Professional Builders Merchant March 2023

Just the job

As we have discussed many times before in the pages of PBM (and do so again in this issue), the construction industr y is undeniably facing a skills shortage on both sides of the trade counter There are myriad, systemic reasons for this but in simple terms, an increasing age profile most notably of trade professionals combines with a longstanding ‘image problem’ when it comes to presenting the sector as an appealing career path for new recruits

It has therefore once again been especially encouraging to see the amount of attention in and around the merchant industr y given to this year ’ s recent National Apprenticeship Week Taking place in early Februar y, social media channels of all stripes have been ablaze with activity, highlighting the various initiatives and training programmes aimed at nurturing the all-too-often hidden talent of new starters and existing colleagues alike

Of cours e, such initiatives are no magic bullet and cannot op erate in is olation f rom broader training s chemes or other ongoing recr uitment drives. Howe ver, the fo c us it do es provide should b e s een an ess ential shop window opp or tunity for proac tive marketing to s ell the ver y nature of the merchant s ec tor its elf

And to its credit, this is precis ely w hat great swathes of merchants, suppliers, s er vice providers and trade groups have b een doing S earching LinkedIn or Twitter using hashtags such as #naw23 or #nationalapprenticeshipwe ek2023 do esn’t just pres ent s ome tokenistic chatter, but really shows the b est the s ec tor can b e

Editor Paul Davies

showcasing the breadth of the career paths available, the value placed on thos e w ho work within it and, most imp or tantly, the b enef its to b e gained b oth by candidate and business alike

For example, MKM has ambitious plans to increase its already successful apprenticeship programme with a goal of having “at least 125 colleagues in apprenticeships at any one time” equating to some 5% of the firm’s employees. As Learning and Development Business Partner Kerr y Hunt succinctly says: “By investing in apprenticeships and promoting ongoing training opportunities for our existing employees, we ensure our staff are given the best opportunities to advance and develop their careers and are staying true to our promise to deliver top quality ser vice to our customers ”

Top 20 Merchants

And it must a ls o b e st ress e d t hat apprent iceships are not just for f irst-stepp ers on t he j ob l adder Hav ing j oine d t he business f rom t he b an k ing s e c tor in 2019, D av id Ho o d, C ategor y Assist ant at C CF, has just complete d his C ommerci a l Awareness Found at ion apprent iceship to b e come t he Trav is Perk ins Group’s 1,000t h apprent ice g radu ate fol low ing t he int ro duc t ion of t he apprent iceship le v y and refor ms in 2017.

“ The prog ramme has massively de velop e d my business sk i l ls, enable d me to do more for our c ustomers and I enj oye d le ar ning w it h col le agues f rom across t he g roup, ” s aid D av id “No matter age or profession, I wou ld abs olutely re commend t a k ing up t he opp or tunit y to do an apprent iceship ”

PBM is currently compiling statistics for our latest annual Top 20 merchant countdown, based on the turnover figures of the sector’s largest businesses and set to appear in the April 2023 edition of the magazine

To present a truly accurate benchmark for the industry and to ensure our statistics are as up-to-date as possible, we are reaching out to merchant firms for the details If your organisation is a potential ‘Top 20 merchant’, please visit www.rdr.link/maq001 to complete the short survey on our website or email pbm@hamerville.co.uk for further details

Group Advertisement Manager

Craig Jowsey craig@hamerville co uk

Tel: 07900 248102

Advertisement Manager

Ian Duff Tel: 01204 596633/ 07810 353525

probuilder@sky com

Design Adeel Qadri

Group Production Manager

Carol Padgett

Production Assistant

Kerri Smith

Circulation Manager

Kirstie Day

Managing Editor

Terry Smith

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“ Nat ional A ppr ent ices hip Week s houl d be s een an es s ent ial s hop window oppor t unit y f or pr oact ive m ar k et ing t o s el l t he ver y nat ur e of t he m er chant s ect or it s el f . ”

N E W S U P D AT E

Anniversary celebrations

Following Owlett-Jaton marking 75 years in business last year, the organisation is celebrating another “exciting and proud milestone” as Unifix reaches its 60th anniversary. Established in 1963 and acquired by Owlett-Jaton in 2012, Unifix lays claim to having “developed into a strong and recognised brand that has been embraced by the market, trusted by merchants, distributors, and tradesmen alike, servicing a wide variety of trades ”

Said to feature a bigger and better selection than ever before, with new product lines regularly being added, Owlett-Jaton CEO Ian Doherty said: “Sixty years in business is a real achievement, and a true reflection of the dedication and hard work of our staff, coupled with the long-standing relationships that we enjoy with our customers We are immensely proud as to how Unifix has flourished; may Unifix continue to succeed over the next 60 years and beyond ”

Development plans

Apprenticeship success

Many merchant firms reported their commitment to developing the next generation of talent during National Apprenticeship Week in early Februar y, sharing stories on social media and showcasing some of the stars of tomorrow who are embarking on new careers within the merchant sector.

The Travis Perkins Group, for example, revealed that it was celebrating the graduation of the 1,000th apprentice to come into the business following the introduction of the Apprenticeship Levy and reforms in 2017

Through LEAP, the ‘Learn and Earn’ Apprenticeship Programme, the business states that it has “strived to attract a diverse range of people to the construction sector and then support them in their development through tailored training and upskilling initiatives ” Testimony to the scale and success of the nationwide programme, the merchant chain was pleased to celebrate its 1,000th apprentice graduate David Hood, a Categor y Assistant at CCF, the Group’s insulation and interior building business

Andy Rayner, Director of Apprenticeships, said: “I am delighted that Travis Perkins Group has reached the milestone of our 1,000th apprentice This programme provides participants with the skills needed to deliver a construction industr y that is fit for the future. This milestone is a testament to the hard work that Travis Perkins plc has done to allow people of all backgrounds to build their career in the construction industr y. ”

MKM, meanwhile, was keen to highlight how important apprenticeships are to combatting the construction industr y ’ s

Thinking big

Pertonstore, an independent builders’ merchant specialising in suspended ceilings and dr ylining, is the latest recruit to the h&b Development Group in a move intended to help the business to grow further and offer a broader product selection to its customers in Farnworth near Bolton

Owned and run by the Wroe family and also selling to the trade nationwide through an extremely professional and effective website, Director Anthony Wroe said: “We want to be more competitive with other local merchants and the nationals too, and we believe that h&b’s great buying deals will help us to do that, freeing us up to concentrate on growing our family business.”

Filstorage has completed the biggest single job in its 30-year history at James Burrell’s new branch in Stockton-on-Tees itself the independent merchant’s biggest depot to date The East Yorkshire fitout specialist provided final design plans and supplied and fitted racking and shop shelving for the new £4.5m depot which sits on a four-acre site and consists of a trade counter and shop, office, warehouse, and yard

The biggest outlet in James Burrell’s 146year history, the development brings the total number of branches operated by the merchant to 11, all of which are concentrated in Yorkshire and the North East

widening skills gap Having identified kitchen and bathroom design as a particular area of concern, it has invested in its Showroom Design and Sales Level Three programme, which combines customer ser vice and sales skills with practical know-how on designing kitchens and bathrooms

Also offering its apprentices “the same contract as any other employee across the business and paid a competitive wage ” , the programme started 18 months ago with just three participants and now boasts over 70 apprentices across Central Support and its nationwide branch network. The company ’ s ambition is to grow the offering further still, with the goal being to reach at least 125 colleagues in apprenticeships at any one time, equating to some 5% of MKM’s employees.

In addition, Selco flagged up the success of its own innovative apprenticeship campaign, delivered by established training provider Realise. Its ‘Rising Stars’ initiative was originally launched in 2020 to mark the firm’s 125th anniversary and offers the chance for all existing employees to complete level two, three or four nationally recognised retail qualifications to facilitate further career progression.

More than 160 Selco colleagues have now either completed their apprenticeship, are part way through their qualification or are about to begin

Gar y Winter, Fi lstorage Account Manager for t he Nor t h E ast, s aid t hat t he merchant prov ide d a t ig ht br ief, w it h just f ina l desig n pl ans ne e de d to b e pro duce d and approve d b efore work on t he £230,000 cont rac t cou ld get under way

Ben Houchen, Mayor of Tees Valley, cuts the ribbon at James Burrell’s largest depot along with Managing Director Mark Richardson

NMBS TO RECRUIT 60 APPRENTICES TO MARK ITS 60TH ANNIVERSARY

60 for 60

As revealed during National Apprenticeship Week, a total of 60 apprenticeship opportunities are being created to mark the 60th anniversar y of NMBS The recruitment drive has been launched with support from the BMF and its partnership with training provider LEAP to offer fully tailored training and development

CEO Chris Hay ward said: “NMBS is the most successful Buying S ociety in the UK for independent builders’, plumbers’, hardware and timber merchants, and we ’ re 100% committed to strengthening independents Apprentices can bring big benefits to businesses, and we are delighted to work with BMF as part of our recruitment drive to attract 60 new apprentices into the industr y during our 60th anniversar y year. ”

Throughout the year, NMBS plans to enrol 15 apprentices ever y quarter into training

Stairway to Heaven

Derbyshire-based staircase manufacturer

TwoTwenty has announced its sale to an employee ownership trust (EOT) The transition to a business that is 100% employeeowned is believed to be the first such deal in the UK timber engineering sector and secures the jobs of 40 staff

TwoTwenty was incorporated in May 2005 and has a purpose-built factory and HQ in Foston, Derbyshire and another manufacturing centre in Kirby Lonsdale, Cumbria The company has built an award-winning reputation in the design and manufacture of bespoke timber staircases for new build homes, conversions and renovations, selling mostly through independent and national builders’ merchants, including all the top 10

programmes at a variety of levels, including trade supply, business administration and sales.

BMF CEO John Newcomb added: “BMF has long been a champion of the benefits apprenticeships can offer both to people looking to enter the industr y and to businesses seeking to attract new talent Our partnership with LEAP has allowed us to team up with experts in training provision and combine their in-depth knowledge with our industr y insight and experience to create a series of apprenticeship programmes that are carefully tailored to the needs of the industr y

“We congratulate NMBS on its 60th anniversar y and are delighted to support its drive to recruit 60 new apprentices to mark the occasion. It is a clear demonstration of its commitment to creating opportunities in the industr y and attracting new talent.”

Awards success

All the existing senior leadership team will remain closely involved in the business as trustee directors, and no funding or contributions have been required from any employee to fund the purchase by the EOT Under the terms of the deal, all staff are expected to benefit from significant tax-free bonuses in future years as well as deciding the company ’ s future strategy and growth plans

SAM, the Antrim-based MDF mouldings manufacturer, recently secured the title of the 2022 Jewson ‘Overall Supplier of the Year’ award with the business also reporting a ‘record start’ to the new year In addition to winning the overall title, SAM also received two categor y nominations for ‘Best Sales Support’ and ‘Best Marketing Support’ at the Jewson Awards, claiming victor y in the latter categor y

Sales Director Gerard Wilson said: “We are ver y honoured to receive two award wins from Jewson The recognition and reward for our efforts and hard work to bring the best products to our network means a lot at this time.”

The award comes at what has been described as an important time for SAM as it “sets its sights on a big year ahead.”

Gerard added: “At the end of 2022 we announced our £1m investment in our product range and introduction of a new primed finish, and that’s just the start of what’s in store 2023 will further demonstrate our commitment to the supplier and merchant network as we soon unveil more investment and products ”

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

in association with

State of the union

The BMF has announced the twelfth release of the Builders Merchants Industry Forecast report, Winter 2023 Edition.

The 36-page document provides a comprehensive analysis of merchant market performance of 2022 coupled with an assessment of the key factors affecting builders’ merchants to project future sales for 2023 and 2024 Expanding upon the data from the Builders Merchant Building Index (BMBI), the report also incorporates findings from the quarterly BMF State of Trade Survey which measures confidence within the market in addition to statistical information from gover nment and other construction sector organisations, along with industry insight from merchants and suppliers

Writing in the Executive Summary, BMF CEO John Newcomb said: “Since the publication of our last forecast, the UK has been rocked by political and economic upheaval. The fallout from the short-lived Trussonomics experiment has seen interest rates soar, and consumer confidence plummet From Q3 onwards, some areas of construction have slowed

“While sales values through UK builders’ merchants increased in 2022 this was largely driven by price inflation rather than volume growth, which fell significantly. As we await December 2022 sales figures, we anticipate overall year on year market growth will sit at +6.7%, with the caveat that this is mainly down to higher prices, not volume growth.

“Comparing 2022 with 2019 (preCovid), sales volumes were relatively flat, and there are signs of worsening during 2023, as the Chancellor’s measures to counteract recession may further reduce consumer spending power Price inflation is expected to persist through the first half of the year, before gradually slowing, while sales volumes in 2023 are likely to fall below 2019 levels.

“With so much volatility surrounding the general economic picture there is considerable uncertainty forecasting demand for

continue to see strong demand, particularly for industrial, commercial, infrastructure and gover nment projects.

“Taking all these factors into account, our baseline forecast predicts negative growth of -1.6% in 2023 over 2022.

“However, with growth starting to pick up in the latter half of 2023 as inflation begins to settle and recession pressures ease, the market is expected to bounce back in 2024, with average growth forecast at +2 1% ”

domestic RMI work and increasingly for new housing, where higher mortgage rates and the end of the Help to Buy scheme at the end of March are expected to slow new sales. Other areas of construction, however,

n The comprehensive sector over view is free for all BMF members and is available for a fee for non-members. Visit

for details.

“The 36-page document provides a comprehensive analysis of merchant market per formance of 2022 coupled with an assessment of the key

Reasons to be cheerful

Forget the gloomy forecasts, merchants are full of confidence according to the latest survey findings from The Pulse.

Most economists are forecasting a shallow and relatively short recession, and technically we still seem to be on the brink of recession at present But whatever forecasts say, based on what builders’ merchants are experiencing, sales expectations continue to build with merchants across the country expecting growth.

While inflation-driven supplier price rises and squeezed margins remain significant problems for merchants, market confidence has improved from a low point in mid-2022 and is back in positive territor y Furthermore, confidence in the prospects for their own business is significantly stronger

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

Problems faced

Supplier price rises were the single biggest problem for nearly 1 in 2 merchants (46%) Chart 1 However, merchants continued to face many headwinds. Supplier price rises were the problem for 8 in 10 (82%) merchants, with squeezed margins a problem for almost 6 in 10 (56%)

since December (to a net +67%) and nearly at the same level as in Februar y 2022 Chart 2 All types and size of merchants expected growth

Expectations were particularly strong among Regionals (78%) and Independents (75%), in the Midlands (74%) and the South (71%). Expectations in the Nationals (+51%), small branches (+58%) and Merchants in Scotland (+47%) were also strong

Compared with Februar y 2022, this Februar y ’ s year-on year sales expectations were well up (net +28%) Expectations were strongest among Large outlets (+50%) and Nationals (+36%) All types and size of Merchants expected growth. By region, only Scottish Merchants expected a decline (-6%)

Sales expectations

Month-on-month sales expectations have strengthened remarkably

A net +59% of merchants expected sales to improve in Februar y-April compared to the previous three months Chart 3 All merchants expected growth. Merchants in the South (+74%) and Larger outlets (+75%) had the strongest expectations Nationals (+46%) and merchants in Scotland (+47%) also expected growth

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

Trends Monitor

outlet, types of merchant, and all regions except the North were more confident in the prospects for the market. Confidence in the North is balanced with as many more confident as less (net 0%)

Confidence in their business

Merchant confidence in the prospects for their own business continued to build with a net +42% now more confident month on month C onfidence was strong across the board

Scottish merchants were particularly confident (+53%) whilst Independents (+38%) and those in the South (+37%) were a little less confident

Year-on-Year, Merchants’ confidence in their own business had strengthened markedly to a net +37% Chart 5 Large outlets (+50%) and Regionals (+47%) were the most confident Merchants in the South (+29%) were the least confident

Nearly 1 in 3 (29%) of those expecting sales growth said they will grow by less than 10% Chart 4 However, almost half (43%) expected sales growth of more than 10%.

Confidence in the market

Month-on-month confidence in the market soared to a net +26% in Februar y is was the first time in 10 months that more merchants were confident about the prospects for market than those who were less confident

Merchants in the Midlands (+43%) and Independents (+38%) were most confident e number of Large outlets who were more confident in the market was balanced by those who were less confident (net 0%)

Year-on-year confidence in the market continued to build. A net +8% of merchants were more confident in the market at the start of Februar y than they were in Februar y 2022 Chart 5 All sizes of

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, 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 46th in the series, with interviews conducted by MRA Research between 1st and 2nd February 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

Meeting the skills challenge

MRA Research’s Builders Merchant Monthly Omnibus Survey supplements The Pulse by providing informative feedback and commentary on several the key issues facing the sector. This month, the questions addressed skills shortages, young people and women in industry.

Ever yone ’ s t a l k ing ab out sust ainabi lit y, but is enoug h b eing done to sust ain C onst r uc t ion? Shor t of sk i l ls, shor t of women and shor t of young p e ople to repl ace t hos e ab out to ret ire in t he next ten ye ars, const r uc t ion has a lot of work to do

Skills shortages

About one in six (16%) of merchants say that skills shortages and finding the next generation of builders is the most important challenge for the industr y Chart 6. Independents (21%), Lightside Merchants (28%), Large outlets and merchants in the South (21%) are the most concerned

Young people in the industr y

One in three merchants say it’s easy to attract young people into the industr y But a similar proportion say it’s difficult Chart 7.

Percentage of women in the industr y

While still a minority, the number of women in the industr y is growing Nearly one in ten merchants now say women make up 31-50% of their workforce Chart 8.

Recruiting women into the industr y Tying the two points together, builders’ merchants report that they find it easier now to recruit women into the industr y than young people

Chart 9

A b o u t t h e B u i l d e r s M e r c h a n t O m n i b u s S u r v e y

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

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

WILLIAMS 50TH BRANCH

The strictly trade-only plumbing and heating specialist has recently opened its 50th trade counter, located on the Crown Trade Park in West Drayton

Founded in May 1972, the business has enjoyed a period of rapid expansion in the last few years, with the new depot its seventh in 12 months following openings in Cambridge, Minworth, Coventry, Oxford, Smethwick and Cheltenham and topping off a year in which it marked its 50th anniversary Commercial Director, Patrick Skilton, said: “We’re very proud to have opened our 50th Trade Counter, and our eighth London branch, giving our loyal and new customer base another highly experienced team to support them ”

Recently voted 68th in the top 75 Best Large Companies to work for, Williams has been recognised by multiple industry bodies, including the London Stock Exchange as an ‘Inspiring business’ and the Builders Merchants Industry for its Customer Service and Excellence, whilst it has also earned a 5star rating on Trust Pilot

PBM looks at some of the latest news stories from across the merchant sector including new branches, additional services for customers and support packages for staff.

LAKER BUILDERS MERCHANT NEW CHAIRMAN

Tom Parker, the prominent and popular industry-leader and former owner of Parker Building Supplies, has joined Laker’s Senior Management Team as the firm’s first ever Chairman The move comes ahead of “huge plans for 2023” including a wider portfolio of products and services especially around heavyside and many new sustainable ranges

while “continuing to develop more unique customer offerings and benefits ”

Founder Ady Laker said: “Having Tom Parker choose Laker Builders Merchant is a huge coup for us. Recognising our ambitions to expand the business, the Board of Directors needed a new stewardship we needed a knowledge- and mentor-style relationship from someone with notable experience, who could offer insights and guidance to attaining the next level of growth and scale up for our business

Tom mentions that he was impressed with the “…diversity between the Board of Directors ” with Ady as the face of the business and his own overall frontline experience and dedication to service complementing the strategic approach to digitisation, technology and sustainability of Laker MD Steve Robinson

IBMG TOOL HIRE

The Independent Builders Merchants Group is reflecting on a successful first year operating in the tool hire market. During 2022, IBMG opened six comprehensive tool and equipment hire operations in strategically located branches of Parker Building Supplies, Chandlers Building Supplies and Fairalls, in Sussex, Surrey and Kent under the guidance of industry stalwart Simon Gibbons as Head of Tool Hire

Simon said: “What the last year has shown once again is that exceptional customer service and knowledgeable advisory staff is a winning formula For the first 12months, we concentrated on offering small tools and equipment the fastmoving items that our customers typically need; while our strong cross-hire partnerships for larger plant and machines have also worked seamlessly ”

o r e s , o n l i n eo n l y p l u m b i n g a n d b a t h r o o m p r o d u c t s r e t a i l e r P l u m b i n g S u p e r s t o r e h a s e n t e r e d t h e m a r k e t w i t h a p l e d g e t o “ p r o v i d e a l l t h e b e n e f i t s o f a t r a d i t i o n a l p l u m b e r s’ m e r c h a n t a n d m u c h m o r e, c o m b i n i n g a v a s t a n d c o m p e t i t i v e l y p r i c e d p r o d u c t r a n g e w i t h f r i e n d l y c u s t o m e r s e r v i c e, t e c h n i c a l a d v i c e a n d s u p p o r t ”

The new site will provide access to over 100,000 products with the full collection offering first fix plumbing and heating supplies, as well as sanitaryware and other bathroom accessories.

CMO’s latest superstore comes after the company’s recent acquisitions of JTM Plumbing and clickbasin co uk, both of which were successful privately-owned online retailers and which have now been combined to form the new store

Commenting on the launch, Darren Whelpton-Smith said: “The UK’s plumbing and bathroom market is growing all the time, but online penetration remains low, especially for retailers offering first fix and final fix solutions That’s why we believe that Plumbing Superstore has great potential to become a major player among customers who want the convenience and flexibility of online purchasing and home delivery ”

Williams West Drayton Trade Counter’s first customer, Chris Cox from Applied Heating Solutions, cuts the opening ribbon

The image shows Tom Parker flanked by Ady Laker (left) and Steve Robinson

RGB BUILDING SUPPLIES BRANCH REFURB

Following a renovation project lasting 12 months, RGB’s South Molton branch has opened a brand-new plumbing and heating centre enabling the depot to double the size of its P&H product offering and install a dedicated trade counter

The refurbishment has also seen the addition of an improved tool centre, the expansion of its range of decorating products, an increase in the materials available in its yard, a new joinery centre and the full redesign of its bathroom showroom

GRAFTON GROUP NEW BRANCHES FOR LEYLAND SDM & SELCO

England football legend Stuart Pearce has cut the ribbon on the new Leyland SDM outlet in Hammersmith The new store is the 33rd in the Grafton Group business’ growing network, which has opened eight new depots in the last two years and has more planned for 2023

Fellow Group brand Selco Builders Warehouse, meanwhile, says it will provide an employment boost to the area when it takes the wraps off its new branch in Peterborough in April, with more than 30 jobs set to be created

Situated on Padholme Road East, the new depot will be Selco’s 75th in the UK and recruitment will cover a wide variety of positions, with “virtually all the jobs expected to be given to people from the local area.”

ELLIOTTS BUILDERS MERCHANTS RECORD-BREAKING PAY RISE FOR ALL STAFF

Despite the current and ongoing economic challenges and uncertainty facing the nation, Elliotts has announced that its full workforce of 330 employees will be receiving a record-breaking pay increase with all staff to benefit from a salary increase of £2,000 per annum in an initiative that sees the company’s annual wage overhead increase by over £700k

The company says the decision also means that no one working in the business above apprentice level will earn less than the ‘Real Living Wage’ as set by the independent Living Wage Foundation, and surpassing the government-set National Living Wage

CEO Tom Elliott said: “I strongly believe that it is important to reward our staff for their hard work and dedication, and to ensure they are able to support themselves and their families with a fair and adequate standard of living

“Achieving a minimum pay grade that mirrors the Real Living Wage is a conscious and voluntary decision which strategically bolsters the many staff benefits we have implemented that help us in attracting and retaining the best talent, enable us to foster a culture of respect and loyalty, and ultimately, assist us in achieving our long-term goals of delivering the best products and service to help our customers build with ease ”

LORDS GROUP TRADING PLC SALE OF LORDS AT HOME SUBSIDIARY

Lords has announced the sale of its wholly-owned subsidiary, Lords at Home a homewares retailer that operates through five branches across West London and, first opened in 1985, was the original Lords division

The subsidiary, which has 31 employees, is considered non-core to the firm’s principal focus of building, plumbing, heating and DIY goods, and its sale will allow the Group to further concentrate on its ongoing plans to deliver strategic growth in these areas of the business

Apprenticeships for life-long learning

Last year the BMF formed a partnership with LEAP Apprenticeships and Early Careers who are changing the way apprenticeships are viewed and used by merchants.

This partnership has expanded the apprenticeship and careers development opportunities offered by the BMF, with programmes leading to formal qualifications ranging from an entr y Level 2 award to the highest Level 7 equivalent to a Masters’ Degree

Andy Rayner who heads up LEAP explained how and why the apprenticeship landscape has changed: “Before 2017 apprenticeships were mainly viewed as a source of vocational training for schoolleavers entering manual trades But today’s apprenticeships reflect the rapid pace of change within the workplace, with wideranging programmes designed to both equip new entrants with the base level skills required at the start of their career, and to develop and upskill existing colleagues.

“ There’s roughly a 50/50 split between new recruits and existing colleagues enrolled on current programmes, as they are designed to support people throughout their working lives ”

BMF LEAP programmes are specifically tailored to the needs of the building materials industr y today and delivered by expert coaches with in-depth personal knowledge and experience The programmes are also largely delivered online, creating minimum disruption to the apprentices’ working day, with no need to take time out for classroom learning at a remote location

Alice Stoney, Group HR Manager of Harlow Timber Merchants one of more than 30 BMF member companies that are already utilising the new-style LEAP

apprenticeships can see the benefits for apprentices and employers alike.

Alice said: “Apprenticeships afford our employees opportunities to develop their skills, knowledge and experiences whilst contributing to the skill set within the Harlow Timber Group BMF LEAP programmes allow us to support training of our employees in the construction/building materials sector, rather than learning in a generic retail environment

“We encourage all colleagues across the group to embark on a learning journey to further their career and gain recognised

For those worried about funding, the key thing to know is that the Apprenticeship Lev y is underused across the construction sector, and there is ample financial support available L arger Lev y paying companies can automatically access apprenticeship programmes at no extra cost, but they are almost wholly funded for smaller companies too, with the government providing 95% of the costs for non-Lev y payers

While the process is not complicated, BMF and LEAP can handle the paper work involved in applying for this funding, so there is no administrative burden at all Throughout 2023 the BMF will also be working with NMBS during its 60th anniversar y year recruitment drive to attract 60 new apprentices into the industr y NMBS is looking to enrol 15 apprentices ever y quarter into BMF LEAP training programmes at a variety of levels, covering trade supply, business administration and sales

To find out more about BMF LEAP apprenticeships, please contact Kerr y Wilson on 07387 239194 or email

Kerr y wilson@bmf org uk

qualifications The feedback we have received from our apprentices has been over whelmingly positive, with many commenting on the working relationships they have built, not only with people within the group, but with LEAP and the Builders Merchant Federation.”

She added: “We would recommend anyone considering an apprenticeship to take the leap ”

n BMF training ranges from formal Apprenticeships and, with leading British universities, sector-specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.

“There’s roughly a 50/50 split between new recruits and existing colleagues enrolled on current programmes, as they are designed to suppor t people throughout their working lives.”

FACE TO FACE

Sika is a global specialty chemicals company that develops and produces systems and products for bonding, sealing, waterproofing, reinforcing and protecting. In the UK, it operates from four strategic manufacturing sites and its extensive product portfolio includes industrial flooring, roofing, concrete admixtures, waterproofing and mortars alongside its core range of high-performance adhesives, sealants, cleaning products, woodcare, tiling adhesives, plumbing supplies, foams, fillers and more Driven by a ‘customer first’ ethos, Sika says it constantly invests in its range of solutions to meet the needs of today’s rapidly evolving construction sector while also supporting the UK’s dedicated network of merchants at the same time.

QHow did you get into the industry and to your current position?

AI started my working life as a builder and when I decided I didn’t want to work outside in the cold anymore, I looked for other opportunities within the construction industry as it’s a sector I know and love I discovered a passion for sales which has served me well ever since!

I’ve had sales roles at all levels, working my way up to my current position as Head of Sales at Sika where I’ve been for the last 17 years, having started as a Business Development Manager

This career journey gives me a full understanding of what drives our customers and how I can best support my team

QHow do you feel the industry has changed in recent years?

AThe sheer amount of change we ’ ve all experienced in the last three years has been phenomenal I think it’s changed more in this short time than it did over the previous 14 years I’ve been at Sika, and it’s something we all need to react to quickly

The market is now much more competitive than it was before, which can only be a good thing for the consumer What the industry really needs right now is stability in the marketplace in terms of pricing, supply and customer base

QWhat do you see as the main challenges facing the merchant sector?

AMerchants are dealing with the perfect storm of cost price increases

coupled with the cost of living crisis and supply chain issues, which has caused uncertainty and led to a flat market This challenge is affecting everyone so could act as a leveller and merchants who are more readily able to adapt will be in a much better position

person I could be he drove me to be successful

QWhat has been your biggest challenge so far?

ALike a lot of people, my biggest career challenge came during COVID-19 and dealing with the sudden changes as a result of the nationally imposed lockdowns I came into this industry to meet people and it’s one of the things I enjoy the most, so being forced to stay away and conduct all business remotely via a screen was something of a culture shock

But as a team we quickly adapted our ways of working so that we could keep the sales team motivated during these tough times, and I think the lessons we learnt have ultimately made us more efficient

QWhat has been the highlight of your career to date?

Merchants will need to embrace e-commerce fully and provide different types of sales, both on and offline, to keep their share of the market and retain their projected turnover

QWhich individual has influenced you most in your career?

AFor me it was my father-in-law, who we sadly lost this year Although he didn’t work in the same industry his drive to succeed and support family, friends and others was truly inspirational In everything he did he put other people first

This made me look at what I could do to better myself to be the best

AWhen I took on the role of Head of Sales in 2018, it gave me the opportunity to take the business to the next level And as well as seeing the commercial success of the business from a sales point of view, it’s been a real joy for me on a personal level to watch my team grow and develop too

I’ve helped put new structures in place and create new teams and it’s been great to see the progress they’ve all made in that time

n To find out more about Sika’s range of products and support ser vices for merchants, enter the shortcode www.rdr.link/maq002

“The market is now much more competitive than it was before, which can only be a good thing for the consumer. What the industry really needs right now is stability in the marketplace — in terms of pricing, supply and customer base.”

PBM speaks with Wayne Angelo, Head of Sales at Sika.

Joining the business after 25 years of high-level experience in British manufacturing, Jon Watson has been appointed as the new managing Director of Garador With an mSc in Engineering and Business management followed by leading roles at BmW, the Bosch Group, and recently as a Director of one of Britain’s most advanced material manufacturing and processing industries, Jon brings a wealth of knowledge and experience that Garador says “will help drive forward its production facilities as well as its commercial success ”

he Travis Perkins Group has nnounced a pair of internal changes its Group Leadership Team ollowing the decision of Kieran riffin, managing Director of Travis erkins General merchant to explore ew opportunities after a successful 28-year career within the Group

Effective from march 1st, James Mackenzie takes over this role, moving from the post of mD of Toolstation UK Angela Rushforth, meanwhile, becomes the new mD of Toolstation having previously been mD of BSS

Tasked with overseeing the continuing growth and expansion of the 104-year-old tool firm, Draper Tools has appointed Matt Sheen as its new cEO having originally begun his career in the tool industry at Draper in the sales team more than 28 years ago, matt has subsequently built up a wealth of experience within the sector, including most recently at metabo and hikoki, where he was managing Director matt takes over the reins from Graham Wade, who retires after a successful 38 years with the family-run firm

Promoted from her role as regional Sales manager in the North, Charlotte Armstrong has become Keystone Lintels’ Northern regional Sales Director charlotte will lead a team of five in her new role, in which she will be responsible for the growth and development of sales for both merchant and builder partners

She said: “at Keystone Lintels I have seen my hard work pay off as I have progressed in my career I have enjoyed leading and supporting a great team in a tough and ever-changing marketplace (and) I am looking forward to my new role and the challenges it will bring ”

Lords Group Trading has announced that Jo Lord is joining the business as Property Director Jo was previously Property Director at Wickes and will now be working across the Group for all brands including Lords Builders merchant, mr central heating, aPP Wholesale, hevey and George Lines to help the company “continue to identify opportunities for growth ”

With 30 years ’ experience as a senior hr leader including a background in successfully integrating teams following acquisition, Anne Prince has also joined the business as Group hr Director cEO Shanker Patel said: “Lords has grown to over 900 colleagues and the new position of Group hr Director will play a critical role in delivering our commitment to investing in our people ”

Making the move to zero carbon

Energ y costs, unprecedented weather, and increasingly focused investment choices all highlight the urgent need to control carbon emissions Responsible for as much 42% of all UK emissions according to figures from the UK Green Building Council, the built environment sector is right in the eye of the storm.

And whilst the UK government’s target of zero carbon by 2050 is ambitious, it can be achieved if industries work collectively

Money talks and there is no doubt that the investment decisions being made by financial institutions are having a big impact For instance, if the investor behind an office development scheme requires it to be zero carbon, or a national housebuilder sets an objective to be zero carbon by a specific date, then the supply chain has to fall in line

This is increasingly important for product development. Over the last decade we have seen the emergence of increasingly efficient insulation, airtightness and triple glazing products as Building Regulations required ever higher energ y performance from buildings in use

We now know how to create buildings that use minimal or even no energ y during their lifetime However to be truly zero carbon, a building needs to have created no net carbon emissions during its construction meaning that all the constituent products also must be zero carbon

And this is where the supply chain comes in Ever y manufacturer needs to look at the emissions it creates through its own operations such as the energ y to run its factories and fuel to drive its vehicles Then

it needs to turn its attention to its own suppliers and factor in the carbon emissions associated with the raw materials it uses

It’s a complex process and will take years to reach the zero carbon goal. We can see trials starting up for emerging technologies such as hydrogen-fueled factories, carbon capture, and carbon removal technologies plus a whole host of schemes to increase the use of reclaimed and recycled materials

All of these solutions need to be explored and encouraged, and it’s a dynamic, fast-moving picture

The customers at the top of the supply chain need data to create their own carbon calculators For product manufacturers, that data is currently provided in the form of an Environmental Product Declaration (EPD), and eventually, all products will need to have

“For merchants and their customers, EPDs are particularly tricky as they will change rapidly if a manufacturer switches to renewable energy, then its carbon emissions data will radically change overnight.”

Lorna Stork, ESG Director at SIG UK, explains how the supply chain has to work together if we are to have any impact on reducing carbon emissions.

their own EPDs to provide independent verification of their carbon emissions claims

For merchants and their customers this is another piece of certification that needs to be monitored and checked EPDs are particularly tricky as they will change rapidly if a manufacturer switches to renewable energ y, then its carbon emissions data will radically change overnight

Like any other responsible organisation, SIG is playing an active role in supporting the general move towards zero carbon and can do this in three ways Firstly, with a focus on eliminating our own carbon emissions and with the vast majority of these arising from our transport, the race is on to source lower carbon fuels as an alternative to diesel and replace all our vehicles with low and ultimately zero carbon alternatives.

Secondly, we can help our customers navigate their way through the product information they need. This means providing a central database for all EPDs associated with the products we stock making them easy to access Our compliance team is also tasked with ensuring that the documentation we hold is up to date

And thirdly we can play a role in helping innovative product development. Providing a distribution route for new products can massively accelerate their take-up

This is pattern of behaviour that is not unique to SIG but it needs to become second-nature and part of the core values of any organisation

Today, the incentive to develop zero carbon products is being driven by voluntar y commitments from the end customers, but regulation is bound to follow France and Holland already have embodied carbon limits included in their Building Regulations and the UK will surely follow suit

Looking at our product suppliers, I see great cause for optimism, with a huge commitment to finding solutions and huge investment in emerging technologies

Climate change is a fight that we can win if ever y organisation plays its part

n For more information on SIG’s range of products and support ser vices for merchants, enter the shortcode

www.rdr.link/maq003

Team building

got bigger

Regatta Professional launched the first phase of BoB branded workwear last summer to much acclaim and has quickly followed this up with the second phase of clothing, introducing more fashion workwear lines that have been specially designed so that they can be worn both on site and as casualwear

e national charity completes practical projects to help mem of the UK constructi industr y who are bat illness or injur y and well as raising aware for its work, the new collection will also h boost its coffers as th workwear specialist be making a donatio based on all items so

Garments can be ordered directly via www rdr link/maq0

however Regatta

Professional is also working with its network of stockists to promote the range, and is in talks of leading builders’ g the new collection to their branches, stores and online

Showcasing the distinctive Band of Builders branding, the range features t-shirts, polo shirts, hoodies, shorts, builders’ trousers, holster trousers, body warmers,

soshell jackets, waterproof jackets and insulated jackets. In addition, the colour scheme focuses on a variety of black, dark khaki or ash clothing

Anthony Haber, Regatta Professional’s Managing Director, said: “ e whole team at our family-run business continues to be deeply impressed and moved by the incredible work undertaken by Band of

we felt a natural synerg y with Band of Builders and are proud to be its official workwear supplier ”

Band of Builders CEO Gavin Crane is full of praise for the new collection and thanked Regatta Professional for being “the driving force in developing a clothing range that appeals not just to tradespeople but also to the wider public to help them show their harity”

He said: “Workwear s always been incredibly pular with our porters, and having a icated workwear range is from a quality brand allows them to show r support literally on sleeves is a wonderful ion to our own ranges oject-focused handise.

g y ever yone connected with them to get high-quality, durable apparel that plays its own role in raising awareness of the charity

“A sense of corporate responsibility and giving back to the community also per vades our DNA at Regatta Professional; therefore,

and of Builders is a place to be right now, as gaining momentum a number of fronts delivering practical s, providing wellbeing to support mental ing financial assistance to tradespeople who are battling illness or injur y, making a life-changing difference to them and their families

Gavin concluded: “Our tie-up with Regatta Professional affords us the opportunity to continue developing the buy-in and loyalty for our Band of Builders community and beyond!”

n For information on becoming a Regatta Professional Band of Builders workwear stockist, enter the shortcode www.rdr.link/maq005

n Further details about Band of Builders can be found via www.rdr.link/maq006

“Regatta Professional is working with its network of stockists to promote the Band of Builders range, and is in talks with a number of leading builders’ merchants about adding the new collection to their branches, stores and online.”

Band of Builders’ collection of branded workwear and fashion clothing has just

with the unveiling of new apparel developed by Regatta Professional to help tradespeople wear their charity support on their sleeves.

The room where it ha ppens

Carhartt, the authentic workwear brand founded in 1889 in Detroit, Michigan, is looking for additional merchant stockists throughout 2023. PBM talks to Nick Poulson, UK Country Manager, to find out more.

QCarhartt has a long histor y stretching over 130 years how did it start?

AWhilst we might be a big global company now, we started with just two sewing machines in a tiny Detroit loft! Our founder was Hamilton Carhartt, affectionately known as Ham, back in 1889 He started by producing overalls with those two sewing machines and a half-horsepower electric motor under the motto, “Honest value for an honest dollar” Then the iconic Carhartt bib overall was created and it quickly set the standard for quality workwear

For over 130 years, we have been known for our rugged construction and innovative designs We set exceptional quality standards and ensure all our workwear is durable and comfortable Right from the start, the company established a new standard of

performance and it continues to meet the evolving needs of hardworking people, for instance by weather-proofing its product line to provide the 24/7, year-round solutions they need in the rugged outdoors especially on the construction site

QWhy have you decided to focus on growing UK stockists now?

AThe time is right! Our heritage is built on tough workwear specifically designed for hard working professionals and is really well-suited to the exacting standards tradespeople need here in the, let’s face it, often rainy and cold UK!

We are keen to talk to merchants and buying groups over the coming months, and all our merchant customers can be reassured by the size of our operation and quality of

our products Carhartt is truly a global brand with over 5,400 employees worldwide

QHow are you supporting the push for more stockists? Does it include point of sale, for instance?

AVer y much so The increased focus in the United Kingdom includes the opening of our office in Newark, Nottinghamshire and a UK field sales team that is growing and supporting merchants. Carhartt workwear is a brand that tradespeople really want and seek out, and our point of sale is really eye-catching and reflects our authentic, hardworking ethos.

QWhat types of workwear does the company make today?

AEssentially, whatever construction work your customers are tackling, we ’ ve got their back. The workwear ranges from tough and comfortable work trousers, rugged and durable work jackets, fast drying and work Tshirts to certified safety shoes and work boots

We also design workwear specifically for women These designs fit and protect better and are therefore much safer

The trade can rely on our workwear to protect them, while looking great out on site Our workwear is designed specifically for the

tough construction site, and strong enough to get you through any working day, no matter how exacting it is

Our founder, Ham, used to say “when I make a sale, I make a permanent friend”. We keep that ethos in mind to this ver y day and make sure all our workwear is built to last

QWhydo you think your workwear remains so popular with customers?

AWe have kept a relaxed, ‘authentic’ look to our clothing. Throughout our history, it has been our customers who have helped us identify several pieces of hard-working gear as

‘icons’ These are the products that have truly stood the test of time and whether adding pockets, colours, or incorporating our innovative technologies to combat rain, sweat and provide flexibility, at the heart of each product is the durability and reliability customers have come to know and love

S ome t radesp e ople have kept t heir j ackets and t rous ers for ye ars. C ent ra l to t he workwe ar ’ s p er for mance are our fabr ic te chnolog ies, w hich have b e en desig ne d to prov ide t he u lt imate prote c t ion, w hate ver t he we at her condit ions are on t he const r uc t ion site

n For more information on the Carhartt range and details about becoming a stockist, enter the shortcode www rdr link/maq007

“We are keen to talk to merchants and buying groups over the coming months, and all our merchant customers can be reassured by the size of our operation and quality of our products.”

Perfect fit

Bertie Turner, Internal Sales Manager at V12 Footwear, explains how merchants can help their customers select the most suitable equipment to meet the particular demands of different job sites and working conditions.

When it comes to safety footwear, it isn’t a case of one size fits all.

The type of work boot required to give your customers the right protection will var y greatly depending on the application, environment and hazards involved in their role

For example, wet feet aren’t just uncomfortable they can lead to several problems including athlete’s foot, blistering, infections and even tissue damage So, for wearers working in roles where their feet are frequently exposed to the rain, a waterproof boot is a must

However, it is no good having a lining that keeps water out but leaves the foot so sweaty it ends up becoming just as wet as it would have been had the rain got in What’s needed is a boot with both waterproofness and breathability, like V12’s Lynx range Here, Lynx features high-performing protection and innovative designs to ensure maximum comfort

Caiman is another V12 waterproof boot trusted by wearers to keep feet dr y and protected Stocking styles like these best sellers ensures that you’ll have a safety boot solution for all your customers’ requirements.

And to give your revenue an even bigger boost, our Point of Sale offering includes eye-catching displays, counter boot stands, in-store posters and stickers to help draw in

customers and grow your sales further It’s a win, win for both you and the customer.

Don’t get cold feet...

Of course, it’s not just water that causes problems when working on site the cold can also seriously affect safety Numb feet cause reduced sensitivity and stability, and a drop in body temperature can be a big distraction from the task at hand Offering boots that feature a temperature-regulating lining such as Thinsulate or a cold-resistant fleece lining will ensure that you’ll have the right solution for those customers who need to keep their feet warm throughout cold weather seasons

Grip, not slip

Slips still account for a third of all UK accidents at work, but on construction sites, slippery and uneven surfaces arguably make the potential for slipping greater. This is why V12 developed the innovative STS and IGS sole units, which offer specific grip for particular surfaces

The STS sole, for example, was designed to provide traction and create a nonclogging sole to keep the wearer stable and balanced on unsteady ground like mud or sand Several V12 styles feature the STS sole unit, making them perfect for outdoor roles such as bricklaying or landscaping, where terrain can be more unpredictable.

Meanwhile, the IGS sole has a hexagonal grip pattern which cuts through water and channels it away, increasing stability on more indoor and man-made surfaces that tend to become slipper y such as scaffold boarding, steel grating and ceramic or concrete floors

The BoB boot features the IGS sole unit and is a great example of how you can use our marketing to grow sales. Our marketing focus on this product has driven awareness of the BoB boot sky high, and our consistent and creative strategies mean that over six million people have seen the boot since we launched it In short, we ’ ve got a lot of people talking about this boot!

We also make a £5 donation to Band of Builders a charity who help tradespeople in their hour of need for ever y pair of the BoB boot sold, so it has become a hugely popular boot for those who want to support a charity as well as stay safe on site It’s this kind of unique feature that can make all the difference when a customer is making their purchasing decision

Safe working at height

According to the HSE, ladders account for 40% of all falls from height in the UK each year And in ladder-fall prevention, if a boot has specific ladder grips built into its tread, safety and stability is significantly increased for the wearer.

V12’s IGS and STS soles both feature strong ladder grips to keep the wearer firmfooted when climbing or descending ladders And because ladder-work is such a necessity in so many construction roles like roofing, plastering and scaffolding, offering a sole that provides the best chance of staying safe, stable and out of the ladder-fall statistics is a big bonus

Lightweight comfort

In a recent sur vey of 500 safety boot wearers, 94% of respondents said they wore their safety boots for 8+ hours per day and this will sound ver y familiar to a lot of your customers On average, a person takes 9,000 steps a day but the typical

tradesperson walks 12,000 And for those who take this number of daily steps, comfortable boots are essential

And this is where boots with a composite toecap and midsole can really help. Because composite is much lighter than steel, boots featuring this will go a long way to reducing tired and heavy legs as well as the chance of longer-term issues

You can’t always control the hazards in a workplace, but one thing you can control is what you can put on your customers’ feet and if you know what they need from their work boots, you can find a top-quality safety boot solution with V12 Footwear. In fact, we ’ re so confident in its quality, we offer a 200-day warranty as standard on all of our footwear

n The V12 Training Centre is a hub which houses resources to support stockists as they sell their V12 offering. To get access, use the shortcode www.rdr.link/maq008

n For more information on V12 Footwear and its support package for merchants, enter the shortcode www.rdr.link/maq009

“The V12 Point of Sale offering includes eye-catching displays, counter boot stands, in-store posters and stickers to help draw in customers and grow your sales fur ther.”

BOLLÉ SAFETY CUSTOMISATION SERVICE

The PPE eye protection specialist has launched a new customisation platform which allows users and distributors to customise the two best-sellers of the brand the Rush+ and the Silex+ to create 100% personalised glasses in just a few clicks on the Bollé Safety website.

The models feature PLATINUM technology treatment to protect the glasses from fogging and scratching, however the new service allows customers to choose the colour of the lenses and the temples, as well as the logo affixed to the lens. Once the process is complete, the customer can easily visualise their customised eyewear through the 3D simulation

n Head to www.rdr.link/maq010 to see more.

WERNER MULTI-PURPOSE TELESCOPIC LADDER

This new and improved 3-in-1 ladder is said to be extremely versatile, offering a stepladder, extension ladder and stairwell ladder all in one compact, lightweight product Certified to the latest EN131-4:2020 safety standard, the professional ladder features adjustable telescopic sections with simple to operate hinge locks, allowing for easy conversion between the three modes.

Spring loaded ‘J’ locks enable the user to adjust the height of the telescopic ladder quickly and easily, whilst its compact folded dimensions make it easy to handle, transport and store Designed to bring versatility to any job, the ladder is available in three sizes, with the largest size offering up to 30 heights

n Use www.rdr.link/maq011 to

SNICKERS WORKWEAR KNEEGUARD PRO

The combination of Kneeguard pads and the Kneeguard PRO positioning system in Snickers workwear trousers is described by the supplier as a “crucial combination for reliable knee protection ” Comfort and flexibility are said to be assured as the kneepads can be adjusted within the pockets to different heights, ensuring correct positioning and maximum protection There is also a variety of pads to fit different types of trousers, suiting different jobs on site

n Enter the shortcode www.rdr.link/maq012 for further details.

Matt Claydon, Head of Trade at Yale UK, explores the recent developments in door locks, highlighting how merchants can maximise on future sales of the latest innovations.

Lock to the future

Adoor lock sets the foundation of a home’s security Of course, smart alarms and security cameras offer an added layer of protection to a property, but without a high-security door lock in place, a home is ver y much at risk from even the most inexperienced of burglars

Indeed, figures from the ONS recently highlighted that 76% of household burglaries occur when the culprit accesses a home through a door. So, it’s no surprise that the security market has taken note of this vulnerable area to ensure they are providing security solutions that offer significant protection to homeowners.

Star performance

When it comes to purchasing door locks, trade professionals will always be looking to provide the highest level of protection to their customers. And this has been made even easier with the British Standards Institution’s (BSI) rating system for cylinders Devised for use in the UK, this system allows trade professionals to easily establish if their chosen lock has achieved a suitable certification to ensure they have peace of mind that they are providing high

quality, and most importantly, secure locking solutions to their customers

The most secure cylinders available on the market in the UK are ‘3-star’ rated and Kitemarked, which highlights that the lock can provide protection against a range of cylinder attack methods With recent press attention surrounding the popularity of lock snapping and a technique called ‘blowtorch burglaries’, the future of door protection lies with the three-star cylinder, such as Yale’s Platinum 3 Star Cylinder

Hitting the headlines of late, ‘blowtorch burglaries’ are a recent tactic where a blowtorch is used to burn away the casing of a door to reach the cylinder with an aim to break it The popularity of this threat has risen across the UK over the past year, with its ‘ success ’ reinforcing the importance of investing in a 3-star security cylinder

And with a recent sur vey of 2,000 UK adults commissioned by Yale UK in 2022, and run by OnePoll on a nationally representative basis highlighting that 65% of Brits have not upgraded their home security in the last two years, this opens potentially profitable opportunities for merchants. By encouraging their customers

to stock up on the latest high-security, 3-star cylinder products from trusted brands in the industr y, the trade can ensure they are providing superior products that protect against these trending break-in tactics.

Be mindful of monochromatic

Whilst 3-star cylinders present the future of mechanical door locks, it’s also important to remember that many homeowners prioritise the aesthetic of their home when making purchasing decisions Although smart security products are designed with trends in mind, it’s not as easy for the traditional front door lock with only limited cylinder finishes in past years

However, current sales data is showing the growing popularity for black hardware, where nickel and brass traditionally led the way And with the front door often being the first impression of a property, it’s no surprise that more and more stylish door lock designs, in a range of ‘on-trend’ colours, are coming to market to appeal to design-conscious homeowners

Accordingly, lock makers have developed a range of finishes to appeal to this target demographic, with the ‘all black’ finish a

particular favourite Although not a traditional cylinder shade, merchants looking to capitalise on this growing trend can consider stocking up on a range of door locks in a black finish and presenting them in-branch as the ‘colour of the moment’

Think ‘smart’ with smart locks

The popularity of smart locks shows no signs of slowing, with new upgrades and designs continually hitting the market Although some consumers are still dubious over the security of smart locks, to ensure the product maintains its position in the ‘future of home security’, the team at Yale continues to push the messaging of its heightened protection for homes

For i nst anc e, Ya l e h a s worke d cl o s ely w it h t he B SI to te st it s p opu l ar C one x i s L 1 Sm ar t L o ck , m a k i ng it t he f i rst s m ar t l o ck on t he m arke t to b e aw ard e d t he B SI Kite m ark for Io T D e v i c e s T h i s s e a l of approv a l f rom t he n at i on a l st and ard s b o dy a l l ow s home ow ne rs to i d e nt i f y t he pro du c t a s a t r u st wor t hy c on ne c te d d e v i c e t h at i s s afe, s e c u re and f u nc t i on a l, prote c t i ng ag ai nst phy s i c a l and c y b e r- att a ck s

The BSI continues to test and routinely monitor Yale’s range of smart locks, which will soon include its recently launched Conexis L2, the updated version of its popular Conexis L1 Smart Lock

With this final barrier to entry a key focus, the future adoption of smart locks shows no sign of decline And with the recent survey also revealing that 30% of Brits would get a smart lock installed professionally, merchants should be investing in the category to ensure the highest security products are available to their trade customers ahead of this future growth period

n For more information on Yale’s range of products and support ser vices for merchants, enter the shortcode www rdr link/maq013

“Current sales data is showing the growing popularity for black hardware, where nickel and brass traditionally led the way. ”

Meeting the challenge

In the midst of a cost-of-living crisis, the sector is being confronted with a number of challenges and being ahead of the curve with the big changes for 2023 will be vital. Tommy Geddes, Commercial Director at George Boyd, considers some of the trends that merchants and tradespeople need to be aware of to make the most of the year.

Following a chaotic year that saw three prime ministers, global economies on a knife edge and an unprecedented energ y crisis, 2023 is shaping up to be another year full of surprises Perhaps one of the most significant changes already gaining momentum in 2023 is the return to the office

An almost unthinkable prospect after 24 months of a global pandemic, more and more businesses are now bringing workers back to their desks, looking to boost productivity and foster a sense of community across their workforce

This return does pose some significant challenges for those who have spent the last

three years working from home Security during the day, a non-concern when at home, is now likely to become vastly more important as properties are left unguarded during the daylight hours

To attempt to solve these issues, we ’ re likely to see a surge in interest in the latest security technology and especially those products that provide the ability to monitor a home from anywhere Other elements such as video doorbells also provide a great option to deal with other pains from being away from home once more, such as deliveries, so it’s worth thinking about how to structure your security mix to be a little bit ‘smarter’

More generally, the cost-of-living crisis is biting and has already led to a rise in crime rates across the countr y And while technolog y has led to innovation and new products on to the market, there is no substitute for the peace of mind that comes with the installation of security ironmonger y and the importance of the hardware that goes around ever y door and window

In addition, locksmiths simply suggest that doors, locks, latches and chains should

be replaced ever y seven years anyway as a result of simple wear and tear

Three in ever y four burglaries sees the thief gain access to the building via the front door ; the main entr y point that must be secured rigorously so as to offer zero encouragement to a casual burglar However, when advising about security needs, other external doors and outbuildings such as sheds and garages must also be considered

Depending on the location of the property, a multi-layered approach works best and offers the most robust security The theor y of multi-layered security is built from centuries of expertise in defence and security, stretching all the way back to the mediaeval period and the huge castles and hill forts that dominated the landscape These massive installations utilised an effective multi-layered approach that included moats, trenches, barricades and large walls to deter intrusion.

For the modern homeowner, this translates as finding the right combination of locks, bolts and latches

With one in ever y four break-ins

involving lock snapping, the simple act of breaking the lock cylinder to open the door, at the heart of good ironmonger y security will be a mortice lock British Standard BS3621 rated mortice locks are what professionals recommend for front doors, meaning that they have been tested to withstand drill attacks and bolt attacks for at least five minutes and can withstand being kicked in Look for those with an anti-pick mechanism, too

Depending on the location of the property, a cylinder lock might also work for a front door. These are anti-snap, anti-bump, anti-drill and anti-pick locks

In many instances, a single lock is sadly not enough so it is likely that secondary security will need to be discussed with rim locks, chains and bolts all offering further protection from intruders

Windows are another vulnerable p oint in the home, w here ironmonger y access ories can protec t and provide vital p eace of mind For example, window lo cks, restric tors and b olts are all to b e recommended in addition to double or e ven triple g lazing on all windows

As noted previously, modern accessories now offer complimentar y security to the traditional with remote cameras controlled by smartphones and doorbell cameras just two options that give the homeowner extra security protection.

Taken as a complete solution, the mix of robust ironmonger y and a modern security camera will be the package that offers 100% peace of mind to the homeowner.

n George Boyd has more than 170 years of experience in architectural ironmonger y. For more information, enter the shortcode www rdr link/maq014

Par t L pushes oppor tunities for roofer s

y g building regulations came into force, heralding the UK’s net zero greenhouse gas emissions target.

Kevin Taylor, Training & Technical Support Manager at Marley, gives an overview of the driving forces behind these important changes and what they mean for merchants.

What’s driving net zero?

The drive towards the net zero target is a response to several important factors that affect ever ybody

Climate change will inform ever ything that government does going for ward In addition, the ongoing energ y security crisis and resulting energ y price hikes mean that the government’s policy of greater energ y self-sufficiency takes on even more urgency

In short, climate change, our response to it via Part L and the high cost of energ y are working together to push demand for green technologies such as solar PV through the roof

Budgets for upgrades

There are vast swathes of housing stock that need updating and the government’s £1.5 billion Social Housing Decarbonisation Fund for improvements on EPC in social housing is available to carry out energy efficient technology upgrades in homes

What does this mean for merchants?

With demand for all renewable technologies set only to rise, the need for roofing contractors to fit solar PV will also drastically increase and they will be looking to merchants for a reliable and convenient supply of solar PV to fulfil this demand

Manufacturers such as Marley whose Marley SolarTile® integrated solar panel provides an innovative, reliable and sustainable solar energ y system can support for ward-thinking merchants and their customers with training and specialist technical advice. Make sure you don’t miss out.

n For further details on Marley’s full roof system, including SolarTile® please visit www.marley.co.uk/solar or call 01283 722222

DOORS, WINDOWS & SECURITY

JB KIND 2023 DOOR COLLECTION BROCHURE

As JB Kind puts the champagne on ice to celebrate its 40th anniversary as a door specialist later in the year, the company has launched its 2023 Door Collection brochure The “striking” Cosmo Grey door design and 13 innovative door handle packs are just two of the new-for-2023 highlights, whilst customers will also be able to enjoy an extended digital brochure with an additional 22 pages compared to its printed sister publication

Sales Director Simon Johnson said: “This year is a very special year for JB Kind, we’ve got a big birthday in July 40 years as a door specialist and we’re looking forward to celebrating it. To start us off, we’re launching our 2023 digital Door Collection brochure, and its printed sister brochure, both of which show our hot new highlights

“As a business we are conscious of our impact on the environment, so rather than sending out boxes of brochures, we’ll be supporting our merchants with POS materials related to the 2023 brochure These will give their customers immediate access to our Door Collection digital brochure just by scanning a QR code and, if a printed version is required, there is an easy to complete online request form.”

Simon added: “Merchants can expect an updated Trade Essentials brochure very soon too, which will arrive complete with a complementary display holder Perfect for counter tops and featuring all our top selling door designs, printed copies of these handy pocket-sized brochures will be available upon request.”

CRYSTAL-DIRECT TOOLSTATION

As increasing numbers of retailers and builders’ merchants look to expand their fenestration options, Crystal-Direct has announced a new supply agreement with Toolstation T h i s w i l l b e t h e f i r s t t i m e t h a t To o l s t a t i o n h a s o f f e r e d w i n d o w s t o i t s c u s t o m e r s v i a i t s w e b s i t e, a c r o s s a n e w l y c r e a t e d ‘ d e p a r t m e n t ’ d e d i c a t e d t o h o s t i n g a l m o s t 2 0 0 w i n d o w o p t i o n s T h i s r a n g e w i l l b e c o m p l i m e n t e d b y a r o u n d 8 0 C r y s t a lD i r e c t d o o r s a n d r o o f w i n d o w s , w i t h f u r t h e r p l a n s t o i n c l u d e t h e s u p p l i e r ’s c o m p o s i t e d o o r s s o o n .

Kevin Morgan, Crystal-Direct Commercial Director, said: “It’s fantastic to have been chosen by Toolstation to facilitate its desire to provide its customers with windows and doors We have seen a growing appetite for more and more retailers and builders’ merchants to expand their range of products online using Drop Ship Vending (DSV)

“The growth of platforms such as Virtual Stock and Market Places generally is a fantastic indication of the sector’s continuing confidence, and desire to play its part in the country’s economic recovery which in our case is also linked to energy saving and heat retention ”

Kevin added: “We know more businesses are keen to join the DSV movement and so we have been developing our direct to site offer, investing in delivery tracking technology and expanding our new energy efficient delivery vehicles.”

n For more information about Crystal-Direct, enter the shortcode www.rdr.link/maq016

BURG-WÄCHTER SMART LOCKING SYSTEM

The German security specialist says it is “offering the ultimate in convenience” with its secuENTRY 5000 Home system a smart door lock that is said to provide the convenience of keyless freedom for homes and peace of mind for homeowners

Offering a convenient and smart way to unlock front doors, users need no longer worry about losing their keys or fiddling around searching for them when they have their hands full they can simply use their smart phones to unlock their door Fully battery operated, the secuENTRY 5000 Home system is quick and easy to set up and is a direct replacement for standard Euro cylinder locks, meaning it can be fitted to most doors that have this lock

n Download the new JB Kind brochure via www.rdr.link/maq015

n For information on Burg-Wächter’s range of home security products, use www.rdr.link/maq017

The construction industr y still faces many of the same challenges in 2023, especially relating to increasing material and energ y costs, and the resultant recessionar y pressure that follows For example, analysis of the Building Cost Information Ser vice (BCIS) General Building Cost Index indicates a rise of 10 2% in material costs in September 2022 compared to the same period a year ago

Despite this uncertain background, turnover positively increased by 3 5% to £2 25 billion for NMBS in 2022 NMBS’ CEO Chris Hay ward is keen to emphasise the positive opportunities that exist for members and suppliers and reiterate the unrelenting support that NMBS will continue to offer in 2023

Chris said: “ The team at NMBS performed extremely well and we achieved some significant standout successes for 2022 This included the successful implementation of a new ERP system, which beat our target of 50 new members during the year ”

OnePlace

2022 saw the growth of NMBS’ online ordering and product information platform OnePlace, which now features more than 300 suppliers, and in excess of 700,000 products This platform is now also supporting the digitalised Buyers Guide, which provides independent merchants

A plat form for success

up-to-the-minute supplier details, product information and terms

Chris added: “ The digitalised Buyers Guide will support the development of our net zero targets because we will stop producing the printed version This change will save four million sheets of paper annually and support our merchants and suppliers with their own net zero targets by helping to reduce waste.”

Events

NMBS held its 2022 conference in S orrento over the summer As well as being an enjoyable social event, it was a wonderful opportunity to pause and look for ward to some of the issues, challenges, and opportunities on the horizon The event had a big focus on the digitisation of the industr y and the benefits it can bring for merchants and suppliers

In October, 1,050 of our suppliers and members joined us at the annual NMBS Dinner Dance, for the first time since the pandemic The event was a tremendous success, and its attendees raised a huge £10,000 for the Charity “CRASH”, which supports the homeless and hospice organisations with building projects

What will 2023 bring?

NMBS is planning on celebrating this year and Chris explains why. He said: “NMBS is celebrating its 60th anniversar y and to mark this, we are prioritising our environmental and social impact by focusing on the development of our ESG Strateg y, which we plan to communicate fully to our members and suppliers in the first half of the year, along with a new initiative to support apprenticeships in the industr y ”

2023 will also see the NMBS Exhibition on 19-20 April at the C oventr y Building S ociety Arena, where attendees can meet more than 280 manufacturers and distributors

n Find out about the events that NMBS has planned for 2023 via its website by using the shortcode www rdr link/maq018

n For more on NMBS’ services for merchants, enter www rdr link/maq019

Bridging the gap

Aiming to assess how the industr y had been impacted in the three-year COVID-induced delay since its 2019 Conference, NBG put questions to 165 of its affiliated Suppliers and 76 of the group ’ s Partners to identify key priorities and concerns among its members in the run-up to its most recent Conference, held last November

As part of the sur vey, NB G asked Partners and Suppliers to rate the ser vice they provided to merchants out of 10, with the former’s 5 0 result greatly contrasting with the latter’s 8 3 According to NB G Managing Director Nick Oates, this marked difference demonstrates a disconnect in perception between what constitutes good ser vice something which must be addressed to ensure relationships and sales do not suffer

Nick said: “We’re always keen to keep our finger on the industr y ’ s pulse at NB G, and our hope was that this sur vey would generate healthy discussion and debate at our C onference and beyond about business changes and challenges In that regard, we definitely haven’t been disappointed, as a clear dip in ser vice levels has been identified by our Partners in comparison to pre-COVID times

“Yet what’s interesting here is that it hasn’t been mirrored in Supplier perceptions We understand why this might have happened as our sur vey later underlines, the increasing cost of raw materials and energ y means these organisations are likely to have focused internally to mitigate these potential

impacts However, with a recession on the horizon, many material costs falling and demand slowing, more joined-up thinking and communication is required

He added: “ This is especially the case for independent merchants, where sales are reliant on support in the form of training, product information and competitive pricing from Suppliers ”

NB G’s sur vey also identified an opportunity between Suppliers and Partners on the development of sustainable products Specifically, 66% of Suppliers said sustainable products initiatives had improved, compared to 30% of the group ’ s Partners According to Nick, while this figure is undoubtedly encouraging, it underlines the need for Suppliers to provide better sales focus and product communications to merchants on the steps they are taking to improve the sustainability of their products

link/maq020

n For more information on NBG, use the shortcode www rdr

A n e w s u r v e y f r o m N B G i s s a i d t o h a v e i d e n t i f i e d a “s e r v i c e l e v e l d i s c o n n e c t b e t w e e n M e r c h a n t s a n d S u p p l i e r s”.

How do you know what you don’t know?

It may sound a strange question but for merchants relying on financial platforms or manual systems for their back-office operations, there could be a lot of value being lost. PBM spoke with Ian Oldrey at Ten-25 Software to find out how industry-specific ERP software can help merchants to find their blind spots and turn them into opportunities.

The y say that information is p ower, but knowing exac tly w hat information you need, and accessing it easily, can b e easier said than done Many timb er and builders’ merchants are successfully using fairly basic systems to r un their trading, sto ck and op erations s o w hy b other with the exp ens e and hassle of upgrading to an industr y-sp ecif ic version?

“We speak to merchants ever y day who are currently using financial platforms like Sage, Xero or QuickBooks to manage stock and trading, and some are still using manual methods think Excel spreadsheet And yes, OK, it works,” says Ian “But in most cases, there is a lot they’re potentially missing out on. It really does pay to use the

right tools. Yes, I’m biased, but I’ve seen businesses working in both ways and it really does have a massive impact ”

The right tools for the job

Merchanting, much like retailing, relies on certain critical functions But merchanting is often, of course, more complex. Firstly, merchanting often deals with the trading of measured materials rather than simply unitbased, barcoded items.

As Ian explains: “Off the shelf software can’t handle the flexibility that merchanting requires. Being able to raise mill lines from orders, send materials back to stock as a different length and still retain total accuracy across your stockholding is actually a ver y complex thing to do.

“But it’s so valuable it reduces waste, it makes your whole stockholding more profitable and it saves a whole heap of time, ever y day Interbranch transfers, for ward contracting merchanting isn’t straightfor ward, so the software merchants use needs to be quite sophisticated to handle it well ”

Secondly, where a retail transaction tends to be instantaneous, merchanting often needs to incorporate time delays Sometimes that’s because of material availability, sometimes it’s because the customer doesn’t

need the stock right away, sometimes it’s because a chosen material needs particular milling or finishing processes applied before deliver y and so on

However, merchants need to be able to account for the timeline of a product or multi-product deliver y, as well as the intricacies of the treatments required along the way

“If you ’ re dealing with timber or steel, for example, having the capability to switch between metrics, or run reports by length, weight or volume is critical,” says Ian “Having the right software for your sector can save time, boost profits and actively improve both staff and customer experience ”

Powerful stock control

According to Ian, one of the biggest advantages of an industr y-specific system is that it’s designed to work around a merchant’s business, rather than a merchant having to shoe-horn operations to fit a generic software system

He said: “We have built over 120 KPIs in Merchanter to help merchants see and measure what’s happening in the business Take stock turn for example being able to see, at a glance, how regularly and profitably a particular stock line is purchased can build up an enormously valuable picture of the efficiency and profitability of your sales and replenishment tactics, giving you instant insights which you can apply in your stock profile and purchasing decisions.

“Or Stock Confidence, which gives an instant gauge of how accurate your

stockholding figures are so you know where to focus your stock checks. It’s all designed to save time and build accurate, real-time access to what’s happening ”

Indeed, in a volatile market, it’s important to be able to respond quickly and having instant access to information is vital Ian continued: “Merchants need to be able to act fast, with prices and availability fluctuating the way they do So price tracking has been a ver y popular feature for our customers It helps them to remain profitable and check last bought or sold prices really fast, with margin protection built-in as a safety net too It’s clever stuff.”

Customer insights can pay for themselves too, as Ian attests: “Most merchants know who their top customers are but not so many know their fifth, or tenth, or fiftieth While some customers may appear to be great for business, having the figures at hand to how profitable the relationship really is can be invaluable, as some customers could actually be costing you money, while others could be upsold to or optimised in other ways

“How merchants use the information is up to them but at least they’ll have the right data to base their decisions on ”

Integrating with best-in-class solutions

Traditionally, merchants have relied on monolithic, cumbersome trading systems which perform almost ever y task in the business. While at first glance that might sound handy, the unfortunate effect is actually that these systems are usually ver y slow to adapt to new requirements.

“If the last three years have taught the world anything, it’s the importance of responsiveness,” Ian contends. “Being flexible is vital, and without a modern, cloud-system underpinning your operations, it’s rather like tr ying to turn an ocean-liner as opposed to a speedboat.

“Modern systems sit as an agile hub at the centre of your business, linking up with bestin-class solutions to help augment your ser vice and operational processes These might be financial platforms like Sage, Xero or QuickBooks; eCommerce platforms like Shopify or WooCommerce; online selling ser vices like NearSt or SnapIt, marketplaces like Plane & Simple or stock extension platforms like VirtualStock ”

Ian continued: “Whatever the technolog y you ’ re looking to take advantage of, you need a back office system that’s able to integrate to keep you at the cutting edge of merchanting possibility and customer expectation.”

And of course, the right software can help merchants to reach their goals Ian said: “We know not ever y merchant is looking to expand or take over the world, but in over 40 years of trading we ’ ve yet to meet a merchant who wouldn’t want to improve efficiency and profitability.

“ That’s what a system like Merchanter can do It’s built to highlight what needs highlighting, so you can make the most of ever y incremental opportunity Little differences really add up to huge improvements.”

Ian concludes: “If you ’ re a merchant who has always worked this way, then you don’t necessarily know what modern systems are capable of Even if you ’ re a way off actually investing in a newer, industr y-specific system, I’d always encourage you to find out what’s out there in the market.

“Do the demos, have the conversations If it’s still not worth the investment then there’s no harm done, but you might be surprised at just how much difference the right system can make ”

n For more information on Ten-25’s range of merchant ser vices, enter the shortcode www rdr link/maq021

“Merchanting isn’t straightfor ward, so the software merchants use needs to be quite sophisticated to handle it well.”

Anyone working in the construction sector will be well aware that the industr y is prone to fluctuations In December, the UK construction industr y saw its fastest month on month fall in activity since May 2020 (S&P Global / CIPS UK Construction PMI) In part this could be due to the looming recession causing many to scale back spending, however price inflation of raw materials, supply chain

Conquering the peaks and troughs

disruption and the ongoing recover y from the pandemic are undoubtedly compounding the issue

It’s not all bad news though and the construction industr y has weathered many recessions, so builders’ merchants should cast their eyes for ward when deciding how to conquer the current challenges and come out the other side stronger

Streamlined processes

When business is booming, legacy technolog y or manual processes are rarely questioned by business owners. But as we know, when a business starts to encounter challenges and needs to be able to adapt or cut back on resources, the systems and technolog y in place can suddenly seem like a hindrance rather than a help

Work can quickly pile-up, leaving smaller teams snowed under and unable to provide

good quality customer ser vice. Similarly, obtaining a clear and accurate picture of the business, current performance and any issues is impossible without reliable data.

Specialist ERP systems, commonly referred to as business management software, have been designed to enable businesses to achieve all of the above, removing the administrative burden created by manual and repetitive processes and fuelling growth.

ERP systems can be integrated across the whole business, connecting different departments and automatically updating important information around stock management, inventor y, customer records and accounting.

When the pressure is on to boost turnover and identify new opportunities, automation of day-to-day tasks can give teams the much-needed capacity to thrive.

Chris Fisher, VP of EMEA, LBMH Division at ECI Software Solutions explains how implementing digital tools can allow builders’ merchants to respond to the challenges that lie ahead.

Securing sales

While streamlining internal processes can generate significant efficiency savings, being able to adapt in line with changing customer preferences is also essential with eCommerce being a top priority for a growing number of builders’ merchants

Traditionally, many would have built their relationships with customers over the counter.

Tradespeople would be dropping in on a regular basis and staff would soon start to understand the products they tended to buy, potentially offering special offers or discounts

More recently, eCommerce has changed this Many prefer the convenience and immediacy of online shopping, over having to travel to a merchant yard yet by implementing an online offering, some start to feel like they are losing this connection with customers but that is not the case.

A specialist eCommerce solution, such as ECI eCommonSense, can enhance the level of ser vice a merchant business offers. Features such as being able to automatically build and store quotes, as well as reliable deliver y scheduling ser vice can ensure customers benefit from a five-star customer ser vice, both in-store and online

Integrated technolog y

Because online transactions happen faster and aren’t visible to the whole team, there’s a greater need for all systems to be integrated to prevent costly errors or oversights

Although many merchants will have a basic website to explain information such as their address, opening hours and potentially what they specialise in, not all have what’s described as an ‘enhanced website’ one that can communicate directly with their business management system

Implementing both of these solutions can enable performance to significantly increase Understandably, many are reluctant to make large investments given the current economic climate However, by not doing so there’s a risk that customers will favour those able to offer a more efficient and reliable ser vice

Similarly, while there’s the initial expenses associated with implementation, software is automatically and continuously updated This means that as customer demand and the industr y landscape changes, a business won’t need to worr y about replacing their system it will all be handled by the provider

While no one is clear how long or how difficult the recession may be, investing in technology can help builders’ merchants to build resilience, enabling them to better manage the challenges that lay ahead

n To learn more about the tools available to builder’s merchants from ECI, enter the shortcode www.rdr.link/maq022

“When the pressure is on to boost turnover and identify new opportunities, automation of day-to-day tasks can give teams the much-needed capacity to thrive.”

Intelligence boost

For many years, family-run builders’ and timber merchant Haldane Fisher has run K8 the flagship ERP solution from Kerridge Commercial Systems (KCS) as the core business management system to streamline its trading and finance management As part of its drive for continual improvement, the merchant chose to implement Phocas to integrate with K8, allowing it to operate with “enhanced business intelligence” (BI) and improve the speed and quality of the decision-making across all areas of its operation.

Neal Boomer, Group Finance Director at Haldane Fisher, explained how K8 has successfully driven many developments over the years as the system has grown He said: “ The openness of K8 provided us with the means of becoming one of the first builders’

merchants in Northern Ireland to go live with a fully-functional and integrated ecommerce website, allowing customers to check stock availability across our branch network as and when they need to ”

Michelle McKee, Group Project Accountant at the merchant, highlighted how K8 is an intrinsic part of the business She revealed: “All transactions are processed through the system, and our staff use it daily for sales, purchasing, finance and stock management Ultimately, K8 is at the heart of our day-to-day operations and has the capability to store huge amounts of data ”

Business intelligence

To further enhance its customer offering and business efficiency, Haldane Fisher wanted to digitally transform and

modernise its data management

Consequently, it recognised the benefits of taking the transaction and business data within K8 into the cloud-based BI and analytics solution that is Phocas Since the successful implementation, Haldane Fisher says it has been able to “transform data access with informative insights that enhance decision-making” for the benefit of the company and its customers

In practice, Phocas helps the merchant to efficiently analyse large volumes of data Michelle said: “Phocas is a self-service system that’s fast and easy to use, empowering our staff to find the answers to questions immediately rather than waiting for weekly or monthly reports This not only increases efficiency but also means staff have objective knowledge in an easily understandable, visual format, to help drive improvement in all areas across the business ”

Expanding on the benefits Phocas has on making data so readily available and understandable, one of which being that staff can respond and react to it in real-time, Neal added: “As all of the key data elements in K8 feed into Phocas, change can happen quickly throughout all areas of the business. For example, when a sales transaction has been processed, it is quickly available to review by the product, branch, or division and compared easily to budget and prior years

“ The intuitive functionality of Phocas has been key to seeing the application widely adopted throughout the company. ”

Haldane Fisher says that its “cutting-edge” business intelligence software from Kerridge Commercial Systems enables it to focus on continuously improving its business and enhancing its customer service. PBM reports.

Indeed, Michelle notes that “All it takes is one click to get your sales data customised to a branch or customer, (and) the combination of speed and flexibility helps staff at all levels make better decisions faster ”

Another improvement is the flexibility to distribute data, with up-to-date reports available to staff at a frequency of their choosing From daily, to once a week or at month-end, such instinctive functionality creates enormous efficiencies.

In addition, Michelle notes that using K8 and Pho cas together of fers signif icant advantages over K8 alone, b efore mentioning an unexp ec ted b enef it. She said: “It’s a ver y visual piece of s oftware, w hich makes it easier for you to s ee anomalies and outliers in a way you couldn’t s o easily b efore ”

Jason Bradshaw, Partner Alliance Manager for Phocas UK, is delighted that Phocas have been able to help Haldane Fisher harness the power of their K8 data He enthused: “Haldane Fisher has pushed for more of its business data to be accessed within Phocas, so it has one version of the truth across the entire business. We look for ward to working with them for many years to come ”

Overall, Kerridge Commercial Systems contends that using K8 and Phocas in tandem means Haldane Fisher now has a more powerful business solution, with the merchant said to be “excited about the future” as it looks to continue to grow and deliver “the outstanding customer ser vice” for which it is renowned.

n For more information on Kerridge Commercial Systems’ business intelligence solutions, enter the shortcode www.rdr.link.com/maq023

“Phocas is a self-ser vice system that’s fast and easy to use, empowering our staff to find the answers to questions immediately rather than waiting for weekly or monthly reports.”

BIGCOMMERCE MKM BUILDING SUPPLIES

MKM has worked with BigCommerce to unveil a new website designed to “unify shopping experiences and bolster revenue ” Said to be built with “powerful headless technology on the back end to enable scalability and flexibility,” the new site is intended to deliver “a unified omnichannel and seamless B2C shopping experience to drive sales ”

The leading independent merchant embarked on the project as its legacy platform “previously experienced slow page loads, navigation issues and had a high total cost of ownership ” Furthermore, the company was facing the challenge of managing tens of thousands of product SKUs and wanted to create “localised and personalised B2B, B2C and B2B2C shopper experiences across regions ”

Andy Pickup, the merchant’s Digital & Marketing Director, said: “MKM’s unique business model, continued company growth and desire to serve our diverse range of customers with exceptional and hyper-personalised shopping experiences meant we had to revitalise our online store and evolve in an increasingly digital world

“Launching on BigCommerce allowed us to personalise the customer journey and deliver frictionless experiences across channels Since moving to the platform, we have been performing above expectations on ecommerce metrics and driving more physical store visits ”

n To find out more, enter the shortcode

www.rdr.link/maq024

NMBS DIGITAL DEVELOPMENTS

NMBS has made its Buyers Guide digital in a bid to improve product information accuracy and access to suppliers for its members After 36 years as a printed publication, the move will also save four million sheets of paper annually

Delivering up-to-the-minute supplier details, product information and terms to independent merchants, plus support in sourcing new suppliers and products, the tool has now launched digitally as an app and is also live on OnePlace, which NMBS says will make sourcing suppliers, brands, and products easier than ever

Dean Hayward, NMBS Head of Sales & Marketing, said: “The change is good news for our merchants and suppliers Independent merchants have regularly updated supplier and product information at their fingertips, as well as new deals For suppliers it presents an opportunity to provide as-it-happens updates to product lines and pricing, change company information and add deals at the click of a button

“It also supports those on their own net zero journey by helping to reduce the amount of unnecessary waste they have to dispose of ”

In a second recent digital move, NMBS has teamed up with HOVER to launch a new app in the UK which is said to “take the bother out of quoting for new roof, external wall insultation and doors & windows jobs” by creating accurate, interactive 3D models Already widely used in the USA, HOVER allows a merchant’s customers to develop detailed, precise estimates for jobs using smartphone photographs from site surveys.

Dean explained: “When we first saw HOVER in action, we instantly saw the benefits it could bring to our merchant members and their customers It is just one of the digital innovations we are keen to introduce to the market ”

n For the latest news from NMBS, use www.rdr.link/maq025

WIENERBERGER INTEGRATED SOLAR RANGE

Building on Wienerberger’s wider portfolio of concrete and clay tiles, ‘Sandtoft in-roof Solar’ is a brandnew roof tile designed to provide a seamlessly integrated solar energy source, helping housebuilders meet the requirements of recent Part L legislation and future-proofing new homes for the Future Homes Standard 2025

The in-roof integrated panels are applied directly to the roof battens, incorporating an interlocking design to speed up the installation process. The single-lapped panels have also been developed to reflect the aesthetic of a traditional tiled roof and are fully compatible with all clay and concrete tiles.

When used in combination with Sandtoft roof tiles and accessories through the supplier’s ‘Roof Spec’ design & specification service, end customers will benefit from a 15-year system warranty

PLASTIC MOULDINGS NORTHERN JOUPLAST ADJUSTABLE DECKING AND PAVING PEDESTALS

Distributed in the UK via PMN, French firm JOUPLAST has expanded its network of stockists and recently secured a ‘Top Products’ accolade from the team at Professional Builder magazine. With decking trends predicted to see a continued rise in 2023, the products which have been used for decades across Europe are a relatively new concept over here but will help to ensure perfectly finished outdoor spaces

MIRA SHOWERS VIGOUR THERMOSTATIC DUAL

Said to bring dual power showering to the market for the first time, Mira has added to its Vigour range of power showers with the new Vigour Thermostatic Dual As the popularity for dual outlet models continue to grow, the new shower complements the thermostatic and manual models within the range whilst allowing installers to “provide a solution that produces a luxurious and powerful performance without the hassle of a complicated installation ” With two statement showerheads on offer, the model features the same connections and screw holes as older Mira power showers and includes a flexible diverter for minimal adjustments, meaning that it is not only easy to install, but a simple and effective upgrade for those looking to replace their showers.

KLOBER ROOF VENTILATION

The plastic adjustable riser is an innovative and simple product which allows for the “rapid and perfectly level” construction of decking, paving and ceramic The range of products allows hard landscaping to be quickly and easily installed whilst maintaining “perfect lines and an even finish ”

The supplier says the system is 50% faster to install than the traditional method, and states that its versatility means it is also suitable for flat roofs, terraces, balconies, concrete yards and tarmac

W.HOWARD PRIMED PROFILES

W Howard’s white-primed range is available in more than 200 profiles and sizes covering skirting, window boards, wall panels, door casings, linings and joinery and are supplied twice primed and ready for immediate installation on site However, for customers who need something more bespoke, the company can also provide unique profiles based on an exact specification (minimum order quantity applies)

The white-primed profiles are available in contemporary, period or classic profiles. Thanks to advanced production processes and the reliability of MDF, all primed products are FSC-certified and manufactured defect free with no knots, warps or defects whilst to ensure a smooth surface that’s ready for the customer’s chosen undercoat and gloss, the firm partners with “one of the finest UK suppliers” of waterbased primer Industrial Coatings Solutions

According to Klober, more discreet ventilation solutions will be required as improv insulation through government’s new ECO+ scheme could increase the risk of condensation in the roof space As customers increasingly look for “more seamless solutions,” the business reports it has seen an increase in sales for thinner and smaller vents such as its Thin-Line Tile Vent.

Portfolio Manager Nick King said: “It’s good to know that more attention is being placed on the aesthetics of the roof, but it is so important that this doesn’t come at the expense of good ventilation. This is why we invest significantly in compatibility to ensure we have all shapes, sizes, colours and textures to match tile specification It’s for this reason that we are proud to say we have the largest range on the market ” Klober’s Guide to Roofing Ventilation provides and extensive overview of key specification and installation guidance. Download the guide via www.rdr.link/maq027

n For more details on these and other new products on the PBM website, enter shortcode www rdr link/maq028

Immersive experience

The showroom features products from BSW Group member businesses BSW Timber and BSW Timber Solutions, as well as three-ply timber produced by parent company Binderholz. This includes internal products such as flooring, cladding, skirting and door frames, as well as a range of fencing and landscaping products like incised posts, decorative sleepers and composite decking

BSW’s IRO Timber and BSW Composites ranges have also been used to bring the showroom to life, delivering what has been described as an “IKEA-esque vibe” for visitors to the Staffordshire site. The main office areas, and several meeting rooms, have also been revamped with hallways being decorated with graphics of the new BSW Group branding and nods to the company ’ s histor y

Marketing Manager Niall Spence said: “People know BSW Timber for construction timber, but the new showroom gives us a space to showcase the full product range It allows us to open up more conversations about our mix of timber products, which is the most comprehensive in the countr y

“Being in a central location was a key part of our decision, as our sawmills, in Carlisle or Newbridge for example, would be too far for many of our customers to travel to ”

With one room showing how indoor spaces can be transformed by utilising internal timber products, such as cladding and architraves, the outdoor space incorporates several different styles and colour schemes for the timber products on offer, from tongue and groove boards to composite fencing, which helps to illustrate just how the ideas of end users can come to life

Niall added: “We wanted to go beyond

delivering a range of samples, and instead promote to our customers the vision for the products they are buying The aim is to inspire our customers mostly merchants and DIY stores by showing them how products can come together to create stunning, natural environments ”

Damon Hughes, General Manager at BSW Timber Solutions in Stoke, continued: “Remote working during the pandemic created a unique opportunity to completely revamp our head office space. With support from an external company, we designed our downstairs space to be more welcoming to both colleagues and visitors, while the marketing team supported this with the new showroom

“Upstairs, next to the showroom, we created and modernised meeting rooms with breakout areas, for those moments of peace or focus which are often needed What we have achieved is a more inviting and usable space that colleagues not only enjoy making use of but can also feel proud of ”

n To take a short video tour of the new BSW showroom, enter the shortcode www rdr link/maq029

n For more information on the full BSW range of products and support ser vices for merchants, use www rdr link/maq030

The BSW Group has unveiled an immersive showroom at the BSW Timber Solutions HQ in Stoke-onTrent, designed to showcase the full breadth of the leading supplier’s sustainable timber products.

“The aim is to inspire our customers mostly merchants & DIY stores by showing them how products can come together to create stunning, natural environments.”

PJH BATHROOMS TO LOVE BOND

KBB Distributor PJh has launched its Bathrooms to Love BOND, billed as a unique initiative that aims to protect the independent retailer from online pricing competition Standing for Brand assurance, Online price protection, New and exclusive product ranges, and Display and showroom support, the new scheme has been designed to not only protect the Bathrooms to Love brand, but also provide online price protection by preventing the products from being sold ‘like-for-like’ via e-commerce websites at reduced rrPs

Providing independent retailers with regular new product launches as display and showroom support, the initiative also introduces ‘Your Label’ among other advantages, this allows retailers to sell the range via their own websites and will even apply retailers’ own product names and codes on the packaging label as well as deliver the product direct to customer homes “for a completely seamless retail solution ”

MARSH INDUSTRIES MAKE IT MARSH CAMPAIGN

Due to a “positive trend in raw material prices”, marsh Industries has launched the make it marsh campaign with the concept aimed at providing significant price reductions on key product ranges The price reductions are applicable to all deliveries and orders placed from February onwards, and are described as being part of the off-mains drainage specialist’s ongoing commitment to supporting its customers during challenging times

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

JG SPEEDFIT 20 GRAND IN YOUR HAND

In conjunction with its best-selling product, the 15mm Equal Elbow, JG Speedfit says it wants to spread a little joy this year by offering one lucky installer the chance to win ‘20 Grand in Your hand’ with its national campaign The popular elbows will be offered in promotional packs of ten from participating stockists

In addition to the big prize, not only will one lucky winner receive £20,000 in cash once the competition closes, but installers will also be entered into a monthly prize draw for some incredible technology bundles including an apple macBook air, a LG 50" TV, and an Xbox Series X, and lots more Furthermore, throughout the campaign, the Speedfit team will also be on tour giving users the chance to win Love2Shop vouchers at trade mornings in participating merchants

STELRAD EXPRESS DELIVERIES

SETCRETE LEVEL-SMART CAMPAIGN

Setcrete has unveiled a new promotional campaign for its recently launched Level-Smart water-mix levelling compound

The advertising-led activity will target professional builders and other specifiers to drive merchant sales of the product over a threemonth period, starting in april 2023

The campaign creative uses iconic imagery associated with historical ‘smarties’ including Einstein, Sir Isaac Newton and Leonardo Da Vinci to underline the ‘smart’ technology behind the product’s formulation, while highlighting key benefits that builders will instantly relate to such as fast setting and drying, the ability to apply the levelling compound directly over old adhesive residues, and removing the need to prime the subfloor before application

merchants looking to receive their radiator orders for customers urgently can now get them through Stelrad Express and henrad Express in a guaranteed 48 hours The service operates for the delivery of Stelrad Vita Series and Softline Series premium panel, column and concord products and henrad Premium Panel, column and Verona radiators only

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

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/maq031

(U K) Lt d t /a Made F or Trade page 9 www rdr link/maq100

Allur page 25 www rdr link/maq101

Bo nd It page 35 www rdr link/maq102

Bo rder Merchant Syst ems Lt d page 46 www rdr link/maq103

BSW Timber Lt d page 8 www.rdr.link/maq104

BSW Timber Lt d page 17 www rdr link/maq105

Buckbo otz page 26 www rdr link/maq106

Cent urio n Europe Ltd

link/maq107

ECI Softw are Solutions Lt d page 38 www rdr link/maq108

Fils torag e page 38

www.rdr.link/maq109

Intact page 41

www rdr link/maq110

Internatio nal Decorative Surfaces Lt d page 21

www rdr link/maq111

Jouplast UK page 31

www rdr link/maq112

Kerridge Commercial Sys tems Ltd page 41

www rdr link/maq113

Long Rake Spar Co. Lt d page 7

www rdr link/maq114

Marley Ltd page 4

www rdr link/maq115

Owlett-Jat on page 35 www rdr link/maq116

professionalbuilders merchant co uk page 38

www.rdr.link/maq117

ROC KWOOL Ltd inside front cover

www rdr link/maq118

RWC (UK) Lt d pages 28,29

www rdr link/maq119

Spanis h Slate Quarries UK Lt d page 45

www rdr link/maq120

Tarmac page 22 www rdr link/maq121

TOOLFAIR outside back cover

www.rdr.link/maq122

Welch & Tidy Ltd page 43

www rdr link/maq123

West Fraser page 13 www rdr link/maq124

With Paul Davies

G L O RY, G L O RY

Skipping past Chelsea’s extraordinary transfer window and the Premier League’s investigation into Man City’s own financial undertakings, the recent football headlines have been deservedly grabbed by Harry Kane surpassing Jimmy Greaves as Tottenham’s record scorer

The winner against City, Kane netted his 267th goal for the club and the 15thminute strike was also his 200th in the EPL

The England skipper is currently third on the all-time Premier League list, a mere eight goals behind Wayne Rooney and arguably on track to best Alan Shearer’s 260 Kane will be hoping he can get ahead of Rooney before the season’s end, but what price him catching the talismanic Geordie?

Shearer retired aged 35 and Kane, at 29, undoubtedly has time on his side barring a bad injury or a move abroad Having secured legendary status at Spurs yet famously without winning any trophies, could Kane be tempted away?

Linked with a move to Manchester in the past, Erling Haaland clearly has the goal machine slot banked at City but recent speculation suggests United might be prepared to break the bank for Kane Though he’s performed well, I think this could be considered an upgrade on Wout Weghorst!

And for all the deserved praise, we must point out that Greavsie netted his Tottenham total in 381 games for the club whilst Kane’s have come in 416 appearances What’s more, Jimmy Greaves also holds the overall record for the English top flight his 357 goals almost 100 more than Shearer

S T I L L WAT E R S

I’ve spotted a few stories recently about the seemingly unlikely jour ney of Stade de Reims’ Belgian-English manager Will Still Several headlines honed in on his coaching career being kick-started by a love of the Football Manager computer game, but once he realised his playing career was not quite going to hit the heights, surely a move to the dugout was a likely transition?

He’s certainly put in the hard yards, starting out as the assistant to the U14 manager at Preston North End and then climbing the ranks at a number of clubs in his Belgian homeland. Still only 30, he stepped up from an assistant role to take caretaker charge of the Ligue 1 side in October when manager Oscar Garcia formerly of Brighton and, like many others, Watford was sacked

His temporary role was made permanent following a fantastic run of form, and the club clearly value his potential Reims are fined £22,000 per match as Still is yet to complete his UEFA Pro Licence!

One to watch

F I X T U R E S

In a truncated month due to a looming Inter national Break, the FA Cup Quarter Finals are also scheduled for the weekend of 18th March, so watch out for fixture cancellations!