarmac Cement Blue Circle product as an example, let’s think about the customer walking through the door to pick up a bag of Blue Circle Mastercrete cement. For many, this will be a single line purchase. And this is where savvy merchants can really stand out among the competition.

Displaying the product next to sand and aggregate, for example, offers an obvious opportunity to prompt the customer into additional spend. As obvious as it may seem, placing products in logical, eye-catching groups alongside attractive displays, will have an impact on your bottom line.

Importantly, it will also improve the customer experience by ensuring your customers have the right products for the right project.

Point of sale POS displays can be an effective method of promotion but, in too many cases, will often fall short. Countertop displays, cardboard units and pop-up displays carry a strong ‘act

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should be given to how and where it is placed. Make sure that it’s eye-catching and will engage customers enough to make them react positively.

now’ message and appeal to a customer’s more impulsive nature, encouraging them to find out more about a product or brand.

Displays can be used to showcase new market trends or your current best-sellers.

Getting a POS display right will be crucial to ensuring its success and careful thought

Becoming an expert Perhaps the most effective tip, and one that is key to really cementing your reputation, is customer service. After all, well planned presentation and a carefully laid-out store can make a sale, but it takes great service for your customers to keep coming back.

Knowing your products inside out will, naturally, add value to the customer. Ask

them questions about their project, products and tools and offer advice on what they might need. You can also look to upsell by helping them to identify RMI tasks they may need to consider this spring, such as repairing patios or fence posts. Remember, though, to achieve the right balance — offer expertise without a pushy sales pitch.

There are so many ways merchants can grow revenue — and as well as boosting your bottom line, they are all simple, effective ways to also improve the customer journey.

It’s a win-win for business and the customers. And, by growing your business and reputation, it’s a sure-fire way to stand out from the competition.

■ For more information online about Tarmac’s Blue Circle range of packed cements, visit www.rdr.link/mm003

BRICKS, BLOCKS & HARD LANDSCAPING

Kerb appeal R

egular lifting and carrying of considerable loads are a common cause of musculoskeletal problems in construction workers — for example, the HSE reported an average of 2,310 workers per 100,000 in the UK building industry suffering work-related musculoskeletal disorders between 2015-2018. With concrete blocks in particular difficult to carry manually, Durakerb has developed a lighter alternative, composed of 88% recycled polymer.

Each Durakerb unit is made of the equivalent of 182 recycled plastic bottles and weighs only 6kgs, allowing it to be cut with a hand saw and installed manually. In contrast, a traditional concrete kerb unit can be more than 90% heavier and requires strict assessment during installation as well-maintained lifting equipment is necessary.

Additionally, there can be further implications regarding the use of power tools to cut the concrete to the correct size.

Similarly, the cutting of concrete

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Health and safety in tandem with sustainability considerations are two areas of key importance for the building industry. PBM reports on an alternative to traditional concrete road kerbs which are claimed to offer a more environmentally-friendly solution whilst also reducing the potential for accidents on site and in merchant yards. PBM reports.

kerbs generates a high level of risk to airborne silica — the HSE’s cancer burden study estimates that 600 people die a year from lung cancer associated with exposure to respirable crystalline silica (RCS), with 450 of these occurring from exposures in the construction sector.

Recycled plastic kerbs, on the other hand, contain no carcinogenic RCS, meaning workers are safe from lung conditions.

Furthermore, in addition to preventing injury-related lost working days, Durakerb says that its products are also far quicker to install, reducing working time on live networks by up to 75%.

Part of the Econpro Group, a specialist group of companies that “transform waste and by-product into sustainable products and solutions”, Durakerb reports that it has been “championing a more sustainable future for 11 years”. In terms of distribution, it operates a policy through which “nearly all our transactions in the UK and Ireland go through merchants directly or indirectly through our stockists”.

The company has recently announced the installation of its 400,000th kerb in the UK, preventing the equivalent of 72 million plastic bottles from going to landfill. It also lays claim to delivering

a 73% reduction in carbon emissions per full load when compared to concrete, calculating it has saved approximately 12,000,000kgs of emitted carbon through production (in comparison to a precast concrete alternative) and the removal of 1,000 articulated vehicles to transport due to its lightweight nature.

Phil Sutton, Managing Director at Econpro, said: “The installation of Durakerb is safe and easy for workers as the product’s lightweight nature and absence of carcinogenic silica (can) prevent costly and dangerous accidents at work. Since its inception, Durakerb has long been recognised for its safety benefits having been awarded the Institution of Highways & Transportation Health & Safety at Work Award back in 2008.

“With a renewed focus on plastics waste looking for sustainable markets, we believe further adoption of recycled polymer kerbing solutions can offer a viable outlet for thousands of tons of waste plastics in the UK every year. We’re proud to be at the forefront of the development of these products as we drive toward carbon neutrality within the UK in 2050.”

Phil concluded: “Each part of Durakerb — from manufacture, transport, installation and product lifespan — has been considered to ensure we’re driving forward within the circular economy.”

■ For more information on Durakerb enter the shortcode www.rdr.link/mm0

www.professionalbuildersmerchant.co.uk

BRICKS BLOCKS & HARD LANDSCAPING WIENERBERGER RED MULTIS Launched last summer, Wienerberger added the Lingmoor Heather and Capelwick Multi Stock clay facing bricks to its expanding range. Both are vibrant red multi, sanded products which feature flashing in buff, blue and black tones to add character and create an attractive blend of colours.

Made at the manufacturer’s Denton extruded brick factory in Manchester, the Lingmoor Heather offers a traditional and subtle blend of colours with the clean lines of a modern wirecut brick, making it suitable to fit alongside existing brickwork on renovation projects.

In contrast, Capelwick Multi is a moulded stock brick with a soft texture, hearting and dark spotting. Manufactured in West Sussex at the firm’s Warnham factory, the brick has a clamp fired look whilst benefitting from modern brick production methods to ensure a consistent quality and aesthetic which is unattainable with traditional clamp fired methods.

www.rdr.link/mm004

IMPERIAL BRICKS LONDON BRICKS At the London Build exhibition in late November, Imperial Bricks showcased a wide variety of bricks suitable for the Capital and the surrounding area including the new Weathered Original London Stock, Camberley Blend and Capital Blend, the new Linear handmade range and Contemporary Wirecut bricks.

The large choice on offer is designed to be a solution to the problem of how difficult it can be to secure a suitable match for extensions or renovations that need to complement the existing structure, or for a small, in-fill housing development that needs to reflect the local aesthetic.

The wider Imperial range takes into account regional variations across the country and, in addition to its portfolio of ‘standard’ bricks, the company says it can customise blends and age bricks to ensure “a perfect match”.

www.rdr.link/mm005

k .u o .c t n a h c r e m s r e professionalbuild PBM’s website provides merchant professionals with instant, up-to-the-minute access to breaking news and the latest in business trends, supplier information, changing legislation, industry events and special features.

With exclusive online content and the best of the printed magazine, the website is an essential part of PBM’s aim to be the sector’s No.1 business information source.

PBM’s fortnightly eNews bulletin is emailed to around 7,500 industry contacts, highlighting the best stories and most up-to-date news in the merchant sector.

Sign up to recieve the e-newsletter at the PBM website.

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REPAIR, MAINTENANCE & IMPROVEMENT

Let it flow Now we are deep into the cold winter months, the issue of frozen condensate in pipes can be a real cause for concern. PBM speaks to Dave Smith, inventor of the Condensate Pro, who outlines the opportunities his solution presents for merchants.

F

rozen condensate pipes are the cause of a substantial amount of boiler breakdowns in colder months. During these times, the number of heating engineer call-outs spike as people struggle to get access to heating and hot water in their home. Two years ago, the Beast from the East had a significant effect on boiler breakdowns and the heating industry was targeted for criticism in the national press.

Longer manufacturer warranties are now being offered with new boilers, but that can be a major issue if the boiler is not installed to the correct standards. In 2018, thanks to the freezing conditions, tens of thousands of customers found their boilers weren’t working due to frozen condensates and because they were advised about the manufacturer’s warranty, called them for help.

Similarly, the Daily Express reported that in the midst of the 2018 freeze on March 2, British Gas engineers fixed a record 17,000 broken boilers in a single day and the company saw calls for assistance come at a rate of 104 calls every second — 13 times its usual call volumes.

Recent research has however shown that despite these risks and industry guidance released since 2018, some 60% of boiler installers ‘never’ or ‘only sometimes’ insulate condensate pipes. Dave Smith, a heating installer and inventor of Condensate Pro — a kit solution to protect condensate pipes — says that part of the reason almost two

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PBM FEBRUARY 2020 25

REPAIR, MAINTENANCE & IMPROVEMENT

1

thirds of survey respondents said they are not always following industry guidance is because it is very difficult to practically carry out.

“The industry guidance is slightly flawed as it is very difficult to achieve practically on site — mainly in terms of the angles it requires to be drilled into cavity walls where the pipe passes through,” Dave explains. “It also adds significant time onto an installation, can be quite intrusive to the fabric of a home and is both hard to cost up and difficult to explain to a homeowner.”

Gap in the market Consequently there was a gap in the market for a condensate pipe protective product that is quick and easy to install, can be retrofitted if necessary, is UV and weather resistant and comes in a stockable kit form. Dave says his experience as a boiler installer has helped him produce a smart, aesthetically pleasing product in Condensate Pro. He is now looking to expand his network of merchant distribution as demand increases for the product.

“My aim was to develop both a product

26 PBM FEBRUARY 2020

2

3

and the tools to allow installers to increase long-term customer satisfaction and boost productivity, save time on installation and limit wasted resources on unnecessary callouts,” he explains. “But I have also designed the product to be easy for the merchant to stock and sell - and take advantage of the opportunity this gap in the market presents.”

To develop the best product, Dave talked to the trade, trialed several designs and carried out on-site tests. After research, investment, and securing the patents, he has established the Condensate Pro range to help installers reduce the time needed to complete a professional condensate pipe installation in any weather.

Condensate Pro fits any condensate pipe installation, with specially designed UV/water resistant lagging and bond and seal adhesive. All products fit perfectly onto 32mm or 21.5mm overflow pipes and the connection and terminations are preinsulated to make life easier when fitting.

The products are designed to offer a complete solution for every external termination — gully waste, soakaways, rainwater and soil pipes — making it easy to

price the cost of installation.

Dave has also manufactured a drift kit and grinder head, to help achieve a clean, faultless fitting on existing installations and uneven masonry. The Condensate Pro drift kit is described as the ideal product for installers when upgrading existing condensate pipes whilst a 76mm grinder head is also available, designed to grind a 3inch flat face against irregular faced stonework to create a perfect surface for the connection kit.

“There are millions of boilers fitted with substandard external condensate pipe protection with pipes that freeze easily and cause boiler breakdown, which makes this a huge opportunity for merchants,” says Dave. “We provide installers with professional tools to ensure easy upgrades, replacement boiler installations, or service calls. Everything comes neatly packaged in sturdy cardboard boxes to allow safe transportation and storage.”

■ For more information on the Condensate Pro, enter the shortcode www.rdr.link/mm006

www.professionalbuildersmerchant.co.uk

REPAIR, MAINTENANCE & IMPROVEMENT

Rubber soul Adrian Buttress, Managing Director of EPDM rubber roofing specialists Permaroof UK, discusses the challenge for your customers of navigating the flat roofing market and why assistance with appropriate product selection is so important for a high-quality end result.

W

ith new products regularly coming to market, roofing contractors are often faced with a complex choice at the merchant trade counter.

Whilst keeping to tried and tested favourites might feel more comfortable for them and less of a risk, it potentially means missing out on innovative solutions that will deliver better results or a more efficient installation.

Indeed, the flat roofing market is no stranger to innovation and ever-evolving products whether torch-on felt or EPDM rubber roofing. Even when a contractor specialises in one type of system, there are then hundreds of products to choose from.

Having started ‘on the tools’ myself, I still see this as a real issue for the industry and something that does us no favours in terms of offering a consistent and quality service.

Despite this being something of a longstanding problem, it is actually an issue that isn’t widely discussed or addressed by manufacturers, distributors, merchants and contractors. It is crucial that this changes, as utilising various products within different

systems leads to unpredictable and untested results, inevitably causing problems and failures down the line in many cases.

This does nothing to improve the reputation of the flat roofing industry, not to mention individual contractors and their businesses.

Fortunately, there is a simple solution and that is for contractors to take a ‘full system’ approach. This is hardly a revelation considering that the problem stems from overly using a mix of different products, but it’s a message that I and our training team are regularly having to communicate when talking daily to merchants and installers faced with extensive product choice.

My recommendation continues to be that installers should always stick with an industry-proven system that is fully traceable and ties in with a specification and BBA certificate. For me, this is the only way to keep a high standard of roofing in the UK. A full system that includes a membrane, adhesive, tapes and primers guarantees that everything will work together and, importantly, can give contractors (and the end user) reassurance of performance. In an increasingly difficult and competitive market, this can go a long way to ensuring not only reputation as mentioned previously, but for considering processes and traceability, which is ever-more important on commercial projects.

The added benefit of improved traceability is something that’s becoming

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even more valuable following the Grenfell disaster. As an industry, we were slowly moving towards a need for greater traceability and this tragedy has helped to push the conversation along further.

Using a system where all products are purchased from one source and designed to work together harmoniously makes the resulting performance reassuringly predictable. It also means that it is likely contractors will have access to training and technical back-up to again support the highest possible installation standards.

Good things are on the horizon from brands such as Firestone, which is working to support authorised distributors and merchants, but for now, making a wise choice at the product selection stage can make all the difference.

Contractors must fully understand the capabilities of the products they are using and how they are used. I would also advise that installers only use quality materials with a CE mark, and that they insist on seeing a certificate from the supplier. There are stockists out there that think they have a full system, but the reality is that they aren’t offering a complete solution. When it comes to a warranty claim or fire incident, you can guarantee it will be the contractor being asked for the certificate.

Contractors choosing a full system from a reputable brand will also usually mean the inclusion of a warranty, which will go towards mitigating any risk they may feel

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REPAIR, MAINTENANCE & IMPROVEMENT

about trying out a new set of products. For example, Permaroof offers a 20-year membrane warranty with every installation by a registered installer.

As well as contractors considering a change to purchasing habits and opting for a full system, there is more that distributors can be doing too. By taking responsibility for advising and educating merchants and installers directly, we feel this recommendation will be realised — ideally becoming standard practice.

And as the UK operator of the National Training Centre for Firestone RubberCover, this is something we take seriously and have seen the positive benefits of first-hand.

This relates to another pitfall that I’ve seen over the last few years. The temptation of working on large commercial projects is often tempting for installers that have mastered the domestic market. Once again, this can mean that it is easy to be tempted to try different products and not the system contractors are used to.

My warning is that domestic and commercial projects are completely different animals with many differences. If installers want to capitalise on a market and build a reputation that secures a long-term supply of work, then they should decide on which side of the market they are on and stick to it.

Our ethos as a company is to provide “permanent solutions to age old problems” and the inconsistent reputation of the roofing industry as a whole is one of those problems and is why we always recommend full systems when possible. Ultimately, keeping to a full system, backed by training and technical assistance, easily solves this looming and potentially damaging issue and ensures a good result for all parties.

■ Permaroof is a leading importer and distributor of Firestone RubberCover roofing products. For further information online, enter the shortcode www.rdr.link/mm007

REPAIR, MAINTENANCE & IMPROVEMENT With press-fitting fast becoming the go-to solution for installers, John Gittens, Business Development Director of Maincor, looks at why merchants should be taking stock of its advantages too.

Pressed for time W

hile traditional fitting methods still have their place, press-fitting systems are making their presence felt among an increasing amount of installers, not least because of the time that can be saved on site. And though it is not possible to please all your customers all of the time with one single product, and some will undoubtedly always prefer to stick to tried and tested materials and methods such as soldering copper, merchants ignoring the rise in popularity of press-fitting do so at their peril.

Press-fittings can make the completion of a job up to three times faster than with conventional methods and significantly reduce the amount of time that needs to be spent on site. With no site assessments and hot works permits needed, installers can simply get on with the job. In fact, the absence of a naked flame makes the fitting process a whole lot safer too — and particularly suitable for retro-fit projects, which is another good reason for the rise in popularity of press-fitting.

Safety first Undoubtedly though, the biggest selling point of press-fitting — and the one that merchants should be highlighting to customers who may be wavering between making the switch or not — is the peace of mind it offers installers that the end result is safe, correctly sealed and free of leaks. This is something that cannot always be said of traditional or push-fit connecting methods as with traditional methods, there is a risk that the fitting could be left incomplete if the installer cannot get the solder to flow correctly around the joint, resulting in leaks which can be both difficult to detect and costly to fix.

Press-fitting systems, such as those from Maincor, overcome this issue and offer less opportunity for errors to occur, as the fitting will leak if not pressed correctly or adequately. The system’s one large O-ring is also much more substantial than an ordinary O-ring, as it is much harder to dislodge or damage as the pipe goes into the fitting, smoothly and quickly.

“The biggest selling point of press-fitting — and the one that merchants should be highlighting to customers who may be wavering between making the switch or not — is the peace of mind it offers installers that the end result is safe, correctly sealed and free of leaks.”

Other benefits of this option include a larger internal bore which allows for significantly increased flow and viewing windows that allow the installer to check the pipe is inserted correctly, reducing the chance of joint assembly errors occurring.

The right fit A versatile choice, Maincor metal press fittings can be used to create permanent nondemountable systems from sizes 16-63mm, with a patented ‘D’ ring construction for a secure plumbing connection.

Metal is not the only material of choice when it comes to press-fittings though.

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Maincor Impress composite press fittings, for example, offer a simple and cost-effective method of jointing MLCP in both domestic and commercial projects.

Suitable for both hot and cold water plumbing systems and heating applications and made from polyphenylsulfone (PPSU), the body of the fittings offers exceptional stability and a toughness superior to other high-temperature engineering resins. This resin also offers a high deflection temperature and resistance to environmental stress cracking, with the polymers being flame retardant and thermally stable.

Multiple connections When a ‘go to’ connector is needed, Maincor’s Multi-fit range is about as versatile as they come. A simple and effective way of connecting Maincor MLCP to potable plumbing systems, heating, underfloor heating, kitchen and bathroom appliances, Multi-Fit connectors are simple to install, with no special tools required. In fact, all that is needed are pipe cutters, a bevelling tool and an allen key.

The pipe is cut to length and bevelled at the end, the fitting is inserted into the pipe, before the allen key is used to screw the thread into place. Once the pipe is fully visible in the viewing window, the connection is made. Multi-Fit connectors are available in a wide range of sizes with ½”, ¾” and 1” compression nut connections, and come with both an O-ring for conical seats and a flat washer for flat face applications.

By brushing up on the systems and fittings available, as well as the benefits of each depending on the application, merchants can help customers make an informed choice while cashing in on what is now an established pipework connection method.

■ For more information on Maincor’s range of products and services, enter the shortcode www.rdr.link/mm008

REPAIR, MAINTENANCE & IMPROVEMENT POLYPIPE DRAINAGE CHANNELS Designed to deal with pedestrian, cyclist and light vehicle traffic on driveways, patios and paths, the Polypipe MCD1000 domestic drainage channels are described as being quick and easy to install. The system directs rainwater away from the home, and away from building foundations, and can be installed with any type of surface including block paving, flagstones, tarmac and concrete.

The channels can be cut to length and clipped together for ease of installation on site whilst the four-way junction box offers a variety of configurations.

EASY INNOVATIONS EASY AIR WEDGE

www.rdr.link/mm009

www.rdr.link/mm010

The multi-purpose Easy Air Wedge is an inflatable wedge that has been designed to make the ‘fiddly job of fixing and levelling’ easy. It holds windows, doors, appliances and equipment in place for easier installation and fixing.

The supplier says that unlike other air wedges, the built-in, patented CorePlate Technology ensures that the wedge remains rigid and does not buckle when it is pushed into small gaps.

HILTON BANKS WOOD FILLER Hilton Banks describes its reformulated HB42 Ultimate Wood Filler as an ultra-smooth two-part, styrene-free wood filler that provides a tough, long-lasting repair on all woods inside and out. With an easy mix application, the filler sets hard to a strong finish in 30 minutes for a weatherproof repair whilst its new formula is said to remove the risk of harmful effects styrene can cause without losing any of the powerful and smooth finish the trade needs to get the job done.

Once dry, the filler can be drilled, carved, sanded or planed. It is paintable, stainable and suitable for repairing wood damaged by wet rot on furniture, windowsills, frames, doors, banisters and more.

www.rdr.link/mm011

HODGSON SEALANTS SILFIX U7 The newly-promoted U8 and established U9 sealants now have an additional new partner in the Hodgson Sealants range in the shape of the Silfix U7. This sanitary, high modulus, acetoxy cure silicone sealant and adhesive is anti-fungal, which means that it is suitable for sealing around baths, shower trays, basins, and for other bathroom and kitchen applications.

The product is available in a 310ml cartridge in white and translucent options.

TOUPRET FILLING SYSTEM Toupret’s Joint, Skim & Fill system of products endeavours to offer both clarity and quality in the plasterboard jointing and skim-filling market. “Better results in less time” is the touchstone for the range, which is designed with trades in mind and finish to the forefront.

The Quick Dry products in the range are said to be ready for overpainting in just three hours. For normal applications they require just one coat, remove the need for spot-priming and are suitable for surface finishing, filling or plasterboard jointing.

www.rdr.link/mm014

www.rdr.link/mm012

CROWN TRADE EGGSHELL PAINT Aimed at those looking for a trim product that combines the traditional finish of an eggshell with the modern benefits of water-based technology paint, Crown Trade has developed the Fastflow Quick Dry Eggshell paint.

The paint can be used for both exterior and interior wood and metalwork, whilst the water-based eggshell option’s low odour formulation alongside its quick drying properties can also help reduce time and labour on site.

www.rdr.link/mm013 34 PBM FEBRUARY 2020

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TOOLS, FIXINGS & ADHESIVES

Take it to the maxx F ounded as recently as 2014 and subsequently acquired by leading construction tool supplier ROYD Tool Group in 2018, the Optimaxx brand is said to be quickly building up its reputation as a ‘sought after’ brand in the premium wood screw market.

A sustained high-activity marketing push throughout 2019 was reinforced by a Top Product Award from PBM’s sister publication Professional Builder magazine, as chosen by its legion of trade readers who commended the product as one that “consistently exceeds expectation”.

Such is the brand’s belief in its product, it is urging end users and merchant distributors to take up its offer of a free sample pack to ‘try before you buy’ with Optimaxx confident that users will find “unique features that provide genuine application benefits in every element of the screw”.

The brand says that the wood screws have been developed through genuine product testing and scrutiny by joiners, kitchen fitters and other tradesmen across the UK, and claims that “whilst there are many screw brands in the market offering high-performance features, Optimaxx improves on them and offers the ‘full suite’ of features unlike any other”.

Based on a successful 2019, the screw brand is anticipating substantial growth in its merchant network through 2020 and states that the beginning of the year has already seen new stockists introducing the range “every day, with many ‘national’ branches rolling out the product in-store too”.

Strong distributor support is said to be a facet of the ROYD Tool Group, and Optimaxx is promising the same level of backing that merchant customers of ROYD’s SMART multi-tool blades and accessories and, more recently, ACER professional construction markers have experienced since their founding in 2010.

One example of this is through the attractive yet functional packaging of its products, with high-impact branding and POS intended to provide a real advantage for stockists.

Marketing Manager Robert Mallory added: “Since its acquisition in 2018, we’ve invested heavily in developing the Optimaxx brand and particularly focusing on gaining end user ‘buy-in’ to the products. Building on our highly successful end user

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PBM looks at the merchant support being made available by the rapidly-growing ‘Extreme Performance’ wood screw brand, Optimaxx.

“Optimaxx is looking to rapidly build its merchant network to meet demand and has made new ‘Introductory Packages’ available to make stocking the range as simple and successful as possible.” marketing in 2019, we’ll be doubling down on our efforts with some of the best digital and social marketing in the industry, backed by partnerships with the largest digital and traditional publishers in the industry. Our stockists can rest assured we’ll be actively and effectively driving demand.”

With this in mind, Optimaxx is looking to rapidly build its merchant network to meet demand and has made new ‘Introductory Packages’ available to make stocking the range as simple and successful as possible. Two new low-commitment Optimaxx introductory profiles and packages are now available and include high-impact POS and FOC sample packs, with options for additional support and social media collaboration.

■ For more information on becoming a stockist of the Optimaxx wood screw brand, enter the shortcode www.rdr.link/mm015

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TOOLS, FIXINGS & ADHESIVES

Nick Chan, Marketing Manager of HiKOKI Power Tools (formerly known as Hitachi Power Tools), considers the type of tools currently proving most popular with the merchant sector’s core trade customers.

Power boost T

oday’s power tool users now expect reliable, enduring tools with extended warranties and performance levels saving valuable time, money, and energy. Accordingly, manufacturers such as HiKOKI continue to produce remarkable innovations, improving value and raising performance standards for trade customers.

The most startling change has been in the cordless power tool market. 12 months ago, cordless tools represented over 50% of the demand for power tools. We believe this figure has already grown and will continue to grow — indeed, our own sales figures show year-on-year increases on sales of certain tools, such as cordless circular saws versus their corded versions.

As a merchant it is important to know which power tools to hold in stock and cordless tools are an obvious choice. New battery technologies, combined with highly

36 PBM FEBRUARY 2020

efficient brushless motors, are driving your customers to use cordless.

Together they offer more power and durability than ever before, meaning their performance often matches that of their corded counterparts. Users feel cordless are superior to corded tools as they can take a cordless tool anywhere, are compact compared to their corded counterparts and, with no leads to trip on, are safer.

In short, we have found that the superior experiences for professional users come from being able to ‘get the job done anywhere’ by using tools that are powerful, durable, and accurate.

Cordless framing nailers Once powerful Lithium-ion (Li-ion) battery technology is combined with the benefits of brushless motors in cordless power tool ranges, users get more flexibility and performance out of their tools than ever

before. Take first fix nailers, for instance, which now have a performance that matches those traditionally powered by expensive gas canisters.

Unlike traditional framing nailers that use gas fuel cells, the HiKOKI NR1890DCJPZ is powered by a lightweight, rechargeable 5.0 Ah Li-Ion battery, banishing the costly replacement of fuel cells. The use of batteries also means the days of keeping gas fuel cells warm in a pocket, or dragging a compressor and hose out for every job, are over. This quiet, powerful and efficient nailer matches the performance of a gas nailer, without the fuss.

The NR1890DBCJPZ features a highly efficient brushless motor, driving up to two nails per second and has a capacity to carry 47 nails at a time. The tool also comes with two 5.0Ah Li-Ion batteries (with a charge time of just 75 minutes per battery) and fires up to 700 nails per charge.

Furthermore, the air/spring drive system means less recoil, better flush driving and easier maintenance, while the highly stable driving power allows the nailer to drive nails up to 90mm into timber with ease.

Flexible battery power Cordless innovation will not stop for the foreseeable future, and we believe the percentage of tools carried by tradespeople will continue to be weighted towards cordless. For example, the HiKOKI Multi Volt BSL36A18 36V battery packs have more power than similar sized 18V battery packs — but dimensions and weight remain almost the same, so the 36V battery packs can be used with a wide range of 18V class devices.

Using the UC18YSL3 charger, the 36V battery packs can be fully charged in just 32 minutes. In addition, the battery packs have

a particularly long service life: they can be charged up to 1,500 times without any appreciable impact on performance. The energy available in the battery pack is displayed on the battery itself through a four-stage charge indicator.

It is this kind of speed, meaning installers will never run out of charge, which is driving our move into the cordless age.

Intelligent connecting technology makes it possible for the battery pack to detect whether it is being used on an 18 Volt or a 36 Volt device and automatically adjusts the voltage. If we use the analogy of cars, both a 1L and 2L engine can do 70mph, but the 2L engine is using less of its capacity to get there, therefore increasing the fuel efficiency and engine life.

For a tradesperson, choosing a power tool can be based on a number of factors — with power, batteries, comfort and cost all playing a part. However, part of the choice will also be determined by the heritage of the power tool company itself, and its reputation for engineering and innovation, consequently saving time and money for its power tool users.

When Hitachi Power Tools was sold to Asia’s largest private equity fund and rebranded to HiKOKI Power Tools, the company lost none of its Japanese engineering excellence and commitment to innovation developed over 70 years.

Consequently our range of tools continues to catch the attention of merchant customers.

So, with cordless power tools matching the performance of their corded counterparts, bringing with it so many advantages and convenience when on site, the choice of which tools to stock becomes simpler — and full of opportunity for merchants.

■ For more information on the HiKOKI Power Tools range, enter the shortcode www.rdr.link/mm016

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2020 37

TOOLS, FIXINGS & ADHESIVES

Roll with it Whilst offering many opportunities for the merchant sector, the changing nature of the adhesive tapes market also presents a number of challenges. Jason Burns, MD of Shurtape, discusses the ways in which merchants can capitalise.

T

he international tape market is rolling along nicely and it’s having an impact on all types of product ranges and markets. Globally, the adhesives tape market was worth almost $55bn in 2018 and this is expected to reach almost $74bn in the next four years.

That’s healthy growth and of course it is largely down to online retailing, which is leading to demand for packaging tapes and partner products. However, we are also seeing increased demand for our adhesive tapes across other industries, including electrical and electronics, logistics, healthcare and, of course, building, construction and DIY. This is all reflective of a quite buoyant market for adhesives in general. A combination of falling interest rates and

38 PBM FEBRUARY 2020

bigger mortgages had already flattened out the UK housing market according to experts, and then when Brexit brought uncertainty and threatened consumer confidence, the larger construction industry took quite a hit.

The DIY industry, meanwhile, is doing quite nicely, albeit cautiously, as a ‘make do and mend’ approach comes out of the downturn in larger construction and house-buying.

This is not bad news — it is an opportunity.

It is also something reflected in the widening range of adhesive tapes available — and their different costs. For example, we are currently seeing an increasing trend for price reductions in the home improvement market and this has quite naturally led to a rise in own label products.

This rise of own label is not isolated to the DIY or building industries. They have outperformed national grocery brands for the last four years, according to IRI, and have over 52% value share of sales — with the most notable gains being made in homecare and personal care goods.

Their position in the market, of course, is very different to branded products.

Since Shurtape launched in the UK 10 years ago, we’ve taken two adhesive tape

brands from 0% market share to being market leaders — FrogTape, for instance, has become the masking tape of choice for professional decorators thanks to its unique PaintBlock technology yet at the time of its launch, 80% of the market was own label.

With the growth of FrogTape, within a few years we extended the range to include Multi Surface, Delicate Surface and Gloss and Satin products. We also oversaw the successful UK relaunch of the much-trusted Duck Tape in addition to the more recent launch of the extra strong T-Rex Tape, which now has nine SKUs. There is definitely room in the market for brands and own label — the key is how we differentiate between the audiences and the products themselves. For example, FrogTape

www.professionalbuildersmerchant.co.uk

■ Shurtape’s latest addition to the adhesives market is Duck

Wrap-Fix. The product, described as a “self-fusing silicone repair tape”, was developed in recognition of the need for long-lasting hold and protection across a range of surfaces and environments. It offers a tensile strength of 700 PSI and is UV, chemical and weather resistant.

Jason Burns, MD of Shurtape, said: “Duck Wrap-Fix offers something more extreme for your plumbing, auto and marine repair. It can hold across all materials and in all types of weather conditions, making it ideal for leaks and fixes that need long-lasting protection.”

To use, the product is simply wrapped around pipes, insulation, hoses or tools as the tape is designed to mould around the surface area — creating a watertight seal — without the need for additional adhesives. This is designed to ensure a long-lasting solution until the issue is resolved or replaced permanently.

FrogTape is increasingly being used as a creative aid — for art, feature walls and upcycling — and it is used by professional decorators, furniture restorers and award-winning artists.

Our range of adhesive tapes across Duck Tape and T-Rex Tape, meanwhile, are used by homeowners and professional builders

alike and we have created distinct product offerings to target these differing audiences.

We will be expanding our outdoor ranges this year, as different applications increase, and the company is continually looking to new adhesive technologies, watching trends in the US and working closely with the research team in Carolina.

Our marketing for 2020 will continue to reflect the diverse requirements of the adhesive industry. And as own label makes a comeback to reflect a cost-cutting audience, there is still the need for brands to lead the way in R&D, continuing to develop products that answer the needs of an in-demand builder and a cautious construction industry.

Increasing and different applications provide clear merchandising opportunities for merchants, marketing outdoor tools and machinery or art and craft led tools alongside supporting adhesive ranges to encourage cross purchasing, and we look forward to working closely with our customers to create distinct offerings, to follow and then lead purchasing trends.

■ For more information on Shurtape’s brands for the construction sector, enter the shortcode www.rdr.link/mm017

TOOLS, FIXINGS & ADHESIVES BOSCH PROFESSIONAL FLEXICLICK 12V WITH BRUSHLESS MOTOR Bosch Professional has boosted the power of its popular FlexiClick 12V cordless drill driver system by adding a brushless motor. The resulting GSR 12V-35 FC Professional Drill Driver is said to be faster, stronger, more efficient and longer lasting, as well as maintenance-free.

Top speed has been increased by 35% to 1,750rpm, while maximum torque has been raised to 35Nm for hard screwdriving applications and 20Nm for soft. Increasing maximum drilling diameter in wood to 32mm and maximum screw diameter to 8mm has also expanded the tool’s job range. The tool’s length has also been reduced by 17mm compared to the previous model.

www.rdr.link/mm018

GEOCEL THEWORKS XXX Said to provide an ultra-fast bond on almost any material indoors or out, Geocel’s theWORKS XXX is described as a fast-acting, ultrastrength product which gives 50% more grab than traditional grab adhesives in any condition without shrinking or staining.

The sealant is suitable for outdoor jobs like guttering, paving, brickwork, roofs or any application which require a fast and reliable bond outside. The company adds that the adhesive is paintable, resists mould growth, will not crack or shrink, and is resistant to impact and vibration. It is available in white in 290ml ‘e’-filled cartridges.

www.rdr.link/mm019

HODGSON SEALANTS HY-SPEC AG The Hy-Spec Ag from Hodgson Sealants is the latest addition to the range of hybrid sealants, with BioCote silver antimicrobial technology for specific hygienic applications.

This anti-pick, high modulus sealant is designed to provide a permanent elastic seal with high adhesive properties to a wide variety of substrates including wood, concrete, tiles, steel, aluminium, zinc, copper, brass, uPVC, stainless steel, glass and polyester.

www.rdr.link/mm020

SNICKERS WORK GLOVES With a range of designs, features and material combinations that make up Snickers Work Gloves, there’s said to be something to suit most trades, from bricklayers and roofers to electricians, plumbers and painters.

The ‘curved’ designs ensure strong, secure grips while patterns, vents and ribs are combined with durable materials that provide cut protection, knuckle protection, ventilation, as well as water and wind protection. The gloves also allow wearers to use their mobile phone whilst for specialist use where health and safety standards are key requirements, all the work gloves are EN certified for performance and protection.

www.rdr.link/mm021

KNIPEX MINI PLIER SETS Knipex has introduced three mini plier sets in belt tool pouches made of tough polyester fabric, complete with a velcro fastening and belt loop.

The Mini Cobra high tech water pump pliers feature in all three kits and allow adjustment directly on the workpiece at the press of a button; with fine adjustment for optimum adaptation to a range workpiece sizes up to 27mm.

Model 00 20 72 V01 includes a Mini Pliers Wrench, 00 2072 V02 includes the High Leverage Diagonal Cutter and 00 20 72 V06 includes the Needle Nose Combination Pliers.

www.rdr.link/mm022

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2020 41

Counter…

For over 40 years, Professional Builder has picked up each month from merchant trade As we delve into its February issue to look advertising campaigns from the industry’s insight into the buying habits of your key SUPERFOIL INSULATION CERTIFIED MULTIFOIL PRODUCTS

SPACE-PLUG TIME SAVING FIXING SYSTEM PB’s regular Inventor’s Corner feature places a whole host of fantastic innovations into the spotlight each month and the February edition recounted the tale of kitchen fitter Cliff Petit’s time saving fixing system.

First developed to make the fitting of kitchen base units easier, the product has since proved to be a solution for multiple on site applications and — with sales of over three million units worldwide — its popularity and distribution network continues to grow rapidly as a result.

Cliff’s brainchild is essentially a telescopic and adjustable spacer, with a cross thread that allows it to be wound in or out, and that accommodates a fixing through a central bore. He explained: “The beauty of our product is that the more tradespeople use it, the more uses they find for it. In fact, there are probably hundreds of different applications, and we know that it’s already been used for fitting toilet cisterns, boxing out, inside dot and dab walls, installing roof windows, and much more.”

He continued: “From a carpenter’s point of view, its infinite adjustability is a real bonus. The builder can work straight on instead of struggling in tight spaces or at angles with small screws. It allows you to decide how many fixings to use and where to place them, and the fixing remains accessible for the homeowner. Fewer fixings are required — as well as eliminating L brackets — and they can be installed much quicker, whilst there’s also the neatness of the finish to be considered.” www.rdr.link/mm023

O’KEEFFE SKIN PROTECTION PRODUCTS From builders and contractors to gardeners, many tradespeople suffer from the discomfort that dry skin can bring. The O’Keeffe promise is to make the best skincare products for workers who rely day-to-day on their hands.

Non-greasy and free from scents and perfumes, the manufacturer’s Working Hands not only moisturises dry skin, but also protects it, giving it a chance to heal. www.rdr.link/mm024

42 PBM FEBRUARY 2020

With a focus on making a self-build project as energy efficient as possible, an article from William Brown, MD of SuperFOIL Insulation, also outlined what he argues to be some of the broader advantages of multifoil insulation solutions.

Because it is thinner, multifoil insulation frees up more internal space than traditional insulation whilst it is also easy to install and can be used to insulate walls, floors and ceilings. Similarly, traditional insulation can get wet, affecting its energy performance, whereas multifoil solutions have a vapour control layer which stops it from becoming damp and keeps it effective.

However, William asserts that the roof of a home is one of the most important spaces for insulation citing estimates from the Energy Saving Trust estimates that around 25% of heat is lost through the roof of an uninsulated house. Multifoil insulation, he says, is ideal for self-builders to use in the roofs of properties because it’s thinner and lighter than other types of insulation so is easy to handle, install, cut and seal. www.rdr.link/mm025

GARADOR GARAGE DOORS Smart grey garage doors are said to be surging in popularity and, due to a substantial increase in demand, Garador is now offering Slate Grey (RAL 7015) as part of its standard range of colours for steel Up & Over doors, side hinged doors and personnel doors.

The new colour is described as being the perfect shade for those wanting to add a fresh and distinctive new look to their home. www.rdr.link/mm026

JG SPEEDFIT UNDERFLOOR HEATING (UFH) With gas boilers projected to be phased out of new build homes in the future, and the likes of ground source heat pumps (GSHPs) and air source heat pumps (ASHPs) taking their place, underfloor heating will emerge as the most viable heating option, according to JG Speedfit.

The company already offers a whole suite of UFH solutions to efficiently help with any new build or retro-fit installation, as well as a free estimation and CAD design service. www.rdr.link/mm027

FRE

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Attack!

M CLASS ʻʹʸʷ

the minimum M Class dust extraction is now with legal requirement when working hazardous materials: woods, Brick, Masonry, Tile, Gravel, All and Plastic composites, Flint, Quartz Liquid materials containing sand.

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PAIN TING AND THE BUSINESS MAGAZINE FOR THE BUILDING INDUST RY

been the favoured magazine of the building trade, counters by more than 120,000 tradespeople. at some of the articles, latest new products and active suppliers, take advantage of PBM’s unique customers to make more trade counter sales.

DUST EXTRACTION SOLUTIONS

THE

Professional FEBRUARY 2020

NEW & SELF BU ILD BEST LAID PLANS!

VEHICLES & PLA

NT THE DRIVING FOR CE BEHIND YOUR BUS INESS! THE LATEST 14 TONNE JCB X SERIES IS AT HOME ON HOUSEBUILDING

SITES

Makita M Class dust extraction We love the line on the appropriate section of the Makita website that states: “dust is no longer something that can be swept under the carpet; it is a real and ever present danger within the construction industry… where airborne dust can occur.”

M Class dust extraction is now the minimum legal requirement when working with hazardous materials such as brick, masonry and timber and the company urges trade professionals not to use their lungs as the filter. Offering further ease of use, the firm’s WUT02U AWS Bluetooth adaptor can now be used to wirelessly connect cordless Makita AWS tools to activate the dust extractor — such as the VC4210M model pictured — each time the trigger is pulled. www.rdr.link/mm028

Polypipe 40 years of innovation An eye-catching advert from Polypipe confidently outlines the 40 years of innovation from the company since its founding in Doncaster back in 1980. Telling the trade “If you think the last 40 years were exciting, you should see the future”, the ad invites readers to ‘experience innovation’ by visiting polypipe.com/40years to discover more about the firm’s range of water management solutions for a whole host of applications. www.rdr.link/mm029

If you think the last 40 years were exciting, you should see the future.

Est. 1980

Experience innovation, visit polypipe.com/40years

Snickers Waterproof and windproof working

Festool Connected dust extractors

Staying dry, comfortable and working efficiently on site is a core requirement for all those in the trade. Snickers says that it has a solution for all situations, from basic protection in light showers to “100% waterproofness throughout a full day’s high-intensity work”.

The Hultafors Group company’s latest range of jackets, for example, are EN 343 Accredited for protection against foul weather and the image in the advert showcases the top level protection provided by the 1981 FlexiWork GORE-TEX 37.5 breathable, insulated jacket. www.rdr.link/mm030

There’s obviously something in the air this month when it comes to dust extraction, as this ad from Festool brilliantly illustrates its solutions for keeping the air safe and clean on site.

As the advert explains, “whether it is concrete, tile Clean air with the system. adhesive or gypsum in old &RnquerLQJ dust together. or new buildings, Festool offers an uncompromising connection between mobile dust extractors and tools” to provide simple and effective health protection in every situation. www.rdr.link/mm031

www.professionalbuildersmerchant.co.uk

Healthy, precise and time-saving work as a decorator. No matter whether it is concrete, tile adhesive or gypsum, in old or new buildings, Festool offers an uncompromising connection between mobile dust extractors and tools. The result: simple and effective health protection in every situation thanks to a perfectly optimised system.

For more information visit www.festool.co.uk/dustfree

PBM FEBRUARY 2020 43

Counter…

More than 60,000 plumbers and heating Heating & Plumbing Installer from merchant feedback gleaned from our sister magazine, the buying habits of your key customers as products and latest ad campaigns from BAXI FLUE POSITIONING A ‘training troubleshooting’ article from Baxi Trainer Graham Collins outlined a number of common problems highlighted by installers, leading on the potentially tricky issue of flue siting.

Not only can the (incorrect) location of the flue terminal be an irritation to those living nearby, this type of installation does not adhere to standard practice and Graham says that installers should always consult BS 5440 Part 1 on the minimum clearance for flue terminal siting or, if in doubt, consult the manufacturer’s guidelines.

However, if the flue cannot be re-sited, there are options available to avoid nuisance pluming becoming an issue. One example of this, he said, is the availability of plume displacement kits and plume deflectors that can be installed to divert fluming away from specific areas where it may become a nuisance. www.rdr.link/mm032

VOKÈRA FLEXIBLE FLUEING Interestingly, and perhaps outlining how much of an issue it can be for a merchant’s installer customer base, the topic of flue positioning also formed the basis of an article from Vokèra in PHPI’s Jan/Feb edition with the company’s Technical Co-Ordinator Eric Brawley discussing solutions for non-standard flueing.

Eric explained that while most of the flueing requirements that installers encounter on a day-to-day basis will be pretty standard, it is important to be ready and able to deal with more unusual situations should they arise. The issue is addressed in the company’s training courses whilst it also offers an extensive range of flue variants for all its domestic boilers including flue accessories in both horizontal and vertical options that facilitate “some of the longest runs possible in the industry”.

The article also showcased Vokèra’s new showroom at the training centre at its London Colney base and invites any interested party — merchant and installer alike — to visit the facility. www.rdr.link/mm033

44 PBM FEBRUARY 2020

GRANT UK RENEWABLE TECHNOLOGIES BROCHURE Grant UK has recently published a new brochure which combines the company’s Renewable Technologies all in one place, from air source heat pumps through to cylinders and heat emitters along with details of its package heating solutions.

The 64-page brochure is the largest the firm has ever published and features the Aerona³ R32 air source heat pumps, hybrids, cylinders, solar thermal systems as well as all of Grant’s fan convectors, underfloor heating and aluminum radiators. Information about its G-CERT Scheme and ServicePlan offering for renewables is also included, making the brochure is a comprehensive reference for Grant’s renewable product package support. www.rdr.link/mm034

ARISTON VELIS EVO & VELIS EVO WI-FI Ariston has added the new Velis Evo and Velis Evo Wi-Fi to its growing range of electric storage water heaters. Boasting an ultra slim twin tank design for up to 16% more hot water availability, the units are available in capacities of 45 and 80 litres.

The range features Ariston’s ‘ECO EVO’ function — an electronic control with automatic learning software, which the company believes will enable users to achieve energy savings of up to 14%. The new products also achieve an ErP ‘B’ rating across the range as well as benefitting from the company’s ABS Safety System which includes ‘Anti-Overheating’, ‘Anti-Freezing’ and ‘Dry Heating Self-Diagnosis’ functions. www.rdr.link/mm035

AQUALISA AQ COLLECTION Aqualisa has introduced a new mixer shower range exclusively for trade customers with the AQ Collection said to offer installers the promise of ‘the right product always available at the right price’.

The AQ Collection extends the firm’s mixer shower offering based on its AQ bar valves, which are now accompanied by a contemporary square bar valve, either single or dual outlet, and stylish concentric valves, either single or dual control.

The choice is extended further with the dual control shower supplied as a concealed or exposed version all in one box — giving greater flexibility to installers when it comes to pipework and retrofit projects. www.rdr.link/mm036

JANUARY / FEBRUARY 2020

Attack!

PLUMBING & BATHROOMS IMPROVE MAINS WATER PERFORMANCE

engineers pick up their copy of Professional trade counters each month. From the take advantage of PBM’s unique insight into we look at some of the most in-demand PHPI’s Jan/Feb issue.

Danfoss Electronic Room Controls

GIVEAWAYS GET YOUR HANDS ON THE LATEST GEAR

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VISIT PHPIONLINE.CO.UK

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Nu-Heat Togethical

Highlighting the advantages of its 100% Boiler Plus-compliant electronic room controls, Danfoss makes an interesting pitch to the readers of PHPI by outlining the crucial fact that homeowners rely on the advice and expertise of professional installers to ensure that they have the most efficient and cost-effective heating solutions.

The tagline of ‘For the ones who are up-to-date’ is interesting too, reinforcing the point that sophisticated controls are now very much the mainstream solution. www.rdr.link/mm037

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Viessmann ViStart App

1

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5

Together, we go all the way

The good old portmanteau has been with us for a long time — we’d recommend looking at Wikipedia, which references Lewis Carroll’s usage in Through the Looking-Glass in 1871 and details a huge amount of words you’d be forgiven for not knowing fit the description.

So now that we’ve had Brexit, underfloor heating specialist Nu-Heat brings us ‘Togethical’ with the company stating “It’s how we live. We believe working closely together leads to an altogether better experience” and going on to outline the support it offers from the initial design to the final build. www.rdr.link/mm039

RWC’s family of products can now take you from the boiler to the point of use, offering an integrated solution that is fast and simple to install. JG Speedfit, the ultimate in plastic pipe connection technology, meets brass SharkBite to offer a complete push-fit system for plumbing and heating.

Together with Reliance Valves, our world-leading pressure and temperature control valves, we have everything you need to complete your job more efficiently.

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Find out more about our family of brands: Visit: rwc.com/family

from boiler to point of use...

RWC From boiler to point of use…

Encompassing JG Speedfit, SharkBite and Reliance Valves, RWC’s family of products promises to take installers from the boiler to the point of use by offering integrated solutions that are fast and simple to use.

With an ad that innovatively depicts the products in practice, the company says its portfolio of pipe connection technology and pressure and temperature control valves will give your customers everything they need to complete the job more efficiently. www.rdr.link/mm038

www.professionalbuildersmerchant.co.uk

Viessmann’s ViStart App is designed to help installers save time on the job by guiding them through the commissioning process in just four simple steps.

Available for smartphone and tablet (iOS and Android), the app can be used to commission all new generation Vitodens 200-W and 222-F gas condensing boilers and Vitovalor PT2 fuel cells. www.rdr.link/mm040

PBM FEBRUARY 2020 45

POINT OF SALE

Standing strong Hilton Banks has launched a pair of new marketing and merchandising initiatives to help merchants display and sell more of the company’s HB42-branded sealants, adhesives and fillers.

A

n eye-catching new Point of Sale trade stand for merchants is the ‘stand out’ arrival from Hilton Banks, showcasing the supplier’s HB42 range and said to offer a 50% profit margin for stockists.

Whilst the company can trace its roots back more than 170 years, the HB42 portfolio was launched in 2013 to meet increased demand from builders’, plumbers’ and decorators’ merchants to supply a “high-end trade brand of sealants with clear branding and sensible pricing that offered good margins”, and uses the latest technologies such as advanced hybrid polymer technology to deliver on its promise.

The new POS stand includes the best-selling All-In-One Sealant, the ultra-smooth Ultimate Wood Filler, the Ultimate Solvent — which cleans and removes stubborn deposits — and Le Filla,

which is formulated to give “an exceptionally hard finish in record time”.

Now in its 13th year, the latest version of the company’s popular ‘Trade Show’ brochure has also been unveiled and is described as being “packed with more special offers for merchants than ever before” including ‘buy one get one free’ and other bonus incentives.

With multiple POS options and marketing support alongside a central distribution centre and 48 hour delivery, Hilton Banks describes itself as “a company designed for merchants” with its HB42 range offering merchants “great trade products with great margins”.

■ For more information on the HB42 line-up, enter the shortcode www.rdr.link/mm041

Flit for purpose Jewson has recently updated the showroom in its Flitwick branch to include Lakes’ new Bay Series and premium stone resin trays, Lakes Stone, in a series of five displays. PBM reports.

L

akes is a preferred supplier for showering spaces to Jewson. The national chain’s Flitwick branch in Bedfordshire has been supplying Lakes’ products for approximately six years, displaying its Island, Coastline and Classic Collections since the depot revamped its showroom three years ago.

The Bay Series and Lakes Stone were introduced last summer “to help merchants and stockists stand out and sell more”. Part of Lakes’ Coastline Collection, Bay is described as balancing “best-in-class functionality and great looks” with key features including softly closing doors, refined hardware, interlocking cover caps, concealed covers and a sleek aluminium finish.

46 PBM FEBRUARY 2020

The contemporary stone resin trays, meanwhile, are available in a choice of three stylish colours and four sizes, designed to suit rectangular showering spaces across all of Lakes’ Collections. The 30mm low profile trays are also anti-slip and anti-bacterial.

Mike Tattam, Sales & Marketing Director at Lakes, said: “Building strong partnerships with our customers, like we have with Jewson, is very important to us. Showrooms are integral to the showering space market so our focus is on product developments that help our customers create stunning displays and achieve the utmost impact.

“It’s easy to focus on just one or two elements of a showering space, but the ultimate showering experience comes from a

combination of glass, hardware, frame and the floor. Our priority is on delivering high-quality solutions in all these areas so our customers can maximise their sales opportunities.”

■ For more information on Lakes and to download a copy of its ‘Designed for Life’ brochure, enter the shortcode www.rdr.link/mm042

SUPREME CONCRETE STOCKIST GUIDE

BMI REDLAND GOLDEN TILE COMPETITION To celebrate 100 years of concrete tile manufacture in the UK, BMI Redland has launched a Golden Tile competition with £1,000 in shopping vouchers to be won as first prize. The Golden Tile (spoiler alert: it’s concrete) has been hidden by the BMI team in a random pallet of tiles and was released into the marketplace in January.

To reflect the teamwork that goes into most roofing jobs, the £1,000 will be split into small denominations to allow the winning customer to share the winnings amongst their colleagues. The competition is being promoted on the company’s Facebook, Twitter and LinkedIn feeds.

VITRA BATHROOMS NEW BROCHURE Described as ‘very user-friendly’, VitrA Bathrooms has launched an updated 130pp brochure enabling stockists and their customers to see the complete range in an easy to follow format.

The new brochure includes information on the company’s portfolio of taps, accessories and showers, whilst it also includes step-bystep guides and helpful information for the eco-conscious.

ALTECNIC PRODUCT BROCHURE Showcasing 35 new product lines, Altecnic has unveiled its latest 144 page product brochure for 2020. The new products include a range of commercial washroom products brought to the UK through the SILFRA brand, which is also part of parent company, the Caleffi Group. These include non-concussive taps, timed flow controls, vandal resistant shower valves and shower panels.

MD Gary Perry said: “The brochure continues to showcase our range and breadth of products as well as demonstrate our innovation. Our customers know that if they buy something from Altecnic they are buying something which is quality, compliant and accredited.”

Supreme Concrete’s new stockist guide has been updated to incorporate the latest changes to its product offering following the addition of Anderton Concrete’s building and fencing products into its portfolio.

In addition, the refreshed guide has been designed to provide customers with a simple pricelist to help streamline the planning and specification stages.

ROXOR GROUP NUIE BATHROOM BROCHURE Roxor says it has completed the transition of the Premier Bathroom Collection to the new brand ‘nuie’ with the arrival of its latest brochure. With a new brand strapline, ‘Exclusively designed for everyone’, the brochure features the collection’s 2020 product launches, which includes the addition of a Gloss Grey Mist colour to its Parade furniture range.

Jon Walker, Marketing Manager for Roxor Group, said: “‘Affordable luxury’ is our key message which is communicated through our enhanced styling and new lifestyle photography, which showcases the on-trend styles of the collection.”

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mm043

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2020 47

PRODUCTS & SERVICES

DUSTCONTROL UK DC TROMB 400 The trio of new additions to the Tromb family include the DC Tromb 400 dust extractor, DCF Tromb pre-separator and the combined DC Tromb Twin dust extractor and pre-separator.

The remodelled versions are said to meet modern safety requirements while offering ergonomic and modular functions.

One of the major updates is that the new DC Tromb Twin model is separable, meaning the dust extractor and pre-seperator are easily detached and re-assembled from each other to make transport simple. Other updates include a simpler filter change system and a motor package that is easier to remove.

ROMAN SHOWERS BLACK GRID HINGED DOOR With 10mm glass thickness, Roman has introduced the Black Grid Hinged Door as the newest addition to the Liberty Black Grid collection. The design replicates the on-trend black grid latticed style which “encapsulates industrial chic with an elegant twist”.

It features a silicone free matt black wall profile, and the ceramic printed glass leads the current ‘industrial look’ trend in bathroom design. For more of a minimalist design, there is also the option of clear glass with matt black hardware which can be coordinated with brassware across the bathroom.

SENSIO CUBE AND CIRCA With integrated colour changing technology, Sensio has launched two new ceiling downlights — Cube and Circa. Cube is a square geometric design whilst Circa is a circular option and they are designed with integral Triotone LED technology which enables each fitting to be set at a cool, natural or warm white colour temperature, and dimmed as required.

The fittings also offer low energy consumption at 240V and 8W power and yet at 100 lumens are brighter than a 50W GU10 halogen light. Both are fire and IP65 rated for use in zones 1 & 2 in the bathroom so can be safely installed above a shower cubicle or over a bath.

MARLEY EDEN PANTILE Incorporating modern fixing methods with a traditional profile for quicker and easier installation, Marley has launched the Eden pantile. Offering a low pitch option when a traditional pantile is required for aesthetic or planning purposes, the product is backed up by technical support and a 15-year guarantee.

The tile has a low minimum pitch of just 22.5° and is available in a weathered colour, so it is suitable for use on heritage and conservation projects. Eden’s more uniform shape enables architects to achieve cleaner ‘waves’ up the rafter, without it being so uniform that it detracts from the character of the roof.

MOORES NOVENTA The latest addition to the Moores Definitive range is the Noventa Collection. Inspired by the great outdoors, the range is designed to recreate the look of real wood by delivering four new woodgrains that are natural and realistic.

With six accent colours to choose from, buyers are encouraged to experiment with different colour combinations and can choose from more than 20 handle options. The company also claims that the new, larger cabinetry is designed to make installation less complicated and provide more cabinet-space in the kitchen.

48 PBM FEBRUARY 2020

GRANT UK AERONA³ INSTALLATION PACKS To complement all four models within its Aerona³ R32 air source heat pump range, Grant UK has launched new installation packs.

The packs are made up of eight core accessories required for heat pump installations with one pack being ‘standard’, the second including the addition of a 30L volumiser and the third pack including the addition of a 50L buffer.

The following components are supplied in each pack: AC Isolator, 18L sealed system kit, flexi foot kit, Mag One filter, through wall insulation kit, 25L anti-freeze, domestic hot water boost kit and hot water priority relay.

WORCESTER BOSCH GUARANTEE UPDATE

BLANCO TAMPERA HOT TAP The Tampera hot tap claims to save time and energy in the home by allowing the user to only heat the exact amount of water that they need.

The titanium boiler, which fits neatly in a cupboard under the sink, takes far less time than a kettle to heat up the same amount of water so homeowners are able to save on their energy consumption.

Following feedback from installers, Worcester Bosch is now offering an improved guarantee of up to 10-years as part of the company’s promise to continue to support the installer community throughout 2020 and beyond.

Guarantees now range from as follows: Greenstar 8000 has an eight year standard or 10 years with Greenstar System Filter, Greenstar CDi/Si/I/Ri has a seven year standard or eight years with Greenstar System Filter, and Worcester 200 has a five year standard or six years with Greenstar System Filter.

PURDY ROLLER SLEEVES

V33 MULTI-SURFACE RENOVATION PAINT A white emulsion, V33 Multi-Surface Renovation claims to offer professional painters and decorators time and cost-saving benefits, whilst ensuring a finish that customers will appreciate. The composition of the paint means it can be used to transform multiple surfaces including ceilings, plaster, radiators, doors and panelling, window frames plus painted or papered walls in just one application.

Amongst the latest additions to the Purdy decorating tool range are 4.5 and 6.5in. Parrot Jumbo Mini Roller Sleeves. Made with mohair, the new sleeves can be used with water- or oil-based trim paints to give a glass-like finish on wood or metal.

The rollers have been engineered to load well, cover consistently, reduce splatter and release evenly, whether for heavy duty coverage or edge-to-edge application.

DUNLOP UNCOUPLING MAT Providing tradespeople the confidence to tile onto difficult floors at risk from stresses and movement, Dunlop’s ProCover Uncoupling Mat protects against the different rates of contraction and expansion experienced by the floor and tile layer depending on moisture and temperature.

The mat also works as an anticrack membrane and provides a buffer layer between the tiled layer and the substrate.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mm044

www.professionalbuildersmerchant.co.uk

PBM FEBRUARY 2020 49

ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade .......page 9

Long Rake Spar Co. Ltd .........................page 7

Artex Ltd ...............................................page 28

Polypipe ...............................................page 33

Bluebird Fixings Ltd .............................page 40

Professional Builder Live ....outside back cover

Blue Rock Systems Ltd ........................page 30

ROYD Tool Group .................................page 39

Bond It ..................................................page 28

RWC (UK) Ltd .......................................page 13

Breedon Group plc .................................page 4

Sherwin-Williams Diversified Brands Ltd/

BSW Timber Ltd .....................................page 8

Geocel ..................................................page 31

Builders Merchants Federation ............page 14

Simpson Strong-Tie .............................page 19

Flexseal Couplings Ltd .........................page 18

Stakapal Ltd .........................................page 23

Global Stone (Colchester) Ltd ..............page 23

Stelrad Radiators ...................inside front cover

Imperial Bricks ......................................page 21

Vecta Sales Solutions Ltd ....................page 19

Intact ....................................................page 27

Zircon Corporation Ltd .........................page 40

Kilwaughter Minerals Ltd ......................page 16

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The clamour for cordless

REPAIR, MAINTENANCE & IMPROVEMENT Fantasy Football Window on the world

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Fantasy Football See page 51

Please contact Kirstie Day on 01923 237799 50 PBM FEBRUARY 2020

With Paul Davies

AGUEROOOOO* It is impossible to start anywhere other than the news from the weekend just gone that Ser gio Aguero has become the Premier League’s leading overseas goalscorer. The Argentinian’s hat-trick against Aston Villa moved him past Arsenal legend Thierry Henry and his (current) total of 177 goals put him level with Frank Lampard on the full list with only Andy Cole (187), Wayne Rooney (206) and Alan Shearer (260) ahead of him.

The suggestions are that Aguero will leave Man City at the end of next season when his contract runs out, meaning Shearer’s place at the summit is safe but second position is definitely in sight. And, yes, we know that football began before 1992 — Shearer actually has 283 ‘top flight’ goals thanks to the 23 he netted for Southampton in the old first division, whilst Jimmy Greaves has the overall record at a staggering 357.

However, Aguero deserves all the plaudits. A few niggling injuries and squad rotation mean he can be a frustrating fantasy player at times relative to his justifiably high price, but you know what you’re going to get — he always puts a shift in and can also pick out a pass, yet overall he is simply one of the best goal machines of all time. *According to speech and language therapist Hayley Soper, as quoted in the Metro back in December 2014, this is the correctly-spelt way to reference Martin Tyler’s famous commentary from City’s title-winning victory over QPR in 2012!

SAFE HANDS On the same weekend as Aguero’s record-breaking feat, Brighton’s M att Ryan hit the headlines for his pledge to donate $500 (Aus) to Wires Wildlife Rescue in response to the bushfire crisis in his home country for every save made across the Premier League programme. Ryan made five saves himself in the Seagulls’ 1-0 defeat to Everton, whilst the total of 56 saves over the fixture list means that 28,000 Aussie dollars — about £15,000 — will be sent to help the charity’s efforts.

WINTER BREAK A slightly truncated fixture list awaits this month, as we have the debut of a somewhat half-hearted winter break. Under the new system, ‘matchweek 26’ sees eight teams playing on 8-9 February with the other 12 playing the following weekend. This effectively means that each club will get a two-week break between fixtures, with the timing intended to support English sides with European fixtures later in the month.

With fewer games in February, it means extra consideration is required over your fantasy picks — we think there are bargains to be had thanks to the resurgent form of Everton (D Digne), Watford (S Sar r ) and Southampton (IIngs), whilst Marcus Rashford certainly continues to exceed my expectations!

Follow the PBM / Evo-Stik league at www.pbmfantasyfootball.co.uk WWW.EVO-STIK.CO.UK

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PROFESSIONAL

BUILDERS MERCHANT 2020 ‘Top 20’: PBM magazine presents the annual listing of the UK’s largest merchant businesses, based on forecasted turnover figures for the full calendar year of 2019.

In association with

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BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

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KITCHENS & BATHROOMS Multi-generational living

TRANSPORT, HANDLING & STORAGE Driving the sustainability debate

INFORMATION TECHNOLOGY Return on investment

Plus: News, market information, training, merchandising & display solutions and more.

Fantasy Football The window opens

www.professionalbuildersmerchant.co.uk

PRESENTS THE

TOP

20

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

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TOOLS, FIXINGS & ADHESIVES Toolbag essentials for customers

BRICKS, BLOCKS & HARD LANDSCAPING A focus on design

PAINTS & WOODCARE Raising the standards

Plus: News, market information, training, merchandising & display solutions and more.

Fantasy Football The final furlong

www.professionalbuildersmerchant.co.uk

BUILDERS’ MERCHANTS CHART FOR 2020 (based on full calendar year turnover for 2019)

In association with

PROFESSIONAL

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MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

FEBRUARY 2019

MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2019

MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

APRIL 2019

PLUMBING & HEATING Upselling opportunities

TRAINING FOCUS

WORKWEAR & EQUIPMENT

Apprenticeships in action

On the level

TOOLS, FIXINGS & ADHESIVES New product innovation

BRICKS, BLOCKS & HARD LANDSCAPING

DOORS, WINDOWS & SECURITY

Data drilldown

Secure storage sales

TOP 20 MERCHANT CHART

INFORMATION TECHNOLOGY

Showcasing the sector’s biggest businesses

Plus: News, market information, training, merchandising & display solutions and more.

Fantasy Football February fixtures

www.professionalbuildersmerchant.co.uk

PLUMBING & HEATING UFH advances

Making Tax Digital

Plus: News, market information, training, merchandising & display solutions and more.

GARDENS & LANDSCAPING Fantasy Football Team harmony

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An eye on outdoor living

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Fantasy Football Heading for victory

www.professionalbuildersmerchant.co.uk

C E F NC E BMER IEW F N EV O PR

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

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PROFESSIONAL

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MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

TIMBER & JOINERY

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A closer look at hardwoods

A focus on design

JULY/AUGUST 2019

MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MONTHLY TRENDS MONITOR

SEPTEMBER 2019

MONTHLY TRENDS MONITOR GARDENS & LANDSCAPING Form and function

ROOFING, FLOORING & INSULATION

INFORMATION TECHNOLOGY

Raising the roof

Great expectations

PLASTER, DRY LINING & BUILDING BOARDS Innovative solutions

Plus: News, market information, sales support, merchandising & display solutions and more.

TOOLS, FIXINGS & ADHESIVES Promotions and ‘eco packaging’

TRANSPORT, HANDLING & STORAGE Fantasy Football Top of the league!

www.professionalbuildersmerchant.co.uk

Stock management solutions

Plus: BMF Conference review, news, market information, merchandising & display solutions and more.

BRICKS, BLOCKS & MASONRY Fantasy Football The season starts here!

www.professionalbuildersmerchant.co.uk

Supply chain partnerships

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Fantasy Football Setting the pace

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NOVEMBER 2019

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MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

DECEMBER 2019

ACQUISITIONS Cairngorm Capital adds Grant & Stone

h INFORMATION TECHNOLOGY

Internal and external door options

IT systems to help you sell more

MONTHLY TRENDS MONITOR

DRAINAGE & WATER MANAGEMENT

REPAIR, MAINTENANCE & IMPROVEMENT

TIMBER & JOINERY

NEW & SELF-BUILD

Legislative compliance

Loft conversions, renovations and garden makeovers

KITCHENS & BATHROOMS

TOOLS, FIXINGS & ADHESIVES

Merchandising and accessories

Plus: News, BMF Members’ Annual Conference, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Get into the groove

Supplier support and time-saving tools

Plus: News, Parkers/Chandlers merger, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Market trends

PLUMBING & HEATING Fantasy Football Competitive edge

The decarbonisation agenda

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

www.professionalbuildersmerchant.co.uk

Fantasy Football Winter wonderland

TRAVIS PERKINS PLC (exc. Wickes)

50% H 50% L

SAINT-GOBAIN BUILDING DISTRIBUTION UK

58% H 42% L

GRAFTON UK MERCHANTING

WOLSELEY UK

69% H 31% L

10% H 90% L MKM

77% H 23% L Key Brands Travis Perkins City Plumbing Supplies

Key Brands

Key Brands

Key Brands

PTS

Jewson

Buildbase

Wolseley

Toolstation

Graham

Selco

William Wilson

Keyline

Gibbs & Dandy

MacBlair

Burdens

CCF

JP Corry

Leyland SDS

MPS

£5.6bn e

£2.74bn

£1.71bn e

£1.65bn

£470m

1,729 branches

c1,000

c 340

branches

branches

551 branches

69 branches

(Figures up to H2 2019)

(Figures show year end 31/12/2018)

2018 £5.49bn 1,713 branches

Previous year £2.63bn 1,000 branches

■

■

1

2018 £1.73bn c 340 branches (pre-Plumbase sale: £1.99bn / 502 branches)

(Figures show year end 31/7/2019)

2018 £1.77bn 567 branches

■

■

2018 £415m 58 branches

■ ■ ■

2 3 4 5

CEO: Nick Roberts

CE0: Mike Newnham

CE0: Gavin Slark

CEO: Simon Oakland

Directors: David Kilburn, Mark Smith, Linda Clarke

www.travisperkinsplc.co.uk

www.saint-gobain.co.uk

www.graftonplc.com

www.wolseley.co.uk

www.mkmbs.co.uk

Kerridge Commercial Systems offers fully integrated solutions to merchant operations of all types and sizes. The core ERP solution, K8, combines a suite of modules and apps enabling you to control every aspect of finance, trading and logistics.

For more information please contact:

Tel: 01488 662000 Email: hello@kerridgecs.com Web: www.kerridgecs.com

PHIL (Plumbing and Heating Investments Ltd.)

HUWS GRAY

100% L

82% H 18% L

NATIONAL TIMBER GROUP Heavyside/ lightside split unavailable

Key Brands

PARKER GROUP Heavyside/ lightside split unavailable

BRADFORDS

Key Brands

Key Brands

Key Brands

Arnold Laver

Bradfords Building Supplies

Plumbase HPS Plumbcity Plumbstop

80% H 20% L

Key Brands

NYT

Chandlers Building Supplies

Huws Gray

Rembrand

Stamco

Plumbstore

Ridgeons

Thornbridge

Fairalls

YPS Plumbing Supplies

£420m e

£375m

£252m e

£180m e

£144m

c260

103 branches

56 branches

37 branches

45 branches

Willbond UK Plumbing Supplies

branches

(65 HG / 38 R)

2018 N/A (Plumbase = £258m; others £15m – £61m)

2018 N/A 2018 £388m 105 branches

■■

■■ Plumbing and Heating Investments Ltd.

6

Directors: Douglas Christie Angus Falconer N/A

2018 approx £250m 52 branches

■■■

■■

HUWS

(Parkers = £67m Chandlers = £60m Stamco = £32m Fairalls = £14m)

2018 £128.3m 44 branches

■■■

GRAY

7 MD: Terry Owen Chair: John LL Jones

www.huwsgray.co.uk

8 9 10

Group CEO: Rob Barclay

Directors: Paul Barry, Iain Bell, Andrew Cope

Group CEO: David Young

www.nationaltimbergroup.com

www.parkerbs.com

www.thebradfordsgroup.co.uk

2019 forecast / estimated turnover

KEY

UK MERCHANT OPERATIONS ONLY, WHERE POSSIBLE. IF FULL 2019 CALENDAR YEAR FIGURES WERE NOT AVAILABLE, THE MOST RECENT INFORMATION HAS BEEN USED AS NOTED ESTIMATED HEAVYSIDE / LIGHTSIDE SPLIT IS INDICATED WHERE POSSIBLE. HEAVYSIDE FIGURES INCLUDE TIMBER (WHERE APPLICABLE) LIGHTSIDE FIGURES INCLUDE HIRE SERVICES, SHOWROOMS AND ELECTRICAL (WHERE APPLICABLE)

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

INDUSTRY AFFILIATIONS BMF ■ NMBS ■ PHG ■ NBG ■ FORTIS ■ H+B ■ Note: not to scale

EH SMITH

99% H 1% L

Published in PBM magazine February 2020

HALDANE SHIELLS GROUP

72% H 28% L

BUILDER DEPOT Heavyside/ lightside split unavailable

Key Brands

HOWARTH TIMBER & BUILDING SUPPLIES Heavyside/ lightside split unavailable

LAWSONS

91% H 9% L

Haldane Fisher Plumbmaster

£141.2m

£130.1m

£106.7m

£102.5m

£93.1m

12 branches

20 branches

4 branches

33 branches

17 branches

(Figures show year end 30/12/2018)

(Figures show year end 31/3/2019)

Previous year £104.8m 4 branches

2018 £93.1m 32 branches

2018 £139.6m 12 branches

■■■■■

2018 £127.7m 20 branches

■ ■ ■ ■■

■■

■■■

2018 £89.1m 16 branches

■■■

11 12 13 14 15 MD: P Yates Chair: John Parker

Group CEO: Ian Haldane

MD: Michael Aaronson

Directors: Nicholas Howarth Andrew Howarth

MD: Paul Sexton Chair: Simon Lawson

www.ehsmith.co.uk

www.haldane-shiells.com

www.builderdepot.co.uk

www.howarth-timber.co.uk

www.lawsons.co.uk

PROFESSIONAL

BUILDERS MERCHANT 2020 ‘Top 20’: The UK’s largest merchant businesses, based on forecasted turnover for the 2019 calendar year

JT ATKINSON

WILLIAMS & CO

JAMES HARGREAVES

GRANT & STONE

100% L

50% H 50% L

COVERS

75% H 25% L

100% L

£91m

£90m

£88.6m

£87.4m

£85m

30 branches

38 branches

c 64

29 branches

15 branches

2018 £83.2m 29 branches

2018 £79.2m 15 branches

branches

88% H 12% L

(Figures show year end 31/12/2018)

2018 £84m 28 branches

■■■

2018 £80m 36 branches

■■

Previous year £77.3m c 61 branches

■■■

■■■

■■■

16 17 18 19 20 MD: Edwin Atkinson SD: Jamie Atkinson

MD: Ray Stafford

MD: Gordon Rothwell

CEO: Nick House Chief Comm Officer: Peter Cudd

Chairman: Rupert Green MD: Henry Green

www.jtatkinson.co.uk

www.williams.uk.com

www.jameshargreaves.com

www.grantandstone.co.uk

www.coversmerchants.co.uk

2020 ‘Top 20’: PBM provides the background behind the performance of the UK merchant sector’s largest businesses during 2019.

In a year of sustained political and economic uncertainty, many of our ‘Top 20’ can be seen to have performed above any reasonable expectation. Inward investment has been strong, with a number of our respondents adding new branches or facilitating improvements and efficiencies to their business operations.

Of course, private equity investment has to be the real headline grabber, with funding from Cairngorm Capital Partners — now underpinning Grant & Stone and a much-expanded Parker Building Supplies group — following on from Huws Gray’s inflexion-funded acquisition of Ridgeons shown on last year’s league table. We have also added Arnold Laver and its fellow National Timber Group members to our listing for the first time — another business fuelled by finance from Cairngorm.

In terms of our Top 20 countdown itself, Travis Perkins plc continues to lead the way. Now with a new leadership team, plans to divest its Plumbing & Heating merchant division have been put on hold, but the drive to concentrate on its core strengths remains — Wickes (which is excluded from our figures) is expected to be sold in the second quarter of the year, whilst the business has recently announced the sale of its Primaflow F&P wholesale division.

For the first time, the numbers presented here incorporate Toolstation alongside its core Merchanting brands (including those in its ongoing Plumbing & Heating division).

Saint-Gobain Building Distribution maintains second position, whilst Grafton

Group — fresh from its sale of Plumbase to Plumbing and Heating Investments Limited (PHIL) — overtakes Wolseley UK for the first time on our countdown. For Grafton, the Plumbase sale “is in line with the Group’s strategy of orientating towards higher returning businesses with good long-term growth prospects” whilst Wolseley UK’s demerger from Ferguson is said to be “well underway”.

Simon Oakland was appointed as Interim CEO at the start of the year to steer the process and the parent company expects to complete the transaction in 2020 with an update coming during the first quarter of 2020.

Remaining in fifth position, MKM added 11 new branches to its ever-growing network and tells us it has plans to “further ramp up” its expansion programme, with 15-20 new depots planned for 2020.

Whilst we can only rely on outline figures this year for Plumbing and Heating Investments Limited (effectively considering the most recent data for the newly-acquired Plumbase along with its core divisions such as HPS, Plumbcity, Plumbstop and Willbond), we can expect to hear much more over the coming months.

In seventh, Huws Gray says its main focus going forward “will be on the final integration of Ridgeons branches” and completing an ongoing branch refurbishment programme. In the second half of 2020, it reports that it will “continue with the acquisition trail, buying independent builders’ merchants in strategic geographical locations”.

As a BMF member and now an NBG partner, it was impossible not to include Arnold Laver and its National Timber Group counterparts for the first time. We recognise that the quoted figures are both estimates and do include a degree of timber manufacturing / processing operations, but feel that the inclusion of the expanding timber specialist — funded by investment through Cairngorm Capital Partners — allows our chart to be a more effective industry benchmark.

In ninth, boosted by its merger with Chandlers Building Supplies in October 2019, Parker Building Supplies surges back into the Top 20. As readers will be well aware, Parkers was acquired by Cairngorm in March 2018 and added Stamco and Fairalls in June and July respectively last year. With minimal branch overlap between the businesses, this ‘new player’ in the sector effectively becomes the largest Independent Builders’ Merchant Group (reflecting the name of its new holding company) in the South East of England and we wouldn’t be surprised to see more developments over the coming year.

To round-off our Top 10 in some style, we are delighted to report an incredible milestone for Bradfords Building Supplies which celebrates its 250th anniversary in 2020!

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

Kerridge Commercial Systems — providing fully integrated ERP solutions to drive your business.

Kerridge Commercial Systems (KCS) has been developing fully integrated trading and business management solutions for more than 40 years. With a team comprising many who have worked in the merchant and timber industries themselves, the company is well placed to understand the idiosyncrasies and challenges of the building supplies industry.

Helping your business to source effectively, stock efficiently, sell profitably and service competitively, each KCS solution is designed to help you get closer to your customers, build profits and manage your margins. System evolution is driven by users who constantly push the software forward. Packed with features and innovations, the core ERP solution, K8, combines a suite of modules and apps enabling you to control every aspect of finance, trading and logistics.

For more information, call 01488 662000, email hello@kerridgecs.com or visit www.kerridgecs.com

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