Professional Builders Merchant July/August 2023

2 8 C O U N TE R AT TA C K

The role of digital channels alongside the resurgence of the trade counter

3 1 S E RV I C E E X T RA S

Outlining several of the latest customer service initiatives from Kerridge Commercial Systems

3 4 A R E Y O U TA K I N G S O C I A L S E R I O U S LY ?

Maximising the effectiveness of digital marketing.

3 6 L A S T M I L E D E L I V E R I E S Speed and convenience with TradeKart

3 9 I T R O U N D - U P

4 1 T H E F I N A L F R O N T I E R

Making the most of the space available in your yard and warehouse

4 5 W I N N I N G C O M B I N ATI O N

Combilift marks its 25th anniversary with a number of new product launches

4 6 T H E F U L L PA C K A G E

The latest vehicle and service initiatives from Isuzu Truck.

4 7 T H E N E X T G E N E R ATI O N

Undy Building & Timber Supplies makes an upgrade to its fleet

4 8 P R O D U C T S & S E RV I C E S

PLUMBING & HEATING

5 0 W H AT L I E S B E N E ATH ?

The latest underfloor heating technology developments from Omnie

5 2 O N M E S S A G E

Merchant / supplier relationships and support

5 4 L I M I T I N G L E A K S

Why sustainable water practices need to be at the forefront of building design

54

SPECIAL REPORTS

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

10

20 IN THE ROUND

Roundtable discussions with the NMBS Heavyside and Lightside committees.

23 MIND THE GAP

Exploring Stockgap’s recent rebranding

26 BEST FOOT FORWARD

Discussing the safety footwear market with ISM.

Look to the future

Publishing deadlines mean that there unfortunately isn’t time for a full review in this issue of the BMF All Industr y Conference, held recently in the stunning city of Istanbul However, this column does allow a brief opportunity to detail a few somewhat unrefined thoughts on the merchant calendar’s showpiece event, referencing some of the common themes and topics discussed by both the speakers on the stage and the delegates themselves during the plentiful networking opportunities that surrounded the formal business sessions

Perhaps echoing the recuring results of PBM’s The Pulse merchant sur vey, an air of optimism prevailed throughout the air-conditioned halls of the conference venue Whilst the wider economic picture back at home may present some cause for concern, confidence appeared high that individual businesses were able to weather the storm Investment, expansion and new initiatives were a popular refrain

However, this was not a case of blind faith or any misguided sense of simply repeating moves which had worked in the past. Instead, there was an acknowledgement that future success would be dependent on innovation and renewal

Maximising the benefits of increased digitisation and capitalising on the opportunities presented by the drive towards greater sustainability were central to notions of business evolution, yet a further consideration was in harnessing the next generation of talent to propel the industr y for ward

It was perhaps noteworthy that approaching one third of the c 450 delegates in Istanbul were first time attendees of a merchant industr y conference, whilst to my mind one of the most impressive business sessions was devoted to encouraging new recruits and younger people especially into the sector.

The discussion was led by Jo Callow, Head of Communications & Digital at Knauf Insulation and the Chair of the BMF’s Young Merchant Group with support from Vice Chair Ed Parlato of Browns Builders Merchants and Marianna Peet from LEAP Apprenticeships and reflected on the fact that word of mouth or even ‘falling into’ the industry was a common starting point for many However, Jo highlighted the importance of more actively promoting the sector and the opportunities for recognition, development and career progression it can offer to a far wider audience.

The vision, as championed by a new BMF engagement campaign, is for the building materials supply chain to be seen as an inspiring career route that is consciously sought out by school leavers, apprentices and university graduates

And as referenced by Marianna, it really is a vital issue with BMF / LEAP research indicating that around 5,000 people leave the industr y each year the challenge is to recruit in sufficient numbers so that sector can grow and not just stand still

Of course, the success of any recruitment campaign is also dependent on the response from those in management and senior leadership positions. There is a need, argued Marianna, for clear development pathways to be in place and a requirement to “support and trust” young people to ensure their talents are realised and retained

Further perspective was offered by Browns Director, Jim Parlato Having recognised that its senior leadership team were all of a similar age, a conscious decision was made to recruit and empower younger people to develop and secure the future of the business. With the firm’s strong growth in recent years in part attributed to enabling the likes of Ed to come aboard and develop through industr y forums such as Young Merchants, Jim struggles to see any downside and states that giving up “ a little bit of time” has been the only cost to the business

“There is a need for clear development pathways to be in place and a requirement to “support and trust” young people to ensure their talents are realised and retained ”

N E W S U P D AT E

BARBOUR ABI REPORT SHOWS HOMEOWNERS “EMBRACING SOLAR PANELS AND INSULATION” AS COST-OF-LIVING CRISIS BITES

Energy efficiency boost

£4m investment for Arbor

Arbor Forest Products has invested £4m to install a new state-of-the-art sawmill planing line at its site in New Holland, North Lincolnshire Described as an integral part of the independent timber importer and processor ’ s long-term strateg y, the new line features cutting-edge equipment that is said to be the first of its kind in the UK and will allow the company “to further automate its production processes, stay ahead of market demand and pass on efficiency savings to its customers.”

In total, the company says its new sawmill system can custom-cut and process 200m of timber per minute around 40,000km a year and roughly equivalent to the circumference of the Earth In tandem with its ‘Warehouse on Wheels’ concept, which brings customers a mixed product deliver y on just one vehicle, Arbor believes it is “ensuring maximum product availability and consistency, as well as working towards greener solutions ”

According to new analysis of planning applications by Barbour ABI, the number citing insulation has more than doubled since 2019, and those citing solar panels have risen threefold. Not only is this saving money on heating, but evidence suggests energ y efficiency upgrades are now increasing house values, even as the housing market struggles

This trend follows the disruption of the pandemic, which had previously led to a surge in home improvement in 2019 and 2020, as homeowners spent savings on improving outside space and reconfiguring internal space to make way for home working.

Barbour ABI Chief Economist, Tom Hall said: “ The latest data reveals the exceptional impact on the home improvement market created by an extraordinar y series of economic and social disruptions Covid saw home improvement applications boom as people looked to extensions, home office improvements and garden upgrades to improve home working conditions activity has fallen over the last year, but overall numbers remain above the pre-pandemic trend

“ The surge in solar panel installations and the rapid rise in insulation work suggests that the cost savings from reduced energ y bills and increasing evidence of an energ y efficiency premium is now tempting for better-off homeowners.”

Tom added: “Meanwhile, the pressure on the UK to meet its net zero targets is likely to grow, prompting the use of incentives or

regulation to encourage reluctant owners to improve the energ y efficiency of their homes, so we expect this trend to continue.”

Looking at the hottest spots for home improvement, the Top 25 table shows that districts in London’s commuter belt dominate The East of England and Southeast regions each fill nine slots on the table, with London taking five. The remaining two places in the top 25 are taken by Uttlesford, near Stansted in Essex, and Cotswold, in Gloucestershire

Overall, the Top Five districts include St Albans, Three Rivers, Elmbridge, South Cambridgeshire and Epping Forest

However, whilst the sharp rise in the cost of living may have prompted many households in better-off communities to invest, the same pressures are restricting spending in poorer areas All regions saw a sharp drop of 19% from a peak of planning applications in 2021, but districts in the north of Britain filled out the bottom of the league with the North East the hardest hit region, dropping 26%

Sika Training Centre opens in Scotland

Sika has pledged further investment in its customer service offering with the launch of a new dedicated training centre at its plant in Wishaw, North Lanarkshire The site, which underwent redevelopment in 2022, is one of Sika’s four UK manufacturing facilities alongside Welwyn Garden City, Leeds, and Preston Here, the leading building chemicals manufacturer produces an extensive range of render and Building Finishing products including mineral and lime renders, topcoats, pointing mortars and External Wall Insulation

The new training facility has been created

to offer a combination of both classroom-based and practical product training from the company ’ s industr y experts and is available to merchants, distributors, applicators, architects and contractors Said to offer “much more ” than just specialist product training, the firm says that the facility will also provide opportunities to “support and showcase best practice and help raise the bar for setting industr y standards ”

Sika is offering its dedicated training sessions to customers across the

UK. More information can be found via www.rdr.link/mau001

Customer perspectives

Since 2020, Travis Perkins plc has conducted an extensive sur vey each quarter of tradespeople in the repair, maintenance and improvement (RMI) sector to “collect insights on near term outlook, workload, material purchases and other trends ”

A total of 863 tradespeople from the UK responded to the latest sur vey, carried out in April, with customers of Travis Perkins, Keyline and Toolstation all represented The insights in the report which feature plenty of direct comments from the respondents themselves are said to “help to broaden the understanding of RMI customers, as they look to navigate an evolving construction landscape” both for the Travis Perkins group itself and as a useful barometer for the merchant industr y at large Key findings from the latest report, the sixth in the series, include:

l The majority of respondents are said to remain optimistic about the near-term industr y outlook, with 92% of tradespeople expecting workloads to increase or remain unchanged in the coming months This level of confidence has strengthened, increasing 14% from the 78% figure recorded in the

November 2022 RMI Index Report

l The optimism in workloads is further reflected in material purchasing plans, with 93% forecasting that their materials requirements over the next two months will increase or remain the same up 11% from 82% in the RMI Index Report November 2022

l ‘Rising inflation’ has been overtaken by ‘lack of access to training’ as the top reported concern for tradespeople Other concerns include the cost of green products and initiatives. Enter the shortcode www.rdr.link/mau002 to see the full findings of the latest sur vey, and to view previous reports, via the Travis Perkins plc website.

PHG Supplier Awards winners

The leading independent plumbing, heating and bathroom buying group hosted the PHG Supplier Awards at the Carden Park Hotel in Chester on 25th May 2023 following an action-packed day of track driving, golfing and outdoor team building activities

Celebrating excellence in the plumbing, heating and bathroom industr y, the PHG Supplier Awards drew over 251 guests from the plumbing, heating and bathroom sector to the event, including 186 supplier representatives joined by 61 PHG representatives Representing one of the largest gatherings of plumbing, heating & bathroom suppliers and independent merchants in the industr y, PHG itself has 15 merchant members operating out of 306 branches in the UK

The awards were presented by PHG Chairman David Pochin and covered the following categories:

PHG Instinct Supplier of the Year : Roper Rhodes nominees: Ideal Heating, Imex and Scalemaster

BMF backs global green initiative

As part of its wider commitment to sustainability and supply chain collaboration, the BMF is one of over 80 leading industr y bodies supporting the launch of ‘Our Shared Understanding: a circular economy in the built environment,’ which sets out why all sectors and disciplines must work together to enable a circular economy in the built environment, optimising the use of resources and reducing waste

CEO John Newcomb said: “The circular economy focuses on a ‘reduce, reuse, recycle’ process, and Our Shared Understanding calls for collective action to put circular principles at the heart of how we design, manage, build and use our existing buildings and infrastructure The initiative is designed to address global challenges such as achieving net zero emissions, providing climate resilience, protecting biodiversity, and enabling social equity”

Forterra factory opens

Forterra has officially opened its new Desford factor y in Leicestershire, described by the company as being “the largest and most efficient brick factor y in Europe.” With a total investment of around £95 million, the new factor y has been commissioned to grow capacity, improve cost efficiency, and boost sustainability

PHG Plumbing Supplier of the Year : RWC (Reliance Worldwide Corporation) nominees: Altecnic, Inta, Lawton Tubes, Siamp and Viva

PHG Bathroom Supplier of the Year :

Crosswater nominees: Ideal Standard, Roman and Roper

Rhodes

PHG Heating Supplier of the Year : Stelrad nominees: Gledhill, Ideal Heating and Resideo

PHG Overall Supplier of the Year : Roper

Rhodes

PHG also raised over £4,500 for Cancer Research, in memor y of Nick Woodhouse, after hosting a charity raffle at the event

Once at full capacity, the facility will be able to manufacture 180 million bricks per annum, reportedly enough to produce 25,000 new homes and provide customers with an additional 120 million domestically produced bricks compared to the old factor y ’ s previous output On a companywide scale this increase in brick production capacity represents a growth of around 22%

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

in association with

Positive signs for home improvement

New research from Häfele UK suggests that despite a challenging start to the year, a sizeable number of homeowners are looking to invest in their homes once again.

The initial findings, released as part of the Functional Spaces: Homes for Living research by Häfele UK, show that almost half of UK homeowners (45%) are planning home improvements within the next two years Interior decorating (29%), a new kitchen (23%) and bathroom renovations (21 4%) were the top choices for those planning home improvement works, with new flooring (21%) and new doors (15%) also making the top five.

Other planned home improvements include exter nal works like roofing, gutters and exter nal paintwork (14%), new windows (13%), adding or upgrading a downstairs toilet (10%), fitting a new boiler (10%) or new lighting (9%)

The survey results indicated that a reduction in energy pricing may be allowing homeowners to invest in their homes once again, whilst a tendency to favour ‘improving over moving’ was also a significant factor. On this, one in ten respondents said the cost and difficulty of buying and selling will see them actively put off plans to move in favour of home improvements and

over a third (36%) of all respondents aren’t considering a move but have plans to upgrade their home.

The release of the initial findings focuses on potential kitchen improvement projects, however Häfele UK will be releasing a full review of the survey’s wider conclusions later in the summer Natalie Davenport, the manufacturer and distributor’s Head of Marketing, said: “During Covid lockdowns, there was a huge spike in home improvement projects of all scales and sizes, but more recent economic circumstances have put many plans on hold.

“In our survey of 2,000 UK homeowners, however, there are indications that half of households plan to spend on their current property in the coming years The kitchen is a particular area that homeowners are looking to improve, especially as our research found that one in ten people do not like their current kitchen.”

Given the cost-of-living crisis and a spike in conversation around rising prices, it’s perhaps unsurprising that budget and the overall cost was the most important factor for those

who’ve recently bought or updated their kitchen (34%) and almost half of those who said they need to upgrade their kitchen are worried about the cost to do so. This figure has increased by 6% since a similar study conducted by the business in 2022

Concluding on the initial findings of the research, Natalie added: “The importance homeowners place on their kitchen remains strong and consumers are increasingly aware of the impact their home and its design and function have on their daily lives.

“Our upcoming report sharing more of the findings will outline a multitude of insights that will help those involved in all aspects of home design to create better spaces for the consumer, as well as understand their new priorities and drivers when it comes to purchasing and decision making ”

n Häfele’s Functional Spaces: Homes for Living report will be available in full later this summer. For an extended review of the initial findings and more detail on the new products and ser vices unveiled at Häfele UK’s recent Innovation Day, enter the shortcode www rdr link/mau003

Merchant sales expectations wane, but positivity remains

The latest instalment of The Pulse shows that the merchant sector continues to face a challenging time, however businesses continue to have confidence in their own performance.

Confidence in the market and builders’ merchants’ sales expectations have weakened in the last four months, but both are still in positive territory However, merchants continued to indicate that confidence in their own businesses remains at “historically high levels ”

Supplier price rises are a problem for most merchants, as they struggle to pass them on to the market. More than seven out of ten complain about squeezed margins, while over a third of merchants suffer from slow payments and bad debts Nearly one in two merchants say they have been hit by online competition.

e Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects Telephone interviewing took place from the 1st to the 2nd June 2023 (two working days)

Problems faced

Supplier price rises (76%) and Squeezed margins (73%) were a problem for 3 in 4 merchants see Chart 1. Merchants consistently mentioned online competition (61%), lead times (51%) and product availability (46%) as problems for their business However, Supplier price rises remained the standout single biggest problem (35%).

Trends in merchants’ problems

Whilst Supplier price rises are actually being mentioned less oen, almost 4 out of 5 (79%) merchants still cited them Chart 2 Squeezed margins was still trending up (71%).

Officially, product availability was getting back to normal but just over one in two merchants complained of the problem Interestingly, over the last year, Online competition had slipped from 63% to 49% of merchants listing it

Sales expectations

A net +50% of merchants expected June sales to increase compared to May All types and size of merchants expected growth: Independents (+77%), Regionals (+57%) and Nationals (+35%).

Small outlets had lower but still strong expectations (+34%) Merchants in the North (+57%), the Midlands (+54%) and the South (+50%) expected sales to increase. Merchants in Scotland had lower expectations (+31%)

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

A net +11% of merchants expected higher sales in June compared to June last year at’s down from a relatively high +38% in March the peak in 2023 Expectations were highest in Scotland (+31%), the South and the Midlands (+12%) Merchants in the North (-5%) expected to sell less compared with last year

Trends Monitor

Confidence in the market had increased year-on-year, from a net -2% last month to +13% Chart 5 Merchants in Scotland (+31%) and the South (+21%) were more confident in the market e North and the Midlands (+0%) were least confident

Confidence in their business

Merchants’ confidence in the prospects for their own business was strong with a net +41% more confident this month compared to last month Independents (+46%) were the most confident Nationals (+37%) were least confident whilst Merchants in S cotland (+54%) and the Midlands (+46%) were more confident than other regions. Merchants’ confidence in their own business remained strong year-on-year For example, a net +39% of merchants were more confident in June than they were in June last year

Independents (+46%) were more confident than Nationals (+40%) and Regionals (+36%) Small and Mid-sized outlets (+43%) were more confident than Large outlets (+9%) Scotland (+54%) was more confident than the Midlands (+46%), the South (+36%) and the North (+29%).

A net +39% of merchants expected sales to increase in the six months June to November 2023 compared to the previous six months

Chart 4. Expectations were ver y strong in the first four months but eased off a little this month More Mid-sized merchants (+50%) were expecting growth than Small (+32%) or Large outlets (+27%)

Almost half (48%) who expected higher sales expected them to improve by up to 9% in the next six months. Almost 1 in 3 (30%) expected sales to grow by 10 to 20%, and 9% by more than that

Confidence in the market

Confidence in the market slipped again to net +9% in June. More Independents (+23%) were confident than Regionals (+16%)

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

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

This report is the 50th in the series, with interviews conducted by MRA Research from the 1st to the 2nd June 2023 (two working days) Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multibranch independents, and smaller independent merchants.

MANNINGHAM CONCRETE BATHROOM AND KITCHEN SHOWROOM

Despite its name, Manningham Concrete offers a comprehensive range of building materials and services, and has become known for its “commitment to exceptional quality and customer satisfaction” having built a strong reputation in the Bradford trade community The business has now unveiled a new bathroom and kitchen showroom at its HQ in the city a facility which the h&b merchant member believes is the “biggest and best display in West Yorkshire ”

In addition to the comprehensive display of top-quality kitchens and bathrooms, the showroom is said to offer a complete experience from “meticulous measurements and cuttingedge CAD designs to detailed quotations and recommendations for skilled fitters ” Visitors can even get a preview of the showroom with a unique digital walk-through

PBM looks at some of the latest news stories from across the merchant sector including an innovative energy efficiency training programme, business acquisitions, branch refurbishments and a new customer recognition scheme.

BRADFORDS BUILDING SUPPLIES

“EMPLOYEE DOMESTIC RETROFIT TRAINING SCHEME”

Bradfords has rolled out a scheme to offer employees a free home energy assessment, supporting staff to reduce their energy bills long term whilst also rapidly upskilling them on the retrofit agenda In partnership with local domestic retrofit experts Target CO2, inperson home energy surveys are being offered to all homeowning employees, providing them with an “endto-end retrofit plan” including an up-to-date EPC, a ventilation guide and condition report

In addition, they receive guidance on recommended solutions and products with an indication of increased energy efficiency reduction in carbon emissions achievable if measures are installed With employees attending the retrofit assessments as they are conducted, they can easily identify the examples in the retrofit plan with the products and scenarios they see every day

This makes it all the more relatable when they discuss retrofit with customers whilst those taking part in the scheme are expected to share their learning with colleagues to help build the merchant’s capability of providing a quality solution for retrofit enquiries across the South West

With the recent introduction of the Minimum Energy Efficiency Standards (MEES) regulations now impacting landlords, and expanding government funding schemes for low-carbon heating, this scheme supports Bradfords customers from trades to DIYers to meet these changing regulatory requirements

Ben Smith, Co-Founder at Target CO2, added: “Understanding how to tackle a retrofit project is complex, and will differ greatly from house to house, so it is vitally important that all sectors of the construction sector get to grips with the solutions available That is why it is so fantastic to be part of this scheme and witness the engagement from Bradfords staff, who will be able to pass on their knowledge to customers and beyond ”

Information about the properties to have been assessed will be used to develop a picture of the region’s retrofit needs to inform Bradfords’ domestic retrofit proposition. Feedback so far is said to have been overwhelmingly positive, with employees noting the relative ease of some of Target CO2’s recommendations, such as installing thermostatic radiator valves or addressing ventilation gaps, as well as the potential for larger scale projects to install additional insulation, heat-pumps or solar panels.

TRAVIS PERKINS PLC PROFIT EXPECTATIONS

Travis Perkins plc’s recently published trading update states that “in light of ongoing challenging market conditions, full year adjusted operating profit (is) now expected to be around £240m ” The bulletin, from Chief Financial Officer Alan Williams, noted that the business “delivered a resilient performance in the first quarter but has not seen the anticipated easing of market conditions in the second quarter to date ”

The Group says it is “driving the trading strategy to effectively navigate the near-term market conditions” alongside its ongoing focus on delivering operational efficiencies in the business Here, “carefully targeted investment” will continue in order to ensure that the business “remains well placed to benefit from a recovery and the long-term structural drivers in its end markets, including the long-term undersupply of new housing and the retrofitting of domestic and commercial properties.”

Under the assumption that the “present conditions persist for the balance of the year,” Management now expects to deliver a full year adjusted operating profit of around £240m The Group will report half year results for the six months to 30 June on 1 August 2023

Bradfords CEO David Young receiving his own retrofit assessment

JEWSON HORSHAM BRANCH REFURBISHMENT

A c o m p l e t e r e f u r b i s h m e n t o f J e w s o n’s b r a n c h i n H o r s h a m , We s t S u s s e x i s s a i d t o h a v e t r a n s f o r m e d t h e s i t e i n t o a “ h u b f o r t r a d e s p e o p l e a n d c u s t o m e r s . ” W i t h a n e x t e n d e d r a n g e o f b u i l d i n g p r o d u c t s u n d e r o n e r o o f, t h e b r a n c h a l s o o f f e r s t o o l h i r e, a c c e s s t o i n d u s t r y e x p e r t s a n d a p r i v a t e o f f i c e f o r c u s t o m e r s t o d i s c u s s t h e i r p r o j e c t s i n c o n f i d e n c e T h e n a t i o n a l m e r c h a n t , n o w p a r t o f t h e S TA R K G r o u p, s a y s t h e d e p o t w i l l “ b r i n g t o l i f e e v e r y t h i n g t h a t i t h a s t o o f f e r i t s c u s t o m e r s a n d p a r t n e r s , ” i n c l u d i n g a c c e s s t o t h e B u i l d Av i a t o r s e r v i c e, w h i c h a l l o w s t r a d e s p e o p l e a n d b u i l d e r s t o p l a n a n d e s t i m a t e p r o j e c t s o f a l l s i z e s , c a l c u l a t e m a r g i n s , o r d e r s t o c k a n d c r e a t e p r o f e s s i o n a l q u o t e s f o r c l i e n t s

The refurbishment has also been designed with sustainability in mind and features solar photovoltaic roof panels, air source heating, a heat recovery system for ventilation and internal and external LED lighting

SELCO BUILDERS WAREHOUSE EXTRA MILE AWARDS

The ‘Extra Mile Awards’ have been established by Selco to recognise those working in the trade who have given extra support to an individual or a wider local community in need Members of the public are invited to nominate tradespeople who they believe are deserving of the award between now and July 31 by visiting www rdr link/mau004 and providing a short 100-word overview

Judges will pick three tradespeople to win the Extra Mile Awards, with each winning £1,000 worth of credit to use at one of Selco’s 75 branches across the UK The individuals nominating the successful tradespeople will also receive £100 worth of shopping vouchers

Carine Jessamine, the merchant’s Marketing Director, said: “We serve hundreds of thousands of tradespeople across the country every year and we know many do fantastic work over and above their day job, using their skills to support local individuals and communities who need it the most ”

INDEPENDENT BUILDERS MERCHANT GROUP KENT BLAXILL COLCHESTER AND BURY ST EDMUNDS DEPOTS

The acquisition of the two building materials-focused branches expands IBMG’s builders’ merchant network into East Anglia for the first time, and provides a strong platform for further growth in the region. Mark Ward, Branch Director, will remain with the business and will be working with Allun Pittingale, IBMG’s Group Managing Director South East and the IBMG leadership team to integrate the two businesses and “realise the potential that this partnership brings ”

The two branches will now operate as Kent Blaxill Builders Merchants whilst Kent Blaxill’s painting & decorating business will continue to operate under the leadership of PaintWell, which took over the wider brand late last year

MKM ACQUISITION OF FIVE JOHN NICHOLLS SITES

MKM has further expanded its presence across the Midlands following the acquisition of five sites from John Nicholls Trading Banbury Building, Kitchen and Bathroom Showroom; Bicester Building and Plumbing & Heating and the Kitchen and Bathroom Showroom; Kidlington Building; Rugby Building and Plumbing & Heating; and its distribution centre at Long Hanborough

Founded in 1965 by late chairman John Nicholls, the business has grown significantly over the years from one branch in Banbury to over 25 sites covering Oxfordshire, Warwickshire, Northamptonshire, and Dorset

Executive Chairman Andrew Nicholls said: “I’m incredibly proud to see the business grow from humble beginnings in 1965 to the multi-branch business that it has become We have taken our time and I know that in selling these branches to MKM we have found a suitable custodian to continue the levels of service our customers have become accustomed to

“Whilst the decision to sell the sites has not been taken lightly, it allows us to focus on growing and developing our Plumbing & Heating and showroom businesses both in John Nicholls and J&B’s whilst retaining the Nicholls family name. As part of the sale, it also facilitates Phillip Nicholls’ retirement ”

Andrew added: “I am delighted to be spearheading a Management buyout of the Plumbing & Heating division with four of our directors Adam England, Sam Hall, Mark Walton and David Simms ensuring the continuity of the Nicholls business moving forwards ”

IBMG CEO Martin Stables said: “Independent Builders Merchant Group is essentially carving out the builders’ merchant operations of the PaintWell-owed Kent Blaxill network. For IBMG, the Colchester and Bury St Edmunds branches are highly complementary in terms of product offering and will merge seamlessly into our network of branches

“It’s also very exciting to extend our presence in East Anglia with locations in Suffolk and Essex marking virgin geographical territory for the Builders Merchant arm of the Group ”

Covering all training needs

Building excellence into a business starts by building professional, competent, motivated people. The BMF says that its training has always reflected these principles, offering a wealth of training courses developed and delivered by people with real-life experience of the merchant industry and tailored to our sector’s requirements.

The courses are regularly reviewed and updated to make sure that they meet current needs and we have just published the latest Training Prospectus, which contains details of all BMF courses for both merchants and suppliers The Prospectus is designed to make it simple to find the right course for individuals, or teams, at any point in their career Don’t forget, there is always the option to mix and match courses to create a complete programme.

For ease of use, courses are grouped into one of seven defined sections, with colour coded symbols on each course page to indicate the key information required to select the best course(s) for different needs

For example, Management & Development includes the ever-popular BMF Diploma in Merchant Management plus sales management and margin improvement skills courses The Leadership section, meanwhile, is geared to helping future managers develop their supervisory and leadership skills ranging from managing teams, data protection, time management to HR skills/sickness absence

There is also a specific course for Yard Foremen

Sales courses include a fast-track programme that’s ISM Education accredited There are also specific courses on telephone selling, account management, maximising margin and negotiation techniques

Induction & Operations courses include

driving, transport, customer ser vice, finance, stock control, purchasing, merchandising, safety, first aid, and not forgetting “How to Build a House”, which gives new recruits a sound foundation and understanding of the building process These courses are ideal as part of an induction programme for new staff

In addition, the Marketing section covers strateg y, online trading, social media and SEO courses to enhance colleagues’ skills in this ever-changing area.

The Prospectus also explains BMF’ s Online L earning options available through the BMF Campus platform, and the Virtual L earning courses offered in business writing, selling virtually, estimating and quoting, digital marketing and kitchen design

Another option that is increasingly used by merchants is to work with BMF trainers to develop a Bespoke Training programme or package of courses that embraces the culture of a particular company In designing such a programme, the BMF trainer would have precourse engagement with the company to gain a full understanding the business’ needs before preparing training that specific to those needs.

Bespoke programmes have been used by several of the merchants shortlisted for BMF

Training Company of the Year. Harlow Timber, for example, is developing team leadership skills with a bespoke Supervisor Toolkit programme delivered by BMF Trainer, Jason Routley Meanwhile 20 managers at Robert Price gained their ISM Leadership qualifications having successfully completed a bespoke Excellence in Branch Management programme created for them by BMF Trainer, Sue Reed

n To order your BMF Training Prospectus or to find out more contact Kerry.wilson@bmf.org.uk or tina.skinner@bmf.org.uk, telephone 0247 685 4982 or 0247 685 4989

In the round

With the industry continuing to face significant challenges on multiple fronts, NMBS recently held roundtable discussions within its Heavyside and Lightside committee meetings to dig deeper into the issues, focusing on the recruitment, retention and development of staff.

ith key challenges confronting the sector in relation to skills and recruitment, and supply and inflation-led high materials prices, NMBS was keen to sur vey the feelings of its members and “find out more about current industr y thinking on progress (and) how businesses can support each other ”

Discussions centred on three main questions covering the barriers for 2023, the prime areas for focus, and what businesses were most positive about for this year

It found that merchants within both committees will be looking to retain a competitive advantage, while placing high-quality customer feedback front-and-centre for success

Recruitment

From

for example, a l l hig h lig hte d st af f re cr uit ment and ret ainment as a maj or issue

They reported finding and hiring dedicated employees as a challenge because of the wage they are currently able to give them Fortunately, apprenticeships were “earmarked as a good way to find, train and retain employees because recruits are encouraged to stay in the business through their apprenticeship.”

Lightside committee merchants, such as Windsor Bathrooms, Hickman Supplies, Terratruck, Gardner & Scardifield and QS Supplies, meanwhile explained that as “unemployment is at an all-time low (they) are struggling to recruit the right people in an employee’s recruitment market ” This was said to be the case across all roles, from warehouse workers to IT specialists

Furthermore, both committees

highlighted the challenge of retaining staff amid inflation rises However, businesses able to increase salaries to combat price inflation reported being able to retain and recruit better than their competitors but were also aware of considering the long-term impact of higher fixed costs on their business

Training: putting customers first

Fundamentally, merchants “would advise their sector to put customers first to help get ahead of any future recessions ” On this, asking customers “for their honest opinions” was viewed as a “ sure way to understand their needs better ” For instance, automating texts that ask for feedback was described as a simple way in which Heavyside merchants are getting useful customer insights to help with developing their businesses.

Moreover, training customer-facing employees with product knowledge helps reduce the work and research customers do make before making a purchase.

Accordingly, making the customer “feel supported throughout the buying process is a good way to ensure return business and satisfied customers in the long term.”

For Lightside merchants, “understanding their customer base better will encourage long-term customer loyalty” Like their Heavyside counterparts, getting the customer-facing staff trained “helps businesses upsell and find the product gaps they are missing ”

Wit hin t he dis c ussions, adding ne w pro duc t lines or hav ing cer t ain pro duc ts more avai l able in show ro oms was considere d a st raig ht for ward way to ma ke t he c ustomer j our ne y as simple as p ossible

Lightside committee merchant contributors added that “high-quality customer ser vice is their main selling point when competing with larger national businesses” and making customers feel valued from start to finish of their buying journey is key Further conversation included the point that “investing in new showrooms will make the buying experience better and encourage additional purchases as customers find new products ” Indeed, many are investing in high-level training for all customer-facing staff to add value to customers’ experience through personal engagement

Invest in the future

One simple measure for boosting sales reported by both Lightside and Heavyside merchants was training customer-facing employees to take down customer details to allow sales lead follow-ups, for example, with information about discounts on products they are interested in

Another area covered related to the point that Lightside merchants have many costly and small products, and are combating the risk of theft by securing warehouses and showrooms The discussions encouraged there to be “wider awareness from businesses of the fact that insurance firms may not pay out if the site is poorly secured or product stocks are clearly visible to the general public ”

n For more information on the support ser vices available from NMBS, enter the shortcode www rdr link/mau005

“The merchants said they are struggling to recruit the right people in an “employee’s recruitment market” and this was said to be the case across all roles, from warehouse workers to IT specialists.”

Talasey has bolstered its senior management team with three key appointments Firstly, Sam Hanks (pictured, centre) has joined the company in the newly created role of Director of Strategy & Proposition with a remit to conduct a rootand-branch review of the business to identify how it can maximise existing opportunities and explore new ways in which it can grow and expand

Rebecca Hughes who along with Sam was named in the BMF top 100 most influential suppliers has re-joined the company as Marketing Director She kept close links with the company when she was in senior marketing roles in the roofing and perimeter security industries and was lured back to lead the marketing drive to grow the business

Completing the trio is Peter O'Loughlin who joins as National Sales Manager He brings more than a decade of experience in sales of landscaping and building products to both independent and national builders’ merchant chains, and will head up the firm’s external sales function along with managing its teams of Area Sales Managers and Merchant Support Managers

In the year the group celebrates its 100th anniversary, Häfele UK has announced the appointment of Richard Curtis as its new Managing Director Having joined the business earlier in the year, Richard brings with him more than 20 years ’ experience as a Managing Director across manufacturing and distribution businesses connected with the building products and lighting market sectors

With a combined total of over 40 years in sales, Carol Wilson and Alex Wilson have joined Lakes as Regional Sales Managers in the North West and North East respectively Carol said: “I take pride in getting to know my customers in person, and on hand to help them however I can It is an important part of the great custome service that Lakes excels at ”

Alex added: “I am very proud to have joined Lakes as the manager for the North East Lakes is a respected brand that has a reputation for going the extra mile for customers ”

Mark Smith has been appointed by National Buying Group (NBG) as its new Category Buyer for Brick & Block, Civils & Landscaping, and Roofing & Insulation Mark will work closely with the three category management teams to analyse, plan and negotiate deals to bolster the buying group ’ s relationships with existing Suppliers and play a lead role exploring new market opportunities with potential new Suppliers

Mark previously spent 16 years at Grant & Stone, playing an important role as the business grew from seven branches to 35 across the South East, and will be able to offer a Partneroriented perspective within NBG’s Central Team

AG has welcomed three new recruits to its growing workforce Firstly, with over 25 years ’ experience in the construction industry, James Jack joins as Head of Sales for Scotland Having worked across both the manufacturing and distribution sectors, James was most recently Account Manager at Keyline where he managed the group ’ s Tier 1 contractors

Stephen Gallagher also joins as Digital Marketing Manager, assuming responsibility for supporting the firm’s growth strategy through the creation of quality content, advertising and managing customer relations

Finally, Mark Toole also has 25+ years ’ experience in the sector including senior roles at Marshalls and Charcon and comes aboard as Specification Consultant

Mind the g a p

With a major rebranding exercise completed earlier in the year, Stockgap is highlighting how its product portfolio and service offering reinforced by the distributor’s ‘merchantonly’ policy — is helping to ease supply chain pressures within the sector. PBM reports.

Knowing what customers want and being able to deliver when you say you can is of critical importance throughout the building materials supply chain With this message central to its ethos, Stockgap states that it has become “renowned for putting merchants first and ensuring the on-time deliver y of a wide range of building products” to the fastpaced and competitive merchant trade counter market.

Recent years have seen continuing stock uncertainty and the challenges of financial instability, rising material and energ y costs and the cost of borrowing In such a volatile economic landscape, roadblocks might seem to be at ever y junction which is why stock management had become so vital.

It can be argued that builders’ merchants need more support than ever, and the certainty of supply is perhaps far more important than price Their customers expect them to provide a reliable and agile ser vice, so it’s essential that merchants have consistently high stock availability to meet customer expectations regarding supply something which is essential in helping builders mitigate delays or losses due to material shortages.

A potted histor y

As a distributor for merchants based in the south-east, Stockgap was founded in 1981, having started out selling ever ything from builder’s buckets and troughs to boilers and recycled plastic trellis. Indeed, the business

name was derived from the fact the distributor had the market proposition of: “We fill the gaps in your stock.”

The company went from strength-tostrength, offering a wide range of building products and expanding its deliver y area from London and Kent to what is now a

Stockgap MD, Mark Reid

DISTRIBUTION SOLUTIONS

customer base of over 1,500 merchants across the entire south-east region It works closely with manufacturers to ‘break bulk’ and make ordering easier for its merchant customers

However, the company recognises that it is not only about supplying merchants with market leading building materials relationships are also an important element of this Stockgap says it works ver y hard at establishing those relationships and they are built on trust, credibility, and delivering what it says it will deliver

Adopting a “proactive and passionate” approach, the distributor works together with merchant teams to identify opportunities for growth in their area and then chasing those opportunities from enquir y through to order which are then back sold through the merchant partner

New branding

This spring Stockgap unveiled its eyecatching new identity and branding, which

has been rolled out in a comprehensive programme that includes a new logo, packaging, marketing and merchandising materials

This has been designed to ref lect the distributor’s continued commitment to merchant members and is built around two of the company ’ s pledges ‘Putting Merchants First’ and ‘Ordered Delivered Done ’ It also ref lects its market leading position as a distributor of steel and concrete lintels, roof windows, decking, railings, corrugated roofing sheets, drainage, manhole covers, metalwork and plasterer’s bead and mesh

C ommenting on the ne w branding at the time of the launch, MD Mark Reid said: “We are really excited to launch this shar p ne w brand identity w hich express es the energ y and ambitions of the Sto ckgap prop osition to its merchant c ustomers As a merchant-only business, we are lo oking for ward to the ne w

branding generating sp ecif ications and driving increasing sales for all of our merchant c ustomers ”

And with what it describes as a “ proven track record of putting merchants first,” Stockgap has developed a reputation for being a reliable distribution partner of wellknown and respected product brands such as Keystone Lintels, IG Lintels, Keylite Roof Windows, TherraWood Decking, James Hardie Fibre C ement Wall Cladding, ACO Line Drainage and Supreme C oncrete Lintels While Stockgap does interact with builders and contractors, its loyalty is to merchants only as ever y single order is sold back through merchants

Stockgap buys in bulk and breaks stock to provide its merchant customers with cost effective access to these key brands, noting that “simplicity is the name of the game. ” Furthermore, the business states that it has developed its enviable position by offering a fast turnaround and with no minimum order requirement Typically, this “fast, reliable and efficient” deliver y ser vice is provided to branch or direct to customers within 24 - 48 hours

Managing the expectations of customers in challenging times has never been more important. From its Dartford base, Stockgap says that merchants can also rely on its highly experienced and knowledgeable team to assist them with any queries and to “ ensure the right product is delivered on time, ever y time ”

n F o r m o r e i n f o r m a t i o n o n S t o c k g a p ’s f u l l p o r t f o l i o o f p r o d u c t s a l o n g w i t h i t s s u p p o r t s e r v i c e s f o r m e r c h a n t s , e n t e r t h e s h o r t c o d e w w w r d r l i n k / m a u 0 0 6

Best foot forward

along with its package of support for UK merchants.

QCould you give PBM readers a brief over view of ISM?

AWe are a Germany-based safety footwear company with deep roots dating back to the 1930s when we started as an importer of fashion shoes We pivoted our strateg y in the 1980s to begin manufacturing safety footwear and workwear

Today, after several decades of committed ser vice and innovation, we have emerged as one of the leading manufacturers in the field

Our product portfolio boasts two strong brands that have made a significant impact on the international stage, including the UK Albatros, a leading German brand in performance safety footwear and work & outdoor fashion, and PUMA Safety, an athletic-inspired safety footwear range we first introduced in 2002 as PUMA’s exclusive global license partner in this categor y.

QHow have you approached the UK market up to this point?

AWe first entered the UK market in 2015, working in partnership with a distributor Both the PUMA Safety and Albatros brands grew steadily for the first few years, then, as consumer recognition grew, the business began a period of exponential growth over the last 2-3 years. With a few notable global brands leaving the UK safety footwear market, the PUMA Safety brand especially was in a position to quickly fill this gap and offer consumers a globally recognised brand, with first-class function and a selection of styles in line with the preferences of the UK consumer.

QIunderstand that things are now changing, and you are looking to more actively target UK builders’ merchants. Please tell us more…

AWith the exponential growth in recent years, and the opportunity presented by the changing landscape in branded safety footwear, the UK quickly became a focus for us

Furthermore, like it or loathe it, Brexit happened and this presented a challenge which impacted all brands operating in the UK We quickly recognised that supplying the UK market from facilities in Europe had become slower and more expensive, so we took the decision that we could better ser vice the country from a warehouse sited in the UK

We opened our UK operation in Februar y 2022, stocking 20 key styles of PUMA Safety and 10 key styles of Albatros This literally transformed overnight how we could interact with the UK

Minimum order quantities were much smaller, delivery services much quicker and prices were kept highly competitive compared to the competition Plus, it has opened up the opportunity for us to deal directly with the independent UK retailers, to support and grow this key sector of the market

QYouare focusing on the PUMA Safety and Albatros brands in the UK What makes these brands stand out in a highly competitive market?

AAwareness of PUMA as a sports brand is universal, and although PUMA Safety is one of the leading global players in the sector, market awareness that we offer a

safety range in the UK is relatively low

We work hand in hand with PUMA sports, sharing technolog y and innovation in developing the PUMA Safety range. This shared ethos is behind our market leading athletic inspired footwear the PUMA range of safety trainers are unparalleled in the market and have taken the safety trainer to the next level

However, the brand is not just about trainers (as) we have a strong heavier duty range of boots using the same technologies and comfort, but using them in tough, durable, stylish boots specifically aimed at the construction sectors

All our know-how benefits Albatros too In fact, many of our technological innovations (for example our IMPULSE FOAM midsoles) can also be found in Albatros products Similarly, the brand offers a broad assortment with athletically driven trainers and shoes, riding alongside tough, comfortable heavier duty boots

A l l avai l able at hig h ly comp et it ive pr ice p oints, t he w hole col le c t ion br ings a pie ce of fo ot we ar for a l l env ironments and a l l budgets.

QWhat are the USPs of brands? And how do you think they offer something different in an ever-changing market coupled with an evolving attitude to safety footwear?

AThe safety footwear market has changed immensely over the years I have been working in it From a virtually brandless landscape of black boots in stiff

uncomfortable leather, all steel components and outsoles that felt and functioned like blocks of wood to the exciting landscape we have today where, although safety is still the absolute focus, consumers can enjoy a wealth of designs, brands and huge leaps in comfort and style

Both our brands firmly lock into this modern market, where safety is still absolutely paramount and the first thought in development, but along with this we can offer style, a strong brand identity, unparalleled comfort and function by using the latest technologies and materials

Our safety shoes and boots fit as well on the building site as they do in the pub on Friday. They are designed for professionals who demand both safety, comfort and style in their ever yday lives

QWhatsupport ser vices are available for potential merchant stockists in terms of merchandising, point of sale and any other initiatives?

AWe offer a comprehensive set of support ser vices for our merchant stockists. Our solutions range from compact tower displays for smaller stores to modular slatwall solutions for larger spaces, addressing all types of POS needs

To highlight new products and key launches, we also provide targeted launch communication materials such as wobblers, posters, and banners

QFinally,

what is your message to merchant businesses looking for a new safety footwear partner?

AThe UK warehouse doors are open and our stock is ready to go. We’re witnessing strong growth in both our Albatros and PUMA Safety brands, fuelled by our commitment to producing quality, stylish performance safety footwear that meets the demands of today’s workers.

To highlight new products and key launches, we also provide targeted launch communication materials such as wobblers, posters, and banners.

n For more information about the Albatros and PUMA Safety brands from ISM, enter the shortcode www rdr link/mau007

“The safety footwear market has changed immensely over the years from a virtually brandless landscape to the exciting landscape we have today where, although safety is still the absolute focus, consumers can enjoy a wealth of designs, brands and huge leaps in comfort and style ”

Counter at tack

While the pandemic-enforced reliance on online sales channels may have endured in many industries, the independent builders’ merchant sector seems to have bucked the trend, with tradespeople quickly returning to brick-and-mortar premises. Nick Oates, Managing Director at National Buying Group, explores the reasons for this whilst also considering the role digital channels are playing alongside the traditional trade counter.

When we reflect upon the pandemic’s impact on buying habits, many sectors’ soaring eCommerce sales continue to remain strong even today. Ver y few sectors were unchanged by this disruption, including builders’ merchants In fact, according to the tradespeople NBG sur veyed for its latest report Valuing Local Independent Trade Merchants in a Digital World, 61 5% said they had bought more products online during the pandemic

And this was further reflected by the NBG Partners we ’ ve spoken to about the topic, with one of our sur veyed Partners noting that their online sales went from £4,000 in online sales per month in March 2020, to £100,000 in April.

Back to branches

For many industries, this shift to online has seen digital sales become a permanent and prominent revenue stream Yet in the builders’ merchant sector, it has been estimated that only 8% of trade sales in 2022

were online the lowest rate for any ‘retail’ sector. This then begs the question having sampled a digital-first buying journey, why are 92% of trade sales still occurring via traditional ordering routes?

Socialisation

As the tradespeople we sur veyed for our report said, many opted to collect materials in-person during the pandemic even when deliver y was available The reason for this was simple they just wanted to interact with a person

Whether for advice or recommendations, or simply having a chat to interrupt working alone, a physical branch can be the equivalent of the office watercooler Being able to discuss work with knowledgeable, sympathetic people, or talk through a problem that might have arisen on a particular project, continued to be valued greatly.

Convenience

It was made clear throughout our report research that tradespeople regarded buying in

person as having different, convenience-based benefits compared to shopping online. Issues such as broken tools, missing parts or last-minute jobs coming in were seen as much quicker to resolve by visiting a store, rather than taking the online route.

The reality is, the independent merchant has long been a reliable and convenient pillar of the local trade community, so the added convenience of an eCommerce option is perhaps not seen as quite as much of a benefit compared to that offered by independent retailers in other consumer sectors And when the nearest trade counter is generally so close to the tradesperson’s home or the location of an ongoing project, it’s clear to see why visiting the branch will often be the preferred option

The role of digital

Given the quick recover y of in-person sales, it could be argued that digital is something to be dismissed in the builders’ merchant sector However, our report would argue that this is not the case actually, it has a ver y big role to play in our industr y provided its purpose isn’t consigned to sales alone. The discussion here should not be about how can digital replace the trade counter, but how can digital support it.

For instance, implementing tools to check stock levels remotely could help customers overcome a familiar frustration with in-person purchasing leaving a branch empty-handed after travelling for a specific product or tool

Similarly, website tools which assist trade customers looking to create quotes and pay off their account can help encourage repeat business, as one NBG Partner describes in our report In their own words, their trade customers “appreciate the fact they can log into the site at the end of the day, receive personalised pricing and create quotes, as well as being able to use the website to pay off their account ”

This is not to say digital tools cannot be used for promotional purposes, as one social media-savvy NBG Partner inter viewed for the report can affirm. They cited word-of-mouth generated through social media and online reviews as key to bringing in new business. Another said regularly posting videos on their channels helped build a community and attract customers

These functions all have one thing in common enabling better ser vice. As many tradespeople operate as sole traders or small businesses, merchants’ online offerings should therefore be honed to help them manage administration, often done at the end of the day After all, the trade counter is open at the same time many customers will be out completing jobs, so making information available online outside working hours can be invaluable

Best of both worlds

In conclusion, it is perhaps easy for independent builders’ merchants with low levels of online sales to read this as a lack of appetite among tradespeople for digital ser vices It is also true that many of the biggest factors driving trade sales such as convenience, price, product range and customer ser vice continue to be met in-person at the trade counter.

But to solely focus on revenue misses the big picture What digital does is help merchants improve the customer experience by improving access to accurate information and agile communication Doing so can help enhance customer relationships that independent merchants are already well-placed to cultivate

n To download NBG’s latest report, Valuing Local Independent Trade Merchants in a Digital World, enter the shortcode www rdr link/mau008

“Digital has a ver y big role to play in our industr y provided its purpose isn’t consigned to sales alone. As such, the discussion should not be about how can digital replace the trade counter, but how it can suppor t it.”

PBM considers some of the latest customer support initiatives from Kerridge Commercial Systems, including a new partnership with Reality Finance to offer flexible payments for its products and services and the integration of NMBS OnePlace into the latest version of its K8 flagship ERP solution.

Service extras

Paying cash upfront for business assets can be expensive and put stress on a business’s cash flow However, by spreading the cost of the purchase over time with fixed monthly payments, cash reser ves can be left untouched and remain available for use elsewhere, helping businesses to financially plan ahead

Accordingly, KCS has partnered with Reality Finance to provide customers with flexible finance payment solutions with the IT asset finance specialist also offering the expertise to source and secure the right finance solution for “start-ups, SMEs and corporates” alike.

James Mitchell, Managing Director of KCS in the UK and Ireland, said: “Customers can use this finance to help with the one-time costs such as software, hardware or other ser vices including support, consultancy or hosting costs Reality Finance allows for combining all the elements and spreading the costs into one easy monthly payment ”

James Cashmore, Commercial Director of Reality Finance, added: “We are absolutely delighted to be working with KCS to bring affordable monthly payment options to its customers Being a Lender in our own right and with access to over 20 specialist technolog y funders, we can secure quick and easy payment solutions for businesses of all

shapes and sizes Our financial resources, combined with 1:1 account management, means we are the go-to provider for IT Finance solutions ”

KCS has als o recently announced that it has integrated OnePlace the online merchant catalogue f rom NMBS into its latest version of K8, helping c ustomers to order pro duc ts more easily and with greater acc urac y

The OnePlace Product Information Management (PIM) and B2B trading platform provides a single centralised platform in one standardised electronic format, allowing NMBS suppliers to securely upload up-to-date product and pricing data for merchant members to view online, knowing that the rich product data is accurate and validated before ordering

James Mitchell explained: “ This exciting integration means our customers can now access all the benefits of NMBS OnePlace from the main screen in K8 Customers can view accurate product data in realtime, and because the online catalogue is digital, it helps them take another step towards becoming paperless and seeing sustainability and profitability go hand-in-hand ”

K8 users can bring item details, costs and images back into the

transaction and having such a wealth of data “at their fingertips” will help merchants improve customer ser vice and order accuracy in addition to improving data entr y by eliminating keying errors.

James adds: “Any transactions feed into K8 automatically, making ever ything seamless from the perspective of quotes, records, and reporting. Also, merchants no longer need to source rich product content and manually upload it to their system Instead, ever ything is handled by the suppliers, so merchants and wholesalers can get on with ser vicing their customers' needs ”

New customer

KCS continues to add new customers to its ranks, with the latest signee being the bathroom, plumbing and tile merchants,

James Mitchell, Managing Director of KCS in the UK and Ireland addressing delegates at the Konnect Conference earlier this year

INFORMATION TECHNOLOGY

McDaids which has implemented K8 Trader the comprehensive cloud-based solution designed specifically for small to mediumsized businesses as its new digital business management system

Having used and evaluated several systems, McDaids was looking to deliver greater customer service in-store and online as it seeks to expand and future-proof its business Established in 1974 on the Isle of Doagh, the family-run firm sells to tradespeople and the public from its extensive store in Buncrana, County Donegal

McDaids found its previous ERP system took too long to process sales orders and enquiries However, with K8 Trader’s Sales Order Processing module, products and records appear instantly As the movements are updated immediately within the system, McDaids can confidently sell without multiple checks.

Lisha Mhlanga, McDaids’ IT & Marketing Executive, said: “It’s great that K8 Trader is

fast. Product enquiries happen instantly, meaning we can ser ve customers quickly and further improve our ser vice levels It’s a ver y intelligent system, yet so simple in how it helps us maximise sales

“Before, we’d have to devote two days to running stock takes But with K8 Trader, sales and goods received update immediately, so we'll always have the correct closing stock value Also, seeing instant trading stats with positive and negative results for each line

saves time and helps make better decisions. K8 Trader is a real game changer for us ”

The business will shortly be introducing the fully integrated WebPro B2B and B2C web platform which will save more time as orders taken on the website will feed directly into the management system for immediate processing Furthermore, being cloud-based, McDaids can be confident that its customer data is secure and protected in case of any cyber-attack or system failure.

n For more information, enter the shortcode www.rdr.link/mau009

Are you taking social seriously?

With one in three consumers using social media to learn about or discover new brands, products or services, Charlotte Jewell, Director of MarketingForMerchants.co.uk, asks if independent merchants are taking digital marketing seriously enough.

Adecade ago, if I wrote about the importance of digital marketing, the lion’s share of the merchant audience wouldn’t have paid much attention

“that’s for the kids and celebrities” would’ve been the stock response But today, 84% of the UK population about 57 million people use social media, scrolling for an average of 100 minutes ever y day

Granted, many are under 18 but those 18-year-olds from a decade ago? They are your customers now

They source the bulk of their information from their smartphone and social media

This is not a revelation, and I’m sure it doesn’t surprise you but are you ignoring it, or paying lip-ser vice in your attempts to utilise it for your independent business?

The nationals certainly are not They are experts in the promotion of their websites and prolific users of social media they “get it” and their customers (your customers) see their logo, open day events and special offers ever y day

So how seriously do you take this competitive threat? Is anyone in your business up to date with the latest technologies, techniques, and trends to digitally combat the competitors, or do you put your faith mainly into passing trade, logos on trucks, word of mouth and long-established customer relationships?

What’s your strateg y?

The reality is that digital marketing (your website, eCommerce site, and social media) should be a quantified role and task within the business, with a budget in terms of time and money, and should be measurable just like a salesperson.

The structure and aims of your digital marketing should be part of your business plan for the next 12 to 24 months and, as technolog y changes so rapidly, reviewed regularly Accordingly, your strateg y should consider :

l Is our brand catchy, clear, concise, and still relevant?

l Who is our target audience (the jobbing builder, house builder, or both?) and how will this dictate our messaging and choice of platforms?

l What is our company “voice” and how will it differ to competitors?

l What will our website (brochure or eCommerce) provide to keep trade returning?

l How will we measure the success of our investment?

l What resource and budget are we willing to invest?

Naturally, none of this detracts from the importance of maintaining the core values of a merchant availability, price, and ser vice but it gives you a great outlet to shout about it, letting your customers and potential customers know just how good you are.

Who’s going to do it?

Other than your decision to invest in digital marketing, the next most important

question is who is going to do it? The nationals will have Chief Marketing Officers with teams of staff which will be well beyond the means of the smaller independent but independents don’t need that level of resource or spend to have an impact in your locality.

At the ver y least, someone working within your business should be creating or suggesting regular content for your website and social platforms (special offers, open days, company notices, case studies, sponsorship of local sports teams)

If the y don’t have the technical skills et to professionally up date your website or create s o cial media p osts internally, then you have two options; either invest in s ending them on the rele vant cours es (b e ware there are hundreds to cho os e f rom most taking 1 to 2 years to complete), or work with an external professional w ho can provide advice, handle the technical roles and, if requested, provide training to your internal staf f to improve their skills et,

“ D i g i t a l m a r k e t i n g s h o u l d b e a q u a n t i f i e d r o l e a n d t a s k w i t h i n t h e b u s i n e s s , w i t h a b u d g e t i n t e r m s o f t i m e a n d m o n e y, a n d s h o u l d b e m e a s u r a b l e — j u s t l i k e a s a l e s p e r s o n . ”

de veloping your s elf-suf f icienc y and maintaining the regularity of the p osts and up dates.

What costs should you expect?

To some degree this is relative to the size and scope of the business (branches and products will have an effect, as will the urgency to see results) but even a single-site merchant will need to invest a couple of hours’ worth of labour a week if working with an agency. If you ’ re planning on carr ying out the role internally then 15 to 30 hours a week is a reasonable expectation (excluding training and courses)

You’ll also need some basic subscriptions to social media scheduling and design tools, costing between £50-£200 a month depending on how advanced you want to be in terms of reporting tools and approval levels (this doesn’t allow for eCommerce sites where the subscription prices can var y wildly)

With external marketing agencies quoting b etween £700£1,300 p er month (according to exp er tmarket com) many smaller companies may b e dis couraged f rom making the decision to outs ource

Howe ver, the tr uth is there are hundreds of talented, and qualif ied, f reelancers available that do not have the overheads to fund, nor the cor p orate c ustomer bas e to inf luence their prices And how do you f ind such a f reelancer? Well, if it’s not by word of mouth or recommendation, then it’s via their website or s o cial media

And if you can’t find them? Well, then they’re not ver y good at it, are they?

n For more information on the ser vices available from MarketingForMerchants co uk, visit the website or enter the shortcode www.rdr.link/mau010

All (full roof) systems go!

Building Regulations is not only driving the nation’s journey towards the development of energy efficient, low carbon dwellings, but also forcing an industry-wide push towards greater sustainability, clarity and transparency when it comes to the origins and environmental credentials of the products that are used. With these changes growing apace, a full roof system approach could make life much easier for builders’ merchants.

Full system benefits

With the essential and growing importance placed upon environmental responsibility, builders’ merchants are now relying on manufacturers who can deliver on a number of key points from product quality and ser vice to transparency and traceability When it comes to roofing products, the use of a single trusted full roof system supplier can provide real benefits for the merchant, including streamlined ordering, product compatibility, product traceability through the supply chain as well as a meaningful warranty.

Single manufacturer

Marley is the only manufacturer to provide a genuinely complete full roof system Sourcing all roof products from a single manufacturer has real benefits for the merchant It removes the worr y of customers mix & matching products, hoping that they will fit together and remain watertight

Marley’s roof products are designed to work together seamlessly, preventing this issue In addition, when utilising a complete system from one source only, the manufacturer’s technical support can be on hand to provide guidance on all aspects of the roof installation a real plus for merchants advising their customers

15-year warranty

Designed to work together seamlessly, the Marley fully integrated roof system includes JB Red battens, underlay, clay or concrete tiles, fixings, accessories, fire barriers plus the hugely in-demand integrated Marley SolarTile® to provide a tried, tested and trusted solution. Once installed, Marley’s full roof system including Marley SolarTile® comes with a comprehensive 15-year warranty

n For advice and further details on Marley’s full roof system, please visit www.marley.co.uk/roofsystem or call 01283 722222.

Last mile deliveries

Working in partnership with local builders’ merchants, the team behind the TradeKart app say they can deliver more than 40,000 decorating, plumbing, heating, electrical and general building products to tradespeople’s doors in just two hours, with the average delivery time in central London being 57 minutes.

Launched in December 2021 with “ a mission to bring convenience and flexibility to tradespeople” by making it easier to order from merchants in their area, just over 18months on TradeKart can now deliver to more than 1,700 postcodes “covering all areas inside the M25”. The business says it is “continuously expanding” and reports that its “working hard to (add) new merchant partners across many trades including plumbing, heating, electrical and decorating ”

The rapid deliver y app for tradespeople was founded by Alistair McAuley (pictured), previously Managing Director at AkzoNobel He started TradeKart to “give tradespeople back their valuable time, while also offering local merchants a valuable last-mile deliver y solution to attract new customers and delight existing ones ”

Alistair explained further : “ Tradespeople lose an average of 3-4 hours each week from

having to leave the site to collect materials That’s a staggering two days ever y month and a huge financial and time cost. Working closely with a number of contractors, TradeKart has been able to help them reduce the cost of getting materials to site by 80%, saving them each more than £50,000 a year.

“We’re passionate about supporting the thriving building and trade communities right across the UK. That’s why we created TradeKart, to follow in the footsteps of other well-known deliver y apps that offer convenience and flexibility. TradeKart is our opportunity to take the hassle out of collecting materials, giving tradespeople back that all-important gift of time ”

TradeKart is currently partnering with local merchants including MP Moran, London Decorators Merchants, Paint Centre, Topdec Decorating Supplies, Nicholls & Clarke and Paint Stop Through the app, tradespeople get to see live stock availability with access to competitive trade prices across all major brands

Tradespeople simply need to download the app for free and create an account, then the app will connect them with available local merchants in their area Users simply choose the products they need, then select a convenient deliver y slot from within the next

two hours if they need the items in a hurr y, right through to the following week

A flat £5 fee is charged for ever y deliver y and, once payment is made, the order is sent straight to the merchant to prepare the items for dispatch A TradeKart deliver y driver will then bring the products directly to the door, with the app allowing users to follow the deliver y ’ s progress in real time

TradeKart is compatible with both iOS and Android devices and can be downloaded from the App Store and Google Play

n For more information on the everexpanding TradeKart deliver y ser vice and the support it can offer merchants, enter the shortcode www.rdr.link/mau011

“TradeKar t gives tradespeople back their valuable time, while also offering local merchants a valuable last-mile deliver y solution to attract new customers and delight existing ones. ”

INTACT SOFTWARE BROWNS BUILDERS MERCHANT

Having recognised the need for a more efficient and streamlined solution to replace its now-outdated system, Derby-based Browns Builders Merchants recently transitioned to Intact’s merchant software. Browns embarked on a formalised process of evaluating different systems, pinpointing the specific challenges it needed to address including managing its core business of selling direct to sites, stock management, control setting, and reducing the time required for certain tasks

Intact created a customised demo that showcased the full capabilities of Intact iQ, providing Browns with a tangible representation of how its processes would look and how orders would be handled. In particular, the software specialist was able to tackle one of the biggest hurdles for Browns managing intricate pricing structures for a national housing development with multiple site locations and providing the merchant with a more streamlined and effective method to accurately handle pricing variations

Browns also saw the significance of Intact’s PIM integration with its buying group NBG which will allow the company to access up-to-date codes, descriptions, and pricing updates directly from suppliers, eliminating the risk of selling below cost and ensuring accurate pricing across its product range

Implementing Intact’s integrated trade counter will enable Browns to provide a faster and more efficient experience for its customers, including trade cash accounts that were previously unavailable Furthermore, the integration of the Intact Cliqx ecommerce platform will allow the firm to offer customers 24/7 access and enhance their overall experience whilst Intact Access 2 0 a mobile application for remote teams will “prove particularly useful” for its delivery, rep and management teams

Down the line, the mobile warehouse will be added to further improve their stock management

n For more details and to request a trial, use the shortcode www.rdr.link/mau012

BORDER ELECTRONIC PROOF OF DELIVERY APP

Border Merchant Systems has recently rolled out its latest system update (3-2C), which is available to all users as part of their support contract Release 3-2C is described as “a major upgrade with some noteworthy enhancements and options” including the launch of a new electronic proof of delivery app

The ePOD app is said to make it easy for merchant delivery drivers to manage their deliveries via a mobile device, as well as collect proof of delivery information such as name, signature, comments and photos Delivery status information is updated back to the system and the customer in real time.

The system’s technology has been trailed by Pearsons of Duns since September 2022, which has used it to manage its solid fuel deliveries. General Manager Katy Mills said: “Delivery capacity and driver productivity has increased as drivers are not spending unnecessary time administering paperwork. Office administration and reconciliation processes have also been simplified

“This technology has allowed us to work more efficiently and improve the customer’s experience ”

Phil Davies, Commercial Manager at Border, added: “ePOD is a fantastic development for our merchant customers We’re delighted with how testing has gone and to see the real business benefits Pearsons has already gained from using ePOD has been the icing on the cake ”

TRAVIS PERKINS ONLINE TRADE COUNTER

Travis Perkins says it is the first builders’ merchants “to make shopping online and through its app frictionless” with the launch of its Online Trade Counter and new shared access feature This allows trade account holders to shop “quickly and seamlessly” for products they buy most at their trade prices without having to navigate through product information and payment screens, reducing the time it takes to order.

Kyle Leivers, TP’s Head of Digital, said: “We know many tradespeople often purchase from a regular pool of products and want a hassle-free and frictionless route to ordering and delivering to site They want to find the products they regularly buy quickly, be reassured it is at the same price they normally buy it at and delivered to a site of their choosing ”

The merchant chain has also enabled shared access on its platform, giving firms a new way to offer access to their Trade Account for their employees. Users can choose to give their team access and set permissions based on the tasks they want them to perform

SYNERTEC

VAULTLINK ONLINE PAYMENT SYSTEM FOR TG LYNES

TG Lynes says it has further enhanced convenience for its customers by introducing the option of online payment, partnering with Synertec to allow customers to pay their invoices online for the first time via its Vaultlink system Payments are fully encrypted, and automated receipts are emailed to the customer within seconds

Vaultlink allows customers to pay the invoice within 30 or 60 days and payments can still be accepted by Bacs or over the phone for customers who prefer that payment method.

n For more details, and to view a Vaultlink video, enter the shortcode www.rdr.link/mau014

n For more details on the new ePOD app, enter www.rdr.link/mau013 in your browser.

The final frontier

With new warehousing sites at a premium, Mike Gorman, Sales Director at Filstorage, discusses how merchants can make the most of the space available at their existing premises.

With a shortage of warehouse space in the UK, many builders’ merchants are struggling to find suitable new sites to facilitate expansion And whereas the large multiples have the option of buying up smaller players to realise growth, or commissioning new builds, the situation has the potential to hinder growth for smaller to medium-sized merchants

However, according to Mike Gorman, Sales Director of design, fit out and racking specialists Filstorage, the secret to expansion could lie in realising more space in your existing premises This, says Mike, might sound obvious but it is often overlooked and with a little thought and some investment, significant extra space can often be found

Mike says this can be the difference between growth and plateauing: “One of the things we often hear from merchants is that changing their existing warehouse design will be disruptive for little or no gain But done well, this is not the case.

“When merchants see modern products that facilitate efficient storage, and how extra square footage can be added to a building, they usually change their minds ”

He continues: “Essentially, looking at improving inventor y storage and management should form part of normal

business planning because without the ability to move sites, streamlining these processes is the most effective way of achieving growth ”

Smaller merchants

Mike added this is particularly an issue for smaller merchants that are new to the market Often, he said, their focus is on shifting product and all thoughts of layout and space are a long way down the list of priorities

He explained: “ This is entirely understandable, but it can store up problems for the future. Big merchants have a much b etter handle on this the y ’ ve learned f rom exp erience that ef fec tive, interconnec ted layouts for the trade counter, shop, warehous e, and yard make for the b est us e of space The y als o build future f lexibility into designs, knowing that as branches mature, the y will need to change things around ”

Top tips for realising more space

So, how can merchants find more space in their already busy operations? Here are Mike’s top tips for discovering that extra square footage that could make all the difference:

Consider a full redesign

When was the last time you had your branch layout looked at by an expert? For many merchants, the answer is never. But this is one of the most effective ways of finding significant extra space An experienced designer can see past the current state of the depot to its full potential and will have the skills and knowledge to help you realise that.

n GPH Builders’ Merchants won Lightside Showroom of the Year at last year ’ s Builders’ Merchants Awards after completing a full refurb of its Inverurie showroom

The Scottish merchant, which has four depots as well as an aggregates bagging facility and plant hire division, worked closely with Filstorage to come up with the design and layout of the showroom

Filstorage also supplied a range of shop shelving for the project, including integrated and gondola varieties, and installed these around a new mezzanine floor fitted to increase the available floor space

Katrina Gillespie, Visual Merchandiser and Planner at GPH, said the updated showroom design was part of a far reaching rebrand aimed at attracting more domestic customers, as well as the trade.

The rebrand is now being rolled out across the business’s other locations in Ellon, Stonehaven, and Westhill

Fit a mezzanine floor

Few things have the potential to increase the overall square footage of your premises than a mezzanine f loor Sales of these have exploded in recent years as the warehousing crisis has deepened because they are ver y cost and operationally effective

Rack-supported mezzanine

Like conventional mezzanine flooring, racksupport flooring is a great way to realise more storage space Sat on top of sturdy pallet racking, it prevents bulky, heavy items from cluttering up the floor

Pige on hole rack ing is a ls o a p opu l ar opt ion under a rack-supp or te d

me zzanine to store long lengt hs of t imb er or drainage pip es

L ook to the heavens

We’re not talking about divine inspiration here, more that expansion is now often a vertical game New racking systems that reach higher and open up the top third of a warehouse are an effective way to utilise what was traditionally dead space. Flexibility is important too

Racking that is quick to assemble and take down can be easily altered to accommodate new product ranges Also, ensure aisles are wide enough to accommodate a forklift truck as this will make accessing the higher aspects of your racking easier

Plan the external layout

Efficient use of space isn’t just about your warehouse It is about ensuring customers can seamlessly access and move through your site C onsider this as if you were a customer yourself and make the experience as easy as possible. Other wise, you might find that however efficiently you store product inside, customers simply don’t come back!

She explained: “Our brand has been ver y traditional and directed at the trade, and whereas this is still a large and important market for us, we wanted to make the branding more consumer friendly We want to create a feeling that ever yone is welcome.

“ To this end, new tool racking was a priority, but so was ensuring all our products were well presented and easy for customers to find This was combined with a need for efficient over-stock storage, so stock could quickly be replaced ”

Mi ke note d t hat by fol low ing t hes e pr inciples, merchants cou ld un lo ck a sur pr ising amount of sp ace He s aid: “It’s not uncommon to add up to 80% more s qu are fo ot age to a warehous e w it h a re desig n and me zzanine f lo or R at her t han s e eing t hat as a disr upt ion and a cost, merchants shou ld s e e it as an invest ment w hich w i l l p ower t heir f uture g rowt h ”

n For more information on the ser vices pro vided by Filstortage, enter the shortcode www.rdr.link/mau015

combination Winning

Marking its 25th anniversary, Combilift says it is ensuring 2023 “will be a year to remember by launching multiple products across various exhibitions on a global scale!” PBM takes a look at two of the company’s recently announced innovations — the new Combi-CUBE and Combi-CB70E.

Making its debut at April’s LogiMAT International Intralogistics show in Stuttgart, the new Combi-CUBE is said to incorporate a host of technological and design features that not only enhance handling procedures but also offer a high level of driver comfort.

Immediately noticeable is the electric model’s vibrant new colour billed as a bold and fresh Combi-green shade, the firm states that the striking liver y will contribute to improved safety as the trucks will be easily visible in their operational environment

A number of ergonomic features include the driver’s position in the centre of the cab, offering generous room and excellent all-round visibility. e angle of the telescopic steering column can be adjusted and the Grammer MSG65 seat, combined with hydraulic cabin mounts “guarantees a comfortable ride ” An adjustable arm rest is mounted to the seat suspension which incorporates a multi-function joystick and an LCD colour touch screen.

Further notable features are the large rear wheel and rubber tyres on all three wheels which means the model is not restricted to

super flat floors and is “eminently suitable” for working indoors and out with semi-rough terrain “ no impediment to reliable operation.” And for quicker batter y changeover during heavy shis, two new easy-change roll-out batteries are provided

At Ligna, the international timber and woodworking show held in mid-May, Combili’s added to its growing range of electric models with the new Combi-CB70E Said to offer powerful performance, extensive battery life and unrivalled ergonomics, this model also in the vibrant new Combi-green livery is reportedly the shortest 7t capacity counterbalance truck on the market whilst also benefitting from multidirectional ability, enabling the versatile space saving handling of both long and bulky loads

e high-capacity Combi-CB70E features large super-elastic tyres and a compact wheelbase to make it “ideally suited for the operational demands of the timber industry ” With a 7,000kg/15,500lb li capacity, the unit “benefits from an impressively small footprint as well as exceptional manoeuvrability” meaning that it can easily move bulky loads of timber around in confined spaces.

Occupational health and safety requirements mean that the welfare of the workforce has become ever more important over the years. Accordingly, Combili’s designers have gone to great lengths to ensure that the latest generation of models are kitted out with top quality components that ensure sophisticated ergonomics for a stress-free in-cab environment

Features in the spacious cab include, for example, generous glazing for excellent all-round visibility, a tilting steering column, hydraulic steering and the Grammer MSG65 seat. In addition, the Combi-CB70E features a gas strut suspension cab, which uses components such as those found in large scale industrial machinery with cab suspension whilst the newly developed Auto Swivel Seat (available as an optional feature) reduces driver strain by automatically engaging and swivelling the seat and armrest 15° to the right or le to accord with the direction of travel selected by the operator

e truck also features Combili’s internationally patented and Red Dot awarded independent electric traction which provides all front and rear drive wheels with 100% traction control. is negates the need for differential lock on slipper y surfaces and significantly reduces long load momentum twisting when travelling sideways.

n For more information on the new models, including feature-packed videos, enter the shortcode www.rdr.link/mau016

TRANSPORT, HANDLING & STORAGE

The full package

A popular choice among the merchant community, PBM takes a look at the vehicle range and service offering from the Isuzu Truck marque.

Awholly owned subsidiar y of Japan’s Isuzu Motors, Isuzu Truck (UK) supplies commercial vehicles and aftersales support ser vices via its comprehensive Dealer Network in England, Wales and Scotland ITUK’s CARE programme Customer Facing, Always Listening, Reliable & Trustworthy, Efficient & Friendly is said to be at the heart of ever ything the company does, proactively supporting customers throughout the Warranty and Repair & Maintenance contractual period of their vehicle

A full range of Chassis Cabs from 3 5T to 13 5T with wheelbases to suit most applications is available, designed and built to be robust, durable and adaptable enough to suit a multitude of specifications and body types

The 3.5T Grafter range, for example, is available in two engine variants with Single

or Twin Rear Wheels configurations, whilst Manual, Automatic or Automated Gearbox options are available, subject to specification

Customers looking for a truck with a compact footprint but with an even greater payload capacity can opt for a 5 5T or 6 5T derivative (an Operator’s Licence is required at these weight ranges). The 7.5T range, meanwhile, is available with two engine variants, Manual or Semi-Automated Gearbox options

The N75’s compact dimensions are ideally suited to urban and rural operations alike, with low chassis weight giving a higher axle tolerance and load latitude across the vehicle Furthermore, the FSeries, 11T and 13 5T range comes with comprehensive Wheelbase and Gearbox options for those requiring increased levels of payload.

In addition, bespoke Repair & Maintenance packages are designed to offer customers “predictable running costs and complete peace of mind,” and are available on request

Finally, the company says that a Dealer Network that “completely understands customer aftersales requirements” and boasts “fully trained, highly skilled professional employees utilising state of the art diagnostic equipment” can meet the needs of the most demanding of customers’ requirements.

n For more information on Isuzu Truck UK, enter the shortcode www.rdr.link/mau017

The next generation

Impressed by the proven performance of its long-running predecessor, South Wales-based Undy Building & Timber Supplies looked no further than another Mercedes-Benz Atego from Euro Commercials.

The family-run builders’ merchant’s new truck has replaced a previous Atego that was supplied by the same dealer a full 20 years ago Still going strong with a little over 250,000 km on the clock, the vehicle was quickly snapped up by a buyer in Cardiff

A 1321 model, the latest addition to the firm’s fleet is powered by a 155 kW (210 hp) 5.1-litre engine and has a ClassicSpace S day cab e chassis is equipped with an alloy tipper by Neath Bodybuilders, who also fitted a Hiab X-Duo 078 loader crane with Kinshofer grab, rated at 7 4 tonne/metres and with a maximum outreach of 11 6 m

Based in Undy, Monmouthshire, the company is run by couple Pam and Terr y Wood It sells a range of construction materials from its depot in the village and also delivers to trade and DIY customers in surrounding towns including Caldicot, Chepstow and Newport

Pam said: “We’re approaching our 50th year in business When we started, Terr y was a builder and I ran the builders’ merchant side of the operation which included driving the lorr y for all our deliveries

“I’m happy to have handed over those duties and prefer to spend my time in the office these days,” she added

Today, deliveries are undertaken using two smaller tippers and the new 13 5-tonne GVW Atego, which handles the largest

consignments e truck is now being driven by the Woods’ son, Michael whilst daughter Samantha works for the family business too, looking aer administration

Pam continued:

“Given the fantastic performance and longevity of our previous Atego, we were never really going to consider anything else when we came to replace it e old truck never let us down and still looked great, while the ser vice from Euro Commercials over the years has always been excellent

“Sales Executive Huw Salway sold us that vehicle, but our relationship goes back even further We bought our first Mercedes-Benz from him back in 1995 and he has been a trusted supplier to our business ever since, so we were ver y happy to hand him the order for this latest vehicle ”

Michael Wood picked up the story: “e previous Atego was a great little workhorse, always good on fuel and hardly ever needed anything other than routine maintenance. I’m sure the new one will be just as reliable and cost-effective to operate, while the comfort and quality of the cab interior is certainly a step up compared to what I’ve been used to.

“At 13 5 tonnes GVW this model combines a very useful payload of over five tonnes, while maintaining a relatively compact footprint and excellent manoeuvrability It’s a lovely truck to drive and we ’ re looking for ward to many years of dependable ser vice ”

e Mercedes-Benz Atego range from 7 5-16 tonnes GVW and offers “outstanding driving dynamics, comfort and manoeuvrability.” Also said to be renowned for its industr y-leading reliability and durability, Euro Commercials’ Huw Salway said: “ e Mercedes-Benz Atego is the perfect match for the Wood family’s business both have unbeatable staying power and a real appetite for hard work.”

n For more information on the MercedesBenz commercial vehicle range, enter the shortcode www.rdr.link/mau018

Terr y and Pam Wood with son Michael, daughter Samantha and grandsons Michael jr and Joshua

TRAVIS PERKINS PLC ELECTRIC FORKLIFT TRUCK SOUND ALERT STUDY

Travis Perkins Group has partnered with University of Salford

Manchester’s specialist acoustics testing team to conduct an evidencebased study into the development of electric forklift truck sound alerts The study was commissioned to address colleague concern about the quietness of an electric forklift truck compared to a traditional diesel engine, and the potential safety risk this could pose.

It follows the announcement earlier this year that the Group is accelerating its Science Based Targets Initiative approved decarbonisation plan by switching out up to1,100 diesel forklift trucks with electrics to reduce scope 1 carbon emissions by up to 6,600 tonnes per annum

Similar to the warning sounds that have been incorporated into electric vehicles to warn pedestrians and other vulnerable road users of their presence, TP plc and the Acoustic Centre for Excellence at University of Salford will be working together to develop a sound alert for forwardmoving electric forklift trucks to alert customers and colleagues

Richard Byrne, the merchant group’s HSE & Fleet Director, said: “There should always be a safe distance between people and working machinery, but exclusion zones work best if people are alerted as they approach any highrisk areas Given the pioneering nature of this decarbonisation project, research is required to ensure we develop alerts that work well as effective warning systems for both our operators, and the colleagues and customers who may come into contact with our exclusion zones.”

n Read more about the story via www.rdr.link/mau019

OHRA RACKING SYSTEMS FOR FX RUCH

With 22 cantilever

and pallet racks from OHRA, German builders’ merchant FX Ruch has completely restructured its branch in Radolfzell Offering customers a wide range of building materials, and with a warehouse, large open-air storage and drive-in area to service, the new racking solution means that the company can now combine a high storage capacity with “significantly more efficient logistical processes ”

The aim of the renovation was to create more space for a greater number of items, as well as to improve the quality and speed of throughput times Previously, the inefficient use of storage capacity at the 6,000 square metre site had led to delays in storage and retrieval, and therefore in customer collection

In addition to a large outdoor storage area and a 1,500 square metre warehouse, the new 1,000 square metre drive-in area is the central hub of the modernised branch OHRA equipped the storage areas with both cantilever and pallet racking, with a total of 22 single and double-deep racks with a height of up to 7,500 millimetres installed

Each rack is individually configured for the different goods in terms of load capacity, number of storage levels and accessories Goods can now be delivered and stored more quickly, whilst the business says that throughput times have been reduced to ensure customers receive their goods in a much shorter time

n For more information on OHRA’s storage solutions, enter the shortcode www.rdr.link/mau020

LINDE MATERIAL HANDLING (UK) HEAVY-DUTY ELECTRIC FORKLIFTS

Linde MH is now taking orders for its new generation of larger capacity battery-powered forklift trucks with lifting capacities from 3.5 to 5 tons for outdoor and indoor use Said to be particularly suited to the most demanding applications such as moving bricks and blocks, the company says that the X35 – X50 models can be “precisely configured to customers’ requirements while offering the highest standards of ergonomics and safety ”

As well as being waterproof and dustproof, the vehicles can handle “considerable gradients” despite their large load capacities and consistently deliver lifting capacities at the payload limit This performance is achieved by means of a new generation of SRM+ motors whose efficiency and energy output shows improvement of up to 5%

n For the full specs, go to www.rdr.link/mau021

LOGISTICS UK ELECTRIC VEHICLE REPORT

If the logistics sector is to decarbonise effectively, in line with the government’s 2050 net zero deadline, more support will be needed to enable operators to do so, according to a new report by business group Logistics UK The organisation’s Electric Vehicle Report 2023 demonstrates that factors including a lack of fiscal support and an inadequate public charging network are having a “significant impact on the confidence of operators” to invest in electric vehicles (EVs)

EVs represented 0 9% of the UK’s van fleet in 2022, for example, up from 0 3% in 2019. And while the majority of the businesses surveyed for the report (62%) plan to have decarbonised their van fleets by 2030, significant barriers remain that prevent the uptake needed ahead of the deadlines

n Enter the shortcode www.rdr.link/mau022 to read the Logistics UK report.

What lies beneath?

The concept of supplying a routed structural floor panel that will accommodate UFH pipes has been pioneered by OMNIE for many years The result is a two-in-one product that’s already recognised as the benchmark in terms of performance and installer friendly features and, with the introduction of TorFloor 2, it’s an idea that’s been developed still further.

“Ever ything OMNIE does in terms of its product design is about transfer of heat,” explains CEO Darren Trivett. “An efficient transfer from the pipe into the panel at reasonable water temperatures provides the higher heat outputs that older buildings in particular demand When you consider that the UK has the oldest housing stock in Europe, a product that can deal with higher levels of heat loss is essential, especially as we transition to heat pumps ”

So just what are some of the issues that OMNIE says its system removes? The British Standard for UFH states that the comfortable temperature underfoot is a maximum of 29°C, with wet rooms and perimeter zones allowed to go higher In terms of heat transfer however, many UFH installations will suffer from thermal striping where the heat fails to move laterally and instead builds up around the pipe, creating peaks and troughs

Consequently, some manufacturers will quote the average and not peak temperature

in their calculations Not only will the homeowner experience this as patches of warm and cold around the home, there is also the more serious issue of compromising the floor covering.

By cont rast, t he p atente d AL HEX a luminium dif f us er te chnolog y integ ra l to OMNIE's p anel desig n w here s of t temp er a luminium is ef fe c t ively w rapp e d around t he pip es is far more ef f icient at def using t he he at l atera l ly, minimising any cluster ing of hig her temp eratures around pip e work As a resu lt, t he overa l l inst a l l at ion w i l l remain wel l w it hin t he Br it ish St and ard of 29°C as a maximum

That means you can get more heat out of the flow without increasing the water temperature Indeed, you can actually lower the temperature of the water, which means you ’ re well placed to reduce running costs and get the most from a heat pump installation, for example

The OMNIE innovations go further because a multi-directional pipe channel design facilitates an easier installation It obviates the need for separate straight and loop end panels, or the hand routing of pipe channels Those channels are spaced at 150mm centres whilst fluted pipe exits ensure an easy transition into the neighbouring panels.

Product innovation

Designed for suspended and batten floors, TorFloor 2 is also a floor deck and underfloor heating system in one The 22mm chipboard lower panel complemented by a 6mm wood fibre interlocking upper panel which is also routed, foiled and printed, fully encasing the pipe Installers simply need to listen out for the click when the upper panel in positioned and they’ll know it is perfectly in place with no glue required

A printed panel on the floor face indicates the pipe pattern beneath and, with points for screws clearly marked, the installer has the reassurance of knowing the exact location of the pipe when securing to joists, which makes for a much faster installation, and eliminates the costly mistake of putting a fixing through a pipe

The two panels combine to produce a unique UFH product With TorFloor 2 Performance model aluminium is now in place both under and over the pipe, providing twice the amount of the diffusing metal, and increasing heat outputs by 15% over the previous design all at a lower water temperature

There’s also a choice of top panel depending on the floor covering with woodfibre cement board and ply available again, all routed, foiled and printed The system produces 77 W/m² at 50°C flow

PBM paid a visit to OMNIE’s Exeter headquarters to find out what’s new from the underfloor heating expert.

water temperature and is independently tested for structural strength (at 600mm joist centres) to the latest standards (tested to BS EN 1195)

TorFloor 2 is equally available as an acoustic panel, with 8mm rubber on the bottom of the cement board lower deck, whilst the base board can also be supplied as 22mm ply rather than chipboard At the same time, all the different options on the base and top board are completely interchangeable and compatible

While TorFloor 2 is a structural system, Lowboard 2 is intended for installation on an existing insulated floor. Exhibiting all the same product enhancements with an aluminium foiled base layer and top layer panel, and choice of woodfibre cement board and plywood it is also an 18mm system At the height of a 5p piece, this makes it one of the lowest profile underfloor heating products on the market.

OMNIE has also developed its Ultimate concept further with Ultimate 2 an extruded polystyrene insulation panel. Said to save considerable time in comparison with its predecessor, with Ultimate 2 only the sub-floor surface needs to be primed The panel itself is self-adhesive simply peel off the back and position Furthermore, the top of the panel is pre-primed at the factory so it does not need to be done on site. Simply stick the panel down, install your pipework and add the levelling compound for a much quicker job all round

n With an increased focus on servicing the needs of the merchant sector, as well as the products on offer from OMNIE, stockists can also gain access to the Circ of lo by O MN IE range of easily transacted underfloor heating products, including a simple online tool for smaller jobs

Part of the Ridgespear family of companies, both brands offer point of sale collateral to inform customers in-branch, including posters and a range of informative videos in addition to targeted social media

Furthermore, training can be provided either in branch, on site or at the company’s dedicated training centre in Exeter Sales team trade mornings / evenings are undertaken to promote brand awareness, whilst the firm also encourages dual calls with merchant sales representatives

n For more information on OMNIE’s UFH systems, enter the shortcode

www.rdr.link/mau023

On mes sage

The importance of relationships at every level in the heating and plumbing sector has seen many businesses making a huge effort to keep all their relationships on an even keel — whether that is between manufacturers and merchants, manufacturers and installers or within the business with the employees. Speaking with the firm’s Marketing Manager Chris Harvey, PBM investigates the ways in which Stelrad is engaging with its target audiences.

Customer ser vice is at the top of the tree when it comes to importance for the newly floated business, with major investment made in building a dedicated customer ser vice team and a set of targets identified and hit to see Stelrad “hitting world class targets” as a result of the efforts of the team based in South Yorkshire July 2022, for example, saw that latest benchmarking exercise in support of its membership of the Institute of Customer Ser vice (ICS) and its important Ser viceMark accreditation Ser viceMark is awarded based on customer satisfaction feedback and an

assessment of employee engagement with the organisation’s customer ser vice strateg y Overall, Stelrad’s Business Benchmarking customer ser vice index is at 90.5%. To put that in context, the UK sector average is 78 4% and the average for the area Stelrad fits into retail (non-food) is 81.9%, so the company is setting high standards by this method of measurement

Furthermore, the sur vey highlights that Stelrad customers are most satisfied with the reputation of the organisation, with the competence of its staff and the helpfulness of the team. The kind of words they use to

describe Stelrad as a business include ‘satisfied’, ‘happy’, ‘informed’, ‘professional’ and ‘friendly’

The importance of these figures and phrases are further reflected in the excellent relationships Stelrad has in place with merchant businesses national and independent alike up and down the countr y This, the manufacturer asserts, has come about in simple ways by talking to them, by taking them into consideration when making decisions about the company that will also affect its customers, and by having in place teams of good people able to

communicate on behalf of the business

These include the important Brand Specialists team that has been the face of Stelrad, going into merchant branches day to day up and down the countr y, talking both to the installers that use those branches and the branch staff to ensure they have ever ything they need to be the go between Stelrad and its ultimate customers those installers who regularly visit the branches.

Important things that have worked well in building relationships through the branches include the manufacturer’s Installer Loyalty Club which sees installers able to claim loyalty gifts because of the money they spend in the merchants on premium products. And as a result, they can claim branded workwear, radiators plus many other sought-after rewards

Conversations with merchants and

installers are also said to have helped shape new ranges, sizes and models for example, the arrival of K3 radiators to help make renewable heating systems operate even better, growing the LST range to provide safety products from stock rather than special orders, and the new Compact 900mmm high which provides the larger radiator outputs that some installers have asked for when switching from a boiler to a heat pump, helping to ensure that the radiators provide the comfort needed in cooler months

The business has also extended the range of coloured radiators for those who want a greater choice, rather than the standard white radiators that are still by far the firm’s biggest sellers.

Stelrad Head of Marketing Chris Har ve y said: “We’re grateful for the loyalty of the merchants and the installers to our range of

radiators and we ’ ve done e ver ything we can to resp ond to that loyalty by listening to w hat our c ustomers want

“We’ve all been through challenging times in recent years, what with the pandemic making life difficult for us all But we ’ ve used that time to grow our National Distribution Centre, extending its capacity so it can hold substantially more radiators in stock ready for standard deliver y within 72 hours up and down the countr y

Chris continued: “Our distribution par tners have b een excellent for us, ensuring that our logistics op eration is world class and we ’ ve intro duced the ne w Express s er vice w here we can guarantee deliver y in the UK within 48 hours for a small additional charge

“ Thes e are testing times for e ver yone still, but we have a business built on s olid foundations, with great par tnerships that we ’ re proud to work hard at We’re lo oking for ward to s eeing Stelrad radiators heading out of our site in Mexb oroug h in e ver growing numb ers and in e ver more divers e batches with the latest intro duc tion the launch of our Elec tric S eries of elec tric radiators and towel radiators joining the Stelrad p or tfolio ”

n For more information on Stelrad’s growing product range and its support services for merchants, enter the shortcode www.rdr.link/mau024

w w w p r o f e s s i o n a l b u i l d e r s m e r c h a n t c o u k

Water is our most precious natural resource, which is why sustainable water practices should be at the forefront of every building design project. With recent global crises highlighting how fleeting our water supply is, Eric Winter, EMEA Director of Product Development at RWC, looks at how modern technologies can make for more water efficient residential new build developments.

Limiting leaks

Most parts of the UK have experienced severe droughts in recent summers, and a countr y that is usually proud of its lush green hills was left bare and burnt. Preser ving water as best we can is one effort that the entire countr y is having to make to ensure that livestock and local food produce can continue to be grown at home

So, what can individuals in the UK do to help conser ve water and use our natural resources more efficiently? One obvious answer lies in our plumbing and heating systems With leaky water pipes and poor

water usage across the UK wasting enough water to fill 1,262 Olympic-sized swimming pools ever y day, specifying best practice water systems is key to preser ving this precious resource.

This is w hy manufac turers li ke RWC are cont inuing t heir ef for ts to cre ate innovat ive pro duc ts and of fer s olut ions s o t hat t he exist ing st ack of water inef f icient bui ldings is not adde d to Inde e d, s olut ions such as t he JG Sp e e df it and R eli ance Va lves ranges ensure sp e cif iers have t he b est to ols at t heir disp os a l to desig n water-pres er v ing systems

Preser ving water from the start

Thre e bi l lion lit res of water are lost to le a ks e ver y d ay in t he UK and, in fac t, a sing le le a k c an los e up to 1,400 lit res in 24 d ays. Not on ly are t hes e le a ks env ironment a l ly d amag ing but es c ap e d water c an b e e qu a l ly d amag ing to a bui lding ’ s st r uc ture. Of cours e, f ixing exist ing le a ks is a lways pr ior it y numb er one, but desig ning plumbing systems s o t hat t he y don’t o cc ur in t he f irst pl ace shou ld b e t he go a l t hat sp e cif iers and archite c ts s et out to achie ve Whi le t here is ne ver a 100% chance of pre vent ing le a ks, using a system w it h a re duce d numb er of j oints, or w it h an e asier inst a l l at ion c an re duce t he chances of le a ks happ ening as much as p ossible. Pl ast ic push-f it f itt ings, such as t hos e in t he JG Sp e e df it range, are ent irely f l ameand to ol-f re e, w hich re duces any issues t hat c an ar is e f rom s older ing The pl ast ic f itt ings fe ature a col let w it h st ain less ste el te et h and an O-R ing inside e ach f itt ing , w hich g rabs on to t he pip e and cre ates a t ig ht, water pro of s e a l, t his desig n re duces inst a l l at ion er rors and t he chances of le a ks f rom o cc ur r ing f rom t he st ar t.

Controlling water flow at point of use

In addition to leaks, one of the leading causes of water wastage in residential and commercial buildings is poor pressure control and, in turn, valve failure Pressure control valves, such as pressure reducing valves (PRV), should therefore be a key consideration when it comes to specifying a new building’s plumbing system

Howe ver, with architec ts opting for taller buildings to reduce urban spraw l, space is b ecoming a premium, esp ecially in plumbing c upb oards. And s o, w hilst the UK building regulations give recommendations for a building ’ s maximum f low rates, installing the required inf rastr uc ture to achie ve them is b ecoming a more dif f ic ult task

The specification of the right pressure controlling valves can speed up

construction processes, too For example, tool-free and space saving solutions, such as the 312 C ompact S eries PRV from Reliance Valves, lead to a much easier installation and ensures that the system is controlled and protected

The valve is equipped with JG Speedfit’s push-fit connections, meaning that installing the valve can be done without the need for tools. Similarly, with all the working components being contained within one cartridge, the valve can be quickly and easily ser viced.

Fewer joints, fewer chances of leaks

For multi-occupancy buildings, not only is water being used at a much higher rate, but it is being demanded from more outlets, too As with any building, specifiers must consider the intricacies of the products and

technologies they are introducing into the building, ensuring that they are easy to install, maintain, and repair.

However, with multi-occupancy buildings requiring a larger amount of infrastructure, due to the demands of each resident, space is again a frugal asset

Each individual residence is required by water regulations to have an isolating valve (stop valve) and a double check valve fitted at the entrance to the property It is common at the same time to fit a water meter and a pressure reducing valve, in the same space, to create an optimal plumbing system

The installation of four valves per flat or apartment requires a lot of time and space, and because there are so many connections to be made, there is a greater risk that one will be made improperly potentially leading to unwanted leakage. By considering a combination valve instead of a chain of four different valves, specifiers will not only be saving space in the cupboard but they will also enable faster installation times, while reducing leak potential, which can save tons of precious water.

Reliance Valves’ Tenant Valve Plus, for instance, brings together five functions into a singular self-contained unit that can control and monitor water supply in multi-occupancy buildings It incorporates a composite, scale resistant ball type isolating valve, which is also WRAS approved as a stop valve, a pressure reducing valve, double check valve, a patented dual reading pressure gauge, and a connection point for the optional addition of either a primar y or secondar y water meter

Specifying efficient water systems

With water becoming an ever more stringent resource, efficient usage and preventive measures are key to supporting our combined efforts to preser ve as much water as possible, at ever y point of use By helping to ensure best practice water systems in our buildings are specified, we are one step closer to stopping water wastage

n For more information about RWC and its family of brands, enter the shortcode www.rdr.link/mau025

“By helping to ensure best practice water systems in our buildings are specified, we are one step closer to stopping water wastage.”

Making a difference

The exacting standards of UK tradespeople mean that merchants are in a good position to bring brands alive for these customers with stunning in-branch point of sale (POS) displays that have a true ‘wow’ factor and are a point of difference for their stores.

POS material remains a powerful marketing tool, and builders’ and plumbers’ merchants operate in a competitive industry where differentiating their offerings is vital. As such, well-designed and strategically placed POS displays, signage, and banners can effectively grab the attention of potential customers, creating brand awareness and promoting specific products or promotions.

Eye-catching displays can have a significant and positive impact on customers, influencing their purchase decisions and driving sales.

For more than 130 years, the Carhartt brand has been known for its rugged

construction, innovative designs, exceptional quality standards, durability and comfort — and tradespeople actively seek the workwear out. Accordingly, point of sale is important to famous brands like Carhartt and we take great care to design in-store displays with our merchant partners that show off the products at their very best.

For example, some of the merchant partners with in-branch displays include Lawsons, Isaac Lord, GPH Builders Merchants and John A. Stevens. As they will testify, working with Carhartt does not mean ‘pile them high and sell them cheap’; rather we talk to our stockists about their local market, their customer base and how we can work together to optimise the look of the products — and of course, sales.

Our Visual Merchandise Team brings the in-store concept alive and we also carefully analyse the space in the branch to find the optimal position for the displays. This work

and attention to detail ensures customer interest and a transformation in what stocking workwear can mean to the bottom line.

There is little doubt that branding and imagery can provide a huge wow factor in branch. For a brand like Carhartt, our imagery and values are extremely important to us, are consistent around the world and have an instantly recognisable look. For merchants, we make it easy to understand these values and access them with a picture library and marketing package that they can access for use in their own marketing around the store.

One other thing to remember about selling workwear in branch is that it has a seasonal element to it. At Carhartt, we have our core, ‘carry over’ products that are perennial favourites with the trade, such as trousers, jackets and hoodies. But there are also two distinct workwear seasons; spring/ summer and autumn/ winter when new collections are launched.

The spring/ summer season includes Tshirts and caps while autumn/ winter gear includes more heavyweight items that protect tradespeople from the cold and the wet.

Stunning POS material, like Carhartt’s, enhances the overall customer experience, making their shopping experience enjoyable and efficient. A positive shopping experience can lead to customer loyalty and increased customer satisfaction, encouraging repeat business and positive word-of-mouth referrals.

n For more information on the Carhartt range, enter the shortcode

www.rdr.link/mau026

Nick Poulson, UK Sales Manager at Carhartt, explains how effective point of sale can be when it comes to boosting workwear transactions.

ABUS POS DISPLAYS

aBus uK has an extensive range of different POs including free-standing, wall-mounted and counter-top display options and, if none of the standard product module suits, the company offers the facility to custom-build a unique display to suit any customer profile there are twelve different aBus product modules, including high security padlocks, marine grade padlocks, brass padlocks, titalium padlocks and combination padlocks also, there is a prominent area on the stand to include an ‘innovation space ’ which is a changeable area that can be used to highlight new products

Download a POS brochure from the ABUS Partner Portal via www.rdr.link/mau027

BAXI TRIPLE WORKS POINTS

gas installers will be able to earn triple Baxi Works points for every boiler registered from the manufacturer’s 600 and 800 ranges as part of its new summer sizzler campaign until the end of august, all Baxi Works installers including new members can put the extra points towards anything from tools and workwear to high street vouchers and more Installers will also be entered into a draw to win one of three £500 prepaid cash cards

GRANT UK UFLEX UFH CASHBACK PROMOTION

grant uK has extended its £150 cashback promotion on its uflex underfloor heating range for an extra six months to claim the cashback, installers have to order a qualifying grant uflex or uflex MINI underfloor heating system from their local merchant with a total retail order value of £1,500 or more by the end of the year

Once the system is installed and registered, the installer can make a claim by completing an online claim form and providing proof of purchase with a copy of their merchant purchase invoice

SETCRETE LEVELLING COMPOUND GUIDE

setcrete has published an ‘ easy check’ guide for its range of levelling compounds and related floor preparation products, including a quick reference chart to facilitate product section based on subfloor type, environmental conditions and level of trafficking, as well as floorcovering compatibility

the six-page guide features setcrete’s full range of highperformance floor levelling compounds, damp proof membranes, primers and repair mortars Brand Manager Peter Wilson said: “the guide simplifies product section for both builders and merchants, offering advice on selection and ensures builders take away the most suitable product for their job ”

ROCKWOOL SOUNDPRO GUIDE

the specialist guide combines technical data, product information and the latest regulatory advice in one place, outlining the importance and principles of good acoustic design to aid the specification of stone wool solutions for settings where sound insulation is key

Highlighting the manufacturer’s acoustic product solutions, the resource also outlines the additional benefits of stone wool insulation beyond acoustics, including fire and thermal performance

HÄFELE UK SERVICE+ PACKAGE

the manufacturer and distributor has launched a new suite of services designed to “add value to its customers’ businesses from concept through to installation and beyond ”

Comprising four key elements, each aspect of service+ is intended to give extra help and expertise across planning, design, customisation and pre- and post-sale support, in addition to training provision via the Häfele academy

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mau028

With Paul Davies

B E A S T M O D E O N

As an AFC Wimbledon fan, I must give a shout-out to former EFL legend Adebayo Akinfenwa, who scooped the Sir Tom Finney Award at the 2023 EFL Awards The prestigious prize is presented to a player who has had an outstanding career and contributed an exceptional amount to the EFL and football in general, and ‘The Beast’ cer tainly fits the bill

An undoubted cult hero who spent more than two decades in the game and scored more than 200 goals in appearances for 14

different clubs (11 in the EFL), Bayo hung up his professional boots following the conclusion of the 2021/22 season but came out of retirement to turn out for Faversham Town in non-league towards the end of last season.

Akinfenwa was once famously “the strongest player” on EA Spor ts’ FIFA game and last October released an Amazon Prime documentar y about his incredible career called ‘Beast Mode On’ (named after his own clothing brand)

During his nomadic playing career, his longest stint was for Wycombe Wanderers, helping the Buckinghamshire side gain promotion from League Two all the way to the Championship becoming the club’s record EFL goalscorer along the way

Receiving his accolade from former Chairboys boss Gareth ‘Wild Thing’ Ainswor th on the night, Bayo said: “It’s humbling My brother got me here on false pretences I thought I was giving out an award!

“I am not normally stuck for words Gareth Ainswor th knows how much he means to me; he is more than just a manager The stars couldn't have aligned any better for him to come and give me my award ”

He continued: “To be able to achieve a dream that you have as a five-year old and to play the game for 22 years, it’s decent. I am ver y unapologetically myself and I've done it my way ”

O N Y O U R M A R K S …

The new Premier League season is due to kick off on Friday 11th August with all-conquering Manchester City paying a visit to newly promoted Burnley, meaning this is the last issue of PBM prior to the star t of the new campaign We’ll once again be running our popular FPL League (just for fun), so keep an eye out on our website and social media channels for the entry code before the season gets underway.