Professional Builders Merchant September 2023

SPECIAL REPORTS

14 BMF ANNUAL MEMBERS CONFERENCE Looking ahead to this year’s “Members’ Day”.

16 RECRUITMENT BOOTCAMP Foyne Jones MD Peter Jones outlines the key requirements for recruitment and staff retention success in the merchant sector

18 TRAINING SUPPORT

The latest merchant training initiatives from leading suppliers.

25 FROM CONCEPT TO COUNTER

Developing a time-saving, safety-focused cutting jig for use on site.

Plot ting a cour se

Another month, and yet more worrying signs for the state of the economy and the parlous state of consumer confidence Inflation continues to remain stubbornly high, prompting another interest rate rise from the Bank of England the 14th consecutive increase, bringing rates up to 5 25%

Whilst not particularly high by historical standards, the cliff edge scenario for the estimated 800,000 people coming off longer term fixes by the end of the year is especially alarming and a further blow to the 1 4million with a variable rate loan

According to leading indices such as the Halifax, UK house prices fell in July for the fourth month running, with prices dipping by 0 3% (around £1,000, on average) and 2 4% lower than a year ago Those taking on new mortgages were seeking out extended terms, with many first-time buyers now reportedly embarking on repayment plans lasting 36 years or longer.

As we report later in the issue, new build housing starts are significantly contracting And in other grim news, the construction industr y supposedly accounted for 11% of administrations in the first six months of 2023 – the third highest sector in the UK

However, there are still positive signs to be seen in the robust performance of the RMI market The FMB’s latest ‘State of Trade’ sur vey, for example, reported that SME building firms are experiencing a sustained increase in total workload and enquires with 40% of the organisation’s members reporting

an increase and only 18% detailing a reduction compared to last quarter

Going off-piste just for a second, figures from the Society of Motor Manufacturers and Traders (SMMT) reveal that the new car market grew 28 3% in July with 143,921 new vehicles registered. As a result, the market has enjoyed “non-stop growth for a full year despite challenging economic conditions, as supply chain challenges ease, production increases and deliveries can be fulfilled ”

This, the SMMT reports, was the best July performance since 2020 “when pent-up demand for new cars was unleashed following three months of lockdown during the pandemic ” Despite the continuous growth, these numbers are still tracking below pre-pandemic levels, but they ser ve to illustrate the dichotomy at the heart of the nation’s current economic malaise.

For many, increased mortgage repayments come on top of rising energ y costs, a more expensive weekly shop and stagnant wages. For others, whilst they will undoubtedly be impacted by inflationar y pressures to an extent, they may still have a few years left on

their fixed rate (or be mortgage free), have benefitted from a higher-than-expected pay rise and are now seeing a better return on their savings in the bank

Perhaps enough to invest in a new car, or on improvements for their home

Of course, budget will always be found to replace a broken boiler or fix a leaky roof, but this set of circumstances presents a particularly challenging set of circumstances for the merchant sector There is money to be spent, but it comes from a reduced pool of customers who themselves may be juggling their finances and weighing up the benefits of either a new car or a home upgrade

Once again, energ y prices ensure a heightened and ongoing focus on ‘ green ’ investment that may reduce bills in the long term Similarly, the sustained trend for working from home for many (to some extent) means people continue to consider their domestic set-up in ways we wouldn’t have thought about just a few years previously.

The opportunities are most certainly there Proactively capitalising on them is the key requirement

“There is money to be spent, but it comes from a reduced pool of customers who themselves may be juggling their finances and weighing up the benefits of either a new car or a home upgrade ”

N E W S U P D AT E

Integrated eCommerce

ECI Software Solutions has announced the launch of Spruce eCommerce which offers integration with the Spruce ERP software platform to provide a new ecommerce solution combining “professional website design with an innovative customer portal to simplify online shopping ” Purpose-built for the “unique needs” of building materials businesses, ECI’s John Maiuri said: “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 deliver y or instore pickup, browse products, create accounts, build self-ser vice quotes, pay invoices and more ”

New build housing data

New figures released by the National House Building Council show that the number of new home registrations fell by 42% in Q2 2023 compared to the same period last year. Completions also fell by 11%

A total of 38,044 new homes were registered in the months of April, May and June, compared to 65,645 in Q2 2022 According to NHBC, the reduction is largely due to the accelerated registration volumes in Q2 2022 caused by changes to the Building Regulations in relation to energ y conser vation Completions also fell in the quarter, mainly due to some dampening of demand caused by rises in mortgage rates.

NHBC CEO Steve Wood said: “It is hardly surprising that consumer demand for new homes began easing in the second quarter With mortgage rates at a 15-year high, volumes of homes built for private sales have weakened, although this is partly offset by bulk sales into affordable housing markets

Apprenticeship pledge

NMBS is supporting the Builders Merchants Federation’s pledge to achieve 15,000 apprentices across BMF membership by 2030, taking control of the skills gap in the building materials industr y and to drive the utilisation of Levy funds across the building materials sector NMBS is commemorating its 60th anniversar y this year, and has committed to recruiting 60 apprentices into the industr y The buying society is working with the BMF and LEAP to support both large and small members who want to take advantage of the many benefits of apprenticeships for new and existing staff alike

NMBS CEO Chris Hayward said: “Employing apprentices is a productive and effective way to cultivate a motivated, skilled, and qualified workforce. It allows businesses to adapt training according to their specific needs and expand while upskilling their workforce. Together, we can bridge the skills gap and drive progress in the building materials sector.”

“ The Government’s renewed focus on housing policy is welcomed, however a more favourable environment will be reliant on a fall in inflation, easing of mortgage rates and action to address the key supply side constraints of planning and nutrient neutrality”

There were 24,783 private sector registrations in Q2 2023, down -51% on Q2 2022 The rental sector saw a shallower decline,

TDUK Guide

Timber Development UK has launched The Merchant Guide to Selling Timber, billed as a comprehensive new resource to help merchants make the most of their sales of timber and timber products Written specifically for timber and builders’ merchants, the Guide offers an introduction to timber and timber products which staff can use to learn more and answer any questions from their customers

Within each section, merchants will find an outline of timber’s main product types and uses, as well as details of the common timber species used for different applications Key facts around sustainability, safety and quality are included for each product type, along with details of the relevant certifications and British and European standards that apply to each.

Information is included on any timber treatments that may be required, and the due diligence you should carry out on any timber

with 13,261 registrations in Q2 2023, down -14% on Q2 2022

It was a mixed picture for registrations across the UK. London and Wales saw increases in Q2 of 9% and 1% respectively compared to the same period last year, while the North West (-67%), North East (-60%) and Eastern (-56%) regions saw the largest falls in registrations.

New home completions saw a lesser decline overall, down 11% on Q2 2022 to 35,936 in Q2 2023 New home completions in the private sector were down -18% in Q2 2023 to 24,746 whilst completions in the rental sector were up 8% compared to Q2 2022

Steve added: “While new home registrations are down in Q2 2023, activity on site continues at a steady pace with builders focused on completing homes already in the pipeline The increase in completions in the rental sector may signal a renewed focus on affordable housing, helping to address some of the underlying demand for new homes among those impacted by higher mortgage rates.”

stocks you order. Tips around availability and lead times are

presented, and the Guide also includes key information that merchants should always ask their timber suppliers to make sure that they are receiving the highest-possible quality product to sell on to their customers

Each section also includes suggestions on how to upsell different timber products, as well as the complementary products merchants may wish to consider stocking, such as the fixings, adhesives, paints and PPE that could add significant value to any timber sale.

To download The Merchant Guide to Selling Timber from TDUK’s website, enter the shortcode www rdr link/mav001

PUMP SECTOR WELCOMES ANNOUNCEMENT ON CE MARKING

CE marking to remain

As an example of the sentiments offered by many industr y bodies and individual companies, the British Pump Manufacturers Association (BPMA) on behalf of the £1 9 billion UK pump sector has welcomed the recent announcement from the Department for Business and Trade regarding the indefinite extension to the use of CE marking for UK businesses

The CE (Conformité Européenne) mark is used across Europe to certify that a wide range of items including pumps and related equipment meet stringent product safety standards. As a member of the European Union, the UK had for decades adopted the use of this safety marking for products being sold both within the UK and throughout the European continent

However, as part of a wide range of proposed post-Brexit legislative changes, the Government had planned for this safety marking to be replaced by a new UKCA (UK Conformity Assessed) mark for all goods sold in Great Britain from the end of 2024; a deadline which had already endured several postponements and extensions

UK businesses and their respective trade organisations have for many years been calling on the authorities to extend the use of the long-established CE mark, explaining that forcing them to meet the new UK rules which effectively duplicates EU product standards would add a significant and unnecessar y cost burden to UK industr y.

With the UKCA mark not being recognised in the EU, and only required for goods being sold in Great Britain, manufactures would have needed to adopt both conformity protocols for products destined for both marketplaces. Notably, this would have also been the case for all overseas manufacturers wishing to sell products into the UK

Having continually pushed for the retention of the CE Mark, Wayne Rose, Director and CEO at the BPMA, said: “Some of our larger members have already endured the unwelcomed expense and bureaucracy of dual safety mark adoption, simply to continue selling the same products to the same markets, so although they too will welcome this announcement, a good deal of wasted time, effort and cost has already been spent For our smaller members, they will be relieved that the cliff-edge deadline of UKCA mark adoption has been removed, and that they can now redirect their efforts into product innovation and business growth ”

The full Government statement can be viewed via www.rdr.link/mav002

PBM on Foyne Jones pod

The Foyne Jones Show podcast recently spoke with Professional Builders Merchant’s editor Paul Davies to discuss a variety of industr y issues The influential industr y podcast, launched and hosted by Peter Jones of recruitment specialists Foyne Jones, is billed as combining “personality, passion and our love for football alongside industr y and recruitment news ” with Peter keen to ensure a vibrant and free-flowing conversation with his guests.

With its theme of Stars of the Future, the latest series of the show not only discusses the most pressing issues in the merchanting and

BMF shortlisted for four Awards

The Builders Merchants Federation has been nominated for four Association of Excellence Awards

These important Awards recognise the essential work that associations, trade bodies, unions and professional organisations conduct on behalf of their members to ensure that their voices are heard and their causes championed.

The BMF has been shortlisted for the Best New Event, in recognition of the inaugural Top 100 Merchant Influencers; the Best Membership Support, acknowledging the vital employment law support provided by BMF Intelligent Employment Plus; UK Association of the Year (up to 1,000 members); and the Association Leadership Award for BMF CEO, John Newcomb

John said: “Ever y member of the BMF team strives to support and represent our members and ensure they gain value from their membership It is always an honour for our work to be recognised by an independent body that has the opportunity to assess the effectiveness of our work against those of a huge range of organisations across many different industries and sectors ”

The Award winners will be announced on 3 November 2023 at a ceremony in London

KBB sectors, but also strives to offer advice and inspiration to the next generation of talent as they embark on careers within the industr y

In the most recent episode, Peter welcomed PBM editor Paul Davies to the recording studio on the outskirts of Brighton for a wide-ranging conversation about change and transformation in the merchant sector, from digital disruption, the impact of private equity finance, demographic challenges and much, much more besides

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

Mixed results

The latest State of Trade Survey from the Federation of Master Builders (FMB) provides some welcome positivity for the sector, with a “continued upward trend” in repair, maintenance, and improvement (RMI) building work in Q2 of this year but there is cause for concer n in house building.

Despite this boost for builders in terms of RMI work however, the findings also state that “house building lags behind” with more FMB members reporting lower workloads and enquiries than those reporting more, according to the survey results.

FMB Chief Executive Brian Berry said: “While there are plenty of positives to take from this quarter’s State of Trade Survey, there are still worrying signs for house builders Workloads are up, driven by a strong repair, maintenance and improvement sector and encouragingly we’re also seeing pressure on obtaining skilled labour easing ”

Brian continued: “House building has been hit badly, despite a slight increase on last quarter more members are reporting less work than they are more, and enquiries continue to look bleak The fall in house building is worrying because housing supply is a key component of a growing the economy and unlocking a mobile workforce. The Government needs to step up its efforts if its own ambition to build 300,000 each year is to be met because the figure is expected to be less than half than that this year.”

He concluded: “The survey also points towards other areas of concern, with just under half of FMB members saying they expect profits to be lower

than expected and around one in five saying they are restricting hiring new staff With inflation dipping marginally, we’ll need to see over the coming months if this has any positive effects on bottom lines.”

The key findings from the FMB Q2 2023 State of Trade Survey can be summarised accordingly:

Ma rk e t c o nd it io n s

l Increase in total workload and enquires is primarily driven by a continued strong rebound in the repair, maintenance and improvement sector

l Overall, difficulty in recruitment is easing, however;

l 38% of members are struggling to hire carpenters with 29% struggling to hire bricklayers.

l A quarter of members can’t get hold of general labourers.

l Over half of all members report that jobs are delayed because they are struggling to hire skilled workers

Im p a ct o f c ha ng e s in p ri ce s a nd co s ts

l 79% of members report that material costs increased in Q2 2023 with 72% expecting this to continue into the next quarter

l The impact of increased outgoings has led to 69% of members increasing the prices they charge, with just under half reporting that the business is on track to make a loss

l 19% report that they are restricting hiring new staff as a consequence of increased outgoings.

l Overall, 40% of members reported an increase in workload, with only 18% reporting a reduction compared to last quarter.

l House building workloads and enquiries continue to struggle with more members reporting a decrease than increase

n The FMB State of Trade Sur vey, which is released quarterly, is the longest running sur vey of its kind to track the experience of small to medium-sized (SME) construction firms in the UK. Enter the shortcode www.rdr.link/mav004 to view the full sur vey results

S k ill s

“While there are plenty of positives to take from this quar ter’s State of Trade Sur vey, there are still worr ying signs for house builders ”

NBG NEW PARTNERS

The National Buying Group reports that it has made good on its promise to ramp up its recruitment programme, with five new Partners coming on board in recent weeks.

The five new Partners include two new East London based merchants Floyds Builders Merchant in South East London, a general merchant with a specialism in steel; and timber specialist T Chambers and Son based in Romford In addition, Darlaston Builders Merchants near Walsall and Paget Builders Merchants in Sheffield, heavyside and general merchants, join along with Marcliff Plumbing and Heating Supplies based in Bristol with a focus on renewables.

Managing Director Nick Oates (pictured) says that discussions with even more potential recruits continue apace: “We stated a few months ago that our pipeline of potential new Partners was historically strong We have now begun delivering on that potential with five new Partners bringing a diverse range of specialisms to the group.

“But we’re not stopping here, the pipeline remains strong and we’re confident that we will be making further announcements in the coming weeks and months ”

Nick adds that the independent merchant sector is receptive to the NBG message: “Our democratic ideals, founded on the philosophy of ‘one Partner, one vote’ is proving highly attractive to merchants who want a real say in how their buying group is run and are wary of an overly centralised approach that dictates rather than manages by consensus We believe our focus on buying deals through developing a strong community spirit results in everyone supporting each other We’re confident in our approach and we believe there is more to come ”

HALDANE FISHER MORECAMBE BRANCH

Following a £250,000 investment and located at the former Broadoak Home and Garden Centre premises, Haldane Fisher has unveiled its new Morecambe branch The development forms part of Haldane Group’s long-term growth strategy, which will see over £50 million spent on whole group development over the next five years

Simon Walling, who leads the Haldane Fisher brand in England and the Isle of Man, along with timber distributor GE Robinson, said: “We are delighted to open our new branch in Morecambe, further strengthening our presence in Lancashire This revamped location reflects our commitment to providing convenient access to top-quality products and services and we are pleased to have now opened our doors to the public

“This follows the refurbishment of our branch in Garstang, which experienced a £600,000 redevelopment to increase the product range and enhance the ironmongery and door offering.”

MKM HIRE HVO GENERATORS

MKM has teamed up with plant and machinery company MHM Group to offer fusion powered generators as part of its Tool and Plant Hire offering. The MG 6000 SSY-Eco generators, which are designed to minimise air and noise pollution on construction sites, are being launched as a hire product for MKM customers, starting at the merchant’s latest Hire branch at King’s Lynn

The new generators feature start-stop technology to save on running costs and reduce energy and fuel usage Although traditionally diesel powered, the generators can also run on Hydrotreated Vegetable Oil (HVO), or a mix of both, offering sustainability benefits to users.

With other category winners including household brands such as John Lewis, JustEat and the Very Group, MKM has also recently triumphed at the global MACH Impact Awards for its newly revamped website

The project, carried out alongside Brave Bison Commerce, Vue Storefront, BigCommerce and Bloomreach, was named ‘Best B2B Project’ at this year’s event and the results of the initiative speak for themselves Four weeks after launch, MKM witnessed a 42% increase in site traffic compared to the previous year, a 75% improvement in average page load speed, and a 77% boost in average time spent on the page It also experienced a 26% increase in total web orders and an 82% uptick in revenue

PBM takes a look at some of the latest news stories from across the merchant sector including new branches, community events, charity fundraising and more.

Assistant Branch Manager Dan Nield pictured with Branch Manager Jacqui Newton and MD Simon Walling.

CITY PLUMBING TEENAGE CANCER TRUST FUNDRAISING MILESTONE

City Plumbing and Teenage Cancer Trust are celebrating a remarkable milestone after funds raised through their partnership reached the magical figure of £3m That’s enough to pay for 100,000 hours of nursing time and is the result of endless hours of fundraising by employees at the leading heating and plumbing merchant

City Plumbing has supported Teenage Cancer Trust since 2012, making it one of the charity’s longest standing ‘charity of the year’ partnerships During that time, employees across the business have raised money through a wide range of fundraising activities from hikes and climbs to cycle rides, Tough Mudders, treks, walks and marathons.

Dave Evans, CEO at parent group Highbourne Group, said: “It has been remarkable to see so many people get involved and be inspired to raise money for a charity we all believe in We first launched the partnership 11 years ago by asking colleagues to vote for the charity they wanted to donate to, and it has brought everyone in the business together ”

“We are so proud to have raised £3m so far - and judging by the commitment of everyone I speak to, I’m certain that figure will continue to rise ”

BRADFORDS BUILDING SUPPLIES COMMUNITY CUP FINAL

Earlier in the summer, some 230 children from across the South West took part in this year’s Bradfords Community Cup Final at Somerset County Cricket Club. Organised by the Somerset County Cricket Foundation and sponsored by Bradfords, the festival was the culmination of 18 regional qualifiers, in which 116 teams competed

David Young, CEO at Bradfords, said: “We put a lot of energy into encouraging the next generation as a business and to have the opportunity to support initiatives like these in the communities we serve is an extension of that

“Grass roots sports offers such a great training ground, not just to foster a love of sport, but more intangible skills that prepare youngsters for life ahead of them As a business firmly rooted in the communities of the South West, and with such enduring presence, we understand the responsibility we have to support that ”

TRAVIS PERKINS PLC + GRAFTON GROUP PLC HALF YEAR RESULTS

Outlining some of the challenges currently facing the merchant sector, both Travis Perkins plc and the Grafton Group have each recently released their half year results for 2023

Click or tap the following links below for the full details:

Travis Perkins plc

Grafton Group plc

JEWSON BAND OF BUILDERS FUNDRAISING

Raising vital funds for its official charity partner Band of Builders, Jewson recently held its fourth annual ‘Monster’ event the T20 Monster Blast which saw six teams of cricket players from Jewson’s business units around the UK fight it out to be the Grand Final winners As well as Jewson colleagues, the mixed-sex teams were also made up of staff from some of the merchant’s key suppliers and players from Tickhill Cricket Club in Doncaster, where the tournament was held

The trophy was lifted by SAM Mouldings Red Super Chargers, who beat CTD Green Chiefs Celebrations lasted into the evening, with football, darts and table tennis tournaments taking place as well as live entertainment and food and drink stalls Elsewhere, raffles were held in Jewson branches around the country, offering prizes including tickets to the Vitality Blast at Headingly to see the Yorkshire Vikings take on the Birmingham Bears

Jewson’s Monster events are the brainchild of its Client and Community Development Director, Barry Hilling, with the first the Monster Marathon taking place in 2016 A 130-mile Monster Walk and the Monster Splash triathlon have followed, raising funds for Band of Builders which supports tradespeople and their families during times of need

www rdr link/mav005

www rdr link/mav006

In the three years since Jewson made Band of Builders its official charity partner, it has raised more than £200,000 for the cause

Gather ing momentum

Commonly known as Members’ Day, the BMF Annual Conference & Awards takes place later this month at the Hilton Metropole, Birmingham. PBM looks at what delegates can look forward to.

Providing BMF Members with a key opportunity to meet with other individuals in the industr y, a packed business agenda includes a full conference programme in addition to a supplier exhibition, all enhanced by breakout workshop sessions to drill down into the detail of vital industr y issues

These sessions will cover a number of subjects including Member Value, hosted by Membership Ser vices Director Richard Ellithorne; Product Data Standardisation in the Supply Chain led by Dianne Lucas of CMDi, Jonathan Chard of Bradfords and BMF Business Development Manager Oz Bham with ETIM UK Manager Dave Bate; Skills Development, presented by Kerr y Wilson, BMF Learning & Development Manager and LEAP Apprenticeships; and Government Influence in a workshop delivered by Policy & Public Affairs Manager Brett Amphlett and CEO John Newcomb

In the evening, a Black-Tie Award Dinner will raise funds for the BMF Charity Partner for 2023, the British Heart Foundation, whilst celebrating some of the sector’s high flying young merchant and supplier achievers In addition, the Awards will recognise the top Supplier and Ser vice ‘Member Engagement’ providers of the year

along with the BMF Training Company of the Year the merchant company judged to have made the biggest commitment to staff development through the provision of BMF training ser vices

This year ’ s shortlisted merchants are Haldane Fisher, Harlow Timber Group, Howarth Timber and Builders Merchants, the IBMG Group and Robert Price Taking the theme ‘Building Momentum for the Future’ and with Unilin Insulation as headline sponsor, the event will be hosted by Award-winning sports presenter, Mark Pougatch Today, Mark is best known as IT V’s Chief Sports presenter, anchoring live football and rugby coverage, including the FIFA World Cup in Qatar last year and the Six Nations rugby series Prior to this, he was a staple on BB C R adio 5 Live for 16 years, covering ever y major sporting event in the world

In addition to the business programme, a series of social events will be running as part of the conference including a (sold out) golf tournament at the Forest of Arden course and a recently announced ‘Escape Hunt’ which will see teams of 4-6 people working together as a team to find clues, solve puzzles and complete challenges before the time runs out.

Finally, the event is also CPD Certified For any attendees wishing to claim their CPD Points, contact the BMF following the Conference for these to be issued

The BMF Annual C onference & Awards will be held on 20-21 September at the Hilton Metropole, Birmingham. For more information, visit www bmf org uk

n The BMF has confirmed that an amazing £26,235 was raised for charity during the Gala Dinner that concluded the BMF All Industr y Conference in Istanbul earlier in the summer. The money will be split between the BMF’s charity partners, the British Heart Foundation and the Turkey/Syria Earthquake appeal.

BMF CEO John Newcomb said: “I am unbelievably proud of the generosity of our conference delegates. Huge thanks to ever yone who helped us achieve this fantastic sum for charity ”

He added: “The entire conference was one of the best if not the best I have ever been involved with My thanks to all our brilliant speakers, and to our superb host Mark Durden-Smith, who orchestrated proceedings in his own inimitable way ”

Mark Pougatch

Recr uitment bootcamp

Peter Jones, Founder and Managing Director of Foyne Jones Recruitment Group, shares some of the key takeaways from his exclusive three-part online series on ‘People, Planning and Pressure Points’, for businesses recruiting in the builders’ merchant industry…

PEOPLE — Focus on mental health to boost your team’s perfor mance:

n In the current economy having the right people, in the right place, has never been more important for thriving merchant businesses It’s therefore time to ask yourself some searching questions such as how do I want my business and my people to develop moving forwards?

The BMF’s pledge to onboard 15,000 new apprentices by 2030 is great news, but our focus also needs to be on the here and now For example, nearly 80% of the UK workforce are in customer-facing roles and a new report from the Institute of Customer Service states that over half of them have experienced customer abuse

So, check in regularly with your staff and encourage them to report incidents ACAS advises that creating a positive environment at work to help prevent work-related stress is key, so ensure you have a clear mental health policy

Deloitte’s latest survey in this area, meanwhile, reveals that 40% of

total turnover costs can be attributed to mental health issues Over 36% of UK working adults say they have used resources to help with their mental health in the last year whilst those aged 18-39 are more inclined to seek help

Factor this into your culture - especially when recruiting - so you are seen as a supportive employer

PLANNING — Make it easy with tech and targeted marketing:

n Re c r u i t m e n t m u s t b e e m b e d d e d i n y o u r b u s i n e s s p l a n s o c r e a t e a s o u r c i n g s t r a t e g y w h i c h w o r k s f o r y o u I r e c o m m e n d v i d e o t e c h n o l o g y a n d d i g i t a l i n t r o d u c t i o n s a s p a r t o f t h e p r o c e s s i n s t e a d o f m o r e t r a d i t i o n a l m e t h o d s l i ke t h e C V. N a i l d o w n t h e s p e c i f i c r e q u i r e m e n t s f o r t h e j o b s p e c a n d b e h o n e s t a b o u t t h e e x p e r i e n c e r e q u i r e d

In my experience, personality and a hunger to learn can be your best asset on the ground skills can be taught, but finding the right fit with your existing team can be tougher Be upfront about the salary, pay reviews and perks, be honest about your expectations and listen to applicants’ thoughts and concerns

Virtual or in-person interviews are the only way to get to know candidates Concentrate on the person in front of you, prepare a list of questions beforehand and have a clear structure

Once you’ve found the right candidate make the start date and on-boarding process crystal clear Establish a feedback policy for unsuccessful candidates Be constructive, so they can raise their game

for their next interview.

And if you enlist a third-party recruiter, make sure they understand your business, your sector and route to market You are paying them to ask the difficult questions and cherry-pick the best candidates for you

PRESSURE POINTS — Plan ahead, attract new talent and share salaries:

n Many businesses are feeling recruitment pressure right now Research from the British Chambers of Commerce indicates that more than 5,000 UK businesses of all sectors and sizes are facing record high difficulties in hiring new staff, with the largest percentage tied to the manufacturing sectors

If we consider how this is affecting the merchanting industry, then the numbers suggest that 71% are finding huge difficulties in onboarding skilled workers and so making our industry an attractive proposition will ensure we capture the career-appetites of the next generation

Be upfront about basic salaries, as this, along with earning potential and associated benefits should be included in EVERY job advertisement We must find ways to reduce the skills gap and I believe this starts with promoting our industry as a lifelong career

choice with endless opportunities

Is this clear in your recruitment process? Are you making it easy for people to find you?

The biggest pressure point in 2023 is achieving a healthy balance between work, home and mindfulness regardless of pay grade If you show that you care about your people, you will keep them. It’s that simple. Be honest about what your company stands for and how you want it to be seen

It’s time for us to ‘grow with the flow’ and promote a growth mindset within business, for all people Don’t let the pressure win, as everyone is together stronger

n To read the full series of Recruitment bootcamp articles on Topic 1: People, Topic 2: Planning and Topic 3: Pressure Points search online on the PBM website or enter the shortcode www.rdr.link/mav007

n Plus, for more information on the ser vices available from Foyne Jones, enter the shortcode www rdr link/mav008

“Be upfront about the salar y, pay reviews and perks, be honest about your expectations and listen to applicants’ thoughts and concerns.

”

FORGEFIX

The fixings and fastenings specialist says it has “ramped up” its support with enhanced training days that give counter staff a better understanding of the key features and capabilities of its ‘best’ product range. The hands-on sessions aim to provide counter staff with the confidence to advise end users on the screws that would best meet their needs, as well as highlighting the cost and time savings that can be made by purchasing premium ForgeFix products over the firm’s more basic ranges

The practical nature of the training days helps the supplier to effectively demonstrate its ‘good, better, best’ product ranges to clients, facilitating a real understanding of the enhanced features that its premium screws possess, which in turn equips merchants with the ability to upsell away from lower-end products

ACTIS

Having recently launched its “revolutionary two-in-one product”

Eolis HC, Actis has expanded its merchant and distributor training as part of its wider support package. The product itself is a two-in-one reflective insulation with an integrated vapour barrier which is said to enable builders and roofers to reduce the number of steps required “to achieve an impressive U-value as well as airtightness in roofs, transforming the loft and barn conversion sectors ”

Actis says its training sessions have been running for many years and have been popular among national, regional and local merchants alike. In addition to the creation of written and video installation guidelines (which are mainly targeted at the end users), the manufacturer is offering additional face-to-face and tailored training to all its merchant customers

The training will demonstrate “how super-speedy and clean the products are to install” said to address two of

ForgeFix has three core merchant brands Fasteners & Fixings, Spectre and ForgeFast which each represent the ‘good, better and best’ product range to offer merchant customers “great quality at several different price points ”

The training programme is delivered by the supplier’s Commercial and Technical Director Tony Armitt, who draws on his vast experience gained over almost two decades in wholesaling to help enhance clients’ knowledge of the company’s products and subsequently their capacity for sales And such has been the success of the training days so far that the Spectre portfolio is now said to among a large national stockist’s fastest growing brands, with the majority of sales coming as a result of up-selling

n For more details, enter the shortcode www.rdr.link/mav009

the key niggles for those ‘on the ground’ and show how they help builders comply with Part L of the building regulations Moreover, the sessions, which also look at the range of scenarios in which the products are used, are tailored to suit the depth into which each branch wants to go.

Whilst the company says it can go into “the nitty gritty, details of build-ups

and the varying levels of U-values achieved through a range of alternatives”, not all merchants want such minute detail Accordingly, it notes that the “flexibility of the sessions means branches have options (and) there is no ‘one size fits all’ approach.”

n Further information can be found via www.rdr.link/mav010

PBM considers some of the latest merchant training initiatives on offer from some of the sector’s leading suppliers and manufacturers.

Master Merchant — what’s it all about?

The annual Master Merchant competition has been a fixture in the BMF calendar for over 30 years and remains as popular as ever with returning competitors and first-timers alike.

This year, fifteen four-person teams drawn from builders’ merchants and building material suppliers across the countr y lined up to compete Having arrived in glorious sunshine, the threat of thunderstorms was never far away Getting wet, however, is one of the main attractions of the canoeing and ghyll scrambling challenges, and teams soon found out who had the best head for heights during the rock-climbing activity

Communication skills were tested as the teams took on a blindfolded human sheep herding trial, played human chess, and worked out the best way to construct a rope square The event culminated in a scavenger hunt around Ambleside finding the answers to clues and completing smaller tasks and challenges along the route

At the end of a hard-fought but fun weekend

EH Smith Builders Merchants emerged as the new Master Merchant champions, with a team of first-time participants comprising captain Oliver Marshall, Adam Johnson, Tom Staunton and Ben Nash Brown Encon Group won the Super Supplier trophy, its team comprising captain James Robinson, Hayden Little, Ian Gallacher and Ian Lock

But the real attraction of Master Merchant is the experience gained by ever yone that takes part The experienced team at organisers

Steven Lee Associates ensure the event is safe and fun as well as challenging Although there is no “official” learning input, it offers a great chance for colleagues to develop a close bond and understanding that will ser ve them well back at work

Ian Gallacher, from the winning Super Supplier team would highly recommend it for team and relationship building, saying: “ The instructors help and support ever y step of the way put us at ease and gave confidence for the challenges put in front of us It’s an excellent experience for team building not only within your own team but with the entire group

“ There was a good level of friendly competition between the teams, while still supporting and pushing each other, thus

building relationships you would other wise spend months building ”

Helen Stone, one of three first-timers in the Harlow Timber Group team, is another convert, saying: “Although we had a vague idea of what to expect, nothing could have prepared us for what the weekend had in store not least the compassion, understanding and encouragement of the instructors to make us all push ourselves to new limits

“For anyone considering whether to take part next year, my advice would be undoubtedly, do it. It will be the best experience Character building, making new friends and finding more about yourself than you ever thought possible ”

Next year’s Master Merchant Challenge takes place on 12-14 July 2024 Find out more or reser ve your place by emailing stacey lock@bmf org uk

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

“Master Merchant offers a great chance for colleagues to develop a close bond and understanding that will ser ve them well back at work.”

merritt & Fryers mD Rachel Fryers, Haldane Group CeO David Haldane, Keyline Civils specialist mD Dean Pinner and Neil Sabey, Group mD of Harlow timber Group, have been elected to the board of the Builders Merchant Federation

the quartet take over from Frank elkins, who is stepping down after leaving travis perkins, whilst Lords CeO shanker patel, Haldane Group Chairman Ian Haldane and Collier & Catchpole mD tim rowbottom have each completed two three-year terms of office

For more on the story, use www.rdr.link/mav011

ROCKWOOL has overhauled its merchant sales team “to give greater local support as demand for its insulation rises ” the restructure sees the creation of ten Area sales executive roles and a wider remit of support and end-to-end service

Covering the Northern region are Rakesh Bhopal, Lewis Smith, Mark Hancock and Rebecca Ellwood the south-West of the UK s served by Nate Grant, Phil Notley, Richard Llewellyn and Sam Wilson, while the south-east is supported by Dom Mason and Chris Ludlow merchants can find their local representative via www rdr link/mav012

Spirotech has appointed Dean Oliver as Area sales manager (Commercial) with responsibility for developing the south and London areas He joins the company from City plumbing, where he gained experience across several branches, before becoming Assistant manager at the Canterbury branch

Dean said: “I am really pleased to have joined spirotech and look forward to further developing its customer base from consultants through to the merchants, whilst looking after our existing customers ”

Oliver Cole is the latest addition to the growing Stelrad brand specialists team, responsible for being the face of stelrad through merchant branches, helping stockists and installers with radiator queries and providing support with local training and product knowledge

Looking after the east midlands and east Anglia region, Oli said: “I’m really enjoying my role as a brand specialist, being able to help people on a one-to-one basis ”

AG has appointed James Jack as Head of sales for scotland James brings with him over 25 years ’ experience in the construction industry, working across both the manufacturing and distribution sectors, most recently as Account manager at Keyline where he managed the group ’ s tier 1 contractors

James will be engaging with contractors, subcontractors and, especially, builders’ merchants, supporting general merchant/stockist activity and driving sales through this channel

to further strengthen support to individual merchant outlets, SIG Distribution has created a new team of regional account managers the nationwide team is headed by Divisional sales Directors Steve Davies (North) and Leighton Davies (south), and will build on the work done by the firm’s national account managers whilst reflecting the importance of more ‘boots on the ground’ to work with merchant customers modelling the new team on his own experience of working on the merchant side, steve said: “even in an increasingly digital world you need to be in front of your customer you need to walk round their yards Our merchant customers can call on a wealth of expertise across the organisation to provide comprehensive support for their customers whatever the complexity of the project they are working on ”

Steve Davies

From concept to counter

Recently launched by Metex, the creators of Grindermate — Mark Thompson and Jim Wigan speak with PBM about the creation and development of the lightweight cutting jig for bricks and block paving.

As angle grinders and rotating saws are some of the most dangerous tools in construction, having a simple jig to avoid having to hold a brick in place with a foot and running a rotating blade right next to it seems like a no-brainer With 20 years of industr y experience apiece, Grindermate’s creators Mark Thompson (quantity sur veyor and director) and Jim Wigan (who ran his own building company) got the idea because of safety concerns on a big paving job back in 2016

Jim explains: “We were doing a ver y big driveway job with a labourer who wasn’t ver y skilled, so it was more to do with keeping him safe he had an accident and nearly severed his toes! We were doing thousands of cuts, so I made a prototype wooden jig for him to use, just something so I could go to work and not worr y about the labourers in the background Grindermate sort of created itself from there on!”

Jim kept using the jig with his staff for another three years, until he sat down with Mark to take it further As a commercial director of a construction company, Mark was drawn to the health & safety aspect: “For ever y company I’ve worked for, health &

safety has been ever ything I saw Grindermate and thought ‘Why are people not using this, it’s so easy and effective?’

“It baffles me how people would put their foot on a brick and cut it with an angle grinder, it’s pretty dangerous and scary! It just seemed so simple, so we decided to team up ”

Product development

The initial Grindermate was a simple wooden platform which Jim built himself, with a single straight slot in the middle, but he soon needed to upgrade the jig He said: “We ran into a problem doing angled cuts as the brick wouldn’t stop moving around, so I developed it a bit more so we could cut angles on it.”

To make Grindermate into a viable product which could be manufactured costeffectively as one piece, Mark and Jim started working with a plastic manufacturing company which gave feedback on the strength of materials to use and the design evolved.

Field testing with a plastic prototype saw further design tweaks, for example to increase stability, and the next stage was to take the product to market and finding a ‘middleman’

to help sell to the large companies Mark’s industry connections led them to Metex and a meeting with its directors Daniel Bamford and Daniel Hopkins

Mark said: “ They were really keen. The business was small enough for the product to be important to them, but at the same time big enough to make it happen, so that’s why we chose them to come along on this journey with us!”

Jim and Metex then combined their skillsets to finalise Grindermate’s design Following further tweaks and trials, Daniel Bamford said: “The reaction from contractors and builders’ merchants has been very positive and we are pleased to be promoting a product that has genuine site safety benefits ”

Changing attitudes

Seasoned tradespeople are sometimes set in their ways and getting them to adopt new tools can be a challenge, but Jim isn’t daunted: “One thing they can’t avoid is the fact that it’s safer I’m having work done at my house now and my labourers have been using Grindermate

NEW PRODUCT INNOVATION

daily you couldn’t take it off them now! Once you get it into their hands and they try it out, I think they can be won over.

“As a boss, you ’ ve also got an obligation to provide PPE to your staff, like steel toecap boots for example The legal responsibility comes back to the owner if a staff member has an accident, so a lot of bosses on construction sites will hopefully encourage their staff to use Grindermate.”

Jim additionally thinks busy builders are likely to appreciate Grindermate as a quick, ready-made solution: “As a builder you just want to get in and get out It’s much easier and faster to just grab Grindermate, rather than waste time which could be spent building and making money Builders want to build quickly and they like new tools when a new tool comes out, all my boys talk about it!”

And compared to heavy brick jigs available from tool manufacturers, Grindermate is aimed at builders on the

move being smaller, more portable and more affordable Mark explains: “Some jigs are £200-300 apiece and they’re heavy and lumpy, take up a lot of space and need a lot of setting up We’re in a completely different market to them and tr y to make things simple and cost-effective instead ”

Future outlook

With Grindermate beginning to be taken on by several stockists and resellers, the two pioneers say they have plenty of ideas to take the concept further, with additional features such as dust suppression and developing a version for using up on a roof to cut tiles

Daniel Hopkins, Metex Sales & Marketing Director, concludes: “With so many injuries on site per year, Grindermate provides significant health and safety benefits and whilst it’s got to be commercially viable for Metex, we ’ re really happy to help make sites safer

“ The product is priced to be highly competitive but equally ver y robust and provide the user a tool that will assist with hundreds of on-site brick and block cuts if treated correctly It’s set to become a staple tool in many builder’s vans and available from most well-known merchants and online construction material retailers ”

n Use the shortcode www rdr link/mav013 if you are interested in becoming a stockist.

Negative thinking

“Greenbloc Technology is the heartbeat of innovation at CCP,” comments Phil Rotheram, GM of CCP “The continuous improvement mindset that drives our business presented an opportunity to challenge our innovation and technical teams on just how low we could take the embodied carbon within our product, or, revolutionary, completely remove it ”

Considering the pace at which the market is moving to enhance the built environment and improve the sustainability of British construction, CCP states that constantly developing technologies like Greenbloc enables it to maximise its value to their customers

Ian St Hillaire, Technolog y & Innovation Director for CCP’s parent group SigmaRoc UK, explains the thinking: “Maintaining the relevance of ultra-low carbon concrete as the client’s premier choice of material for their projects is vital for our ongoing business growth With this in mind, we set about producing trial samples of concrete blocks at site production scale to push the boundaries of possible

“ This led to some exciting developments in our Greenbloc technolog y using Carbon8 carbon-negative aggregate Combining the alternative aggregate with cement-free technolog y in the right proportions allows us to successfully produce a concrete block that is not only ultra-low in carbon embodiment but is actually carbon negative.”

The results are described as being particularly encouraging:

• Concrete blocks that are 110% less carbon than those produced using 100% Original Portland Cements (OPC), making them carbon negative.

• Blocks exhibit the same aesthetics, quality

and strength as those produced using 100% OPC.

• There is potential to increase the carbon reduction to 125%

Phil Rotheram concludes: “The key differentiator that makes CCP the customer’s choice for value is the quality of the product that we manufacture and service consistently Excitingly, this breakthrough enables us to lead our market in sustainability and help our customers win more of the projects that they wish to tender for

“Working in partnership with our customers is a natural part of our everyday and product development on this scale only works to satisfy their needs, and their clients’ expectations further. Ian and his team will be full steam ahead to next upscale the plant trials and then formally produce supporting EPDs to not only establish the product as fit for purpose but also to prove the carbon negative claims ”

n Supplying the construction industr y for over 60 years, CCP Building Products is a manufacturer and trade supplier of precast concrete products and aggregates in the North West of England and North Wales. Since 2018, CCP has been a proud member of the SigmaRoc PLC family, a specialist quarries and materials group operating across Europe.

n For more information on the CCP Building Products portfolio, enter the shortcode www rdr link/mav014

In keeping with its commitment to be “the leading authority on ultralow carbon concrete technology,” CCP Building Products says it has successfully trialled the production of a UK-first cement-free, carbon negative concrete block.

“Combining the alternative aggregate with cement-free technology in the right propor tions allows us to successfully produce a concrete block that is not only ultra-low in carbon embodiment but is actually carbon negative.”

More merchants are now rolling out ‘Fibo Collect’ selfservice machines for concrete, mortar and screed. PBM reports.

Click and collect

Following the launch of the concept in the UK earlier in the year (as reported in PBM’s Februar y issue), Fibo Intercon has provided an update on the number of UK builders’ merchants implementing the firm’s touch screen batching plants for local collections of concrete, mortar and screed

Back in Februar y, it was Thorncliffe Building Supplies that opened the first UK Fibo Collect facility at its Ewloe branch in North Wales The independent merchant subsequently ordered machine number two for its Dyserth site (pictured) whilst in May, the business hit a record day of sales with 9 1m3 sold to collect customers

In March, Car vers Building Supplies committed to becoming the first English customer to launch the fully automated selfcollect concept at its branch on Little Lane in Wolverhampton with the facility set to be operational by the time this issue of PBM lands on your desks Conveniently situated next to the City’s ring road, Car vers is wellversed in ‘drive through’ concepts

For those unfamiliar with the stor y, back in Februar y 2012 the business suffered a devastating fire which destroyed warehousing, offices and stocks The following day, MD Henr y Car ver released a statement vowing to ‘ regroup and rebuild a bigger and better Car vers ’ and it was from the following summer ’ s redevelopment that the firm pioneered its Drive Through Trade

Warehouse a concept that features a centre drive lane with parking on either side, allowing vehicles to pull up next to materials and be quickly picked and loaded, all while undercover

The new collection station forms an exciting continuation of this offering for customers. Purchasing Director Richard Boult said: “We are delighted to bring local customers in Wolverhampton access to this new ser vice. The collect concept gives our customers a hassle-free solution to an ever yday challenge that is ultimately more cost-effective ”

In April, Cartmore Building Supplies signed up to become the first Scottish merchant to install a machine at its branch in Lochgelly. Established in 1986, the independent merchant moved to new premises in May 2021 where it opened a stunning landscaping display in May 2022. The display, which spans over 1000m2 has received significant recognition by winning the UK Builders Merchant award for the ‘Best Hard Landscaping display in the UK’, seeing off stiff national competition to put Fife on the map as being the home to the ver y best in the categor y.

The new Fibo Collect drive-through collection station will form an exciting new offering for its customers with Director Gordon Banks commenting: “We are constantly looking to improve our offer to customers and following on from our superb, award-winning landscaping display, our agreement with Fibo will add another dimension to the services Cartmore can offer”

The machine was installed as this issue was being put together and you can see a video via the shortcode rdr.link/mav015

In May, Fibo Intercon also revealed it has expanded the concept to include loose aggregates, meaning that customers will soon be able to choose “exactly the right amount of loose materials all on the same touch screen terminal.”

n For more information on the Fibo Collect concept, enter the shortcode www.rdr.link/mav016

BRICKS, BLOCKS & MASONRY

FORTERRA LOCALLY SOURCED RMI BRICKS

Forterra’s Repair, Maintenance, and Improvement (RMI) range of bricks offers a selection curated from its Butterley bricks which are produced at its factories in Accrington and Claughton, Lancashire, and in Kirton, Nottinghamshire Renowned for their heritage appeal and authentic finish, the bricks have been used in the construction of notable landmarks worldwide including King’s Cross St Pancras and Battersea Power Station in London

Building upon this legacy, the RMI range is said to combine aesthetic appeal, authentic heritage and superior functionality, making them ideal for renovation projects Furthermore, by producing the bricks at three different factories, the manufacturer is giving customers the ability to source bricks “from right up the street” since each plant’s bricks have an identity and aesthetic tailored to the local area

CEO Neil Ash said: “Forterra’s RMI range represents a significant milestone in our commitment to sustainable and locally sourced building materials. We are proud to offer a range of bricks that not only meet the highest standards of durability and frost resistance but also seamlessly blend into the existing built environment, preserving the character and charm of each location ”

STONELUX BRICK TINT RANGE

Stonelux Brick Tint is described as a high-quality tinting solution designed to enhance the appearance of masonry surfaces such as brick, stone, and mortar It is said to offer exceptional colour customisation possibilities and seamless colour correction to avoid unsightly patches and mismatched bricks while effectively permeating the substrate’s pores, resulting in a “stunning and long-lasting outcome that maintains its incredible appearance over time ” Suitable both for revitalising and old structure or adding “a touch of character” to a new build, the product can also be used for interior as well as exterior applications

Easy to apply with a brush or roller, the brick dye has been developed to ensure a more efficient application that minimises the risk of staining or discolouration of surrounding surfaces and will penetrate deep into the substrate to permanently enhance the appearance of the brickwork

n For more information, enter the shortcode www.rdr.link/mav017 n

Call of duty

Both DIYers and trade professionals need a dependable and trustworthy heavy-duty plasterboard fixing that offers swift and effortless installation when hanging heavy items, such as TVs radiators and boilers, cupboards, pictures and shelves. Matthew Statham explains how the Bullfix plasterboard fixing was developed, how it works and its future plans.

Navigating the world of fixings can be quite a challenge, especially when dealing with different types of walls like stud walls, dot & dab and insulated plasterboard, each requiring their own specific kind of fixings ere’s a daunting choice of plasterboard fixings available but unfortunately, many fixings on the market tend to fail because of issues such as insufficient strength, inadequate wing deployment, and an overall lack of suitability for their intended purpose

ese failures cost time and money, and oen wooden battens need to be fitted to stud work so that heavy objects can be hung securely on plasterboard

Mark Howe, a builder by trade for 35 years, was fed up with these failing plasterboard fixings He identified a gap in the market for a reliable fixing that could be used across all types of plasterboard, and started working on a unique design that would provide a strong, reliable solution

With my background in product engineering and sourcing materials in the Far East, Mark and I joined forces in 2020 and the Bullfix plasterboard fixing was born! e following year, we launched Bullfix on Amazon, where it has become the No 1 heavy duty plasterboard fixings brand

Since then, the business has received

significant investment from Wilko and is now available online and instore It is also featured on B&Q online, and has achieved good success in the DIY space.

Now, it is gaining traction in the heating and plumbing market with installers and heating engineers

e product

Bullfix Universal fixings can be used on stud walls, dot and dab, and insulated plasterboard and require only a 7mm cavity, providing a robust, dependable and user-friendly solution for both DIY enthusiasts and trade professionals

ey have patented, smart wings, which, when fully deployed, spread the weight away from the drilled hole is tackles the age-old challenge of securely hanging heavy objects to plasterboard Bullfix Universal, for example, will take up to 116kg of weight, making it perfect for hanging radiators, boilers, T V brackets, shelves, cupboards, heavy pictures or mirrors.

e smart design means that if the wings aren’t completely deployed, the screw-hole isn’t lined up to take the screw. is means it can only be used if properly inserted, making it extremely reliable

e Bullfix range also includes Bullfix Extra, for extra confidence when fixing

heavier loads to stud walls with a 20mm cavity It has the same unique design, but the longer wings will support 133kg

In addition, Bullfix Hooks are perfect for hanging pictures, mirrors and canvas to plasterboard when installed with Bullfix plasterboard fixings Bullfix cabinet brackets, meanwhile, are designed to replace all standard wall cabinet brackets when hanging kitchen cupboards and bathroom cabinets to plasterboard.

We are ver y proud that the Bullfix bracket and plasterboard fixing is the only fixing independently tested by FIRA (Furniture Industr y Research Association), successfully passing stringent load tests for EN standards on kitchen wall cabinets mounted on 12 5mm plasterboard

L aunching into Screwfix

Bullfix recently reached a significant milestone with the introduction of our heavy-duty fixings range into Screwfix With a presence in 840 stores across the country, this launch presents a tremendous opportunity for Bullfix to expand its market reach and solidify its position in the industry.

n For more information on Bullfix, enter the shortcode www.rdr.link/mav019

Promoting premium screws

Despite their small size, screws play a vital role in any construction project. It’s easy to overlook their importance when working on a project, but having an eye for detail and getting the basics right can be the difference between success and failure

And at the trade counter, having some knowledge about screws can lead to significant upselling opportunities, such as offering a premium range which brings added value to your customer and potentially greater margins to you.

When talking to customers, it’s important to understand the specific needs and requirements of their project. By asking questions about its scope and the customer’s desired outcome, you can demonstrate how premium screws can deliver superior results Emphasising the long-term value, increased reliability and time-saving benefits of premium screws is key.

When it comes to ups elling, explaining how the rig ht s cre ws are ess ential for achie ving a professional, long-lasting f inish, will help For example, budget s cre ws may lack the necessar y design features to withstand the harsh outdo or environments and heav y loads ass o ciated with decking jobs, and s cre w coatings are cr ucial for enhancing longe vity and protec ting against corrosion.

Coatings

When it comes to exterior construction jobs, it's essential to avoid rust that can ruin the project As an example, Samac Performance Exterior Screws are designed specifically for outdoor projects and their innovative Ruspert coating, which is available in silver or black, protects against environmental corrosion

Exposure to moisture and salt can accelerate the corrosion process, but the Ruspert coating has exceptional resistance to these, ensuring the screws maintain their integrity and last over time, even when used with treated timber. Whether it's fences, wooden decks, or any other outdoor project, these high-quality screws offer long-lasting performance.

The screws come with either a pan or countersunk head design Pan head screws have a large diameter, making them ideal for high-torque assembly jobs, while the flat underside ensures a secure hold even with enlarged holes

On the other hand, countersunk screws provide a neat and secure finish, reducing potential hazards and providing an aesthetically pleasing look. Salt spray tested to 1,500 hours, these screws give you confidence that they will withstand even the toughest conditions

Decking

With drier weather, merchants can expect an increase in outdoor work, especially decking projects. Professional-grade decking screws

can really help those merchant customers looking to save time and produce an exceptional finish for their clients.

The Performance Decking range from Samac, for instance, 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.

When people walk on a deck, especially over an extended period, the constant weight and pressure exerted on the boards can lead to shifting, loosening, and warping This movement not only compromises the structural integrity of the deck but also affects its aesthetic appeal

However, a reduced head size on a decking screw ser ves a critical purpose By fitting perfectly into the narrow gap between boards, it secures them tightly in place, preventing horizontal shifting or gaps from forming. This feature ensures that the deck remains stable and reduces the risk of accidents caused by loose or wobbly boards

Additionally, the locking thread at the top of the screw further enhances its effectiveness As the screw is driven into the board, the locking thread bites into the wood, creating a firm grip This grip reduces vertical movement of the boards, such as lifting or warping due to changes in temperature or humidity.

James Robinson, Sales and Marketing Director of Samac Fixings, discusses the sales opportunities offered by screws and fixings.

By minimising these movements, the screw helps maintain the overall stability and longevity of the deck.

In contrast, budget decking screws that lack the reduced head size and locking thread are unable to provide the same level of security. The smooth surface of these screws fails to prevent horizontal movement between boards, leading to gaps, shifting, and an unstable deck

Moreover, without a locking thread, vertical movements become more pronounced over time, resulting in loose or raised boards that are prone to damage and create safety hazards

The Performance Decking range has all these features as well as the Type 17 Cut Point that reduces splitting and eliminates the need for pre-drilling, while the TX screw heads provide increased torque transfer and so reduce the likelihood of cam-out or stripping This means fewer damaged screws and faster, easier assembly.

The six-pointed star-shaped head design also distributes force evenly, preventing wear and tear on tools To ensure long-lasting and secure decking, the locking thread at the top of each screw keeps ever y slat securely in place, preventing unsightly movement Additionally, the special serrated thread drives quickly into wood, reducing torque and making these screws perfect for even the toughest decking projects.

Enhanced offerings

By leveraging the right knowledge and approach, merchants can enhance their screw offerings, increase customer satisfaction, and ultimately drive sales in this essential product categor y By explaining how the right screw can save time and money, with faster jobs and reduced wear and tear on power tools, you can justify the higher price point

Point of sale support will also help your customers understand screws and the benefits of not opting for budget versions Eye-catching displays, signage and brochures which showcase the features and benefits of premium screws can be invaluable Manufacturers such as Samac offer product displays and informative literature for trade counters which explain to customers how a premium screw can save them time and money and achieve a better result

By learning about premium screws and their advantages, merchants can elevate their screw offerings, educate customers as to how they can benefit from choosing them over a budget version, and ultimately boost sales.

n For more information on the Samac Fixings range, enter the shortcode www rdr link/mav020

ROOFING REWARDS

Train and upskill

With new developments in both product and legislation, it is essential that merchants are up to date with all the latest knowledge. However, finding time for training might prove difficult in a busy branch environment. That’s where Marley comes in its My Account Training Hub is the perfect place to start upskilling your team.

Training to suit your needs

Our training courses can help you build and update your roofing knowledge, step by step, to fit around your busy day With online introduction courses available including short burst training modules covering the fundamentals of roofing such as pitched roofing, roofing battens, solar and dr y fix the My Account Training Hub is the perfect place to begin your upskilling journey at a time that’s convenient for you

And, to fully integrate your learning, you will also find the online training modules via BMF Campus as well as selected merchant training portals

Follow up with Teams

When you ’ re ready to dive deeper, our interactive Teams training sessions allow you to explore a host of essential subject areas in more depth:

l Roofing product knowledge builds on the fundamentals of roofing to improve your roofing knowledge

l Estimating provides small group training sessions designed to guide you through the estimating process

l Solar details the changes in roofing and the growth of the renewables sector

Within the Teams training sessions, there is also an opportunity for questions and answers with Marley’s Training and Technical Support Manager, Kevin Taylor

E asy to access training with Marley

To access the My Account Training Hub, simply visit www.marley.co.uk/myaccount and log on, whilst Marley’s interactive Teams training sessions run on selected dates throughout the year

n For full details and to register, visit www marley co uk/training

Sticking around

Sustainability targets, rising costs, and modern construction methods are all factors effecting the buying habits of those working in the construction sector. And as the market changes, so do the demands for more efficient, cost-effective, and ecofriendly building methods. Nick Bratt, National Sales Manager at Saint-Gobain Abrasives, discusses why many tradespeople are turning to more sophisticated adhesives and sealants.

Adhesives and sealants have come a long way in recent years what was once a simple toolbox addition now offers tradespeople superior performance on site and can act as a great alternative to traditional mechanical fasteners. Indeed, construction adhesives are now highly sought by trade professionals due to their diverse qualities and the range of projects they cater for.

There are so many types, brands, and formulas on the market, which is exactly why OneBond was created to provide merchants with a concise yet complete range of adhesives all under one name

Products

Adhesives and sealants are perfect for maintenance and repair operations on structural components and can meet almost any process requirement in terms of environmental resistance, heat resistance and curing time, etc. These substances can even help the end product to have a lighter mass than its metallic fastener counterparts

One product type which has been growing in demand amongst tradespeople are hybrid adhesives and sealants Hybrids offer a cost-effective solution that combines many benefits from different types of

adhesives and sealants all in one product such as high UV and humidity resistance to withstand high temperatures, the ability to be painted once cured and even suitable for under water applications which all provide improved performance and longer-lasting results for the user.

Furthermore, adhesive bonding is widely used in modern construction due to its ability to permanently join dissimilar materials such as metals and plastics, permitting higher construction rates and allowing for more freedom in the design process It’s perfect for working with materials that cannot be welded or secured with traditional fasteners

Instant adhesives are designed to quickly bond small plastic or metal parts, while long open-time epoxy-based adhesives are ideal for assembling and repairing large applications or complex shapes that require maximum durability Think sealing exterior pipe joints and cracked concrete, or filling oversized bolt holes, fixing anchors and repairing pipes

In addition, in bathroom and kitchen

settings, it is vital that all products including sealants are both sanitar y and waterproof At OneBond, we have worked to ensure our silicone sealants are resistant against sunlight, temperature variation, humidity, shrinkage and even ozone factors that are becoming an increasing priority in projects.

For day-to-day applications, polyurethane has become the go-to tool for tradespeople OneBond’s polyurethane products can fill expansion joints and seal joints between concrete structures, brickwork, and masonr y. They can also seal gutters, secure roof tiles, and assemble and seal door/window framing components

To accompany OneBond’s range, the brand is keen to supply its merchant distributors with the point-of-sale (POS) and marketing materials to get the products off the shelves

Sustainability

As the industr y works to become more sustainable, so do contractor’s buying habits. Adhesives and sealants can be a fantastic tool when considering the environmental impact

“To ensure customers are working with the safest and most user-friendly adhesives, merchants can stock low toxicity, low VOC and low odour formulas.”

TOOLS, FIXINGS & ADHESIVES

have made low emissions a priority for our products, with most of our products having an A+ EMICODE label.

User safety

There are a few key factors that merchants should be taking into consideration when it comes to the wellbeing of its customers toxicity, flammability and irritants

merchants can stock low toxicity, low VOC and low odour formulas

OneBond is a brand backed by the extensive knowledge and expertise of SaintGobain, the breadth of our portfolio means that merchant distributors only need to deal with one supplier for most of their building and construction products

of a project. When creating OneBond, for example, we focused on making our products as environmentally friendly as possible, prioritising low emissions and ecofriendly packaging

In addition, it’s important for merchants to prioritise stocking adhesives and sealants which don’t contain Volatile Organic Compounds (VOCs), which can be harmful to human health Identifying the EMICODE label on product packaging will confirm adhesives and sealants comply with the most stringent emission limits At OneBond, we

Contractors are advised to use adhesives and sealants in well-ventilated areas to avoid inhaling the fumes and vapours from potentially harmful formulas, or to strictly avoid contact with the skin or eyes

Manufac turers work to ensure that thes e raw materials are comp ounded in a safe environment Howe ver, once formulated, it’s the us er w ho has the resp onsibility to handle and disp os e of adhesive and s ealant pro duc ts safely.

To ensure customers are working with the safest and most user-friendly adhesives,

We are proud to be able to continually work with our customers whether it's point-of-sale, marketing support, or training to ensure our customers are best placed to not only stock but promote the products to trades and feel confident selling the range

OneBond ensures there is an adhesive or sealant for ever y kind of job, no matter how big or small, and offers more economical options in its acr ylic sealant range

n To learn more about stocking the OneBond range, enter the shortcode www.rdr.link/mav021

Joining forces

Back in May, ARMD announced it had teamed up with the Independent Builders Merchant Group (IBMG) in a partnership that will bring the company ’ s all-in-one smart van alarm, tracker and insurance package to IBMG’s trade customers, offering a solution that “proactively prevents theft in the first place and gets them back on the tools should the worst happen.”

With more than 172 builders’ merchant branches across the South of England, IBMG’s brands include some famous independent merchant names from Chandlers Building Supplies, Grant & Stone, CRS and Parker Building Supplies to Devondale Electrical Wholesalers, Burns Plumbers Merchants and many more All of IBMG’s 100,000+ customers will benefit from exclusive discounts on the ARMD GUARD security alarm, its dedicated insurance and alarm/insurance bundles

Duncan Jackson, Chief Commercial Officer of ARMD, said: “We are delighted to be working with IBMG Tool theft is the

scourge of tradespeople that effects 78% of them Together with IBMG we are protecting their livelihoods with affordable solutions that help prevent theft and quickly reimburse them if the worst happens ”

Ian Kenny, Group Marketing Director at IBMG, added: “ Tool theft is a risk that many of our customers face, and this fantastic partnership adds value and gives control back to hard working tradespeople when it comes to protecting their livelihoods

“It will allow us to offer our customers an affordable product to help mitigate the risk of tool theft. Supported by exclusive discounts for IBMG customers, we hope to offer our hard-working customers increased protection at an affordable price point.”

The recently launched ‘plug and play’ ARMD GUARD smart van alarm and tracker and silently watches over tools and in the event of a break-in the alarm triggers a phone call notification This instant alert allows tradespeople to take immediate action by calling the police and catching thieves in the act while it locates and tracks the van, if it is stolen, with the inbuilt GPS.

The ARMD GUARD integrates seamlessly with the ARMD App, which includes a tool inventor y that allows tradespeople to keep a record of the value of their tools The App also provides van security, insurance, tool and van

location all in one place, all working together to bring a superior layer of protection to a tradesperson’s livelihood

In April, ARMD announced the appointment of Kevin North as its new Sales Director Highly experienced in the trade sector, Kevin has previously worked with Thomson Local, R ated People, Plentific and Checkatrade in addition to being a former electrician

He joins the business with a mission to form partnerships with builders’ merchants, electrical wholesalers, trade associations and manufacturers as part of ARMD’s ongoing strateg y to develop “mutually beneficial” alliances with the “companies who solve the problems tradespeople encounter as they go about their day-to-day business (helping) to bring a superior layer of protection to a tradesperson’s livelihood.”

n For more information on ARMD’s total tool protection package, enter the shortcode www rdr link/mav022

ARMD Sales Director Kevin North; IBMG Group CEO, Martin Stables; Stephen Holland, Co-founder & CMO ARMD

ARMD is increasingly looking to develop new partnerships within the merchant sector to promote its tool security solutions and help “protect more tradespeople from the terrible effects of tool theft.” PBM reports.

TALON EZ JOIST CLIPS

Designed for installing pipework in awkward spaces, Talon's EZ Joist Clips transform the way plumbing and heating professionals run pipes and cables onto joists, offering a safer and easier install with unmatched convenience and reliability Manufactured in the UK, the high-quality polypropylene clips have an innovative design that is said to save installers significant time and effort during their projects.

Featuring a push-fit mechanism without the need for additional tools and fixings, the EZ Joist Clip range caters to pipe sizes commonly used in plumbing and heating applications, including clips suitable for 15mm and 22mm pipe diameters They can also be used when running cables

n Use www.rdr.link/mav023 to discover more.

EGGER UK JOINT & JOIST ADHESIVE CAP

The structural flooring systems manufacturer has introduced a new twist action cap for its Joint & Joist Adhesive to provide an easier and more precise application, whilst reducing glue wastage The adhesive is used for bonding board joints, bonding boards to joists and sealing edges of Egger particleboards and must be used as part of the company’s Advanced Structural Flooring System for housebuilders to receive the manufacturer’s Lifetime Guarantee Having been on the market for several years, the firm has listened to customer feedback and has implemented changes to the cap to improve the adhesive application The new cap has been designed to achieve “a perfect 5mm bead of adhesive” on joints, whilst the size of the cap allows adhesive to reach directly into the groove and shoulder of Egger’s tongue and groove joints

n Enter the shortcode www.rdr.link/mav024 to find out more.

MAKITA CORDLESS CIRCULAR SAW

Makita has added to its range of cordless circular saws with the launch of the HS012G 40VMax XGT Brushless 165mm Circular Saw. The lightweight and powerful tool is the latest addition to the manufacturer’s XGT range and adds a new, compact option to the portfolio as the first 165mm model in the XGT line up

The combination of 40VMax XGT power and an energy efficient brushless motor means it achieves a maximum output of 1300 watts said to be nearly twice that of the equivalent 18V saw and a no load speed of 5,200 rpm It also features constant speed control to maintain consistent blade speed under load for improved cutting performance

n www.rdr.link/mavx025

HODGSON SEALANTS

SILFIX U7

T h e “ a p p l i c a t o r s’ f a v o u r i t e i n t e r n a l H M s a n i t a r y s e a l a n t ” h a s b e e n r e l a u n c h e d a n d i m p r o v e d t o m a ke i t e v e n e a s i e r a n d m o r e e f f e c t i v e t o a p p l y I t i s n o w t h i c ke r a n d s t i f f e r t o a p p l y w i t h i m p r o v e d b o d y t h a t g i v e s e n h a n c e d s h a p e r e t e n t i o n , i m p r o v e d g u n a b i l i t y a n d r e d u c e d s l u m p.

Said to offer excellent adhesion to most non-porous surfaces, making it ideally suited to sealing around baths, sinks, urinals and ceramic tile joints to give a water-resistant, hygienic seal, it is also said to be equally suitable for application to such surfaces as PVCu, coated timber, brickwork, concrete, GRP, stainless / galvanised steel, aluminium and lead, as well as on natural porous surfaces

n www.rdr.link/mav026

KNIPEX NEEDLE-NOSE COMBINATION PLIERS

Now also available in a length of 185 millimetres, Knipex

Needle-Nose Pliers are described as being high leverage combination pliers with pointed jaws and are a further development of the classic combination pliers from the famous Knipex Wuppertal tool forge The slim pliers can “cope perfectly” with tight, hard-to-reach work areas whilst with a length of just 185 millimetres, the flexible tool is said to be twist-proof and full of power

A high lever transmission power joint makes it easier to cut soft, medium-hard and hard wire, whilst the convex profile of the serrations in the pipe gripping area provides a stable three-point contact so round pipes can be easily gripped and powerfully turned Furthermore, a milled transverse groove in the gripping area also makes it easy to securely hold and pull out even tiny items such as nails, pins and bolts

n www.rdr.link/mav027

Reimagining rainwater

ACO is undertaking a broad-based approach to highlighting the need for a more sustainable approach to water management, including raising awareness by partnering with the Royal Horticultural Society (RHS) to showcase the issue at this year’s RHS Garden Festival at Hampton Court Palace.

With water shortages a growing concern in Britain, ACO partnered with the Royal Horticultural Society (RHS) and garden designer Tom Massey at the recent RHS Garden Festival at Hampton Court Palace to ‘reimagine rainwater as a resource for positive use ’ rather than simply being disposed of.

Indeed, concerns about water quantity and quality are often in the news Summer 2023 delivered hosepipe bans in Kent and Sussex, while cars swim through flash floods in London

This is all driven by the climate crisis, population growth and the ensuing urban creep that seals rain-absorbing ground However, ACO argues that domestic practice lags behind the concern we put rainwater down the drain, and throw drinking-quality water on the garden

Supporting water conser vation efforts, ACO reports it was delighted to sponsor the RHS Resilient Garden at this year ’ s RHS Hampton Court show The garden transformed an “aesthetically and environmentally unimaginative” domestic plot into a biodiverse garden resilient to climate change.

The garden was designed by Tom Massey who regularly features in BBC Two’s Your Garden Made Perfect and built by Landscape Associates Domestic rainwater management is central to the RHS Resilient Garden, with ACO products featured in the show garden and on the adjoining ACO House & Garden Stand during the six-day show

Both the stand and garden together demonstrate the power of plants and

products to channel, store, enjoy, slow and disperse rainwater on its journey from rooftop to ground level and below

Solutions on display

Rainwater lands first and is slowed down on its journey through the green roofs of the house and garden office in the show garden Planting and ACO RoofBloxx slow and disperse the rainwater while providing natural cooling and insulation

ACO Threshold Drains protect the house from flood and feed rainwater into the pond, joining with the water from roofs The rainwater pond “offers enjoyment for all” with ACO’s Wildlife products encouraging animals to stay

Rainwater is kept out of the drain to combat sewage overflows that plague our news whilst

“We all know water quality and quantity is of increasing national impor tance, but struggle to achieve solutions that benefit both our own homes and the wider ecosystem.”

ACO GravelGuard has replaced paving, allowing rain to pass through and stabilise the surface for access In addition, water from the rainwater pond flows on into a soakaway constructed using ACO StormBrixx and is dispersed into the ground

Peter Ridg way, Brand Development Director for ACO Technologies plc, said:

“ The Garden Festival is always a pleasure to attend and this year we were thrilled to work with the RHS and Tom Massey to expand

the conversation on rainwater in our homes

“We a l l k now water qu a lit y and qu ant it y is of incre asing nat iona l imp or t ance, but st r ug g le to achie ve s olut ions t hat b enef it b ot h our ow n homes and t he w ider e cosystem We encourage e ver yone w it h an interest in gardening and nature to explore how to us e t he p ower of AC O pro duc ts and pl ants to reimag ine rainwater in our gardens ”

Writing in ACO’s Reimagining Rainwater

show literature, Tom Massey said: “We need to think about how water moves through our space and how we interact with water Water is an interesting and textural element to add to a garden, bringing light, reflection and sound; but also can be stored and harvested for use later with rainwater harvesting systems

“We must also think about how water moves into our main sewers. When water moves too quickly over the landscape and into the sewers, they become overwhelmed and we get discharges of toxic sewage into our waterways It is essential to think about the way water is managed in our garden spaces ”

Images reproduced with permission from RHS Resilient Garden, Dorling Kindersley: © AVA CGI Ltd, 2023

n For more information on ACO’s range of products and services, enter the shortcode www rdr link/mav028

New horizons

Earlier in the year, Hallstone — part of the Rolawn group — took steps to “more effectively support the industry” with a newly-launched trade-only offering of topsoil, mulch, wood chippings, compost and turf. PBM looks at the company’s rebranding initiative and some of the subsequent developments.

After acquiring Hallstone in 2010 with the aim of providing the UK market with sustainable, fit-for-purpose products, Rolawn announced the relaunch of the brand in March in a move designed to shift focus and see Hallstone become a supplier dedicated to the trade with its products now only available through stockists.

By “sourcing, rigorously testing and screening,” the company says it can offer consistent, high-quality landscaping supplies, including topsoil, bark, compost and turf to the trade with the intention of delivering a “reliable, competitively priced ser vice that landscapers and builders can confidently depend on ”

Ken Brewster, Marketing Director for the Rolawn group, said at the time of the move: “Relaunching Hallstone is an important step for us in ensuring that we are moving in the right direction for our loyal trade customer-base As with any development at Rolawn, we have looked at the future of the market and believe that this is the best way that we can provide support in the current climate and for the foreseeable future ”

As part of the relaunch, “substantial investment” was made in Hallstone’s brand

development, including a new logo and website, which have been designed to create a more ‘trade-friendly’ appeal

In addition, a complete overhaul of the website, social media and marketing plan have been undertaken to help ensure its products “remain front of mind and to increase the likelihood of sales and profitability for Hallstone’s business customers.”

Hallstone will not sell directly online; instead, the non-transactional website will drive customers to trade stockists. This decision has been taken to help build stockists’ confidence in the brand and ensure trade customers receive the best prices possible when purchasing Hallstone landscaping products

Ken adde d: “We’re lo ok ing for ward to demonst rat ing t he b enef its of Ha l lstone to sto ck ists and merchants, f rom t he cost and reli abi lit y to bro ader issues t hat cou ld p osit ively imp ac t t heir business es, including our et hic a l s ourcing and manufac tur ing pro cess es We underst and t hat for many in t he indust r y a go o d reput at ion

is imp or t ant for g rowt h and we s e e our pro duc ts pl ay ing a role in t he s at isfac t ion of our c ustomers and t hat of our c ustomer’s c ustomers ”

Following the relaunch, the business has recently announced a “marked increase” in sales for the first half of 2023 including seeing bulk bag revenue surge by more than 50% when compared to last year ’ s figures. Furthermore, sales through the company ’ s merchant channel are reported as being 47% up on the previous year whilst its number of stockists has increased by 63%

Sales Director Jonathan Hill said: “We have a clear, simple focus consistent, reliable, premium landscaping products to

the trade, at competitive prices We’re ver y pleased to see that our new approach is being so well received by trade customers, it speaks volumes about the products and the ser vice we provide ”

Hallstone, which has also reported a 99 3% customer satisfaction rate, forecasts a continued increase in demand and states it is confident that it can continue to meet and exceed market expectations Supporting stockists with eye-catching point of sale and merchandising materials to promote the products in branches nationwide, the business has also worked with its merchant partners at events and trade days to raise awareness and help facilitate sales

Continuing the strateg y, Chris Barker was appointed to the role of Sales Manager – Merchants in May (for Rolawn and Hallstone) to provide dedicated support for the sector, working with independent builders’ merchants and buying groups to “help ensure they get maximum value from their relationship with the business ”

With a particular focus on the Hallstone brand, Chris will be working closely with customers to develop individual trading plans and “collaborative and impactful marketing strategies” to optimise sales of all products He said: “I am looking for ward to helping customers to achieve more from our partnership giving them the tools to retain and grow their customer base and building on Rolawn’s name and reputation ”

Jonathan Hill added: “Chris’s background in account management aligns perfectly with our channel-focused approach to sales and account management and I look for ward to watching him develop this key target market ”

n For more information on Hallstone, including details on becoming a stockist, enter the shortcode www rdr link/mav029

Hallstone products on display at Jewson Builth Wells

Point of Sale materials at the Jewson branch in Sittingbourne

Digital support

Sion Harrison, Group Director of Digital Development at Marshalls, explains how merchants can support their customers by promoting the use of digital tools and technology for the planning of residential landscaping and driveway projects.

For homeowners, the outdoor spaces of their property are often as important as the interiors in terms of projecting their personality and putting a personal stamp on their home. Gardens are also an important space for hobbies, relaxation and entertaining

As a result, many are taking special care and investing a large amount of time in ensuring the design is right and the right materials are chosen

While the internet and social media have an important role in providing inspiration and project references, the process of planning and selecting products remains largely unchanged. Typically, it will involve looking at manufacturers’ brochures, visiting merchant branches to see product displays and requesting samples.

It is essential for builders or contractors to support their clients through this process, but it can also be time consuming for them.

Decision making

The first issue is that some homeowners will approach contractors with only a basic

idea of what they want to achieve and limited knowledge of what is available. Others will have researched the options but will still be undecided about the final choice of products.

In either case, the contractor will need to work closely with their customer to understand what they want, make recommendations and to narrow down the options

One of the main obstacles in the decision-making process for homeowners is envisioning what the finished space will look like, especially with regard to hard landscaping products such as paving And while they might like the look of a paving sample, they may be concerned that it will not complement their space or the rest of the design when installed.

Digital tools

This is where easy to use digital tools for mobile devices, such as Marshalls’ Outdoor Reality app, offer the best solution, making the process easier in several important ways. Apps such as this can help homeowners to measure the space accurately, see how different products will look in-situ and try different designs, as well as generate an approximate square metre figure for the material required

As such, merchants being knowledgeable about the available digital tools, so that they can pass this information on to their contractor customers, can be a small but valuable way of supporting their customers’ business.

These apps are generally intuitive and easy to use For example, with the Outdoor Reality app, the homeowner simply needs to point

“While the internet and social media have an impor tant role in providing inspiration and project references, the process of planning and selecting products remains largely unchanged.”

GARDENS & LANDSCAPING

their device’s camera at the area they want to transform and the app will measure the space with just a few taps The app will then allow them to overlay different products and laying patterns on the view of their garden to virtually tr y them in the space

This als o allows images of the space with dif ferent pro duc ts in place to b e saved to enable comparis on and consideration of the options

Alternatively, some homeowners may approach merchants directly when selecting the products for their garden renovation and use in-branch teams as a source of expert knowledge Again, recommending these simple digital tools to customers is an excellent way of demonstrating good customer ser vice by making this stage of a project easier

It als o has an additional b enef it for merchants as it allows an expansion of the options the y can pres ent to thes e c ustomers without the need for extensive in-branch displays

Finally, if the homeowner has not yet contac ted a professional ab out the projec t, digital apps can provide an approximate

cost bas ed on average UK installation prices p er m2 With features helping the c ustomer to f ind lo cal accredited installers, this of fers fur ther supp or t to professionals in the area

The homeowner can then contact the installer for a more detailed quote and discussion of the project as the cost of installation will var y depending on geography, site preparation, scale of project and many other factors

By embracing and promoting the digital tools available to help improve project planning and product selection, merchants can introduce contractors and homeowners to valuable new approaches to a traditionally time-consuming process

n For further information on Marshalls and to find out more about the Outdoor Reality app, enter the shortcode www rdr link/mav040

With the addition of Geo-Fix to its range, Bond It states that it is “maintaining a track record of offering smarter solutions for the trade.” The manufacturer’s Marketing Manager Kirstie Cooper explains more.

Compound benefits

In 2022, Bond It celebrated its 20th anniversar y As a business, we owe our long-standing success to multiple factors but none more so than our focus on innovation

O ver the last two decades, we have pioneered numerous advances in s ealants, adhesives and building chemicals This includes de veloping s ome of the f irst hy brid s ealants and adhesives w hich us e advanced p olymer technolog y to of fer the combined b enef its of silicone and p olyurethane pro duc ts but without either material’s draw backs

More recently, we took the decision to become the new and exclusive UK and Ireland distributor of Geo-Fix because its next generation nature has massive synerg y with our wider product portfolio. We may not have developed this revolutionar y jointing compound but it’s most definitely of a similar ilk to the rest of our range.

Industr y insight

Geo-Fix was developed by paving expert John Andrews and draws on his knowledge gained from decades of working in this area of landscaping Available in both an Original and an All-Weather formulation, Geo-Fix provides users with a superior means of pointing pavers, cobbles, flags, slabs, and stone setts

Unlike other products which require the addition of water or the mixing of separate components, such as sand, cement and water, Geo-Fix is supplied pre-mixed and ready to use This saves time, effort, and mess both in terms of preparation and cleaning up after wards.

The product is also quick and easy to install It is applied by simply brushing it into the joints and can be finished by compacting with a pointing tool

Trials conducted with professional contractors highlight just how effective Geo-Fix is at saving time and labour. During

these tests, which were conducted on a live project, the compound enabled paved areas to be pointed twenty times faster than they could with a traditional wet mortar

This speed and ease of installation delivers major commercial benefits. It saves on the associated labour costs of a project and these dividends can be amplified by a project’s size the bigger the job, the bigger the savings to be enjoyed

In addition, by making projects quicker to complete, Geo-Fix allows users to complete more jobs in less time. This enables them to increase the amount of work they take on and the total level of revenue they can make

Impressive benefits

Speed and ease of application aside, there are other equally impressive benefits to Geo-Fix. This includes the fact that its technical performance surpasses that of both wet mortars and of other dr y mortars that use polymeric sand.

As an example, the length of time required for the product to cure is much shorter and it can reach full loadbearing capacity in hours rather than days In addition, Geo-Fix offers greater flexural and compressive strength compared to similar products and is non-staining if any excess is swept off surfaces after use.

Plus, as it is supplied vacuum packed in extra strong, sealed foils which are then placed into an outer tub Geo-Fix offers an increased shelf life. The outer tub is also made using post-consumer recycled (PCR) plastic, diverting waste from landfill

The product even provides greater flexibility as to when work can be carried out Geo-Fix Original, for instance, can be used at temperatures down to -5 OC whilst the All Weather variant, as its name suggests, can be used in all conditions including the wet

As a further benefit, Geo-Fix All Weather is also perfectly suited for use with porcelain paving, which is becoming an increasingly popular choice thanks to its durability and ease of maintenance

As porcelain paving is just 20mm thick, it’s essential that any jointing compound can still perform effectively in a joint with a dramatically reduced depth Geo-Fix All Weather provides precisely that capability and can be used in joints as shallow as 15mm

To help merchants maximise the opportunities being created by the growing trend towards porcelain paving, Bond It will be introducing further complementar y and specialist products over the coming months.

Ultimately, Geo-Fix is one of those mould-breaking developments that redefines expectations Since adding it to our range, we ’ ve found that customers who tr y it wish they had discovered it sooner and are adamant that they won’t go back to using anything else

n For more information on Bond It’s range of products and support ser vices for merchants, enter the shortcode www.rdr.link/mav030

MARSHALLS COMMERCIAL KEYBLOK LINEAR

Said to set “new standards in sustainability, efficiency and design versatility”, the new Keyblok Linear concrete paver is made in Britain and claimed to produce 54% less carbon than clay paver alternatives. Available in four colours, interlocking grooves and nib detailing are designed to facilitate swift installation, saving valuable time and resources

Furthermore, the product is said to have better tolerances when compared to clay pavers, ensuring a reduced risk of chipping for a “pristine finish that will withstand heavy pedestrian and vehicle traffic with ease ” n www.rdr.link/mav033

MONTY MIRACLE PATIO CLEANER

Proven to eliminate black spot, algae, lichen and other organic stains on most external hard surfaces such as stone, wood, plastic, concrete and coated metals, Monty Miracle Patio Cleaner is billed as the ideal solution for keeping driveways, patios, walls and other exterior surfaces looking as good as new The 100% biodegradable chemical liquid solution is simply applied to the surface then left for 6-10 minutes before rinsing its formulation eliminates organic growth and organic staining in minutes without an invasive jet wash that can damage surfaces

Creator Martin Beaumont said: “I’ve worked in the cleaning industry with wide varieties of surfaces for years and I find it heart-breaking that so many people use aggressive jet washing to clean their drives and patios: not only does it destroy sealants between tiles, it removes the surface layer of stone, leaving it exposed and vulnerable to further damage and decay, ruining surfaces natural lustre Our alternative is proven to offer a simple, gentle, more effective solution and we have a range of five-star reviews and excellent online sales figures to prove it ”

n Further details can be found via www.rdr.link/mav031 n For more information, enter the

BOND IT PATIO BLASTER

Making it easier for homeowners and landscaping professionals to enjoy cleaner patios and hard landscaped areas without resorting to the use of harsh chemicals, Bond It has revamped its Patio Blaster green mould remover with developments including the introduction of new packaging which gives the product a fresh, new look and also makes its “many valuable benefits more accessible and readably understandable ”

The product is said to be highly effective at removing green mould, lichens, moss, algae and other organic growth but does so without employing acids or bleach as part of its formulation. In addition to its gentler cleaning action, which kills off green growth in two to three days, Patio Blaster is biodegradable, anti-bacterial and long-lasting

RAK CERAMICS

PORCELAIN TILES

S u s t a i n a b l e a n d a d a p t a b l e, t h e n e w O u t d o o r L i v i n g p o r c e l a i n t i l e s c o l l e c t i o n f r o m R A K C e r a m i c s i s a v a i l a b l e i n a r a n g e o f s t y l e o p t i o n s a n d i s s a i d t o o f f e r a h o s t o f t e c h n i c a l a d v a n t a g e s t h a t e n s u r e t h e t i l e s a r e w e a t h e rp r o o f a n d h i g h l y d u r a b l e T h e e x t r a t h i c k t i l e s a r e s u i t a b l e f o r i n s t a l l a t i o n o n a n y o u t d o o r a r e a y e t a r e a b l e t o m a t c h i n d o o r a n d o u t d o o r p a v i n g f o r a s e a m l e s s f l o w

Described as easy to install, with no special treatment needed to keep them looking clean, the tiles are UV resistant so won’t discolour from direct sunlight while their slip resistance make them a safe flooring option for all situations

POSTSAVER POSTSAVER +PLUS

With its development based on technology that is proven to protect critical utility infrastructure like power and telecom poles from rot under various environmental conditions around the world, Postsaver +Plus is a new protective sleeve for wood fence posts and fruit supports that when used with UC4 water-based copper wood preservative is guaranteed for 40 years.

The composite barrier sleeves consist of a long-life and UV stabilised thermoplastic heat-shrinkable sleeve, lined with a proprietary meltable thermoplastic sealant that is compatible with all types of wood preservative

When heated during application, the inner bituminous sealant penetrates the wood’s surface to create an air and watertight seal while the outer thermoplastic shield shrinks down to form a second layer of protection

HH Workwear Safety footwear

We love the ethos of this campaign from Helly Hansen Workwear, promoting its burgeoning footwear portfolio with the strapline: “You can’t build a great building on a weak foundation ” We all know how important it is to have the right gear on site, and the stylish and durable Oxford BOA Composite-Toe Safety Boots featured here will keep the feet dry and comfortable all day www.rdr.link/mav046

Velux

Double the daylight

Putting forward a persuasive case to increase sales, Velux asserts that “where there’s space for one roof window, there’s often space for two ” Accordingly, achieving the right amount of daylight is easy with the company ’ s 2in1 roof window which features “Two sashes One frame Same easy installation ” Available in a variety of sizes and configurations, plus compatibility with a host of added-value accessories, further information can be found via www rdr link/mav047

Onduline Isoline Low Line

In an add literally bursting with information, Onduline highlights its complete sub-roof system for low pitch roofs Said to offer “protection like no other”, Isoline is described as a unique under roof waterproofing system that can be used on a roof pitch as low as 10° for all roof tiles What’s more, the sub-roof acts as the primary waterproofing, making roof tiles a secondary line of defence www.rdr.link/mav049

Stabila Why I use Stabila

From electronic measuring tools to spirit levels and folding rules, Stabila really can claim to have got the measure on the industry In

this ad, the firm lets the trade do the talking as carpenter Oli Lee (@withbearhandsuk) outlines the merits of the Lax300 as his “ go to cross laser ”

Comprehensive info on Stabila’s full range of measuring solutions can be found via www rdr link/mav048

Deks Next Gen Weathering Slate

This ad gets straight to the point, showcasing one of the latest roofing solutions from a company that has been innovating since its foundation in Melbourne, Australia in 1947 Offering practical protection from the elements and ease of installation, more info awaits by entering the shortcode www rdr link/mav050

Stay on top of what your customers are seeing as PBM considers some of the latest advertising campaigns, as proactive suppliers seek to influence buying decisions at merchant branches nationwide.

JG Underfloor JG LowFit

It would seem that pets win prizes with this gatefold ad from the rWC brand, promoting the benefits of its JG LowFit low-profile underfloor heating system Described as offering maximum warmth and minimal floor height build-up, the system is said to be perfect for retrofit and new build projects alike whilst also boasting a quick, hassle-free installation alongside lifetime technical support

Get the full lowdown via www rdr link/mav041

Conex Bänninger

King of Compression boasting a “unique ribbed capnut design”, Conex bänninger offers a full range of flame-free, corrosion resistant fittings that can be used with multiple tube types Offered with a 25-year guarantee for extra piece of mind for your customers, further details can be found by using the shortcode www.rdr.link/mav042

Ridgid Tools

RP 115 Press Tool

A wonderfully designed ad showcases the new rp 115 press tool from ridgid

Featuring a micro design for easy use in even the most confined space, the tool billed as the world’s lightest weighs just 1 38kg and is also “ super agile” with 350° head rotation

Discover more via www rdr link/mav043

Polypipe Feel it

to

believe it

A teaser here for the new polyplumb push-fit plumbing system After 25 years serving as the “tried and tested staple” of the residential plumbing market, we are told that polyplumb has now been “enhanced to offer even greater performance and reliability ”

Intriguing For the details behind the promo, go to www.rdr.link/mav044

Intergas Heating Solutions

Xtend hybrid heating system billed as the supplier’s “most practical and sustainable solution to helping combat climate change”, Intergas says that “there are no grey areas ” with Xtend For example, the compact unit is said to reduce gas consumption by up to 82 5% when paired with any Intergas (erp) combi boiler and the heat pump can be sited anywhere outside the property within 25m of the indoor unit www rdr link/mav045

In print at the trade counter and through an everincreasing digital reach, Professional Builder and Professional Heating & Plumbing Installer magazines seek to inform and engage with over 200,000 industry professionals every month.

Up for grabs

Designed with plenty of benefits for merchant stockists, Soudal’s latest campaign offers “an incredible opportunity for Fix ALL endusers” to win a share of an impressive £40,000 prize pot.

Launched in the summer, the ongoing Fix ALL promotion provides end-users with a chance to win up to £20,000 With plenty of in-branch collateral, the promotion is further supported by a nationwide advertising campaign to boost awareness including Soudal UK’s first ever TV advert airing across Sky channels & Eurosport as well as social media influencer campaigns, mass outdoor media and pitch-side displays during Championship & Premier League football matches

Special triple packs are available in three of the brand’s best-selling product lines High Tack, Crystal and Turbo with Soudal emphasising that the £40,000 Cash Giveaway provides “ a fantastic opportunity for distributors to drive excitement and further increase demand of Fix ALL products ”

Moreover, the “ proven triple pack format” will ensure stockists increase transaction values and volume at the trade counter by offering an incentivised upsell from standard packs

The highly advanced range of multifunctional sealant and adhesive products are described as being perfect for all bonding and sealing applications, inside and outside, on all types of materials and surfaces In total, there are eight fantastic cash prizes up for grabs a grand prize of £20,000, followed by £10,000, £5,000 and five chances to win £1,000

The firm is urging merchants to make the most of the nationwide promotion with a range of free point-of-sale (POS) material available to all participating stockists There are multiple display stands on offer for any level of participation in the promotion, as Marketing Manager Jonathan Tanser explained: “Stockists can benefit from a range of premium point-of-sale materials to help push promotional stock throughout the duration of the campaign and beyond.

“Our dedicated merchandising team and area sales managers are readily available to provide exceptional support across all

aspects of merchandising, branch training, customer demonstrations and trade mornings to drive additional sales ”

As part of Soudal’s efforts in sustainability, the promotional product is packaged inside cardboard sleeves, meaning the promotion will not contribute any additional and unnecessar y plastic packaging Soudal has also increased the number of premium metal display stands available for the promotion, providing “higher quality stands that are built to last well into the future ”

Furthermore, the Fix ALL cartridges are now said to contain up to 80% PCR plastic content (PCR referring to Post-Consumer Recycled material, often widely recycled plastics). An important step in limiting the amount of virgin plastic required to produce new packaging, for several years Soudal has been transitioning hundreds of product lines into PCR packaging, working towards making it a new standard for cartridge- and bucketbased products in the construction industry

The ultimate prize draw will take place in April 2024 All prizes will be awarded to the winners at the location of the winning purchase, allowing the winning branches to be part of the celebrations

n For more information and full terms & conditions visit the competition website via www.rdr.link/mav036

BRETT MARTIN SCOTLAND SUPPORT

the building products manufacturer is reaffirming its commitment to builders’ merchants throughout scotland, with stock on the ground, a new fleet of vehicles and help with pOs From its Cumbernauld distribution hub, brett martin says its local team is focused on “giving merchants the level of service they need, right on their doorstep ” to watch a video on its services in scotland, enter the shortcode www rdr link/mav037

RWC NEW PACKAGING

reliance Worldwide Corporation has launched improved packaging across its JG speedfit and John Guest range with the packaging rebrand having the two objectives of making product identification easier and being more environmentally friendly the new, UK-sourced product bags are fully recyclable with a minimum of 30% postconsumer or post recyclate, whilst changes to the design include bold brand colours, a viewing window for easy product identification, a clearer product description and guarantee statement, as well as a yellow roundel indicating the product size

WHITESALES UPGRADED WEBSITE

Whitesales has updated its website to make it easier for different types of customers to find exactly what they are looking for by selecting from a drop-down menu to access the relevant products and technical and purchasing support marketing Communications manager Alex Gallop said: “We’ve reorganised the website so there’s an intuitive online journey for every type of customer For instance, the merchant pages feature the product catalogue, access to our merchant support package and rUFUs our online rooflight configurator ”

HENCO ROADSHOW SUPPORT

the fully kitted out Henco demo van is available to visit merchant branches, allowing the manufacturer’s team to demonstrate its wide range of sanitary and multilayer pipes, fittings, floor heating and tools regional sales manager Lee Kenney said: “the demo van provides us with an opportunity to talk directly with customers and show them the unique features and benefits of the range there’s nothing like getting hands on with products to truly understand their capabilities We are looking forward to being out on the road and meeting everyone ”

KNIPEX TWINGRIP C DISPLAYS

to boost sales a attract customer attention, Knipex produced an ey catching twinGr Counter Display showcase its ran of versatile combination pliers made from premium cardboard with a high gloss print, the unit’s compact size maximises space to make it “ a perfect fit for stores with limited counter space ”

TALON SNAPPIT POINT OF SALE

New pOs units have been designed for the pipe clips, collars and covers manufacturer’s bestselling snappit range enabling unsightly pipework to be quickly and efficiently concealed, a glue-free ‘shelf ready’ outer version (35mm x 15cm) is available stocked with 12 blister packs, while a Free standing Display Unit (174cm x 57cm) also comes fully stocked with 120 products in a variety of finishes

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mav038

With Paul Davies

TA K E N T O TA S K

One of the highlights of any new season for me is the hype surrounding the new kit launches In theor y, there’s only so much you can do when playing around with long-established colour combinations, but there are always some interesting design nods to classic str ips of days gone by or to an era in which a side enjoyed par ticular success

However, some of these hat tips to histor y seem to be getting a little more, er, eclectic while the increasing popular ity of the ‘third kit’ is allowing the designers to let their creativity r un wild And even better than the kits themselves, some of the linguistic flour ishes used to descr ibe the often-idiosyncratic schemes is simply breathtaking

Thankfully, the BBC football page has been r unning an ongoing blog char ting the kit launches over the close season, allowing us to consider Palace’s third str ip and its “Londoninspired graffiti with graphics containing the words ‘South London & Proud’, honour ing the club’s roots ” And what of Bur nley, who’s own dar k navy third shir t (pictured) is “inspired by the iconic floodlights at Turf Moor”(?) with a design that “celebrates the special feeling of a night of football under the lights ”

Aston Villa’s away kit is apparently “a visual timeline pr int that tells the stor y of the club’s proud jour ney since our foundation in 1874” whilst the ver tical str ipes of Man United’s away kit

“celebrate the past while embracing a fresh look” with the, er, brave choice of “night-green” supposedly showcasing the “the urban landscape that Manchester is renowned for."

Arsenal’s yellow away shir t features some wiggly black lines that the Gunners say are “inspired by the map of Islington (and) represent the jour neys suppor ters make out of the club’s home borough for away days on the road” Then you have Brentford, who will occasionally be tur ning out in a third kit based on “a close-up of a wing of a bee” because, why not?

Now, to be fair, a lot of these kits actually look pretty nice but seeing ever y kit detailed together in one long thread on the BBC like this just ramps up the r idiculousness I’d urge you to take a closer look via www.rdr.link/mav039

Far away from the bright lights of the Premier League, it’s not so much the designs that are of note for Southern League Premier Division Chesham United but the sponsor The Generals’ home and away kits this year feature the name of the wonderful Taskmaster comedy show, thanks to a tie-up with local resident Alex Horne the comedian, creator and star of the Channel 4 master piece

Whilst Alex grew up a Liver pool fan, his affinity for his adopted team has only grown since moving to the Buckinghamshire town nearly two decades ago A regular visitor to the club’s picturesque ground, The Meadow, Alex joined the board as a director last year and has hosted a number of fundraising events including a celebrity match in May which drew a crowd of 3,000