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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2023

INFORMATION TECHNOLOGY Product data standardisation

ROOFING, FLOORING & INSULATION Maximising sales opportunities

TOOLS, FIXINGS & BUILDING CHEMICALS Innovation and ideas

Fantasy Football The season takes shape

Plus: News, industry comment, marketing support, recruitment solutions, training, acquisitions and more.

www.professionalbuildersmerchant.co.uk

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CONTENTS

PBM November 2023, Volume 33 No. 10

INFORMATION TECHNOLOGY 25 28 30 32

OVERCOMING FOOTFALL FALL-OFF Adding impact to showroom sales.

FROM PEN & PAPER TO PRECISION Making the jump to the “future of stock management.”

JOINED-UP THINKING ERP advantages throughout the supply chain as Kerridge Commercial Systems supports E.Tupling’s IT systems upgrade.

IT ROUND-UP

ROOFING, FLOORING & INSULATION 35

38 40 41

SOLAR POWER Helping merchants to capitalise of the potential for solar PV sales.

VALUE-ADDED BENEFITS Maximising thermal performance and ensuring accurate U-value calculations. BREATHE EASY Outlining the importance of effective ventilation. PRODUCTS & SERVICES

TOOLS, FIXINGS & BUILDING CHEMICALS 42

44 46

CONTINUOUS IMPROVEMENT Building chemicals innovation and evolution.

16 SPECIAL REPORTS 12 PAUSE FOR THOUGHT? Inta CEO Stuart Gizzi questions whether the government’s recent U-turn on the timeframe for its net zero commitments may ultimately prove to be a blessing in disguise. 16 TIME FOR THE BIG ONE! Looking ahead to this month’s National Painting & Decorating Show. 20 UNDERLYING RESILIENCE The latest news from the bathrooms sector, as discussed at the BMA Conference.

FROM DECK TO ROOF The myriad ways in which premium fixings can open up new sales opportunities. PRODUCTS & SERVICES

REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

MERCHANT FOCUS

MARLEY ROOFING REWARDS

BMF TRAINING ZONE

BUSINESS PROFILE: ULTRATAPE

FACE TO FACE

PEOPLE NEWS

MARKETING SUPPORT

ADVERTISEMENT INDEX

FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

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VIEWPOINT

On the agenda W

hilst the news has been dominated by the terrible events unfolding in the Middle East, it is worth briefly reflecting on Party Conference season and some of the pronouncements from the main two political parties especially which relate to the building and construction sectors. Obviously, Rishi Sunak’s scrapping of the Birmingham-Manchester leg of HS2 was the most notable headline story of the period, coupled with claims that the budget would be reallocated to a series of smaller, regional transport and infrastructure upgrades in a new ‘Network North’ programme (we’ll leave no comment that some of the schemes announced under this umbrella had already been completed, were in Devon(!), or were backtracked upon as merely “illustrative examples” within days…). This followed the prior announcement that Government had ‘watered down’ some of its net zero plans, most notably moving back some of the dates relating to heating decarbonisation and the sale of new petrol and diesel vehicles. It should be noted that, after the initial furore, many voices from the heating sector actually agreed that a delay might be a positive — for example, by allowing for the further development of potential alternate technologies and ensuring more installers can be trained to fit them. The Labour Party Conference in Liverpool, meanwhile, saw Keir Starmer explicitly state the need to ‘Get Britain

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2023

INFORMATION TECHNOLOGY Product data standardisation

ROOFING, FLOORING & INSULATION Maximising sales opportunities

TOOLS, FIXINGS & BUILDING CHEMICALS

Fantasy Football

Innovation and ideas

Plus: News, industry comment, marketing support, recruitment solutions, training, acquisitions and more.

www.professionalbuildersmerchant.co.uk

“This really isn’t a party-political issue as there is consensus on the underlying need for new homes and the requirement to improve the existing ones. Instead, the key question becomes one of ‘delivery’.” Building’ again, outlining his party’s promise to create a number of new towns and build 1.5 million homes over the course of a parliament were it to achieve power at the next election. Broadly speaking, one should point out that in terms of the numbers — a rate of roughly 300,000 homes per year — there’s not all that much difference between the two main parties… As such, this really isn’t a party-political issue as there is consensus on the underlying need for new homes and the requirement to improve the existing ones. Instead, the key question becomes one of ‘delivery’. In short, it is incumbent upon whomsoever wins the next election to develop a clear set of workable policies that can turn rhetoric into reality. And beyond even this, a real requirement to work in harness with the industry and its existing supply chains rather than against it, as seems to have been the case with pretty much every recent ‘green new deal’ type of scheme. Kudos then for those behind the relaunch of the ‘Get Britain Building’ campaign. Led by

Editor Paul Davies

Design Adeel Qadri

Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102

Group Production Manager Carol Padgett

Advertisement Manager Ian Duff Tel: 01204 596633/ 07810 353525 probuilder@sky.com

www.professionalbuildersmerchant.co.uk

Production Assistant Kerri Smith

Circulation Manager Kirstie Day

the Builders Merchants Federation, the Building Alliance and the Federation of Master Builders, the initiative was revived ahead of the party conferences to promote a united front from the construction sector with a message to politicians that “investing in UK construction will help drive the economic recovery the country badly needs as construction affords a strong multiplier effect driven by UK produced goods and skilled labour.” Significantly putting forward the sometimes unheard voices of both the merchant sector and SME building firms, the campaign will doubtless take heart that the ‘Get Britain Building’ phrase was actually deployed from the conference stages as it set out its own manifesto for the industry (see www.rdr.link/max038 for its full list of recommendations for government). Of course, an election could still be more than a year away, and the industry clearly must contend with the problems of the here and now. Yet it is encouraging to see that the benefits building can bring to the nation’s stagnating economy are, surely, clear to all.

Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £80 post paid Printed by Stephens & George Ltd

Average net circulation figure for the 11 issues distributed between July 2022 to June 2023 = 11,732 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

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NEWS UPDATE Manufacturing upgrade

LEADING TRADE BODIES CALL ON GOVERNMENT TO “GET BRITAIN BUILDING”

Get Britain Building again ACO Technologies plc has completed the first phase of the ambitious redevelopment of its UK manufacturing facilities. The £13m site expansion will see ACO “significantly increase” the number of products it can hold on-site, allowing it to respond to customer needs more efficiently thanks to a new 141,000 sq ft warehouse and yard. The expansion also means the business is reducing its need for third-party storage and transportation of its products, helping it to reduce carbon emissions and become more sustainable. Said to be pivotal to the entire site development was the protection of habitats and enhancement of biodiversity. In addition to caring for the surrounding water by diverting the nearby stream, ACO reports that it has transformed the former farmland into an area where biodiversity can flourish thanks to the planting of over 10,000 trees and shrubs as well as pollinator-friendly plants. ACO’s own products have been used throughout the development, including its Bat Boxes and Nest Boxes.

Colour of the Year For 21 years, the Dulux Colour of the Year has been decided based on extensive trends research conducted by the leading paint brand’s colour experts and international design professionals. The Colour of the Year for 2024 is said to reflect people’s need for simplicity, meaning and a sense of belonging with ‘Sweet Embrace’ (pictured) described as a “delicate, optimistic and modern tone that is understated and comforting and brings a sense of stability and softness to a space.” The colour can be used on its own, however, to help decorators provide their customers with complete colour inspiration, the supplier has also launched three easy-touse, versatile colour palettes — named Warm, Calm, and Uplifting — which complement Sweet Embrace. Professionals can use the Dulux Visualizer App to show their customers what the colour and palettes will look like in their space using augmented reality.

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To coincide with the recent Party Conference (L-R): BMF CEO John Newcomb; Mike Leonard, season, the Builders Merchant Federation, the CEO of the Building Alliance; Brian Berry, FMB CEO. Building Alliance and the Federation of Master Builders have relaunched the Get Britain Building campaign with a message to politicians that investing in UK construction will “help drive the economic recovery the country badly needs, as construction affords a strong multiplier effect driven by UK produced goods and skilled labour.” The trade bodies argue that the issues facing construction reflect the overall performance of the UK economy, which is beset by inflation, the increased cost of The latter is of particular concern as living and higher interest rates, and shows construction has a rapidly ageing workforce, little prospect for growth. The OECD with close to a million workers due to retire in forecasts UK GDP to rise by 0.3% in 2023 and the next ten years. by 0.8% in 2024. Commenting on the campaign launch, Construction output has suffered over the which sets out a number of recommendations last twelve months, with a sharp fall in new for government, BMF CEO John Newcomb house building and home renovation and said: “Government has an opportunity to deal improvement projects as well as a slowdown in with the root cause of the country’s housing commercial and infrastructure projects. issues, lack of supply, and support a large-scale Furthermore, the high cost of financing for housebuilding campaign that would get Britain companies in the construction sector, Building and bring about the level of job particularly for SMEs, is making liquidity a security that can make construction an greater challenge, resulting in an increased attractive career option. number of insolvencies and administrations. “Now is also the time to invest in retrofitting This is “creating a perfect storm”, our existing homes and buildings, and for coalescing a shortfall in much-needed housing government to work with building products supply, falling demand for building materials manufacturers to ensure we invest in the most — the majority of which are manufactured in appropriate technologies to overcome the the UK — and the loss of skilled tradespeople. challenges of climate change.”

Fleet eﬃciency Browns Builders Merchants is looking to improve efficiencies by implementing logistics planning, route optimisation and electronic proof of delivery software from Podfather. With end-to-end automation of its delivery operation, the Derby-based independent merchant expects increases in efficiency and improved communication, building on its commitment to customer service. Prior to implementing Podfather, the company was totally reliant on manual processes and paper documents and the software is already said to be helping the company make better decisions, based on the real-time information captured by the system. Part of a larger IT project, which will see the firm replace its ERP system at the

start of next year, Browns’ Edward Parlato said: “We are already seeing the positive impact of Podfather on the business. Our fleet utilisation is much higher, with less downtime and fewer trips back to depot, and our customer interactions are more informed. We have fewer calls from customers with queries and those we do have can be answered at first point of contact.”

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

a @PBMmagazine

CONSTRUCTION INDUSTRY CHARITIES GEAR UP FOR CHRISTMAS

Fundraising drive As the weather begins to turn and winter advances, leading charities to the construction and homme improvement sectors — CRASH and the Rainy Day Trust — are gearing up their fundraising efforts to ensure they can offer vital support to those most in need. At CRASH, preparations are “well on the way” for its annual Christmas Card Appeal. The renowned campaign is described as “an important appeal to generate vital income and raise awareness of our work” and the charity is once again calling on the industry for support. CRASH helps homelessness charities and hospices by channelling the industry’s professional expertise, construction products and donations to create quality spaces for people in need. Through its longstanding Christmas card appeal, your donations will help to provide safe and warm shelter for people experiencing homelessness and dignified spaces for those in need of hospice care. The Rainy Day Trust, meanwhile, is also thinking ahead to the winter and the increase in energy bills that will come with it as people start to turn the heating on again. If meeting those energy bills is likely to be a struggle for

you or someone that you know, RDT is asserting that support is available. For instance, its ‘Let’s Save Energy’ campaign outlines a number of ways in which it can help — from energy-saving tips and advice to assistance with energy arrears and even the replacement of old and inefficient white goods. Furthermore, as Christmas can be a notoriously stressful time of year, the charity is also highlighting its free telephone counselling service (ring 0800 9154627) alongside a call for businesses to support its ongoing fundraising endeavours to ensure it can meet its costs and “keep help flowing out the door.” In previous years, running a Christmas Jumper Day has proved to be a successful option, whilst the organisation has a Christmas Quiz pack which you can buy and run at your staff Christmas Party. A further request is for the donation of stock which the RDT can sell and raise the money that it so badly needs. For further details on how you can support these essential charities, please enter the appropriate shortcode: CRASH www.rdr.link/max001 Rainy Day Trust www.rdr.link/max002

BMF names 2024 Charity Partner The Builders Merchants Federation has nominated the Lighthouse Construction Industry Charity as its charity partner for 2024. The organisation’s mission is to reduce construction workforce suicides, improve industry welfare and wellbeing, and to make welfare and wellbeing support visible and accessible. It provides emotional, physical and financial support to those working in construction along with their families across the UK and Ireland, and has become a central provider for those who are either self-employed, agency staff or on zero hours contracts and have nowhere to turn in a crisis. In 2022 the charity supported over 3,400 construction families in crisis through its helpline services and trained 3,850 workers in mental health first aid and other wellbeing education programmes. The organisation’s #MakeItVisible onsite tours have engaged thousands of site workers in discussions to start the conversation on wellbeing and

ensure that anyone identified at immediate risk receives immediate counselling. In addition, its onsite support services also help workers experiencing the traumatic effects of major site incidents and fatalities. The Lighthouse Charity’s Bill Hill said: “We are delighted to be selected as the BMF’s charity partner. The Lighthouse Charity receives no public sector funding and relies on the generosity of the industry to help them help colleagues in need. You can be assured that every penny is well spent (and) the charity creates a Social Value of £9.12 for every £1 invested.”

Hire purpose FVTH has recently supplied Lords Builders Merchants with an additional eight vehicles which mirror its existing fleet — utilising Mercedes with HMF Cranes, Brigade Cameras and Bevan Bodies. The leading contract hire and rental specialist has also provided a different division of the independent merchant with a Pallfinger crane and a drawbar chassis to meet the specific operational needs at another location. Lords MD Darren Price said: “FVTH has worked with us for the last twenty years, supplying rental and contract hire and bespoke vehicles. As a working partner, it is great and one of its strengths is in its flexibility and adaptability — small enough to be nimble and quick to make decisions, but large enough to be able to provide excellent service across the board.” FVTH MD Tim Houghton added: “In the last five years, the FVTH builders’ merchant fleet has grown with the addition of several 18t and 26t crane vehicles, some with brick grabs as well. The FVTH offering to supplement peak requirements and supply bespoke contract hire solutions has enhanced the value proposition for all customers.”

Awards success for IBMG

Awards success for IBMG The Independent Builders Merchants Group has reflected on its success at the recent Builders Merchant Federation Awards, taking home the title of BMF Training Company of the Year and runner-up award for Young Merchant Achiever. HR Director Sarah Campbell was presented with the award for Training Company of the Year while Nathan Arthur, Head of Mergers and Acquisitions, scooped the runner-up award in the Young Merchant Achiever category.

The Make It Visible on site tour team van.

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MARKET MONITOR in association with

Renewables rewards New research from City Plumbing is said to reveal the “huge potential of the solar PV and heat pump markets.”

ore than 1.3 million homes already have solar panel installations, according to the latest MCS data — meaning 4.1% of the 29 million homes in the UK are currently generating electricity from solar panels. Of these properties, 35.1% were detached, 31.1% semidetached, 20.1% terraced and the remaining 14% flats, apartments and other domestic dwellings, demonstrating the flexibility and wide appeal of the solution. From this background, the national plumbing, heating and renewables merchant says that its survey of more than 2,000 homeowners (conducted by Censuswide) has underlined the sheer size of the solar and heat pump opportunity for installers, and by extension, the merchant sector. For example, almost two thirds (60%) of respondents say they are thinking about investing in solar panels whilst more than a quarter (26%) say they have already considered a heat pump — with 39% saying they are familiar with heat pump technology. The results also painted a picture of a country which cares about the environment. For instance, on average, people expect to install solar panels within the next five years and five

months with 71% of homeowners reporting they are concerned about the environmental impact of traditional energy sources. Only 8% said they were unconcerned. Furthermore, 64% of people say self-sufficiency is important to them when it comes to energy storage in their home, with 19% saying it is really important. That figure rose to 80% of those aged 18-24 and 71% of those aged 25-34. Hemal Morjaria, Managing Director of Energy Efficiency at City Plumbing, said: “These statistics really do underline the market potential for solar PV and heat pumps in the UK The opportunity to reduce energy bills remains a big driver for consumers and that’s something heat pumps and

solar PV can help tackle when combined with battery storage.” Hemal continued: “Government support in providing subsidies to make renewables more affordable is part of the answer, but installers can play a big part in helping homeowners understand better the benefits too. “What’s most encouraging from this survey is the sheer size of the potential market if together we can get it right. The public is showing interest in both solar PV and heat pumps and their knowledge is growing. All of us in the industry, including installers, can help to build that knowledge.” n For more on the City Plumbing survey, enter the shortcode www.rdr.link/max003

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MERCHANT FOCUS COVERS TIMBER & BUILDING SUPPLIES NYES ACQUISITION Covers has announced the acquisition of NYEs Building Supplies — an independent building, landscaping, timber and plumbing merchant operating from sites in Kingsfold and Billingshurst, West Sussex, until now owned by David Nye. A statement from Covers states that “NYEs’ depots will continue to provide the same high standards of customer service while benefiting from Covers’ extended range, especially of timber.” Headquartered in Chichester, West Sussex, Covers celebrated its 175th anniversary in 2022 and operates from 15 locations across Hampshire, Kent, Surrey and Sussex. Chairman Rupert Green said: “We are delighted to bring such a well-run local merchant with a strong brand and team into Covers. NYEs is a business that complements our different trading activities and geographical coverage in Sussex and Surrey. “NYEs has a strong, loyal and wellestablished customer base, and will continue to trade as NYEs Building Supplies, part of the Covers Group. We look forward to maintaining its customer relationships, supporting the team to explore additional opportunities to grow the business, and offering new and current customers an increased product range.” David Nye added: “Having built the business over many years, the time has come to pass it on to a successful company that has similar family values. I am confident the NYEs’ team, and its customers will all flourish within Covers.”

David Nye with Covers’ Chairman Rupert Green and Covers’ Managing Director Henry Green.

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PBM looks at some of the latest news stories from across the merchant sector including new branch openings, acquisitions and successful staff development initiatives.

DULUX DECORATOR CENTRE SUSTAINABILITY COMMITMENTS Dulux Decorator Centre has introduced a number of new sustainability commitments as part of its ongoing pledges towards having a positive impact on people and the planet. The specialist decorators’ merchant states that it is “working to build sustainability into everything it does, helping to make a positive difference to individuals, businesses, and local communities.” For example, it is aiming to triple the overall number of empty cans that it recycles by the end of 2025 (working from baseline 2022 data). Currently, the vast majority of empty cans are not returned to the merchant for recycling and many of these either end up being burnt for energy recovery or some sadly end up in landfill. Last year however, it reached the one million milestone for recycling paint cans. The free of charge recycling scheme (in partnership with Veolia) makes it easy for tradespeople to dispose of empty Dulux Trade paint cans. The business is also working closely with social enterprise Community RePaint — a nationwide paint reuse network that collects leftover and mis-tinted paint and makes it available to local charities, community groups and low-income families, therefore reducing the amount of paint that is sent to landfill. It is also developing a number of “decorating community spaces and training” including the support of the Volunteer It Yourself (VIY) scheme, whilst it is also making strides to increase the amount of water-based paint sold through its 230+ stores. Commercial Sustainability Manager Duncan Lochhead said: “We know that sustainability is increasingly important for our customers and the clients they serve. As one of the leading paint merchants in the UK, we have a duty to help contribute to the reduction of the industry’s environmental impact as much as possible.”

TRAVIS PERKINS BAUWATCH PARTNERSHIP Travis Perkins has partnered with leading site security firm BauWatch to “make it easier for construction firms to protect their sites from theft as darker evenings approach.” BauWatch’s range of deter and detect CCTV solutions will now be available to hire from the merchant chain, including deployable, solar powered CCTV towers which eliminate energy costs by requiring no additional power to run. Furthermore, the CCTV software from BauWatch provides 24/7 monitoring to offer a real time response to safeguarding high value assets, giving contractors an effective means to protect sites from material and equipment theft — a major challenge for the industry, which reportedly costs the UK economy £800m annually. Annabel Hiatt, Hire Category Manager at Travis Perkins, added: “Stealing materials and equipment from construction sites is not just costly and frustrating – it’s damaging to taxpayers and communities. With the rising cost of living, materials inflation, and darker evenings accelerating criminal activity, there’s never been a better time for construction firms to consider easily deployable solutions like those offered by BauWatch.” Use the shortcode www.rdr.link/max004 for more information on the BauWatch range of products and services.

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ROOFING REWARDS

SELCO BUILDERS WAREHOUSE APPRENTICE GRADUATION Selco has marked the apprenticeship achievements of dozens of aspiring colleagues at a special graduation ceremony. Hosted at Celtic Manor in Newport, Wales, more than 60 colleagues celebrated their success, having completed nationally recognised qualifications. The majority of the apprentices came from Selco’s Rising Stars scheme, a management training programme designed in conjunction with training provider Realise to enhance the careers of colleagues. Other Selco team members recognised at the ceremony included those who had completed the merchant’s Driver Academy in conjunction with TRS Training — which offers people the chance to retrain and become fully qualified HGV drivers — and the newly-created Sales Academy, specifically aimed at upskilling members of the trade sales teams across the branch network. HR Director Sally Kerr said: “The apprenticeship programmes we are implementing are the lifeblood of our career development strategy for colleagues and have been hugely successful. We have now had well over 150 colleagues partaking in apprenticeships in recent years and they represent truly career-changing opportunities.” “Of the cohort of apprentices who graduated last year, more than 70% have already achieved a promotion and we look forward to seeing many more of this year’s apprentices following suit.”

JDP (JOHN DAVIDSON PIPES) NEW FLAGSHIP BRANCH JDP’s new £3million flagship branch in Bradford, West Yorkshire officially opened on 2nd October 2023 and is the 26th branch in its nationwide network. More than just a merchant, JDP also manufactures “cutting-edge high-performance products” and lays claim to offering “the widest range of water management and drainage products for projects spanning housing and development, agriculture, industrial, and sports & recreation sectors.” Occupying 2.75 acres, the new JDP Leeds-Bradford branch is the largest site outside of the Carlisle Head Office. With extensive external storage, state-of-the-art warehouse facilities and a well-appointed trade counter, the branch is poised to cater to a diverse range of customers, from residential projects to large-scale industrial ventures.

www.professionalbuildersmerchant.co.uk

Business building with clay pantiles Kevin Taylor, Training and Technical Support Manager from Marley, offers five top tips for merchants to share with contractors to help them build a successful and memorable clay pantile roofing project.

lay pantiles remain a highly popular choice for roofing projects. Natural looking, elegant, full of heritage and proven to perform for many years, their appeal is as strong as ever. While some builders may be wary of working with clay pantiles as opposed to concrete tiles, merchants can support them — and build business — by sharing straightforward practical advice: 1: Understand clay pantile characteristics This is because a clay pantile is a natural material and is fired in a kiln. The tiles will have small variations in length and width, and slight deviations both in shape and colour. 2: Undertake important checks before starting Establish the length of the clay pantile — they can vary from batch to batch. The length should be established by measuring 6-10 tiles from different pallets. 3: Take the time to set out When setting out more modern clay pantiles across the roof, it is essential to ensure they are kept in straight columns and are laying comfortably in the sidelocks. Or, for more traditional clay pantiles, within the confines of the mitered corners. 4: Mix up the clay pantiles for best results When loading out the roof, it is important to mix pantiles from at least three pallets. This ensures any slight differences in the shade/colour of the tiles are blended evenly across the roof. 5: Mortar considerations When bedding ridges and hip tile in mortar, make sure the roofing mortar is mixed three sands to one cement, with at least a third of the sand being sharp sand. Following these top tips can help contractors go a long way to achieving a better installed, aesthetically pleasing, clay pantile roof. n To find out more information, visit marley.co.uk

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INDUSTRY OPINION

Pause for thought? With the recent announcement of delays to the key target dates on the road to net zero, Inta CEO Stuart Gizzi questions whether the changing deadlines may turn out to be a blessing in disguise.

usiness needs certainty, whether you’re a jobbing plumber getting to grips with new heat pump technology or you’re a manufacturer like us, developing and making the peripherals that make them easy to fit. Everyone needs to plan for change, and right now we’re in the middle of a change that we’ve been forced to plan for. My initial reaction when I heard the news about government deadlines being pushed back for the demise of petrol and diesel vehicles, as well as gas boilers, wasn’t one that the Prime Minister would have welcomed. But since the initial ‘surprise’ of the government U-turn, I’m actually thinking that the extra breathing space might be good for consumers and the industry. That’s for heating, not for driving. The Inta fleet has been all electric or hybrid for some time now. Replacing gas boilers with heat pump systems is expensive. To deliver the output needed for heating, they’re fine, but to deliver hot water, it’s a whole other world of over-engineering and over-specification. And really, really expensive. I’ve been advocating for some time that the pragmatic solution to reduce carbon and still be affordable would be a hybrid system. Using a much lower output heat pump to look after heating, combined with a combi boiler to deliver hot water on demand. I’ve advocated so

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much that we’ve invested in a product for this hybrid market, but the patent process is still in legals, so I can’t talk about it.

“Since the initial ‘surprise’ of the government U-turn, I’m actually thinking that the extra breathing space might be good for consumers and the industry.” I think that the broader picture with the government delay is to give the market some breathing space to allow pragmatic solutions to be developed — and I don’t like to use the same phrase as any prime minister — but it’s true. Current heat pump solutions for domestic settings aren’t ideal, drawing on technologies that are best suited for warming or cooling air, not water. Incidentally, I’m not bashing heat pumps, because they’re brilliant at what they were originally designed to do. Yet what this breathing space offers not just us but the whole industry is the chance

to develop better technology for the move away from gas. These are really generic figures, but if you’re a consumer installing a full heat pump system for heating and hot water, it’s going to cost about £12,000 and be really disruptive to install. Installing a hybrid system, if you can utilise an existing boiler, could be around £4,000 less. This is a bonus for householders who are conscious of their green credentials and could achieve a whole lot of green for much less. There is talk of the government grant increasing for heat pump installations too, although it’s not clear if the full amount will be available for hybrid. Using an air source heat pump to heat a bath or a shower really isn’t a great solution — it might be greener than gas, but it’s still not quite right. There are some brilliant engineering brains in the sector, so instead of using this extra time tinkering around the edges of the technology that already exists, we need to spend it focusing them on some blue sky thinking, so that future generations can still have some blue skies to look forward to. 2050 might seem like a long time, but really, it is not. n For more information on Inta’s range of products and services, enter the shortcode www.rdr.link/max005

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TRAINING ZONE

Stepping up the search The BMF and other industry partners are urging the sector to be more proactive when it comes to attracting and developing a diverse pool of talent. Wolseley UK's EDI Chair Samantha Grierson addressing delegates at the recent BMF Annual Members' Conference.

he building materials sector, along with the wider construction industry, is faced with an ageing workforce. With over a million people due to retire over the next ten years, there has never been greater need to recruit and develop new talent. Recruitment will also afford opportunities to improve equity, diversity and inclusion (ED&I) in our sector — a theme taken up at the BMF’s recent Annual Conference. It is a major concern that our industry cannot recruit from the broadest pool of talent because many feel the industry is not for them. If we are to attract and recruit the very best candidates, we must act together to create a safe and welcoming environment for all. The BMF’s annual research into employment trends in builders’ merchants has shown the male:female employment ratio hovering around 85:15 for at least five years. While this is not uncommon within the construction industry, it doesn’t reflect the communities we operate in and build for. As well as the under-representation of women, research by the newly formed Construction Inclusion Coalition (CIC) also

found only 6% from ethnic minority backgrounds and 6% people living with a disability working in construction. The CIC has been established by the BMF alongside ten other major organisations — Aliaxis, Baxi, Bradfords, Highbourne Group, Ibstock PLC, Knauf, Travis Perkins PLC, Wavin, Wolseley Group and NMBS — to tackle the lack of diversity in the industry, with an immediate focus on gender representation in its first year. They are urging builders’ merchants and other businesses across the industry to show their commitment and take the Built on Better Pledge to work together for a common goal. Jo Hodge, People Director at Ibstock Plc, was involved in the successful Diversity in Grocery work during a previous role at Mondelez and says the Built on Better Pledge feels like a stepping stone to similar success within our industry. She explained: “ED&I is such a critical agenda for all businesses. Decisions are better, performance greater and engagement higher as a result. “It’s not always easy however, and no one has all the answers. I’m therefore really looking

forward to learning from others and sharing ideas. I’m also looking forward to sharing some of the great work we’ve already done at Ibstock so others can benefit.” Since its launch in September, the CIC has gained the support of Band of Builders, Bosch, Construct IT, Gerberit, Independent Builders Merchant Group (IBMG), Kerridge Commercial Systems, Stirling Warrington and Viessman who have joined as Coalition Members. The Construction Products Association (CPA), Energy & Utilities Alliance (EUA), Federation of Master Builders (FMB), National Buying Group (NBG) and H&B Buying Group (H&B) have also joined as Associate Members, and the Construction Leadership Council has endorsed the coalition. By fostering collaboration, establishing a network to share knowledge and resources across the industry and tracking progress annually, the CIC will leverage members’ initiatives and co-create solutions that will make a difference. n The BMF runs a wide range of training and skills development for employees of merchants, distributors and suppliers, from yard staff to company directors. Training ranges from online product knowledge to specialist skills training. The BMF also offers formal qualifications including government subsidised NVQ Level 2 and 3 Apprenticeships, the BMF Diploma in Merchanting for trainee managers and a Foundation Degree in Merchanting awarded by the University of the West of England. The BMF has now introduced a Postgraduate Diploma in Merchant Leadership & Strategy for experienced managers that will be awarded by Birmingham City University and which can lead directly on to a Masters Degree. n For more information about the Construction Inclusion Coalition and how to join, use the shortcode www.rdr.link/max006

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NATIONAL PAINTING & DECORATING SHOW

The event organisers assert that a trip to this month’s National Painting and Decorating Show is a “merchant must,” but what can stockists expect to find in Coventry?

aking place at the CBS Arena in Coventry from 21-22 November, a visit to the National Painting and Decorating Show provides merchants and their staff with a one-stop-shop to see at first hand and all under one roof, the latest products in action in addition to a number of major new products being launched alongside some of the freshest packaging and promotions in the sector. Coventry’s CBS Arena (formerly known as the Ricoh Arena) promises to be a hive of activity, buzzing with product launches, demonstrations, theatre sessions and seminars. Now in its 28th year, the show is recognised as the industry’s major trade exhibition and every product category is represented — from paints and wallcoverings to decorating tools and sundries, to woodcare and decorative effects, and everything in between. Many of the biggest names and brands in the decorating industry from the UK, Europe, North America and Australia are among the 100 suppliers that will again be out in force at this annual two-day event — indeed, the list of exhibitors participating in the show reads like a who’s who of the decorating industry! What’s in it for merchants? A visit to the P&D Show offers a potentially lucrative opportunity for merchants to learn about new products as well as a chance to review some of the established best sellers across the entire decorating spectrum.

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Furthermore, it is a great way to make personal contact with suppliers large and small — as well as taking the opportunity to network with visiting professional decorators to gauge what products and services they are looking for at the trade counter — and discover innovative ways to boost business and profits. The exhibition also provides a dedicated event where merchants can track the trends in home and garden decor and learn about the professional training schemes being provided by many of the major brands. A visit to the show also provides a valuable opportunity for merchants to learn of any emerging categories they might not be covering currently — and which could significantly expand their product offer and revenue potential. Where it’s at! With its on-site hotel, restaurants and bars, the CBS Arena show venue is easily accessible by road, rail and air. A two-hour

“A visit to the P&D Show offers a potentially lucrative opportunity for merchants to learn about new products as well as a chance to review some of the established best sellers across the entire decorating spectrum.” drive from 75% of the country, there is plenty of on-site parking whilst Birmingham Airport is only a short drive away. Alternatively, the on-site train station provides an hourly service between Coventry City station and the venue itself. n Pre-register for FREE tickets via www.paintshow.co.uk

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BUSINESS PROFILE: ULTRATAPE

On a roll From its sizeable base in Dundee, Ultratape supplies the merchant sector with a comprehensive portfolio of selfadhesive tapes for a variety of applications and customer requirements. PBM takes a closer look at the brand’s product range and its emphasis on customer service.

amously home of the legendary Beano comic, Scotland’s fourth-largest city is also well-known for the close proximity of its two senior football teams with Dundee FC’s Dens Park and United’s Tannadice Park but a mere Maurice Malpas clearance apart from one another. And, appropriately enough, striving for closeness to its customers is a central thread that runs throughout PBM’s conversation with Ultratape. Founded in 1976, the family-run business lays claim to being the largest adhesive tape supplier in the UK and its broad portfolio of products can be found in a range of outlets from small arts & craft stores and large stationery chains through to DIY multiples and specialist industrial and agricultural distributors. In the construction industry, its solutions for builders, decorators, plasterers, plumbers and electricians are distributed via the major national chains and smaller, independent merchants alike. Whilst a significant part of the business lies in the provision of ‘own-brand’ tapes, Ultratape has been a regular presence at the annual NMBS Exhibition and supports a number of other events within the merchant sector. Joining the BMF as a Supplier Member last year was the latest step of an ongoing plan

The Ultratape stand at this year's NMBS Exhibition

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to boost the brand’s market visibility, which has additionally seen it take on extra sales staff and encompassed the ramping up of its marketing and social media presence. Refurbished and expanded over the last decade, Ultratape’s Dundee base boasts over 120,000 sq ft of warehousing space and holds in the region of £5m in stock (enough to cover 3-6 months of forward orders). From here, the business is confident it can be the “reliable and ‘delivery in full and on time’ supply partner you need” with a standard delivery service that can be “augmented with overnight and AM deliveries.” Quality and service are said to be the company’s key watchwords, and for all of its ongoing evolution and the expansion of its product range, its foundations lie on a “rigorous quality control process and adherence to international standards (which) ensure all products that bear the Ultratape name not only meet but exceed our customer expectations.” Part of this ethos could perhaps be attributed to the fact that the average length of tenure for the company’s 30+ staff is more than 15 years. Darren Coutts may be one of the more recent additions to the team, joining earlier in the year as Sales & Marketing Assistant, but he emphasised: “There’s over 450 years’ experience in the office. We don’t have a high turnover of staff, and that is a real asset — as much as we look to innovate and progress, the knowledge this team has is invaluable.” Lorraine Muir, Senior Sales Manager, picks up the point: “Our core salespeople have been selling tape for a long time. And people do still buy from people,” she says. “If someone takes a query from a customer and doesn’t know the answer themselves, there’ll be someone here who does.”

This, Lorraine adds, was especially vital during the turbulence of the pandemic — where the company found a new niche in the provision of social distancing markings — whilst throughout the subsequent economic challenges confronting the sector, from supply issues to price inflation, she says the business had enhanced its reputation as a trusted supplier its customers could depend on. Similarly, the wider utilisation and acceptance of virtual meeting formats such as Teams during Covid has also helped the business reach out to both new and existing customers “which are mostly south of the border”, but Lorraine stresses the importance of maintaining face-to-face contact with merchants and “getting to a trade counter and seeing what they need from us.” She explained: “Over the last three years especially, it has become evident to our customers the differences between us and our competitors. We can be very flexible. Doors that were previously closed have now been opened. If there’s a problem, customers know we can suggest the right alternatives.” Indeed, Lorraine notes that the launch of new ranges is further facilitated by these close customer relationships: “Market trends are always customer led. We’re always looking at developing new products and it really helps to get out there, see what they

“ Joining the BMF as a Supplier Member last year was the latest step of an ongoing plan to boost the brand’s market visibility.”

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are saying and what their own customers are asking for.” The latest example is the recently launched Pink Sensitive Masking Tape in the Rhino Edge Tape range for decorators. A premium solution designed to protect wallpapers, painted, lacquered or sensitive surfaces, the tape is low tack to allow for clean removal whilst ensuring sharp edges and a professional finish. The new tape is available in three sizes (24, 36 and 48mm) on a 25m length roll. Priced accordingly, the length is significant in that it does not require customers to go to the expense of buying a 50m product that may not be needed in all decorating applications and could simply go to waste. As Commercial Manager Craig Laing says: “Think of the many half-used rolls of masking tape sat in garages, sheds and cupboards where the cost outlaid slowly evaporates or, more literally, absorbs dampness and can no longer be used. The only result is wasted product and wasted cost.” The expanding product portfolio can be augmented by merchandising and POS support to meet merchant requirements, whilst the distinctive packaging offers additional shelf presence thanks in no small part to brand mascot Ronnie the Rhino. As with many in the market, the company wanted to feature a character that would convey a sense of the products’ strength and power, and whilst Ronnie’s design has been refined over the years to become rather more personable, we’d like to think the local kids from Bash Street School would approve.

n For more information on the products in the Ultratape range and its support services for merchants, use the shortcode www.rdr.link/max007

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BMA CONFERENCE

Billed as “the voice of the bathroom industry”, the BMA states that it “acts as an information highway between industry, Government and the consumer” on all the issues affecting UK bathroom businesses. Philippa Turrell, Editor of PBM’s sister publication Kitchens & Bathrooms News, reports back from the BMA’s recent annual conference to assess the mood in the sector…

Underlying resilience W

ith the compounded effect of Brexit, COVID and last year’s budget all contributing to a period of lower demand, the bathroom industry is facing challenging times. However, held at Carden Park Hotel in Chester last month, the theme of the annual BMA Conference was one of ‘Resilience’ with a range of experts delivering their perspectives on the subject and encouraging attendees to apply such fortitude to their businesses. Opening proceedings, BMA CEO Tom Reynolds said: “While there has been some stabilisation in the last year, our journey back to the position of security and moderation in the UK is still far from over. Yet, in my view, it is a real testament to the mettle of the bathroom manufacturing sector that we’ve weathered all those storms admirably.” First to the stage, adventurer Bonita Norris — who became the youngest British woman to scale Everest in 2010 — spoke on the topic of The Resilient Mindset. She outlined the importance of a clear vision and how to achieve success by taking small steps. Bonita stated we are far more capable than we think, to “focus not fret” over tasks, and by doing so the goal realises itself. Building the theme, the authors of Bias Impacts: How Culture and Diversity Affects

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the Leadership Journey, Patrick Ricketts and Kanthi Ford addressed delegates on the topic ‘Resilience through Diversity.’ They explored how diversity provides an array of perspectives and can help strengthen the decision-making process, with Patrick arguing that companies should broaden the net for recruitment, from different industries and communities, for a long-term solution to diversity. The ‘Big Debate’ panel session posed the question, “How resilient are our global value chains in bathroom manufacturing?” Chaired by Tom Reynolds, the panel explored the challenges and opportunities with expert contributions from across the supply chain from retail to freight, through to manufacturer representatives and a consumer champion. Speaking about the impact of the pandemic on the supply chain, Paul Crow MD of bathroom retailer Ripples said it was probably the first time he had experienced the industry working so well together. However, he said patience started to run out — starting with consumer, through to installers and the wider retailer sector — as cracks in stock levels started to appear. Paul explained that service level expectations, post pandemic, differ from customer to customer — even those buying

the same bathroom at the same price — and his team has to be adaptable to meet individual needs. He sought the same flexibility from suppliers, adding that those who fared the best in sales through Ripples were asking how they can really help their retail customers, and stock levels should be transparent. Consumer champion Jane Hawkes echoed Paul’s view on personalised service and said service level expectation is higher than ever, however she added the key caveat: “The customer is not king; they just need to think they are.” Considering the question “How resilient is our economy?”, economist Vicky Pryce led a presentation which highlighted supply chain pressures easing but compounded by (slowing) inflation and little growth. Concluding the conference, BMA President Jason Parker said: “Resilience isn’t just about bouncing back from challenges, it’s about adapting, evolving and thriving in the face of adversity. I’m confident we can overcome any challenge that comes our way.” n For more information on the work of the BMA, enter the shortcode www.rdr.link/max008

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FACE TO FACE

Since 1949, Drayton states that it has been at the forefront of the heating controls market, developing some of the most iconic products “loved and trusted” by heating engineers today. Now, part of Schneider Electric, the Plymouth-based manufacturer is setting its sights on the future, looking at how its innovations can help tackle the challenges of making our homes more sustainable.

PBM speaks with General Manager, Jeremy Palmer. How did you get into the industry and to your current position? I initially started my career on Schneider Electric’s graduate scheme in 2006. After six years with the business, I then moved into a segment management role at Philips Lighting (now signify). I then joined Honeywell, where I was responsible for its software as a service (SAAS) for Europe. Eventually, I found my way back into Schneider Electric when I joined Drayton in 2020, initially as UK Sales Director for Residential Temperature Controls, before being appointed General Manager for Drayton earlier in 2023.

Q A

How do you feel the industry has changed in recent years? In the past, energy and sustainability were often seen as a ‘nice to have’, which people and businesses were investing in as a tick box exercise. Fast forward to today, and these topics are really at the forefront of everyone’s minds, with significant time and financial investments being made in the decision-making process. This is evident here at Schneider Electric, where we have global targets to meet that impact every level of the business; from how we manufacture and ship products, through to reducing single use plastics across our sites and encouraging our employees to travel using more sustainable methods of transport. We really embed energy and sustainability into all of our actions, and it’s been great to see our customers also embracing these changes as much as possible in their own operations.

Q A

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What are the current challenges facing your company and the wider industry? If you look at how the market has shifted, the electrification of heat is still a big challenge for the industry. It is a really exciting time as it’s a topic still being defined and driven — which means there is a lot of opportunity out there. We have a responsibility as an industry to make sure that we’re driving the right type of innovation moving

Q A

Their hard work and determination really instilled that drive in me to better myself, and set a great example to my siblings and me. Where do you see yourself in five years’ time? Naturally I’m somebody who is ambitious and wants to grow, but the most important thing for me is that I’m bringing value to whatever role or business I’m working in. I also still want

Q A

“If you look at how the market has shifted, the electrification of heat is still a big challenge for the industry. It is a really exciting time as it’s a topic still being defined and driven — which means there is a lot of opportunity out there.” forward, so it’s crucial that manufacturers work together with Government to bring forward solutions that will really benefit homeowners. As a UK manufacturer with a longstanding heritage in heating controls, our R&D team here understand the market and are able to develop solutions specifically for UK homes, that our customers can truly get behind. Which individuals have influenced you most in your career? My parents have really been the most significant influences in my life. Together, they built a successful heating and plumbing business in Bristol over 30 years, which is a large part in why I have such a love for the industry.

Q A

to be working just as closely with our customers, as I love building those partnerships and collaborating to truly understand their needs, and how we as a manufacturer can help. For Drayton, I’d like to see that we’re still leading the market when it comes to innovation and the solutions we’re providing for customers that support a Net Zero future. With the resources we have both here in the UK and within wider Schneider Electric divisions around the world, as well as our workforce who are equally passionate about sustainability, we’re in a great position to achieve this. n For more information on Drayton’s range of heating controls including Wiser, use the shortcode www.rdr.link/max009

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PEOPLE NEWS

Two new Area Sales Managers have joined Grant UK’s Sales Team providing support in the ﬁeld for heating engineers, installers and merchants. Formerly a plumbing and heating subcontractor, Jim Moody (left) has been appointed as the ASM for central and southern Scotland. Terry Townend, meanwhile, is the new ASM for the Midlands and will cover an area stretching to Merseyside, Manchester, South Yorkshire and Lincolnshire. Terry’s career in the industry spans twenty years, working for a number of merchant businesses.

Looking to strengthen its relationships with merchants across the South East of England, ArtificialGrass.com has appointed Georgie Fairhead as Area Sales Executive. Georgie brings extensive knowledge and perspective from his ﬁve-year, merchant-side experience at Selco Builders Warehouse.

Keylite Roof Windows has promoted Lee Squelch from National Account Manager to Regional Sales Director (GB), to further develop the ﬁrm’s oﬀering to its valued merchant partners across the UK. Lee has been an integral member of the Keylite team for six and a half years, spending four years as an Area Sales Manager before being promoted to National Account Manager.

ForgeFix has continued to strengthen its senior team with the appointment of Marc Gallagher as Business Development Manager. Marc brings a wealth of industry experience to his new role, with over 20 years in the construction sector working for independent ﬁxtures and fastenings experts, merchants and other well-known tools specialists.

PermaGroup has appointed Duncan Kirkwood as its new Managing Director to spearhead the organisation’s ambitious growth plans. Collaborating alongside long-standing director Adrian Buttress, Duncan brings with him more than 30 years of experience in the roofing and building products industry, having held senior positions at the likes of Marley Building Materials, Icopal Limited and most recently as MD of Carlisle Construction Materials. Duncan will take on much of the day-to-day activities working with Adrian on the strategic development plans. The company’s PermaRoof division has also confirmed two senior sales team hires. Mick Coulson and Tracy Bray bring more than 50 years of combined experience to the firm, with Mick joining as Area Sales Manager for Yorkshire and the north east whilst Tracy has been appointed as ASM for the South Wales and south west regions.

Having joined Fernco in 2021 as National Sales Manager and boasting a “stellar” 30-year career in the builders’ merchant sector, David Millward has been promoted to the role of Sales Director. MD Lee Pashley said: “We knew when David joined the business he would make a big impact, not only in terms of his impact on sales performance, but in terms of his ability to nurture both new and existing relationships. He has a unique talent and is unequivocally respected by each and every one of our customers.”

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INFORMATION TECHNOLOGY

Overcoming footfall fall-off R

etail is changing. The way we shop, whatever it is we’re shopping for, is barely recognisable today from where we were even five years ago. The high street is not the thriving, bustling place it once was, and we would argue that IT-driven online retail has had a big role to play in this shift. However, it’s also true that merchants would do well to embrace the advancements in

technology and use them to their advantage. Put another way, if the way consumers shop is changing, the way we sell to them and the way we design our own showrooms must adapt too. Consumers no longer want to simply ‘shop’ for a new bathroom or kitchen when they visit a retail or merchant showroom. That can quite easily be done online. Instead, they are looking for a sales ‘experience’.

It can be argued that retail in general — including merchant showrooms — was suffering a lack of footfall pre-pandemic and has continued to suffer in a return to post-pandemic ‘normality’. Cyncly’s Alexander Ainge considers the reasons behind this shift, explaining how merchants can call on the latest technology to beat off the online competition and attract new custom. And when you consider just how much of an investment a new bathroom or kitchen is, who can blame them? Ultimately, it is this ‘experience’ and how it is presented to the consumer that will ensure merchants stand out from the crowd and remain different from competition on the internet and elsewhere. Experiential showrooms For years, we’ve heard about the decline of physical retail and the rise of the internet. However, the desire for retail experiences is on the rise, with the term ‘retailtainment’ gaining in popularity.

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INFORMATION TECHNOLOGY

consumer can share it with family members who may influence their purchasing decision. Offering this type of immersive, experiential showroom experience, and giving consumers the confidence to purchase without fear of buyers remorse is how merchants can combat online competition.

“By making use of the latest developments in design IT, merchants can transform their showroom space into somewhere that customers want to come for an immersive experience, rather than simply a space to browse before moving on.” The difference between retailtainment and experiential retail lies in the technology, with the latter focused on creating a lasting impression and emotional connection with customers. Experiential retail showrooms are designed to provide a memorable experience for your customer; focused on creating an enjoyable atmosphere, by offering an appealing mix of products and services — and using technology to enhance customer interactions. By making use of the latest developments in design IT, merchants can transform their showroom space into somewhere that customers want to come for an immersive experience, rather than simply a space to browse before moving on. This has many advantages, a major one being there is no longer the need for lots of different displays and products from lots of different manufacturers. The latest developments in design space — such as Virtual Worlds’ 4D Theatre and Winner’s Showcase 360 — enable the

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footprint of the showroom to be expanded, albeit virtually. And the showroom experience becomes much more focused on selling the design expertise of your team, through IT technology such as Virtual Worlds 4D Theatre. Every merchant tells a story Another benefit is that the sales experience becomes focused on creating a sense of drama and excitement — something that can’t be emulated by shopping online. With 4D Theatre, for example, the sales process is a form of storytelling, appealing to all the senses, whether through spatial awareness, lighting effects or the perception of your hands getting wet when you run them under a tap in 4D. Imagine too, that experience being shared on a big display screen for others to see, generating interest and awareness of the USP that you as their trusted merchant has to offer. And, importantly, enabling the design to be viewed remotely later, so the

Time is money IT saves time too — another reason for the footfall fall-off in these ‘everything-ondemand’ days of consumerism. The latest design graphics tools, such as Virtual Worlds Professional, enable merchants to be ‘presentation ready’ thanks to real-time rendering. The good news is that now, while time can be saved with real-time rendering, the latest powerful graphics engines inject energy into the design itself, with texture, light, reflection, shadow and sheen displayed on the design as it is being constructed. This attention to detail helps bring the deign to life and hook the customer, while impressing them with the care taken over getting things just right. And with technology such as Winner Flex, even a kitchen with complex architectural features can be created in a matter of minutes, with all the worktops, upstands, and plinths being automatically added to the design. In fact, it’s entirely possible to create a room design in less than 20 minutes, with no compromise on quality, imagination, or creativity. Such innovations in design technology are empowering merchants with the tools to overcome the challenges of a changing retail marketplace and the rise of online competition, giving customers a reason to make their local merchant the go-to for bathrooms and kitchens. Alexander Ainge is Senior Director — Head of KBF Retail Sales (SMB & MidMarket) — EMEA at Cyncly. n For more information on the company’s range of support services for merchants, enter the shortcode www.rdr.link/max010

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INFORMATION TECHNOLOGY

From pen & paper to precision Ian Oldrey, MD of Ten-25 Software argues that the ‘future of stock management’ is both here and readily obtainable. work very well. It didn’t work well in the 1970s either! When effective stock management is the lifeblood of merchant businesses, striking a balance between service levels and economic stock levels is paramount. You know that already — we don’t need to convince you. But what you might not know is that there are software tools available to make stock management just that bit easier, and ones which don’t require the budget of a national or corporate merchant.

e’ve previously talked about why stock management should be at the top of your to-do list. We’ve given ample stock management tips, and we’ve even shown off the handy stock management features built into our software. To be honest, stock management is an age-old subject that has been covered repeatedly, and there’s not a lot we can say that would be news to you — as a merchant you know only too well that your reputation is heavily influenced by your service levels. Even so, as we approach 2024, we still hear of merchants who continue to grapple with the inconvenience, loss of business and customer annoyance of regularly shutting down branches for manual stocktakes. We’re hearing about discrepancies between reported and actual stock figures. We are even aware of some who are still using pen and paper to keep track of what’s available — and spoiler alert, that doesn’t

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Intelligent stock calculations intelligent Off-the-shelf stock control and ERP systems often fall short in delivering the flexibility and sophistication required by merchants and suppliers who deal in precision construction materials. These “jack-of-all-trade” solutions just do not have the depth of functionality required for a busy trade counter handling thousands of transactions, and thousands of items.

And they can often cost a fortune too — so much that you may have figured it’s cheaper to use a day’s worth of manpower once a week than to make the investment into a new system. But automatic stock calculations are arguably even more important to the independent merchant than the giants — the margin for error is greater, and the availability of manual man hours is tighter.

So how does it work? We won’t bog you down with the ins-and-outs of Automatic Suggested Reordering, but let’s run through the basic principles. Suggested Reordering uses both real-time and historic stock and sales data to help you make informed decisions about what you should be keeping in stock. It all starts with setting preferred stock levels to drive the suggested reordering, with minimum, target and maximum quantities in your chosen metric, or maximum financial value if you prefer. But why not work a little more dynamically? With Merchanter, the system uses historic supplier lead times and average sales per week to ensure you’re holding enough stock until your next order arrives — without having to calculate the figures manually. The benefit of working in this way is if your supplier’s lead time creeps up, or if your sales start to slump, your target stock figures are adjusted automatically to ensure you’re never without product — or drowning in it — thus avoiding lost sales (and potentially customers) and dead stock consuming warehouse space and your valuable cash.

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Choose your preferred supplier for the product, set the minimum order quantity (if applicable) and quantity rounding (for those products that are sold in packs rather than individual measures) and your system is ready to do the heavy lifting for you. A job that would take a stores person a day can now take you minutes. n Ten-25 says that the targeted, merchant functionality offered by Merchanter is available at a “fraction of the cost of some systems” and will integrate into most favoured accounting packages, reducing disruption and retraining. Whilst the business says the software is simple to understand, unlimited free training is offered as required. An online demo is available via the website (see link) to enable prospective customers to see for themselves “just how easy holding an accurate stock profile can be.”

And now for the fun part Using a low stock product view, you’re able to immediately see all products that are sitting below your target stock holding, and especially any products below your minimum. And it goes without saying, these figures always account for allocated stock, and stock already on purchase on order, to avoid duplication. Filter by supplier, product type, depot or any number of categories, run a suggested order report and you’ll be

presented with a list of low stock products to select a suggested supplier for. Once all products are allocated a preferred supplier, review the details of each order and tweak quantities before generating as many draft purchase orders as are required to get your stock levels back to optimum levels — based on fact, not hunches. You always remain in control, and no order is sent without a human taking a view. Artificial Intelligence may have its place, but it doesn’t know about your plans to open another branch, take advantage of a rebate deal or the fact that the major building project in the area is just about to start or finish. n For more information on Merchanter from Ten-25, enter the shortcode www.rdr.link/max011

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INFORMATION TECHNOLOGY

Joined-up thinking Indicative of the benefits that can be felt throughout the supply chain, and also reflecting of the experiences of its own merchant customers, plumbing and heating distributor E.Tupling has recently implemented the “cutting-edge technology” of Kerridge The E.Tupling senior management team Commercial Systems’ K8 business management solution.

s a leading UK plumbing and heating distributor to independent merchants, E.Tupling prides itself on “quickly fulfilling customer orders with better service than its competitors.” Established in 1966, the family-owned business despatches from Warrington plus a brand-new fulfilment centre in London and has built its reputation by selling the “brands customers prefer at an attractive cost” while constantly improving its product portfolio. During a recent period of sustained growth and to continue its upward trajectory, E.Tupling knew it needed to upgrade its ERP system. Director Ross Duncanson said: “The increased sales and demand have been incredible and it’s created nice problems to have. Our old system could no longer serve our needs, and we recognised that upgrading our software solution was imperative.” After thorough research, Ross and his team concluded that their solution had to be K8. Chris Yarwood, E.Tupling’s General Manager, explained: “Before we started using K8, we did not have that instant insight into what was happening elsewhere” and describes how the increased demand was actually causing inefficiencies. Since the successful implementation in January 2023, the whole team has been

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impressed by how K8’s visibility and functionality have helped deliver improvements and efficiencies across all business areas. Director Tim Whitehead revealed: “The interaction between departments has improved. I can see what the warehouse is doing, they can see what the sales team are doing, and the sales team can feed into the customer services department... From a holistic point of view, all parts of the business can work together and are in sync.” This has helped E.Tupling streamline processes and cut costs while providing better and more instant service. Customer Services Supervisor Chloe Watkinson said: “With K8, we’re all aware of everything happening in the business. If customers want an update on their delivery status, we can give that immediately without looking through the paperwork to find the proof-of-delivery.” Moreover, if an order runs slightly short of stock, it’s easy to see. In that case, Chloe and Chris can ship the partial order and book out the remainder when replenishments arrive. All while keeping the customer updated every step of the way. Tim adds: “The whole digital platform that K8 gives us has driven so many efficiencies,” referencing how K8 integrates with KCS’ mobile apps that run on smart

devices and a B2B ecommerce solution called Web Trade. Integrated apps A further example is ePICK and Chris explains that his team has taken full advantage to allow warehouse staff to pick goods quicker and with greater accuracy. He said: “We’re constantly recruiting additional team members, but whoever we bring into the business can use ePICK with very little training. It’s a secure and robust solution, and all the details of the picks come through to us instantly in the back office. Having our sales and transport teams see where we’re up to is fantastic.” Looking at the electronic proof of delivery (ePOD) solution, the KCS ePOD app has helped E.Tupling “completely control its delivery cycle” further

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streamlining processes and enhancing customer service. Entirely paperless and available on a smart device, ePOD integrates with K8’s Delivery Management module, helping drivers manage their schedule and record and store PODs, which then update the central K8 system in real-time. In addition, pictures can be taken on the PODs, helping resolve disputes should any issues arise. 24/7 online sales E.Tupling has also upgraded its ecommerce system to Web Trade, which integrates with K8 to give the distributor a new way of successfully selling 24/7. Marketing Manager Claire Briars said: “Our previous online ordering system didn’t update until 6pm daily. As a result, customers couldn’t always place orders reliably because some products might be out of stock. The previous portal

was very disjointed and didn’t give our merchants the customer experience we wanted — and can now deliver.” Web Trade talks to K8 in real-time, which enables the distributor’s customers to have instant access to accurate stock levels and pricing that is bespoke to them on more than 4,500 products. Its “sophisticated yet easy-to-use” functionality has also allowed Claire to make instant product and price amendments: “'It’s given me a new and effective way of communicating with the customers through banners and instant news feeds, which is a really valuable additional marketing channel to now have.” Furthermore, Web Trade’s customer portal allows the supplier’s customers to pay bills, place orders or look at historical invoices they’ve already settled on a self-serve basis whenever they want.

The next steps Changing software is a significant investment for any business, but Ross concludes by saying: “Overall, it has been a seamless process, and it’s working well for us. We’re always striving to be better and to improve, so there’ll be further investment as time goes on which we expect to help us offer an even better service to our customers.” n For more information, enter the relevant shortcode: Kerridge Commercial Systems www.rdr.link/max012 E.Tupling www.rdr.link/max013

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INFORMATION TECHNOLOGY BMF PRODUCT DATA TEMPLATE In what is billed as “a major step towards product data standardisation across the building materials industry,” the Builders Merchants Federation has launched a universal product data template which can be used by all manufacturers and merchants. Product data standardisation is seen as the key to removing inefficiencies in transferring information across the building materials supply chain. Accordingly, the BMF says its product data template has been “specifically designed to help members eliminate the problem of inconsistent data content and format requests, thus saving both time, effort and cost.” The first iteration of the BMF product data template, version 1.1, has been through a year of development and testing by a working group of over 30 BMF members, chaired by Jonathan Chard, Director of IT at Bradfords, and spanning national, regional and independent merchants, lightside and heavyside manufacturers and suppliers, merchant buying groups and e-commerce specialists. The template is already in use by many of the working group members, and the BMF has a target of 85% adoption across the supply chain by the end of 2024. Designed “by the industry, for the industry,” the easy-touse template has been created using a multi-tab Microsoft Excel format, providing product data managers with a practical and familiar process with full support via the BMF website. This first version of the template is said to be just the beginning, as the BMF wants its members to continue development of the product data template and is building a list of testing and adoption partners. Further, fully tested improvements and updates will be released over the next year, with version control managed via the BMF’s website. n The template is

available free of charge for members to download from the BMF website or by scanning the QR code.

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MERLIN MERCHANT SOFTWARE Merlin Business Software from Aptean has been specifically designed to give merchants a full package of easy-to-use tools. From standard core modules that include Sales Order Processing, Stock Control, Invoicing, Sales and Financials to Trade Counter operations, the provider say that its solutions are designed to help you have full control and visibility of all your business processes. Additional business-essential modules include comprehensive Customer History, Barcoding as Standard, Customer Special Pricing plus Repeat / Scheduled Orders. n Use the shortcode www.rdr.link/max014 to find out more.

ECI SOFTWARE SOLUTIONS SPRUCE ECOMMERCE Integrating with its Spruce ERP software, the new ecommerce solution from ECI has been created to combine “professional website design with an innovative customer portal to simplify online shopping” that has been “purpose-built for the unique needs” of the merchant sector. As such, Spruce eCommerce features built-in marketing tools such as abandoned carts, content pages, blog tool, drag and drop layouts, rewards and loyalty programs, badges, banners, customer segmentation, reports and Google Analytics. John Maiuri, Division President LBMH at ECI, said: “Spruce eCommerce is an exciting product because it allows users to build a sleek, professional storefront website and customer portal without needing any expertise in coding or web development. Not only does it improve the customer experience, but Spruce eCommerce also streamlines the business management aspects for merchants. “For consumers and tradespeople, this means unlocking the ability to shop online for delivery or in-store pickup, browse products, create accounts, build selfservice quotes, pay invoices and more. For merchant businesses, this means help in avoiding over-stocking since inventory counts, transactions, pricing, invoices and other information are directly connected between systems.” n Enter the shortcode www.rdr.link/max015 to visit the Spruce

eCommerce product page and discover more.

COMPUSOFT / SIMON ACRES ONLINE SALES TRAINING Compusoft Group, a Cyncly Company, and Simon Acres Group are working together to provide access to essential showroom sales skills training via the Compusoft Learning Portal. Three levels are available: foundation, advanced and smart tips & solutions, delivered by Simon Acres and available to download on demand. MD Simon Acres said: “Our online training is the perfect solution for busy showrooms that want to keep their skills up to date but struggle to find the time. With no travel required, retailers save not only time but the cost of travel, making them even more cost effective, especially in comparison to most traditional day courses.” n Use www.rdr.link/max016 to find out more.

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TRADEKART CITY PLUMBING DELIVERY PARTNERSHIP City Plumbing is the latest merchant business to join forces with TradeKart, an app-based marketplace that specialises in fulfilling rapid deliveries for tradespeople. Initially available within the M25, the partnership will enable tradespeople to access City Plumbing’s vast inventory directly through the TradeKart app, and to have their items delivered wherever they need them, in as little as one hour. Reflects the ever-increasing demand for “rapid convenience” as evidenced by the wider rise of delivery apps like Amazon Prime and Deliveroo, Alistair McAuley, CEO and Founder of TradeKart, said: “Tradespeople lose an average of three to four hours each week from having to leave site to collect materials, which is a huge financial and time cost on small businesses. Our mission has always been to support our merchant partners and bring convenience and flexibility to tradespeople — something this partnership with City Plumbing helps us take to the next level.” City Plumbing Dash, powered by TradeKart, will also be launching and will provide a premium delivery service to trade account customers requiring rapid delivery. TradeKart is also developing plans to expand its services beyond the M25 and into cities across the UK in 2024.

n To find out more about TradeKart, enter the shortcode www.rdr.link/max017

VYNE NO-CODE PAYMENT LINK SOLUTION Vyne has launched an Open Banking-powered, no-code payment links solution, allowing builders’ merchants and similar businesses to send “flexible, fast, low-cost payment links with no integration needed.” The solution enables merchants to receive customer payments via Open Banking by automatically generating and sending payment link emails through an easy-to-use portal or via custom URLs which can be added to the merchants’ existing communications. account-to-account payment links. According to the company, this means merchants can add payment links to invoices and remove the need for over the phone or manual bank transfer payments while bypassing high-cost card fees. Furthermore, when necessary, instant refunds can be initiated by a click of a button in the portal, and simple reconciliation can be achieved with downloadable reports and bespoke transaction references. In addition, merchants can benefit from Vyne’s “award-winning checkout experience” as customers can make and complete payments in as little as three taps through their own mobile banking app. n For further information, use

www.rdr.link/max018

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ROOFING, FLOORING & INSULATION

Solar power Stuart Nicholson, Roof Systems Director at Marley, urges builders’ merchants to capitalise on the growth of solar PV as interest in renewable systems gathers pace on the back of legislative changes, the sustainability agenda and energy price concerns. Doing so — with expert help — can help merchants unlock new revenue streams and further cement valued trading relationships.

f the 200,000 new homes built in the UK each year, just 10% currently include solar PV on the roof. However, this figure is rising fast as renewable systems become more affordable, new regulations drive the construction of low carbon, energy efficient properties and the current financial squeeze forces many to consider ways to save on energy. Indeed, the exponential increase in solar PV specification and the uptake of sustainable technologies as the renewables sector grows means there will be increased opportunities for merchants. They can act as knowledgeable partners and essential stockists for contractors looking to add solar installation to their market offering portfolio — and at the same time fully exploit the business-building potential of new solar PV and accessories sales streams. As the solar PV revolution gathers pace, merchants can build on their knowledge of the technology to unlock growth. They can do so by tapping into the available sources of information, expert training, and guidance from manufacturers, as well as investing the time to fully understand all aspects of the solar offer as people look to more sustainable solutions. Marley is at the forefront of providing this support and can show how renewable solar PV system solutions sit alongside our

long established, versatile, and aesthetically pleasing range of complementary concrete and clay roof tiles and accessories. Accessible training Understanding solar PV can be viewed as a complex and specialist area by merchants, however Marley has created a dedicated and industry-leading resource to help them further advise and support their customers as interest in solar escalates. As a prime example, the company offers easy access to a series of online and inperson training courses that can support merchants in building knowledge about all

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things solar. Designed as short burst modules, the training options cover all the basics merchants need to know, including the theory around solar, how it is installed, why its popularity and demand is growing — and the revenue potential it can offer to merchants across the UK. And with time and resource pressures an ever-present concern, merchants can also opt to engage with the training availability at a time and place that best suits individuals and the needs of the business. This means in-depth solar PV system knowledge can be attained in a convenient and time efficient manner.

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“The exponential increase in solar PV specification and the uptake of sustainable technologies as the renewables sector grows means there will be increased opportunities for merchants.” Marley’s expert-based tuition is just one element of a holistic approach we are taking to help our merchants spread the positive advantages on offer from solar PV on roofscapes. It sits alongside the strong kerbside aesthetics, ease of installation and power output performance benefits delivered by SolarTile — Marley’s integrated solar panel solution. Now, increasingly specified across diverse new build and retrofit projects, the ability to install SolarTile alongside traditional concrete and clay tiles as a fully integrated answer that looks great on the roofscape is making it a go-to selection for contractors. Furthermore, its 15-year guarantee as part of a full roofing system is also another strong sales message that merchants can convey as they work with and guide contractors. SolarTile is an ‘easy-to -follow’ colourcoded installation process, providing

customers with the confidence it can be part of a high performing, aesthetically pleasing and fully optimised solution; one that can guarantee the level of power output needed and expected by installers and their clients. Maximised opportunities Additional sales opportunities can also be secured through product solutions such as the award-winning ArcBox that underpins the safety assurance of solar PV and complements the full solar PV system we offer. While the risk of electrical fire caused by solar PV is extremely low, ArcBox is designed to further enhance safety across all types of

installations. It has secured independent verification via the KIWA fire test laboratory and Loughborough University and is a simple ‘2-click’ solution that works by snapping around a DC connector. In the unlikely event of an electrical arc, ArcBox ensures it is safely contained and will not spread to combustible materials located in or around the solar installation on the roof. It is clear from various reputable sources such as the MCS that the roofing trade is responding to market demands for renewable systems, including solar. Over 17,000 households have installed solar PV every month throughout 2023 and installers — with the help of their merchant partners — are keen to exploit the emerging opportunities Solar PV provides alongside traditional tile roofing solutions. Marley stands ready, waiting and resourced to support our merchant network through value added solar-orientated education, best in class products and longterm performance guarantees — all from a single source. n For more information on Marley’s solar solutions, enter the shortcode www.rdr.link/max019 whilst visit ‘My Account’ on the Marley website to access the training package.

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Value-added benefits Simon Blackham, Senior Technical Manager at Recticel, asserts that the importance of accurate U-value calculations should not be underestimated, with the correct outcome ensuring a building meets regulation levels of thermal performance. However, such is the prevalence of errant practice in relation to U-value calculations, it’s become something of an industry issue.

ccurate U-value calculations hold paramount importance, as they allow informed decisions to be made regarding material selection, building envelope design and overall energy efficiency strategies. U-values feed into a building’s overall performance alongside Psi-values and renewable technologies such as heat pumps and solar panels. And the lower a U-value is, the more thermally efficient the build-up is — meaning the homes are more cost-effective to heat. A meticulous assessment of U-values therefore ensures optimal thermal comfort for occupants, minimises heat loss and gain, and reinforces a commitment to creating environmentally responsible structures that promote long-term sustainability and reduce carbon footprints. Inaccuracy issues remain, however, with U-values used in Building Regulations submissions. This has a negative impact on energy compliance, puts homeowners in difficult positions and increases CO2 emissions. To combat this, it’s a requirement to discuss stipulated U-value outcomes for domestic new-build projects with an energy consultant. Advisors can offer professional guidance based on the Standard Assessment Procedure (SAP).

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With SAP methodology, the thermal ratings of walls, floors, roofs, junction details and any renewable technologies are put into a metaphorical mix. The overall must correspond with or exceed the required regulations for the building. Elements can be changed, as long as the property achieves the required dwelling performance. Working on the notional dwelling specification, which must be followed as a minimum to achieve a pass, is an alternative to the SAP assessment. However, solely working to backstop values will result in failure. SAP is a fairly complex assessment, as it allows for a compensatory approach to the elements involved. For example, if a roof ’s height is preventing a U-value target from being achieved, the performance deficit can be made-up by installing additional insulation in wall and floor areas. With new-builds, therefore, adjustments to U-value outcomes can tip the balance in favour of achieving the required performance targets. For commercial properties, Simplified Building Energy Modelling (SBEM) is the approved national calculation methodology used to highlight their energy efficiency. With SBEM, a property’s overall U-value

compliance is determined by the thermal outcomes of individual elements such as walls, floors, pitched and flat roofs. A calculation also takes into account a property’s size, location, model, shape and construction. PIR panel advantages Poorly insulated building fabric is a major contributor to domestic energy wastage and buildings falling short of U-value requirements. It means the construction industry is increasingly turning to Polyisocyanurate (PIR) panels, rather than mineral fibre-based insulation. The benefits of PIR insulation are numerous. Its closed-cell structure ensures it doesn’t absorb water, allowing the thermal performance and reliability of the product to be retained over time. And with lambda values as low as 0.022 W/mK, PIR provides excellent performance. This, coupled with its slim composition, means it requires less space to achieve the same U-value as other insulation materials. This is of particular benefit when optimising interior living space in multi-property developments with limited plot size. Unlike fibrous insulation, which deteriorates over time when damp sets in, PIR insulation’s structural strength enables a

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consistent performance. This negates costly repairs and maintains the material’s thermal qualities. PIR insulation is also renowned for its adaptability — it is the ideal solution for a range of applications such as floors, walls, pitched and flat roofing. Reliable U-value calculations Ensuring a property’s thermal envelope has been specified correctly is prerequisite to achieving a property’s as-designed performance. The calculations involved in meeting this outcome should be performed

by a professional using methodology outlined in BS EN ISO 6946:2017. In 1997, the guidance was expanded to include how tapered insulation should be calculated. This is now known as ‘Annex E’ calculations. Achieving a U-value of 0.18 W/m²K requires specifying a tapered roof system that is based on the thermal resistance and thickness of each of its components — ie: the deck, air and vapour control layer (AVCL), insulation and waterproofing. A condensation risk analysis may also be provided. Only calculations in line with Annex E methodology for tapered roofs are accurate and compliant. U-value calculations, using the average thickness of insulation only, will give wildly inaccurate and non-compliant results. Designing a tapered insulation scheme to a target U-value is one thing, but achieving it

requires the highest levels of workmanship. Once installed, if there are gaps in the insulation due to poor installation or an element such as an AVCL is omitted, the desired thermal performance or vapour resistance will not be met and the building will fall short of its as-designed proposal. Incorrect U-value calculations will compromise a roof, and the overall building’s, thermal performance. Ultimately, this will have a negative impact on the environment, with the increase in CO2 potentially thwarting the UK government’s ambition to achieve net-zero emissions by 2050. Thus, purveyors of best practice in respect of building design should put a high price on true U-values. n For more information on Recticel’s range of PIR solutions, enter the shortcode www.rdr.link/max020

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Breathe easy With a focus on timber frame construction, Klober’s Nick King warns that any prospective UK housing boom could pose concerning health and efficiency problems if significant air and moisture movement factors are not addressed at the point of specification.

ith the UK’s construction market set for change after the three largest housebuilders recently revealed plans to open dedicated timber frame factories, construction professionals are being urged to balance air tightness with ventilation from the outset. For instance, leading roofing accessories provider Klober is encouraging professionals to consider how components perform together to achieve air and moisture tightness while preventing condensation build-up. The warning comes ahead of anticipated growth for the UK timber market in pursuit of net zero emissions. Nick King, Portfolio Manager at Klober, said: “Efficient buildings are the future. From a bill payers’ perspective, you don’t want to be paying to heat your property for it to go straight out of the walls or roof. And from an environmental standpoint, preventing air leakage is a key priority. Therefore, construction professionals must

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carefully consider how they deliver homes that are efficient.” Indeed, the timber construction market continues to grow due to the stated speed of construction and the environmental benefits that timber presents — such as the ability to absorb carbon emitted during production. Moreover, according to recent statistics, some 92% of new build properties in Scotland are already timber constructions, and the rest of the UK is predicted to move in a similar direction. Nick added: “For a more efficient building stock, we need properties that are thermally efficient at their core. In timber frame, this can be achieved by the selection and detailing of the internal membrane. When selecting roof and wall membranes, ensuring air leakage is reduced is important. “That’s why opting for supporting accessories to create airtight seals around any openings or penetrations is also a crucial consideration.”

He continued: “However, this must also be balanced with ventilation. Failure to ventilate could cause internal condensation build-up in the roof space and wall cavities — which can be detrimental to occupants if they have prolonged exposure.” British Standard BS 5250: ‘Code of practice for control of condensation in buildings’ stipulates rules for avoiding problems of high moisture levels and condensation, as Nick concludes: “Maintaining a balance between air and moisture tightness and the right ventilation is essential. From a building fabric perspective, this can be achieved by opting for a vapour permeable membrane that allows the wall structure to breathe, while keeping it windtight and draught-free.” n For more information on Klober’s range of roof membranes and wall & vapour control layers, enter the shortcode www.rdr.link/max021

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ROOFING, FLOORING & INSULATION ONDULINE NMBS MEMBERSHIP Onduline says it has taken steps to make the buying process as simple as it can for merchants by announcing its membership of the National Merchant Buying Society (NMBS). In addition, the company is also highlighting its support services — including its training provision — to ensure merchants “have all they need” to sell its well-known product ranges most effectively. Product training to merchants includes in-store, hands on training, advice and best practice. Onduline’s Greg Hissey said: “We’re proud of the relationships that we have with our stockists and have a dedicated sales team throughout the UK and Ireland to ensure that support is there for them whenever they need it. We are also seeing an influx of new customers, which is great and something that we’re keen to continue.” n Use the shortcode www.rdr.link/max022 for

further details.

SAINT-GOBAIN WEBER WEBERFLOOR MVS Using a MVS helps to reduce time on site by decreasing drying times before a final floor finish can be applied. Weber says that traditional cement and sand screed mix of up to 50mm could take more than a month to dry before being ready to receive a moisture sensitive floor finish such as vinyl, however by using weberfloor MVS, contractors can treat a substrate with up to 95% relative humidity (RH) as if it was 75% RH. Easy to apply with a roller and with no need to prime before overcoating with weberfloor screeds and smoothing compounds, the new weberfloor MVS is also tinted to help achieve full coverage of the floor. It has rapid drying properties and is said to be suitable to be overcoated in as little as 60 minutes. n For more information, enter www.rdr.link/max023

KNAUF INSULATION PLANT UPGRADE AND CCPI VERIFICATION More than £5m has been invested by Knauf Insulation to upgrade the packaging equipment at its Cwmbran manufacturing plant in Wales. The latest phase of its planned investment programme, the new equipment will allow the business to manufacture glass mineral wool slabs alongside the plant’s current roll and blowing wool capability. This will help the company meet increased demand for its DriTherm Cavity Slab 32 following the changes to Approved Document L of the Building Regulations in England and Wales which brought in much stricter energy efficiency standards. The supplier says the upgrade will also help it to optimise its logistics operation taking around 1.5 million truck miles off the road each year and reducing transport CO2 emissions by 1,700 tonnes. Knauf Insulation further reports that its DriTherm Cavity Slabs have become some of the first products on the UK market to carry the new Code for Construction Product Information (CCPI) mark, helping to offer assurance that the information provided is “clear, accurate, accessible, up-to-date and unambiguous.” The CCPI scheme was developed following the Independent Review into Building Safety conducted by Dame Judith Hackitt. n Further information can be found via www.rdr.link/max024

TARMAC BLUE CIRCLE ADDITIONS Tarmac has announced the launch of its latest Blue Circle products. Firstly, Masterlay Rapid Set Tile Adhesive has a working time of 60 minutes and will set in just three hours. It is suitable for use over concrete, indoors and outdoors, and applications on floors and walls. Blue Circle Masterlay Flexible Semi-Rapid Set Tile Adhesive, meanwhile, has a working time of 90 minutes and will set in just three-to-four hours. It’s suitable for use with ceramic and porcelain tiles, over concrete and timber, in underfloor heating and total immersion areas. There is the added benefit of no admix required, only water. n Go to www.rdr.link/max025 to discover more.

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PERMAROOF ELEVATE DISTRIBUTION MILESTONE Elevate — formerly known as Firestone — is one of the most recognised brands of EPDM rubber products, with a history spanning four decades. PermaRoof has worked with the brand since 2002 when EPDM was relatively new in the residential market and over the last 20 years, the firm has become its largest distributor in the UK to the extent that it has just become the first to receive its 1,000th delivery of goods. PermaGroup MD Adrian Buttress said: “We have distributed Elevate EPDM systems to just about every postcode in the UK, helping to waterproof the length and breadth of the country in both residential and commercial buildings. “Having such a longstanding client relationship is testament to the success of both our businesses, and the promise we made to Elevate to help grow its market share. Following the Holcim takeover and rebrand to Elevate, it’s great to see the firm progress forward and innovate with new product lines.” n For more details on PermaRoof, enter the shortocde www.rdr.link/max026

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TOOLS, FIXINGS & BUILDING CHEMICALS

Continuous improvement T

he evolution of building chemicals is both extensive and intriguing. Over a timeline spanning centuries, this important product category has seen a succession of developments, taking us from the limestone-based mortars used alongside mud bricks and straw by ancient civilisations to the technologically advanced solutions we enjoy today. Frequently, these developments have come as a result of other factors. This includes the introduction of new building materials such as the emergence of concrete and steel; breakthroughs in production technology like the widespread use of polymers and synthetic resins; or changes in societal or market demands.

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The current drive towards more sustainable products is a prime example of this. To ensure building chemicals remain fit-for-purpose and relevant to the wider needs of the construction industry, it’s important that the businesses producing these items treat product development as a never-ending process. At Bond It for instance, we have a highly active product R&D programme for this exact reason — and also to build on our success as the UK’s largest independent building chemicals manufacturer. Differentiation & added value To ensure a steady stream of new innovations that create both

Throughout history, there have been many watershed moments for building chemicals — from the invention of Portland cement in 1824 to the advent of superplasticisers in the 1960s. One business that states it is working to ensure this litany of innovations continues is Bond It. Citing examples of its latest new product developments, Travis Bham, Technical Manager at the company, explains more. differentiation for our range and added value for our customers, we explore new possibilities from every angle and drawing on input from across our entire team. Highlighting the effectiveness of this approach, it has continued to deliver sustained and potent dividends. This year alone for example, we have introduced a new sanitary acetoxy based silicone. To accommodate the growing trend towards using porcelain tiles in landscaping applications, we have also reinforced our offer with the development of a specialist porcelain tile primer slurry and tile sealer. Plus, we have developed a number of fibre-reinforced cementitious systems and a water-based temporary surface protector. And in essence, this is just the tip of the iceberg. In creating the above, and indeed all our products, we develop many different product variations along the way. We then select only the absolute best from those that meet our rigorous quality standards for commercial introduction and to ultimately end up on our stockists’ shelves.

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As part of this process, we take into consideration not only how a product performs in the lab and on-site but also on our production lines. We want to ensure that we can manufacture high quality building chemicals consistently and cost-effectively so that we can then pass these benefits onto those who sell, or use, our products. This focus on real world functionality doesn’t end there. It also entails close collaboration with our suppliers and with our purchasing department. This is because we want granular knowledge of the raw materials used in our products, partly out of a desire for traceability but equally to assess security of supply. Furthermore, we want to offer our customers reliable availability and competitive lead times. A robust supply chain is paramount in achieving this — and the last few years have offered stark evidence of the fragility of global material markets. New and improved? Bond It’s commitment to product development isn’t just about adding new solutions to our already comprehensive range of sealants, adhesives, waterproofing products, roofing compounds, polyurethanes, adhesive tapes, and ceramic tile adhesives. It’s also about improving our existing formulations. We continually run screening projects that evaluate filler types, crosslinkers, rheology aids and polymers. We do this to ensure we are deriving optimum value from these materials and to identify where any gains might be possible in areas that benefit the end-user. These areas might include product performance, shelf life, ease of use or environmental impact. This latter area of sustainability is a particular challenge. At Bond It, we actively pursue opportunities to employ greener materials — but implementing these alternatives has to be feasible. They have to be affordable, readily available and able to deliver performance that matches or surpasses the materials they are intended to replace. This might be a challenge, but it is certainly not one that we shy away from. For us, it’s all part and parcel of the journey towards ever more capable building chemicals that address the market’s ever evolving needs. n For more information on the products and the stockist support services available from Bond It, use the shortcode www.rdr.link/max027

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TOOLS, FIXINGS & BUILDING CHEMICALS

From deck to roof James Robinson, Sales and Marketing Director of Samac Fixings, explains how high quality fixings and accessories can open up new sales opportunities.

hile screws and fixings may seem like small components in construction projects, they play a vital role in ensuring durability, reliability and even how a finished construction job looks. Advances in performance and durability as well as meticulous engineering means that specific ranges have gained a reputation for exceptional performance. High-grade steel, advanced coatings and new features also produce unrivalled strength and longevity in every screw. Specialising in screws and fixings, Samac’s core motivation has always been to provide the trades with products that do the job brilliantly and open up more sales opportunities for our merchant stockists. The company started life as a small family fixings business back in 2004 and throughout almost 20 years, some things have stayed the same: merchants are still at the heart of our business, which remains independent and family run. But we’ve also

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seen some huge changes. We are now based in 35,000 square feet of warehouse space at our Essex headquarters and have over 6,000 products in our range including pre-packed and bulk nails, a vast range of screws and fixings, as well as comprehensive ranges of roofing, fencing and building accessories. Screws Professional-grade screws can really help those merchant customers looking to save time and produce an exceptional, long-lasting finish for their clients. For instance, Performance Exterior Screws are designed specifically for outdoor projects and have an innovative Ruspert coating, which is available in silver or black that protects against environmental corrosion. They are salt spray tested to 1,500 hours so will give customers confidence that they will withstand even the toughest conditions. These are the screws trade counter staff could recommend to any customers carrying out fencing or landscaping work where the finish has to last. Indeed, it is no good using products that will weather, rust or even spoil the overall look of a project. Similarly, decking remains popular and choosing the right screw can save end users time money — and even the life expectancy of their power tools as they take less effort and power to drive into timber. The Performance Decking range features a reduced head size,

specifically designed to fit in the narrow space between decking boards. Coupled with a locking thread at the top, these types of screws offer significant advantages in reducing movement of the decking boards. The Type 17 Cut Point reduces splitting and eliminates the need for pre-drilling, while the TX screw heads also provide increased torque transfer and so reduce the likelihood of cam-out or stripping. This means fewer damaged screws and faster, easier assembly. Roofing Although we are well known for our screw range and have always supplied fixings to the roofing industry, in 2019 Samac diversified to offer a more complete range of roofing accessories and products under the Rooftec brand. The range includes Dry Ridge Fixing Systems, Breathable Membranes along with the Ethylene Propylene Diene Monomer (EPDM) lead alternatives. The latter was introduced because we understand that reducing environmental impact, conserving natural resources and minimising waste are high on everyone’s agenda right now and the construction industry as a whole is increasingly embracing sustainable practices. Sustainable building materials can play a vital role in reducing environmental impact and conserving resources and are essential for creating a more sustainable

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and responsible built environment for current and future generations. EPDM has an impressive lifespan and the membranes are designed to resist degradation caused by UV rays, ozone exposure and extreme temperatures, ensuring they maintain their integrity for several decades. It’s made from synthetic rubber derived from natural gas and oil and can be easily recycled at the end of its life cycle so it is an excellent choice for merchants and their customers who want to reduce their carbon footprint. Samac’s EPDM Rooftec Flex product has a core of aluminium mesh which is also highly recyclable, reducing the strain on natural resources and minimising waste generation. It is lightweight and easy to install whilst its life expectancy stretches to 40 years and it carries a 15 year guarantee, giving peace of mind to merchants and their customers.

We have also introduced Coloured Slate Hooks which are a simple solution for fixing natural slate to pitched roofs and are an alternative to copper clout nails. They come in light grey, dark grey and green, measure 100mm x 2.7mm and are available in tubs of 500. By updating the hook’s appearance, these products provide an unobtrusive fixing solution, matching the colours against the colour of the slate itself, allowing the beauty of the roofing material to take centre stage. The result is a sleek and refined appearance that elevates the overall appeal of any property. Samac knows the importance of relationships and we are always working hard to make life easier for our merchant customers. Our UK sales team visits and supports merchant branches with regular promotions and marketing.

For example, attention-grabbing point of sale support is invaluable. These can range from posters, leaflets and external banners to product merchandising stands. Samac's Performance range is represented through product displays and informative literature for the trade counter. Screw types and sizes are clearly labelled and categorised for easy selection and informative graphics and product specifications accompany each screw type, helping the trade understand their benefits and recommended applications. n For more details on the Samac Fixings range, enter the shortcode www.rdr.link/max028

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TOOLS, FIXINGS & BUILDING CHEMICALS SPECTRE ADVANCED COACH SCREWS Part of the Forgefix family, Spectre’s new range is said to be three times faster than a regular coach screw and has been designed to be stronger and more durable. An anti-corrosion coating makes it suitable for the toughest jobs in a range of different environments whilst the inclusion of the socket driver is intended to provide improved leverage and greater control, allowing for more precision. The new range has self-screwing capabilities with no pilot hole is required, saving tradespeople time and making it easier to complete projects. In addition, the Zinc and yellow passivated 60° single thread screws also feature a hex flange head for extra torque and greater pressure distribution across the screw.

n Use www.rdr.link/max029 to find out more.

ROLLINS ESTWING SURE STRIKE The new Estwing Sure Strike Straight Claw Hammer has a lightweight fibreglass shaft which provides overstrike protection and a no-slip moulded cushion grip to ensure comfort during use. The hammer has a forged steel head with a smooth face and a straight ripping claw. Available in in a choice of 16oz or 20oz head weights, it measures 330mm long and has been designed to be well balanced for prolonged periods of use. n Distributed via Rollins & Sons, more details can be found via

www.rdr.link/max030

APTUS PRO-STRUCT CERTIFICATION Aptus has secured UK Technical Assessment (UKTA) certification for its pro-struct structural timber screws. The approval follows an in-depth assessment conducted by the BBA which certifies that the entire pro-struct range complies with the requirements set out for screws by European Assessment Document (EAD) 130118-01-060. These parameters assess a product’s performance against no less than 14 different criteria — including tensile strength, bending angle, insertion movement, head pullthrough, yield strength, reaction to fire and durability against corrosion — and are aimed at providing independent verification that specific screws are suitable for use in timber construction where static and quasi-static loads are present. n Discover more about the Aptus range via www.rdr.link/max031

METEX PIPEFALL

JEFFERSON TOOLS MULTI-TOOL BLADE SET

Said to be simpler and cheaper than laser levels, the latest tool launched by Metex is aimed at making life easier for builders laying drainage pipes. PipeFall is described as an innovative manual drainage pipe gradient measuring tool with pre-set falls of 1:40, 1:60, 1:80 and 1:100 which allows installers to quickly and accurately lay drainage pipes to a required fall, or do a quick check to prove the gradient to building control. Made of anodised aluminium and engineering plastic, the new tool is less than 1m long so it can be handled, stored and transported conveniently whilst also being easier to use with shorter pipes.

Suitable for a wide variety of applications, Jefferson Tools’ new eight-piece Bi-Metal Multi-Tool Blade Set has been “crafted with precision and durability in mind.” The blades feature tough, titanium-coated teeth which allows the blades to “effortlessly slice” through materials and ensure a clean and precise cut every time. In addition, the supplier says the blades can be attached to various makes of Multi-Tools, thanks to their quick-release universal shank.

n Further details await by using the shortcode

www.rdr.link/max032

46 PBM NOVEMBER 2023

n Download the latest Jefferson Tools catalogue via www.rdr.link/max033

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MARKETING SUPPORT

New beginnings Hanson UK has changed its name and is starting the roll-out of new packaging to become Heidelberg Materials, aligning with its parent company which announced its new global branding in September 2022.

he company has been part of the Heidelberg Materials Group for many years but has, until now, retained the Hanson name. Andrew Simpson, Heidelberg Materials’ Packed Products Director in the UK, explained: “The timing is right to rebrand. The construction sector is facing global challenges including climate change and digitalisation, and we are better placed to meet these as a strong, united Group. Heidelberg Materials states that its products, such as Multicem and PostFix, are

some of the most recognisable in the market and the new packaging has kept many of the familiar design elements of the former packs. Andrew said: “We carried out extensive research with builders and merchants and we are confident that the new packaging designs will allow a smooth transition. The product names remain the same and the new packs feature a fresh, modern design, which takes its visual cues from the previous design to minimise the transition. “We are also providing merchants with eye-catching point-of-sale material that

clearly shows the old and new designs and highlights that the products are still the same high quality they expect from us.” The new Heidelberg Materials branding will be rolled out at the company’s sites and on vehicles over the next two years. The new packed product designs, meanwhile, are expected to be available to merchants early in the new year. n For more information, enter the shortcode www.rdr.link/max034

And the winner is… With the winning ticket purchased at Wolseley Plumb and Parts in Bletchley, Milton Keynes and merchant support vital throughout, JG Speedfit has announced the winner of this year’s 20 Grand in your Hand (20GIYH) competition.

aunched back in February, JG Speedfit’s six-month 20GIYH promotional campaign involved its best-selling product — the 15mm Equal Elbow — which were made available to stockists in specially branded packs of 10 for the duration. Each pack had a unique code allowing installers to enter the competition. The winner has been named as Jordon Puddefoot, a Milton Keynesbased plumber with over 10 years’ experience working for L & R Plumbing and Heating, a family-run business established over 40 years ago by Les Bullock. In September, Jordon and his apprentice Josh

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Hawkins were given a tour of RWC’s UK stateof-the-art factory and testing laboratory where JG Speedfit products are made, followed by an official presentation of the £20,000 prize. Throughout the competition period, stockists were also given the chance to win Love2Shop vouchers. Each month, £500 worth of vouchers was awarded to the most impressive point of sale display in store. Alongside that, a £250 Love2Shop voucher was awarded to the stockist that sold the

winning installer ticket for the monthly JG Speedfit Tech Bundle. Mike Riseley, RWC’s UK & Ireland Sales Director, said: “The 20GIYH campaign was a huge success and it is great to see the positive impact it has had on sales for JG Speedfit and our distribution partners. “Without the ongoing support of our stockists the success of this competition would not have been possible. The 20GIYH campaign was a brilliant way for us to reward both our loyal installers and distribution partners.” n For more about JG Speedfit, enter the shortocde www.rdr.link/max035

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JEFFERSON TOOLS AUTUMN/WINTER CATALOGUE The leading supplier of professional tools and equipment has launched its Autumn/Winter catalogue, with this latest edition showcasing a stellar line-up of 79 new products, spread across key categories that include heating, power tools, abrasives, and hand tools. The new catalogue has been curated to provide professional tradespeople with an extensive selection of quality tools and equipment whilst also “attending to the needs and standards of stockists.” The catalogue can also be downloaded from Jeﬀerson Tools’ revamped website via www.rdr.link/max036

BATHROOMS TO LOVE AUTUMN/WINTER COLLECTION BROCHURE PJH’s Bathrooms to Love brand has launched its latest collection, showcased in a brand new 348-page brochure. Including almost 100 new product additions, the new portfolio — spanning the bathroom furniture, showering and mirror categories — is also supported by a “suite of retailer sales and service beneﬁts.” These sales tools for stockists include an updated Virtual Showroom, new product QR codes (giving access to Augmented Reality, visualising products within individual bathroom spaces), engaging new product videos, POS and great display deals.

ALLUR REVAMPED BROCHURE The Allur brand of composite decking has unveiled an updated brochure, introducing an extended choice of products and enriched lifestyle photography. For example, the revamped 24-page A5 product guide and look-book now includes comprehensive information about the supplier’s new balustrade kits. Other helpful sections include the beneﬁts of composite decking, details of Allur’s environmental credentials and a full range overview, including the range of accessories available and the role that they play in completing a decking project.

CKI MAGNETIC PROMOTION Carl Kammerling International has announced the return of its ‘Magnetic’ winter deals promotion, with discounts of up to 70% available on product lines from brands including C.K Tools, C.K Magma, C.K Classic, avit and Kasp. To activate promotion offers, customers must make an initial purchase of £350 or more. From that point until 22nd December, all future orders submitted through the promotion will benefit from Magnetic savings. The company says, “the bigger the purchase, the bigger the savings,” and customers that place high value orders will also be rewarded with exclusive C.K Tools branded clothing, including a new design bobble hat and a Regatta Microfleece with C.K Embroidery.

JB KIND FREE HANDLE PACKS The leading door supplier says that its merchant customers can benefit from some “great prices” for its Thames and Tigris Doors whilst it is also offering a choice of free handle packs (on its standard Boston, Dallas, Portland and Seattle ranges. T&Cs apply). The offer is available until December, or while stocks last, and the standard packs include a pair of lever handles, three ball bearing hinges, a mortice latch and strike plate. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/max037

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ..............................page 4 www.rdr.link/max100

Marley Ltd ............................................................................page 17 www.rdr.link/max112

Bond It ..................................................................................page 47 www.rdr.link/max101

Onduline Building Products Ltd ..................................page 39 www.rdr.link/max113

Border Merchant Systems Ltd ......................................page 33 www.rdr.link/max102

Owlett-Jaton ......................................................................page 47 www.rdr.link/max114

BSW Timber Ltd ..................................................................page 8 www.rdr.link/max103

Regatta Ltd ............................................................................page 9 www.rdr.link/max115

Buckbootz ............................................................................page 14 www.rdr.link/max104

Reliance Worldwide Corporation (UK) Ltd ..outside back cover www.rdr.link/max116

Builders Merchants Federation ..................................page 24 www.rdr.link/max105

ROCKWOOL Ltd ................................................................page 21 www.rdr.link/max117

DEKS Industries Europe Ltd ..........................................page 37 www.rdr.link/max106

Simpson Strong-Tie ..........................................................page 14 www.rdr.link/max118

ECI Software Solutions Ltd ............................................page 31 www.rdr.link/max107

STABILA ..............................................................................page 45 www.rdr.link/max119

Forgefix Ltd ........................................................................page 43 www.rdr.link/max108

TOOLFAIR and Professional BUILDER LIVE ............page 34 www.rdr.link/max120

FVTH Ltd ..............................................................................page 19 www.rdr.link/max109

Ultratape ............................................................inside front cover www.rdr.link/max121

Impact Handling ................................................................page 13 www.rdr.link/max110

West Fraser ........................................................................page 27 www.rdr.link/max122

Kerridge Commercial Systems Ltd ..............................page 29 www.rdr.link/max111

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With Paul Davies

WE INTERRUPT THIS PROGRAMME… Am I alone in feeling frustrated with the seemingly endless series of international breaks? I know these games have to take place, but they just seem to kill off any momentum on the domestic front. Maybe I’m just bitter as a fan of a lower league club which had two call-ups (three are needed to trigger a postponement…) and subsequently lost the game! Anyway, writing at the conclusion of the October fixtures and eying up another international round in mid-November, I’m finding the stop-start nature of the Premier League programme quite annoying! Perhaps it is particularly apparent this season, when I don’t quite feel that the FPL campaign has really taken off. Obviously, this could just be the ‘performance’ of my team, necessitating a wildcard MUCH earlier than usual but I’m finding it very hard to see any particular trends, patterns or — barring two or three — real ‘must have’ picks. Perhaps paradoxically, the Premier League table currently has a somewhat predictable feel to it (at both ends) although I should add the major caveat that as I type, Man City aren’t at the summit. Indeed, the real football is pretty enticing, as an exciting Spurs, more resilient Arsenal and an improved Liverpool all look capable of threatening a slightly sub-par City. Newcastle and Brighton seem to be

suffering a little because of their additional European endeavours, but I’m confident they’ll improve. Villa and West Ham also look lively to me… The question is, who do you absolutely have to have in your FPL team? Which players are on your wildcard radar? Considering the current top three ‘most selected’ Haaland’s not quite firing, but you’d be brave to leave him out. Saka does look assured but is carrying a knock whilst despite a hefty price tag, Kieran Trippier is performing well. Beyond them, it is an intriguing though

— to my eyes — far from obvious mix. I can’t pinpoint a particularly solid defence to anchor my team on (Newcastle? Arsenal? Palace?!), and plenty of sides seem to be ‘sharing the points around’. The alternative take is that this is an especially open season, with plenty of choice and a welcome break from a few variations on a ‘template’ team. Having gambled early with wholesale changes, I’m hoping I’ve managed to get ahead of the curve and can improve my dismal ranking! History would suggest otherwise though…!

ONES TO WATCH In an interrupted November, the fixtures for Palace and West Ham look pretty decent. Palace are fairly tight at the back, and the likes of Joachim Anderson and Marc Guéhi help with the budget too. Jarrod Bowen, meanwhile, is also looking very lively.

Elsewhere, I think James Maddison will continue to be a steady scorer, and I’m getting increasingly tempted by old favourite Mo Salah… Both he and Ollie Watkins are currently outscoring the big Norwegian, whilst Julián Álvarez gives you City coverage and more bang for your buck if you’re feeling bold…

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