HARDWARE June 2010
HARDWARE • DIY • GARDEN • HOUSEWARES • BUILDERS MERCHANTS
Supreme Winners McCarthy’s Takes Top Spot June '10.indd 1
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Letter from the editor...
e are well and truly into the summer season now and experiencing, what, in the context of the past few years is a rare spell of good weather as we go to press. There is general agreement on the fact that the weather has a major part to play in so many ways in our trade, not least on the bottom line. All over the country the effects are seen in stores right now and there is doubtless something of a buzz in the air. Meanwhile gardening products, patio furniture, barbecues and outdoor entertainment items take pride of place and are once again on consumers’ minds. Of course things are very different now in our economy compared with the last time that we had what might be referred to as a ‘good’ summer, weather-wise. The good news – and there is good news – is that, firstly, there is now a backlog of jobs that have not been tackled for a few seasons, and secondly, people are spending more time at home and this affects their thinking with regard to investing in their properties. In the summer time this very much includes the room outside. Here’s hoping that this summer will be seen as the one that altered the recent trend. While that remains to be seen, we at Irish Hardware continue to bring a little sunshine to the trade in other ways! On that note, we have extensive coverage of our recent Irish Hardware Magazine Awards in this issue. Congratulations go naturally to all finalists and winners and especially to all at McCarthy’s in Prosperous, our supreme winners.
Volume 71 • Number 10 - June 2010
HARDWARE HARDWARE • DIY • GARDEN • HOUSEWARES • TRADE COUNTER
News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 The latest from the trade
Irish Hardware Magazine Awards . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Pictures, reports and reactions…our extensive coverage starts here!
IHBMA News . . . . . . . . . . . . . . . . . . . . . . . .42 The word from the Association
Special Report . . . . . . . . . . . . . . . . . . . . . .45 Focus on Doors and Floors
Product News . . . . . . . . . . . . . . . . . . . . . . . 47 The shape of things to come
Ted Johnson’s Profile . . . . . . . . . . . . . . 51 A visit to this Kildare-based store is always an experience!
Gardening . . . . . . . . . . . . . . . . . . . . . . . . . . .58 Kevin Waters dispenses some more valuable advice
Special Report . . . . . . . . . . . . . . . . . . . . . . 61 Cleaning products – what’s new and what are the trends?
HARDWARE HARDWARE • DIY • GARDEN • HOUSEWARES • TRADE COUNTER
Cover Picture: Conleth and Emer McCarthy receive Irish Hardware Magazine Retailer of The Year Award from editor, Martin Foran (centre).
Talk to you soon, Supreme WinnerS McCarthy’s Takes Top Spot
EDITOR: Martin Foran COMMERCIAL MANAGER: Dermot Casey DESIGN AND LAYOUT: Jim Heron CIRCULATION MANAGER: Nicola Hickey CIRCULATION EXECUTIVE: Josie Keane ADMINISTRATION: Josie Keane and Marian Donohoe PRODUCTION MANAGER: Jim Heron MANAGING DIRECTOR: Simon Grennan CHAIRMAN: Frank Grennan
ISSN 0790-276X Official journal of the Irish Hardware & Building Materials Association, 'Elmville', Upper Kilmacud Road, Dundrum, Co. Dublin. Telephone 2980969 and 2986103 Chief Executive - Jim Copeland
Printed by SPS/Conway Media Wicklow Published by Jemma Publications Ltd, Grattan House, Temple Rd., Blackrock, Co Dublin Tel: 764 2700 Fax: 764 2750 Subscription Rates: Ireland: €74+vat / Northern Ireland: €74 UK: €99.79 Europe: €116.42 Rest of World: €153.19 Note: 2 & 3 Year Subscriptions are also available. Discounts: Offered on orders over 10 Rates effective: January 2010. Subscriptions Order Line: Tel: +353 1 764 2700. Order Online: www.irishhardware.com Back issues: €10+VAT. Trade Directory: €35+VAT Jemma Publications publishes the following titles: Irish Hardware, Hotel & Catering Review, Licensing World, Irish Printer, Construction & Property News, Off Licence.
News Bank Watch Survey Details of the ISME Bank Watch Survey, issued by the Irish Small & Medium Enterprises Association, confirm that banks have continued to refuse lending to the majority of SMEs, says the association.
‘The results confirm that, contrary to the banks’ claims and their so-called commitment to Government, business lending applications are still being declined at a high level,’ according to ISME. ‘The situation is now so critical that the Association has demanded a full investigation by the Central Bank into SME lending and a full disclosure of the real lending figures, as distinct from the “fairy tales” being published by the individual banks concerned.’ The results of the survey, which attracted 834 responses,
are consistent with the previous quarterly results. According to ISME:
• 55% of companies who applied for funding in the last three months were refused credit by their banks, compared to a similar figure in March and 42% in October 2009. • 82% of firms stated that the banks are making it more difficult for SMEs to access finance. • 64% of respondents have been with their banks for 10 years or more. • Of the 45% approved for funding, 69% have drawn down the finance either fully or in part. • 52% of requests were for overdrafts, with 32% for term loans. ‘In a worrying development 24% of respondents declared
that the family home collateral was brought into discussions on business loans, with 12% indicating that the bank made the request,’ says ISME.
‘This highlights the sheer des-
Group welcomes two new members Expert Hardware is proud to announce two new members to the group. Howth Hardware & Marine Suppliers was initially established in 1973 to cater for the commercial fishing fleet in Ireland. In 2007, they expanded their range and began stocking DIY and household hardware under the name Howth Hardware.
They cater for the DIY enthusiast and the professional alike, providing the day-to-day requirements for boat re-fitting and maintenance. Conveniently located on the West Pier, Howth Hardware is within walking distance of the local village. They stock an extensive range of DIY, homeware, solid fuels, plumbing, electrical, gardening, decor, building and automotive products. Trim Hardware was established in 1976 by Pierce Murphy and is very much a family-run business. | June 2010
peration of some owner managers to save their businesses and, much more importantly, a sinister return by some banks to the now outlawed actions of the ’80s and ’90s which forced company owners to risk losing their family home.’
Consumer sentiment The overall KBC Ireland/ESRI Consumer Sentiment Index was steady in May at 65.3. This compares to a figure of 65.6 in April and at its all time low in July 2008 when the index was at 39.6.
Pierce has three family members working alongside him as well as three other staff members. The shop is located on Emmet Street in the centre of Trim where the town cinema once was and has been trading there for 34 years. The store is both a hardware store and builders providers, measuring 4,500 sq ft and carrying a wide range of DIY, homeware, decor, plumbing and building products.
‘As part of Expert Hardware, both stores will work with all the other independent hardware stores in the group to try and make independents stronger,’ Irish Hardware is told.
Commenting on the results, David Duffy, ESRI, said the results for consumer sentiment show that sentiment was unchanged between April and May. Said Duffy: ‘The index of Current Conditions was marginally lower as consumers remain concerned about the current buying climate. In contrast, the forward looking expectations index was unchanged at 53.7 in May. ‘Although there was some improvement in consumers’ perception of the outlook for the economy and the labour market, consumers remain concerned about the outlook for their household finances over the next 12 months.’ In addition, Austin Hughes, KBC Ireland, noted: ‘In the face of turmoil on global markets and ongoing concerns about Ireland’s public finances, it is slightly surprising that Irish consumer sentiment didn’t weaken noticeably last month.
‘The broadly steady reading for May contrasts with a much gloomier mood among consumers in most European countries. In part, this is because Irish consumers already know how painful budgetary adjustments can be on the pocket whereas in other countries the meaning of austerity is only now starting to dawn on a very worried population. ‘It remains the case that Irish consumers are very cautious about the general economic outlook and their personal financial situations but the trend in sentiment in recent months hints that consumers are seeing signs that the Irish economy is stabilising and may be starting to improve.’
mccarthy’s is our retailer of the year Kildare-based store, McCarthy’s Homevalue, Prosperous has taken the Supreme Award in the Irish Hardware Magazine Awards 2010.
the extra mile in areas such as layout and design, staff knowledge, range of products and overall passionate commitment.
The store was named as Irish Hardware Magazine Retailer of The Year at the prestigious event which took place at the Shelbourne Hotel in Dublin on 8 June. The Irish Hardware Magazine Awards, are now in their fifth year, and receive hundreds of entries annually. The awards are judged by a panel of industry experts and chaired by magazine editor Martin Foran. McCarthy’s in Prosperous emerged as the overall winner from a very strong field. Judges agreed that McCarthy’s went
‘It’s a fantastic result,’ said a delighted proprietor Conleth McCarthy, speaking after the awards ceremony. ‘It is a team effort and all here are thrilled!’ The awards also recognise personal talents and the contribution of individuals with a Store Manager of The Year award Thrilled! Conleth McCarthy and Emer McCarthy receive their award also being presented in addition from Martin Foran, editor of Irish Hardware Magazine, (centre). to the individual category awards. Tipperary. For full details see our special This award went to Maria Fitzgerald report in this issue. of Co-op Superstores, Cahir, County
albany’s strateGy – to be frank! ing chance but also long-term security for its members.’ The renewed business strategy will replace Albany’s existing fouryear strategy ‘Transitions 2006 – 2010’ and will be formally in place by the year end. Frank O’Boyle at a recent event hosted by Albany and Expert Hardware
Irish Decorative Specialists Group Ltd (The Albany Group) is delighted to announce the appointment of Frank O’Boyle as Director of Strategy. Frank will work with the Albany Group in a nonexecutive capacity to guide the review and development of the Group’s next four-year business strategy.
One of the key areas of focus will be Albany’s marketing and promotions strategy for Albany members. Frank says: ‘I’m trilled to be on board with the Albany Group. I see a number of key challenges and opportunities coming down the line, principally an ever consolidating marketplace for paint and décor products but also the chance for a more organized and professional independent sector. ‘Albany are the only group in Ireland with the capacity to lead the independent décor sector and provide not just a fight-
Padraic McGuinness, Albany’s business development manager said, ‘Frank’s appointment will be hugely important and inspirational for us. Frank knows the sector inside out and has unmatched experience and a track record of leading change in our business’. Frank O’Boyle spent 40 years in the paint industry all of it with ICI. He launched Dulux Ireland in 1986 and developed Dulux to become Brand Leader within three years. Frank worked in the UK from 1988-1992 where he was responsible for both the Trade and Retail/Consumer market. After a brief spell in the US he returned to Ireland in 1992 and was responsible for the total business. In 2008 Akzo bought ICI outright. Frank retired in 2009 and has since been involved doing project work in Holland on behalf of Dulux Ireland. Frank is also currently the Chairman of Guaranteed Irish following on from Michael O’Muircheartaigh.
autumn Gift & home show
autumn Gift & home show represents the highlight of the irish gift and homeware calendar. ‘the event showcases all that is new and innovative within the home and giftware markets over four days,’ say the organisers. taking place at the rDs simmonscourt in august there are a host of new products for people to make their way through at this year’s event. the show will feature ‘only the very best of irish and international suppliers’. this well-timed show means that both exhibitors and visitors can capitalise on the beginning of the lucrative festive season. RDS Simmonscourt 22nd-25th August
BatHroom retailer of tHe Year 2010
Store Under 5,000 sq ft Harringtons arro, Castletownbere
Tool Retailer ted Johnsons, naas
From all at National Hardware Ltd. t: 01 461 1800 e: firstname.lastname@example.org June 2010 | 5
Congratulations 1-4 Page Ad-FINAL.indd 1
6/23/10 8:59:49 AM
News In memory of Sean Brady The death occurred on Sunday 25 April last of well known hardware and paint retailer, Sean Brady. Sean grew up and spent his working life in Greystones, Co Wicklow, in a hardware shop on the site of his father’s old forge, during the 1960s. This eventually grew into Brady’s Homecare Store, in what locals referred to as a friendly place to do business.
IBEC has published its economic forecasts for 2010 and 2011 in its latest Quarterly Economic Trends.
Sean is survived by his wife Joan, and their five sons, two of which, Kevin and John, run the family business today. Sean’s shop was a specialist paint retailer, but Sean had a wide experience of the hardware trade from when he originally began working with Building and Allied Products in Skerries, north county Dublin and with Paddy Boylan’s Irish Paints in Rathgar and later at the Pidgeon House, Ringsend. Sean also spent some time as a sales rep. mainly in the southern parts of the country, and later came back to his roots to open up his very successful business in Greystones. Unfortunately, Sean was dogged with illness in later years, but always fought through. Having undergone a liver transplant and a heart bypass, he never lost his sense of humour and his great aptitude and love for people.
‘We have revised upwards our outlook for consumer spending’ – IBEC
Picture shows Sean receiving his Greystones ‘Person of the Year 2003 Award’ with his son Kevin, outside his shop.
Sons John and Kevin continue the business today in the same vein and will keep the Brady name over the door in the years to come. Sean was always a great supporter of the Irish Hardware & Building Materials Association and will be very much missed by his many friends and colleagues within the trade.
IBEC Chief Economist, David Croughan, said: ‘Improving international demand and the significant weakening of the euro in recent months have provided a much more positive environment for Ireland’s export sector. ‘Net exports will make a positive contribution to growth during 2010. We have revised upwards our GDP growth forecast for 2010 from -0.7% to -0.1%, and our 2011 forecast from 2.1% to 2.3%, since the last Quarterly Economic Trends in March.
’The outlook for consumer demand has improved since the start of the year and is now helping to lift the economy out of recession. We have revised upwards our outlook for consumer spending since our last forecasts in March.’
IHBMA Calls for Action on Carbon Tax & Prompt Payments The Irish Hardware and Builders Merchants Association (IHBMA) has warned of significant job losses in the sector — up to 1,200 people — if the Government proceeds with its plan to introduce a carbon tax on domestic fuels this coming autumn.
‘The implications of such a tax would exacerbate an already difficult scenario whereby large quantities of higher-sulphur content fuels are avoiding VAT and being brought across the Border daily,’ says the IHBMA. The Association maintains that the move would only replicate the problems associated with oil and cigarette smuggling, damage employment prospects, and reduce still further Government VAT revenues. | June 2010
In its recent submission to the Houses of the Oireachtas Joint Committee on Enterprise, Trade & Employment, the IHBMA also called on Government to address the matter of prompt payment. ‘Despite the enactment of the Late Payment in Commercial Transactions Regulations 2002, even Government Departments and semi-state organisations are not adhering to the terms of the legislation,’ says the Association.
The Association wants the Government to devise a corporate social responsibility charter on prompt payment which it would champion, and advocate that all others in the supply chain — from multi nationals down to SMEs — would do likewise. ‘Taken together,’ says
L-R Brendan Maher, vice-president IHBMA; John Murphy , president IHBMA; Willie Penrose, TD, chairman of Joint Oireachtas Committee on Enterprise Trade and Innovation; Jim Copeland, CEO, IHBMA, at the Presentation by the Association on: ‘Trade & Employment in the Hardware & Building Materials Industry’
IHBMA President John Murphy, ‘these two issues have the potential to cause considerable job losses in the sector. Conversely, if they are properly addressed, our members have every confidence that they will be in a position to
take on additional staff. It’s really as simple as that.’ For more from the Association including updates on preparations for the Hardware/DIY Home, Garden Show, see IHBMA news this month.
Dulux Trade Advantage Scheme How do you ensure that your business stays one stroke ahead of the competition?
Naturally eNergy-efficieNt chimNey systems
Competition for business has never been tougher. Dulux has developed the Dulux Trade Advantage Scheme, ‘to offer your company better value than ever before, giving you the edge you need to bring your business from strength to strength’. Get the power and value of the Dulux Advantage scheme working for your business, is the message. Dulux have used their expertise to develop the Dulux Trade Advantage Scheme to provide painter decorators with: 1) Product offers 2) The inside track on new products 3) The support of their expert team.
How does the Dulux Trade Advantage scheme benefit you?
‘This unique programme offers you real value through lots of rewards, first-hand knowledge of existing and new innovations,’ says Dulux. ‘You will also get technical support and advice for your business. The website hosts product information, datasheets and a facility for colour collateral ordering.’
How do you join the Dulux Trade Advantage Scheme?
Register online @ duluxtrade.ie or complete a free post registration form instore today Any questions? Call Dulux on (01) 4556099 or alternatively, you can email email@example.com
‘Future secure for Squire’ under new leadership team Security specialist Henry Squire & Sons Ltd has announced its new leadership team that it says will continue to drive forward business development plans. New board appointments have been made across core areas of the business, which celebrates its 230th anniversary this year.
John Squire explained these
• is quick and easy to build • provides a lightweight, versatile chimney • maximises performance of your appliance • is Irish agrément approved and CE certified Anki offers a technical and information service on the construction, installation, specifications and structural requirements for pumice chimney systems, fire chests, flue liners and chimneys in general.
Moving up is Steve Watson who becomes finance director, Brian Lavender as operations director and Glyn Green, who is promoted to technical director and a director of Henry Squire & Sons (HK) Ltd. John Squire – the eighth generation family member to head up the business – remains as managing director and sales & marketing director, and Gordon Squire as chairman. After 20 years with Squire, Rob Powell is stepping back as director into a consultancy role, which will see him implementing important new projects under development.
ISOKERN chimneys from ANKI are manufactured from the natural, insulating material Pumice which
From left to right: Glyn Green, technical director, Steve Watson, finance director, John Squire, managing director and Brian Lavender, operations director
are exciting times for Henry Squire & Sons Ltd. ‘We have a new board structure and an exciting development programme that will consolidate our market leading position for the future. ‘Squire is continuously developing bespoke products to meet the security needs of today’s market.’
Unit 11 Kinsealy Business park, Kinsealy Co Dublin Tel: 803 8088 www.anki.ie June 2010 |
GOLF News IHBMA LADIES GOLFING SOCIETY – looking for new members! IHBMA Ladies Golfing Society is looking for new members to join and to encourage existing lady members to come and play on their outings during the year. (Usually the last Friday of the month April – Aug). A great opportunity to meet your fellow members in a social and friendly game of golf on premier courses at very competitive prices!
IHBMA President John Murphy held his second golf outing once again at the magnificent Glasson Golf and Country Club on Friday 23 April. We had an excellent turnout of both ladies and gents, members and friends for this very popular outing. Our sponsor on the day was, as always for this outing, Crown Paints, represented by Tim Gleeson, sales manager. After dinner John thanked his sponsor and also all members and friends for their continued support in making this outing so successful and enjoyable. Before dinner we held our annual AGM and elected the following officials for the coming year: President Andrew Phillips, Vice President Willie Dixon, Captain Niall Barry, Vice Captain Tim Lodge, Hon. Sec / Treasurer, Willie Dixon, Pro Gus Mullarkey; Committee: Tom O’Connor, Frank McKeon, P.J. Gunn, Tom Glancy, Jim Cuddy, John Phelan and Basil Glennon.
KEY FEATURES •Fully Passed – BS EN 131 •Complies with The Safety At Work Act •Adjustable Working Height •One man operation •Guard Hand Rail on all sides – 360 degrees •Assembled and Dismantled in Minutes •Solid, Large Platform with toe board. •Large Tool Tray •Adjustable for use on a stairs. •Easily Moved, Transported And Stored.
Carlow Road Stradbally Co Laois Tel: (057) 8625140 Fax: (057) 8625470 Email: firstname.lastname@example.org
| June 2010
The prize winners on the day were as follows: Ladies 1st prize
Gents 1st prize
John Murphy and Martin Rowe
John Murphy and Kitty Nolan
John Phelan and Tim Gleeson, national sales manager, Crown
Josephine Glennon with Tim Gleeson
June 2010 |
HARDWARE HARDWARE • DIY • GARDEN • HOUSEWARES • TRADE COUNTER
Irish Hardware is published monthly and contains vital news and special reports on what is happening in Ireland’s hardware sector
TO SUBSCRIBE PLEASE CONTACT OUR SUBSCRIPTION ORDER LINE ON 01 764 2724 OR SUBSCRIBE ONLINE: WWW.IRISHHARDWARE.COM
June '10.indd 10
Irish Hardware magazine Awards 2010
From strength to strength Irish Hardware Magazine Awards 2010
Merchants and suppliers from throughout the Trade converged once again on the Shelbourne Hotel in Dublin to hear who would emerge as winners in the Irish Hardware Magazine Awards 2010.
With RTE sportscaster Eamon Horan acting as master of ceremonies, the stage was set for the announcement of the individual category winners as well as the Store Manager of The Year Award and the overall supreme award of Irish Hardware Magazine Retailer of The Year. The event was, of course, the culmination of a judging process which saw our representatives travel to all corners of the country. Judges saw each category entry in each store that entered in the first round, arriving and departing anonymously as usual. In the second round, our finalists received an announced visit by arrangement from one of our specialist judges. We have to report that the overwhelming majority of stores put their best foot forward and made the judges’ job a difficult one indeed. And of course we would expect no less.
Best of the best
The result was that those who gathered at the Shelbourne Hotel on 8 June really were among the best of the best. Each had won their place at the event through the excellence of their entries. At the end of the day the Judges agreed that McCarthy’s in Prosperous had gone the extra mile in areas such as layout and design, staff knowledge, range of products and overall passionate commitment. ‘It’s a fantastic result,’ said a delighted proprietor Conleth McCarthy, speaking after the awards ceremony. ‘It is a team effort and all here are thrilled!’ Irish Hardware felt that the high standard of entries to this year’s awards, and of the resulting finalists, is a testament to the quality which is currently in evidence right across the trade.
Master of ceremonies Eamon Horan
Break-down of events
On the following pages we present a category by category break down of the winners. We also gauge their reactions and try to give some insight into why they were chosen as winners. We cap it all off with a selection of pictures from the night.
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05/07/2010 16:14:18 14:57:47 23/04/2009
Irish Hardware magazine Awards 2010
Paint Retailer of the Year
The colour of success Chrstine Horan tells Irish Hardware magazine how all at Albany in Sligo feel ‘very priviledged’ to have won the Irish Hardware Magazine Paint Retailer of The Year award.
This family business, which carried out a major revamp around two years ago, cares deeply about customers. It offers a very good service and believes in going ‘that little bit further’, it says.
‘Cards and messages of support have been coming in.’
‘This,’ says Christine, ‘is what brings people back into the shop. In the current climate it is important to offer value,’ she adds. ‘We are offering value too but service is still optimum. That is part of the Albany ethos.’ As for the event, ‘we enjoyed the night and the whole experience very much,’ says Christine. ‘The whole experience was great. Meeting other retailers from other environments was very interesting too.’
Our judge said: ‘The winning candidate showed itself to be a very well run family business with a keen focus on paint and associated products. ‘Although part of the Albany group, the staff have their own local initiatives to capitalise on the group strengths and demonstrated a very sharp focus on customer service and product knowledge. ‘The store is colour–centric with inspirational displays tastefully arranged with accessories that sell paint,’ said judges. ‘We have had a great reaction and a lot of customers are texting the local radio station to congratulate us. Cards and messages of support have been coming in too. I was on the phone all morning on Wednesday (the day after the awards ceremony) accepting congratulations!’ says Christine.
•McCarthy’s - Prosperous •B&Q Liffey Valley •B&Q Galway •Albany Home Décor Sligo •Fuller Paints & Décor
Tom O’Connell of Fleetwood Paints presents Irish Hardware Magazine Paint Retailer of The Year Award to Christine and Seth Horan
Sponsor Profile: Fleetwood Paints
Fleetwood today is Ireland’s largest indigenous paint company, employing more than 100 people at its state-of-the-art factory, on its 15 acre site, at Virginia, Co. Cavan. The company produces decorative coatings to the very highest standards of quality. With more than 15% of its personnel involved in Research and Development work, their latest advances prove once again that ‘if it’s new and it works, you’ll get it from Fleetwood’.
Research laboratories At the heart of the Fleetwood Paints factory in Co.Cavan is the high-tech laboratory, the largest of its kind in the country. It is here Fleetwood chemists develop and test
all the many innovative new products before making them available to over 400 independent retailers across the country and overseas. The chemists are continually seeking new and improved methods of production, and experimenting with different raw materials to enhance product performance. Research and Development also monitors the constantly evolving trends and fashions within the industry, all the time aiming to produce products that are better for both the environment and the consumer.
Industrial coatings Fleetwood services the industrial maintenance market with both high performance waterbased and solvent-based coatings. These products impart pecial qualities such as corrosion resistance, chemical resistance, aseptic properties and extreme long-term durability.
•Albany Home Décor Sligo
They have been specified and are preferred for the most difficult of situations in Hospitals, Dairies, Food and Beverage plants and Pharmaceutical plants all over Ireland and abroad.
Chemical coatings Fleetwood have a portfolio of products that are supplied into what they identify as the Chemical Coatings and Industrial Maintenance Markets. In the Chemical Coatings market, Fleetwood have built up a successful business, supplying coatings to metal and plastic fabricators for the business machine market. Polyurethanes and Acrylics created by a combination of Fleetwood and Sherwin Williams technology are regularly used by some of the world’s largest computer companies. June 2010 | 13
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We would like to congratulate B&Q Swords on winning Tool Retailer of the Year for 2010.
Unit 47 Rosemount Business Park, Ballycoolin, Dublin 11. Tel 01-8975240 Fax 01-8975235 www.iqsupplies.com June '10.indd 14
Irish Hardware magazine Awards 2010 Tool Retailer of the Year
Tool Time Triumph ‘I was ecstatic,’ said Adam Galligan, hardware and building manager of B&Q Swords. He is of course referring to the announcement that the store had taken the Irish Hardware Magazine Tool Retailer of The Year Award.
a keenly contested category. Adam adds that: ‘Everyone here was buzzing at the store afterwards!’
‘The night was excellent’
Buzzing It is perhaps little wonder that Adam was so happy. This was
Manager Paul Scott was delighted too of course. ‘All in
all it led to a great atmosphere,’ says Adam. ‘As to the night itself, it was really excellent, says Adam. ‘It was really well done. I enjoyed it thoroughly.’ Our judges said: Tools can be a difficult area to get just right. Merchandising and display of items in this category has always presented a challenge to retailers right across the board. B&Q
Swords, as all of our finalists, performed extremely well in the tools category but judges felt that the Swords operation had the best overall mix ‘when it came to display, housekeeping, knowledge, service, ambience, group energy and team spirit’. ‘The team here gelled extremely well, were keenly focused and exuded a passion for their jobs. They also created a traditional sense of welcome within the environment of a large modern retail operation.’
Dynamic The resulting dynamic backed up by the demonstration area, the attention to detail and the product mix hit the right notes for our judges. At the end of the day, says Adam, it’s all down to teamwork. ‘Everyone feeds off each other here in that way.’
Ted Johnson Ltd - Naas B&Q Warehouse - Swords B&Q Warehouse - Cork Joe McKenna Ltd - Limerick MP Doyle Ltd T/a Doyles of the Shamrock - Carlow Paul Scott and Adam Galligan, B&Q Swords, receive the Irish Hardware Magazine Tool Retailer of the Year Award from David Crosbie, IQ Supplies
Sponsor Profile: IQ Supplies
IQ Supplies is a leading distributor to the hardware, building, construction and industry sectors. With state-of-the-art distribution centres in both Dublin and Bedfordshire they are capable of offering a first rate service throughout the UK and Ireland.
R ange and depth With over 14,000 items in stock and, 97%
availability, the range and depth of products is second to none. Whether you are looking for a lady’s gardening glove or a specialist tool kit it is all available under one roof! Some of the top brands that IQ Supplies are famed for are: Teng Tools, L.Brador Workwear, Guide Gloves, Zekler Eyewear, Luna Tools and Machines. Whether you are looking for a product for the price-conscious end user that just needs simplicity or the quality conscious user who demands industrial specifica-
tion, IQ Supplies have the range to cover all needs.
Showrooms For anyone interested in seeing what IQ Supplies can offer they have five state-ofthe-art showrooms in their premises. ‘We are developing store layouts inhouse for our customers and everything can be constructed to their specific needs right down to the last detail before it enters the store,’ is the message.
June 2010 | 15
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Irish Hardware Directory 2010/2011 The key to the marketplace, vital reference point to who is who, both at the suppliers and retailers end.
Published August 2010 Editor:Martin Foran Tel 764 2702 Email email@example.com Commercial manager: Dermot Casey Tel 764 2710 Email firstname.lastname@example.org If you are in need of vital information and contacts this is your invaluable source. directory hse ad.indd 1
Irish Hardware magazine Awards 2010 Electrical Retailer of the Year
Plugged into success Sandra Farrell of Homemakers, Cavan, herself a nominee for the Store Manager of the Year Award told Irish Hardware of the ‘great reaction’, there had been to the store’s win in the Electrical Retailer of The Year category.
Feedback ‘We are all delighted,’ Sandra says, adding that the company
‘It was great to be a part of it all.’ has received great feedback and reaction following the win. They enjoyed some good coverage in the local media too. We really enjoyed the night,’
said Sandra of the event. ‘Once again it was great to be a part of it all. I think it is so professional.’ Homemakers of course are no strangers to the Awards having taken the supreme award of Irish Hardware Magazine Retailer of The Year on our last time out. ‘We have got great staff members and we have built up a loyal
customer base,’ says Sandra who adds that product training at Homemakers is ‘hugely important’ and that everyone here is ‘work focussed’
Excellent example Our judges agreed. ‘This is one of the best hardware and homestore businesses in the country and electrical is an excellent example of a well-stocked and well-staffed department,’ they said. ‘The staff is extremely knowledgeable and helpful. The department is well designed and welcoming to shoppers.’ ‘It is really great to get these awards,’ said Sandra. ‘It is done so well and you do feel it was really worth it,’ she adds.
•MJ Curran & Sons Limited •Hopkins Homevalue & Expert Electrical Wicklow •Homemakers, Cavan •B&Q Galway •Ganly’s Longford Dermot Casey, commercial manager, Irish Hardware Magazine, presents the Electrical Retailer of The Year Award to Sandra Farrell, Homemakers, Cavan
Sponsor Profile: Irish Hardware
Irish Hardware is Ireland’s only magazine for the hardware, DIY, and builders’ merchants sectors. Established in 1938 it delivers news, commentary, retail advice, analysis, features and product news on a monthly basis for this vibrant sector.
Decision-Makers A wide-ranging subscription base reaches the decision-makers in independentlyowned local businesses, the national buy-
ing groups and also the large ‘sheds’ or multiple outlets as well as suppliers and distributors. Our editorial team has unparalleled experience and grass roots knowledge of the trade and works very hard to ensure that we keep a close eye on this sector and have relevant relationships with our readers.
Irish Hardware at a glance: •Published every month since 1938 •Reports on news items across the industry with comment and analysis on specific events •Features on different sectors within the
Winner: •Homemakers, Cavan
industry with market reports scheduled throughout the year •We cover 98% of hardware, DIY, housewares and builders’ merchants in the Republic of Ireland •94% of senior management in this retail area read Irish Hardware each month •77% of those surveyed passed on the magazine to colleagues after reading it themselves •44% of those surveyed claimed to have stocked new or extra products as a direct result of advertising •67% of those surveyed said they keep back issues to use for reference June 2010 | 17
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Concept Collection By Ideal Standard
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Robin Levien, one of the UKâ€™s most successful bathroom designers, has created a beautiful and comprehensive collection that offers choice, practical solutions and affordable luxury to everyone. Your bathroom concept, your taste, to fit your space.
For a brochure, telephone 003531 4564525 or email email@example.com or visit www. idealstandard.ie Ideal Standard sponsor of the Master Retailer Award
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Irish Hardware magazine Awards 2010 Bathroom Retailer of the Year
Success on tap Paul O’Shea says that all at M.D. O’Shea’s were thrilled with the results in the Bathroom Retailer of The Year category. In fact word has it that they were still celebrating two days later!
Surprise ‘We certainly got a surprise when our name was called out,’ says Paul. ‘Everyone here is delighted.’ A lot of work has gone into the bathroom department at the
‘There has been a great reaction to the award.’
store and this might go some way towards explaining their success. ‘We recently did up the showroom,’ says Paul who adds that this area is a specialised one. ‘We have people who do nothing else,’ he says, of the department staff, explaining how they excelled in this category. ‘In what was a hotly contested category, MD O’Shea’s in Killarney pulled out all the stops and went that little bit further
in terms of their focussed effort and the team dynamic brought to bear in this department,’ said our judges.
Awareness ‘This is allied to their keen awareness regarding the demands of the current market place and the positioning of the organisation and this department in particular when it comes to meeting those demands. ‘Their mixture of passion, knowledge, customer service and range struck just the right chord. ‘There has been a great reaction to the award,’ says Paul who explains that customers and suppliers have been delighted for the store.
•Tubs & Tiles - Balbriggan •MJ Curran & Sons Limited - Dungarvan •MD O’ Shea & Sons - Killarney •Homebase - Letterkenny •Keane Bathroom Stores - Loughrea Paul O’Shea of M.D. O’Shea’s, Killarney, Gerard Walsh of Sponsors, Ideal standard, and Conor Falvey of M.D. O’Shea’s
Sponsor Profile: Ideal Standard
Ideal Standard is a leading provider of innovative, design-driven bathroom solutions, integrating functional solutions with styles that allow everyone to express their own personal flair.
State-of-the-art Focused 100% on bathroom solutions, Ideal Standard offers customers state-ofthe-art products which aim to bring the digital age into the bathroom, creating a life
space for pleasure and relaxation. At Ideal Standard, creativity is considered the catalyst to continuous evolution in the bathroom and the company continues to invest in the most advanced technology to ensure that innovative products work perfectly and look beautiful too. Each piece of porcelain is made to the highest standards. Ideal Standard also makes mixers, taps and shower fittings from solid brass as well as a full range of baths and shower enclosures. So for the complete bathroom, ‘live the ideal with Ideal Standard’, is the message.
•MD O’Shea and Sons - Killarney
Award-winning designers Ideal Standard strives to create designs that lend style and luxury with the help of award-winning designers including Robin Levien, Mario Bellini, David Chipperfield and Jasper Morrison. Popular ranges from the collection include the Concept range, which offers practical solutions and affordable luxury to fit any space and the Jasper Morrison range, a modern classic combined of soft squares and oval interiors across a full range of white sanitary-ware, furniture and fittings. June 2010 | 19
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CONGRATULATIONS TO B&Q LIFFEY VALLEY. WINNER OF THE GARDEN RETAILER OF THE YEAR 2010
SPONSORED BY IQ Supplies IRL (A.H. Anderson & Co. Ltd.) (w): +353 18975240 (DDI): 353 18975256 (m): +353 872837903 E-mail: firstname.lastname@example.org Web: www.iqsupplies.com
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Irish Hardware magazine Awards 2010 Garden Retailer of the Year
Doing the ground work John Nangle is the seasonal manager at B&Q Liffey Valley and his job includes responsibility for the award-winning garden centre. ‘It was,’ says John, referring to the awards evening, ‘a great night – it was very well done.’
‘The staff are overjoyed.’
Team ‘I am delighted for my team after all their hard work,’ says John,
adding that staff are ‘overjoyed’. A lot of them, he explains have been in the seasonal department for eight years. ‘They are all passionate about what they do,’ adds John. They are keen gardeners too and this shows through with customers, he believes. ‘We take in 18,000 customers a week in this store,’ John explains, adding that they find
people are staying at home more now and wanting to perhaps put resources into something tangible. ‘We are well-known for the garden centre but you are only as good as your poorest plant,’ says John. Not that there are many poor plants here….
High praise In fact our judges had high praise for the quality of plants at B&Q Liffey Valley and were also very impressed with the enthusiasm and passion displayed by the whole team. Many aspects of the centre came in for high praise including for example ‘inspirational displays’ at the entrance. ‘We have the award ready to go up at the entrance to the store,’ says John. ‘The heads are held a little higher among staff!’
•B&Q - Liffey Valley •McCarthy’s Homevalue Prosperous •Homebase - Killarney •Co-Op Superstores - Midleton •Wallace’s Homevalue Hardware – Wexford Presentation of the Irish Hardware Magazine Garden Retailer of The Year Award: Kieran Thompson of Sponsors IQ Supplies with John Nangle and Brian Dodgson, B&Q
Sponsor Profile: IQ Supplies
IQ Supplies is a leading distributor to the hardware, building, construction and Industry sectors. With state-of-the-art distribution centres in both Dublin and Bedfordshire they are capable of offering a first rate service throughout the UK and Ireland.
R ange and depth With over 14,000 items in stock and 97%, availability, the range and depth of products is second to none. Whether you are
looking for a lady’s gardening glove or a specialist tool kit it is all available under one roof! Some of the top brands that IQ Supplies are famed for are: Teng Tools, L.Brador Workwear, Guide Gloves, Zekler Eyewear, Luna Tools and Machines. Whether you are looking for a product for the price-conscious end user that just needs simplicity or the quality conscious user who demands industrial specification, IQ Supplies have the range to cover all needs.
Showrooms For anyone interested in seeing what IQ
•B&Q, Liffey Valley
Supplies can offer they have five state-ofthe-art showrooms in their premises. ‘We are developing store layouts inhouse for our customers and everything can be constructed to their specific needs right down to the last detail before it enters the store,’ is the message.
Gardening at IQ supplies ‘IQ Supplies are carrying a complete range of gardening gloves under the Guide Gloves brand. The range is fully carded and extends from lady’s PU dipped gloves in various eyecatching colours to cut-resistant gloves and winter lined. All gloves are well packaged for a stunning in store display.’ June 2010 | 21
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22 | April 2010
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Irish Hardware magazine Awards 2010 Homestore Retailer of the Year
Bringing it all back home The Homestore Retailer of The Year category was another hotly contested category. Aishlinn Cullen is the homewares buyer at winning store McCarthy’s of Prosperous and, says proprietor Conleth McCarthy, has been a big influence here along with the other staff.
‘People here are just so proud.’
Aishlinn points out that there is a natural progression and flow as customers walk through the
doors of McCarthy’s. Homewares is one of the first places that shoppers come to. Price points here are very important, says Aishlinn who says that people are looking for value which is certainly present in the store. ‘People have gone back to basics,’ adds Aishlinn, ‘so the cookshop is very important.’ This of course proves how McCarthy’s have their finger on the pulse where trends are concerned. ‘We have all products
from bakeware to utensils,’ is the message here. Staff were said to be delighted at the win. ‘It is great for motivation among staff – people here are just so proud,’ adds Aishlinn.
The judges said: ‘All of the stores that made the shortlist were very good or excellent but McCarthy’s Homevalue went the extra mile in terms of layout of the department, staff knowledge and sheer range of products on offer.’ Our judges also noted the layout, as mentioned by Aishlinn: ‘The thought process behind the store layout is very clear,’ they said, adding that it was obvious that customer satisfaction lies at the core of McCarthy’s philosophy.
•McCarthy’s Homevalue Prosperous •MJ Curran & Sons Limited Dungarvan •Homemakers Limited – Cavan •Homevalue - Roscommon •Ganly’s - Longford Homestore Retailer of The Year Award: Aishlinn Cullen of McCarthy’s, Prosperous; David McKeown of sponsors Henkel, makers of Solvite and Conleth McCarthy of McCarthy’s
Sponsor Profile: Henkel, makers of Solvite Henkel - a brand like a friend. Henkel Consumer Adhesives is a division of Henkel, a Fortune Global 500 company. Henkel offers strong brands and technologies in three areas of competence: Home Care, Personal Care and Adhesive Technologies.
Best-loved Henkel Consumer Adhesives is home to some of Ireland’s best-loved and leading DIY and stationery brands including Sellotape, a market leader since 1937 and currently in the midst of a major brand relaunch; Pritt, a brand trusted by kids, adults, schools and offices for more than 40 years; Unibond, the
parent brand of some of the market-leading DIY and building products, Unibond sealants and adhesives, No More Nails and the recently relaunched Unibond Tape. Other brands within the Henkel Consumer Adhesives Portfolio include Solvite and Copydex; all brands that are trusted to do the job by consumers and trade across Ireland.
Solvite. ‘Solvite is Ireland’s number 1 Wallpaper Adhesive brand, from Henkel. This number 1 position in the market has been secured over the years by continuous product innovation, supported by creative and memorable advertising. Solvite is the first choice for both professionals and DIYers, offering a range of solutions for every kind of Wallpaper.’
•McCarthy’s Homevalue Prosperous
Commenting on the business, Henkel Consumer Adhesives general manager, David McKeown, said: ‘We are proud that our products and brands have been integral to the work and development of our customers for generations, from “Back to School” to DIY, our products are trusted by generations. ‘Our products are market leaders in their sector and we work to ensure that our customers continue to enjoy leading brands through our continued development, investment and innovation into our products.’ Each day, more than 52,000 employees in 125 countries are dedicated to fulfilling Henkel’s claim: ‘A Brand like a Friend’. In fiscal 2008, Henkel generated sales of €14,131m and adjusted operating profit of €1,460m. June 2010 | 23
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Hardware Mag - Ad 1/Sept 08:Layout 1
The show that offers complete coverage
International Events & Convention Centre Citywest Hotel
Sunday 20 February 2011 10am - 6pm Monday 21 February 2011 10am - 5pm STAND ENQUIRIES Please contact: Maureen Ledwith Tel: 00 353 (0)1 291 3700 Fax: 00 353 (0)1 490 0321 email: email@example.com
Organised on behalf of the Irish Hardware & Building Materials Association by Business Exhibitions Ltd. 6 Sandyford Office Park, Foxrock, Dublin 18.
VISITOR ENQUIRIES Please contact: Emer Oâ€™Sullivan Tel: 00 353 (0)1 284 5878 Fax: 00 353 (0)1 284 5946 email: firstname.lastname@example.org
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Irish Hardware magazine Awards 2010 Energy Retailer of the Year
They’ve got the energy ‘Everyone is delighted,’ says Paul O’Grady who is manager of T.J. O’Mahony’s store at Ballymount Cross in Dublin, a part of the Moritz Group.
Paul adds that the company has put a lot of investment into this whole area, creating energy centres such as the one in O’Mahony’s in a number of its stores.
‘The win is good for morale’
T.J. O’Mahony’s have been busy getting the message out there when it comes to energy products, just like all of our other finalists in this category. Now the award takes pride of place in their energy centre, underlining their efforts in this field. Our judges were certainly impressed with such efforts. ‘In a sector that can prove difficult and complicated for consumers
to understand, this year’s winner has taken its expert knowledge and used it to present the multiple strands of renewable and eco energy in a clear and vivid fashion,’ they said. ‘For sheer ease of use and accessibility T J O’Mahony is the winner. Under the leadership of manager Paul O’Grady the staff at T J O’Mahony has designed what they brand as an “Eco Home Centre”.
‘Everything the average consumer or trade person needs to know is located in the centre. Using wall cutaways and handson demo models the business of energy is made easy to understand,’ they concluded. ‘The win is good for morale,’ adds Paul. ‘From the management to the shop floor there has been a great atmosphere.’
•Ganly’s - Athlone •T.J. O’Mahony - Ballymount •Heat Merchants - Naas •Heat Merchants - Ballina •Tuam Heating & Plumbing Ltd
Maureen Ledwith of sponsors, Business Exhibitions presents the award for Energy Retailer of The Year to Sean Moran, managing director, Moritz Trading, and Jason O’Mahony
Sponsor Profile: Business Exhibitions
With almost 30 years’ experience, Business Exhibitions provides an unrivalled opportunity for exhibitors and visitors to meet at a wide variety of well presented events, at the right time of year in prestigious environments.
Organizers Business Exhibitions organises trade and public exhibitions in the Travel and Tourism, Caravan and Motorhome, Fashion and Footwear, Home Interior, Business, Energy and of course Hardware/DIY and Home Garden Sectors. In the last named category readers of Irish Hardware will be familiar with Ireland’s Hardware/DIY, Home & Garden show. This
is a bi-annual trade-only show organised on behalf of the Irish Hardware and Building Materials Association. In a move to stimulate sales and unlock the potential growth opportunities in targeted market segments, the show has been moved to the exhibition and convention centre at Citywest. Dates for the next show are Sunday – Monday, 20 – 21 February 2011. The Citywest Exhibition and Convention centre is an ultra-modern complex and offers suppliers and visiting IHBMA members a vast array of facilities conducive to creating a vibrant, dynamic business environment. It is ideally located with all motorway and primary road routes from anywhere in the country passing its doorstep; parking is extensive and free; heating, lighting and facilities are of the highest standard; food and catering, be it a simple coffee and scone
•T.J. O’Mahony Ballymount
or full sit-down meal, are of top-quality restaurant standard. The adjoining Citywest hotel offers excellent B&B rates, in addition to value-for-money main meals.
Experts Critically, the Hardware/DIY Home Garden Show 2011 is not just an exhibition. Obviously trade stands make up the main body of the show but there will also be a series of complementary demonstrations, seminars and workshops from leading industry experts, including Art Freedman. Against this background, exhibitors will enjoy unprecedented access to key decision-makers and leading buyers from all sectors of the industry. They will be there in force, confident in the facilities of the venue and with high expectations of new product launches, major marketing initiatives and special show offers from the exhibitors. June 2010 | 25
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Irish Hardware magazine Awards 2010
Trade Counter of the Year
Trade winners Liam Phelan purchasing manager with Grange Builders Providers says the experience of being part of the Irish Hardware Magazine Awards has been great. All at Grange are of course ‘delighted to win in such a strong category’.
‘We were up against some of the best in the industry I feel,’ says Liam. ‘We really are honoured to win.’ Since the win, customers, suppliers and indeed other stores from around the country have all been in touch wishing them well. ‘We have even had a few visits,’ says Liam, as people come to the store to try to find out what makes them so successful. On this note Grange’s success is well and truly documented along with the reasons for this, not least in Irish Hardware magazine. A family-run business led by Peter Cosgrave, Grange has not let one staff member go due to the economic downturn.
‘It’s definitely good for morale.’
•KCR Builders Providers Limited •Grange Builders Providers •Nioclas O’Conchubhair Teo •Ganly’s - Athlone •Doyles of the Shamrock - Carlow
•Grange Builders Providers
They have sourced new prod-
Sponsor Profile: Contech Building Products
Contechh specialises in supplying highquality construction products to the builders’ merchants and DIY market. Their aim is to simplify the work of all tradespeople and DIY enthusiasts by assisting them in carrying out their jobs with excellence.
Household name Product leader, TEC7, has become a household name over the past five years. TEC7 is a hybrid polymer with a high tensile strength of 27kg per sq cm and unique bonding abilities. It seals, mounts and bonds all common building materials meaning you don’t have to carry the usual assortment of adhesives and sealers to each job. TEC7 is odourless and eco-friendly making it safe to use in
Trade Counter of the Year. Olly Dunne of sponsors Contechh Building products, with Peter Cosgrave of Grange Builders’ Providers
uct lines and have embraced sustainable energy in a serious fashion. For example, they recently opened an electric vehicle charging point. Last year they introduced an all-electric truck to their fleet which cap-
all areas. TEC7 will remain flexible without compromising its strength so it can be used anywhere that a normal silicone would be used without the possibility of shrinking or rotting. When you work with TEC7 you can be certain that your work will be guaranteed to last for a minimum 25 years. New Products: Contechh constantly strives to add new innovative products to its range and 2010 is no exception with two new products introduced. Trans7 Inox, with all the qualities of Tec7, comes in a unique metallic finish suitable for use in conjunction with all building materials and is excellent with Chrome, Metal, Stainless Steel, Chequered Plate, Zinc and Lead. XTack7, introduced in June, is a superstrong instant grab adhesive that ‘has to be seen to be believed’. Contechh have many more excellent products in their range including: ROOF 7, a rubber and bitumen repair paste for all roofing materials that can be
tured many headlines. ‘It is definitely good for morale and gives a pat on the back to all the staff,’ says Liam. ‘Everyone here is delighted.’
used cold from the tub. PUR 7 and PUR 7 PLUS, unique and innovative expanding foam that ceases to expand when it comes into contact with its surroundings making it the ideal product to use when installing windows and doors. At Contechh, the marketing and sales teams strive to constantly improve their profile, customer service and technical knowledge. They have a 24-hour technical email address, firstname.lastname@example.org and you can find more information on all of the products at www.tec7.com. Contechh regularly host ‘Breakfast Mornings’ in builders providers and hardware stores around the country to demonstrate products and pass on tips and tricks to professionals and DIY enthusiasts alike. For those too busy to attend demonstrations in-store, all of their representatives have safe passes so that they can bring the demos onto building sites at the request of people’s local builders’ providers.
June 2010 | 27
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Irish Hardware magazine Awards 2010 Store of the Year up to 5,000 Sq Ft
Small store, big heartr There was as usual hot competition in the smallest of our three Store of The Year categories. At the end of the day after a closely run race The Irish Hardware Magazine Store of The Year under 5,000sq ft category was taken by Henry Vokes in Adare.
‘It will make more people aware of you.’
And Henry Vokes, proprietor,
has a one word reaction to winning the award – ‘fantastic!’ ‘My store has a slightly different mix,’ explains Henry. ‘I do a large percentage of giftware and housewares.’ ‘We were absolutely delighted,’ adds Henry of the experience of winning the award. ‘I was gobsmacked! Henry admits, like a lot of our winners to being shocked
‘when our name was called out’. He wasn’t expecting it, he says, going on to praise his opposition in the category like a true and gracious winner.
The message from Vokes is that it is a team effort at this store. ‘Staff members are all delighted and it certainly boosts morale,’ says Henry. Judges remarked on the excellent displays and the signage and colouring at the store. The store has a defined external image and very good instore merchandising and presentation, it was pointed out. The experience will, says Henry, raise the profile of the store. ‘It will make more people aware of you within the business and outside of the business.’ And that can only be a good thing, we agree!
•Decwells DIY Ltd - Dublin •Heat Merchants - Portlaoise •Harringtons Arro Castletownbere •Henry Vokes (Adare) Ltd •Manor DIY - Dublin Irish Hardware Magazine Store of The Year Under 5,000 sq ft. Hazel and Henry Vokes receive their award from John Murphy representing sponsors Margin Master
Sponsor Profile: Introducing Margin Master
‘Every small business retailer that is serious about making money in their business needs to use a software program to help manage their retail pricing strategies, says US-based Ace Hardware retailer and consultant Art Freedman who will be familiar to many Irish Hardware readers from his series of talks and seminars here in Ireland.
Retail Pricing ‘In our business we use Margin Master by RetailerSoft,’ adds Freedman. ‘In addition to our business, every other retailer that I work closely with on retail pricing uses the
Margin Master software as well.’ Developed by US-based software company RetailerSoft, Margin Master is a software programme designed to enable retailers to quickly analyse their retail prices, helping them achieve incremental gains to their bottom line. So called ‘What if’ data can be incorporated and the system used to show the impact a proposed price change would have on annual and monthly sales. Margin Master has the ability to help Retailers to develop, maintain and implement any number of pricing rules. These can be applied at any level such as store, department or class, right down to product SKU level. What we are talking about here is pricing strategy and individual rules within this can
•Henry Vokes, Adare
be modified or rearranged or deleted. It is possible to identify any products that may be out of line with the pricing strategy. Effectively users can manage their pricing effectively in minutes. It is possible to quickly identify SKUS where one may be missing an opportunity.
Rounding Systems Want to find out the effect of price rounding systems? Margin Master can also help here for example by answering questions such as ‘What if I rounded my prices from 95 to 99?’ or ‘What if I raised prices of stock from a given supplier by 2 per cent?’ Margin Master works by processing large amounts of information from a point of sale system. It works with any point of sale system that can export data. June 2010 | 29
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Irish Hardware magazine Awards 2010
Store of the Year 5,000 to 15,000 Sq Ft
Longford in the spotlight ‘We are all delighted and chuffed here at Ganly’s of Longford,’ says a proud store manager, Ken Walsh, after receiving the Award for Store of The Year - 5,000 to 15,000 sq ft. ‘This raises the profile of the Longford store.’
‘We are all delighted and chuffed!’
Ken points out that, while it is nice to be manager of the winning store, he would not by any means take all the credit. He
notes that the store’s success was due to ‘a big team effort from all’.
Located close to a major Supervalu supermarket with good access and parking, ‘there is no doubt that Ganly’s of Longford is a very pleasant, clean and well-presented store,’ remarked our judges. Judges also remarked on Ganly’s of Longford’s ‘excellent shopper engagement’, and also its ambiance, layout, signage and product display. Space was
well utilised throughout, they noted. ‘This store represents the best in product range and display geared to the current market environment with the combined enthusiasm of both management and staff enhancing the offer to the shopper.’
Ken Walsh adds that Ganly’s owner Michael is delighted with the result too. As always, Ganly’s fared very well overall in these awards. Regulars among the finalists and winners they were finalists in a number of categories this year. ‘It is great to see the Longford side come through,’ Ken adds, remarking that, in difficult economic times, it is ‘great to be part of a good news story’.
•Ganly’s - Longford •Wallace’s Homevalue Hardware •Rogers Homevalue Ballymote •O’Malley’s DIY & Builders Providers •J P Mc Kenna & Sons Ltd
Niall Barry managing director of Sponsors Dycon presents award for Store of The Year 5,000 to 15,000 sq ft to Ken Walsh, store manager, Ganly’s of Longford
Sponsor Profile: Dycon
Dycon is a leading Irish manufacturer and distributor of high performance building and DIY products. It supplies adhesives, sealants and building chemicals under the Panabond brand and distributes the specialist coatings brands Rust-Oleum, Combicolor, Painters Touch as well as distributing Craftway, Dap, Famowood, Sealguard, Blue Dolphin Tapes, Cromar, Uhu and Velcro. The company is based in Wicklow and was founded in 1978. In 1987 the business came into the ownership of the current shareholders, Niall and Annette Barry. It employs 20 people, is ISO9001 certified and developed Polyblend Technology™ for superior tile adhesives. Its products are supplied through builders’ providers, tile specialists
and DIY outlets.
Investment Further investment in 1998 and 2001 saw the addition of more manufacturing and warehousing space, increasing the facility to 2000sq m. This has been further enhanced recently with the addition of 400 sq m of modern offices. ‘Our new commercial vision encompasses the continued development of market leading brands within our offering,’ says the company. ‘Brands such as Uhu, Velcro, Sealguard, Blue Dolphin Tapes and Painters Touch, were added in the last year. ‘Our Strategy is to offer to the Irish Home Improvement Retail Trade, quality products and services at very competitive prices. ‘As a sign of our confidence in the future of the Irish Market we are continuing to
invest in our facilities in Kilcoole.’ There, Dycon has created an exciting new state-of-the-art product showroom for presentations, training and merchandising planning. This new facility also houses their marketing and administration. From insulation to energy usage the new building has been designed with the latest environmental considerations in mind.
Vision Dycon has gone from strength to strength and the message is that their new commercial vision for 2010 and onwards encompasses the strategies for success in tougher times. ‘However,’ it adds, ‘one of our timeless strategic foundations which we won’t change is Quality Manufacturing and Quality Branding.’ June 2010 | 31
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Henkelâ€™s tape range is changing
Available from June 2010, UniBond, Irelandâ€™s No.1 adhesive brand is launching a comprehensive range of DIY and Specialist tapes, with ATL brand support. Starts Summer 2010. For sales enquiries or further information contact your local Account Manager, call 01 4046438 or email email@example.com
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Irish Hardware magazine Awards 2010
Store of the Year over 15,000 Sq Ft
An Excellent Model McCarthy’s Hardware business was founded in Prosperous village some six decades ago. It moved to a new premises on the Allenwood Road and opened its doors there in December 2008.
The new building is nothing if not impressive. ‘All of our different enterprises including retail, builders’ providers and café are situated under the same
‘People have been contacting the store in large numbers.’
roof,’ says director Con McCarthy who followed his father Finn into the family business. Among its many departments is a very successful homestore department which also took the top spot in that category in our awards. Right from the start the visitor is impressed from the moment of arrival. For example, judges praised the excellent external presentation, access and car
parking facilities. ‘This store presents an excellent model under all the judging criteria, store structure, branding, shopper engagement, ambience and utilization of space,’ they said.
The store is efficient as well as ecologically friendly and was built with such matters in mind. It uses a biofuel heating system and a rainwater harvesting system. ‘It was great to get the second Award after the Homestore one,’ said Conleth McCarthy whose store would go on to take the supreme award on the evening. Conleth says people have been contacting the store in large numbers to offer congratulations. ‘It’s been unbelievable really,’ he adds.
•McCarthy’s - Prosperous •B&Q Liffey Valley •Homemakers Limited - Cavan •Wickes - Limerick •P Boland Ltd - Wicklow Store of The Year Over 15,000 sq ft. David McKeown of Sponsors Henkel and Conleth and Emer McCarthy
Sponsor Profile: Henkel
Henkel - a brand like a friend. Henkel Consumer Adhesives is a division of Henkel, a Fortune Global 500 company. Henkel offers strong brands and technologies in three areas of competence: Home Care, Personal Care and Adhesive Technologies.
Best-loved Henkel Consumer Adhesives is home to some of Ireland’s best-loved and leading DIY and stationery brands including Sellotape, a market leader since 1937 and currently in the midst of a major
brand relaunch; Pritt, a brand trusted by kids, adults, schools and offices for more than 40 years; Unibond, the parent brand of some of the market-leading DIY and building products, Unibond sealants and adhesives, No More Nails and the recently relaunched Unibond Tape. Other brands within the Henkel Consumer Adhesives Portfolio include Solvite and Copydex; all brands that are trusted to do the job by consumers and trade across Ireland. Commenting on the business, Henkel Consumer Adhesives general manager, David McKeown, said: ‘We are proud that our products and brands have been inte-
gral to the work and development of our customers for generations, from “Back to School” to DIY, our products are trusted by generations. ‘Our products are market leaders in their sector and we work to ensure that our customers continue to enjoy leading brands through our continued development, investment and innovation into our products.’ Each day, more than 52,000 employees in 125 countries are dedicated to fulfilling Henkel’s claim: ‘A Brand like a Friend.’ In fiscal 2008, Henkel generated sales of e14,131m and adjusted operating profit of e1,460m. June 2010 | 33
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000061 Excellence promo
Because it’s what’s inside the tin that counts Outdoor Wood Finishes Our extensive range of outdoor wood finishes can be used for creating a natural low lustre finish, to an attractive high gloss finish. Yacht Varnish is specially formulated with Tung Oil to give maximum protection and durability to marine and other external woodwork.
Decking Range Clean and revive your tired and weathered decking using our Decking Cleaner, then either chose Rustins Decking Oil to retain the natural colour of the deck, or Rustins Quick Dry Stain & Seal to colour and seal the decking in one application. Our decking range contains UV light inhibitors.
The way forward...
An alternative to conventional paint and varnish removers. Strypit 611 is a non-caustic stripper that removes multiple coats of all types of paints and varnishes.
Whether it be a floor, door or tables and chairs need a new lease of life, our range of interior varnishes will have a finish that suits.
Speciality Paints Rustins have a wide range of speciality paints, from Primers to Metallics, Black paints to our Small Job Paint range, consisting of 11 popular colours to use on any small job you require.
Increase your profitability by stocking the Rustins’ range this year!!! EXCELLENCE LTD Unit 43, Baldoyle Industrial Estate, Dublin 13. T: 018323300 F: 018323584 E: firstname.lastname@example.org E: email@example.com W: www.excellence.ie June '10.indd 34
Irish Hardware magazine Awards 2010 Store Manager of the Year
Our Top Manager! Altogether it’s been quite a journey for Maria Fitzgerald. In fact, she says it’s been an experience that she will never forget.
Arriving back to Cahir after the awards, Irish Hardware Magazine’s Store Manager of The Year 2010, Maria, found her building covered in balloons. Staff members were waiting to greet her along with customers of the store and she was duly presented with flowers by the well-wishers of which there
‘It makes for an incredible atmosphere’ have been many. ‘They are all so proud,’ she says of the staff members. Management too has been very supportive. Meanwhile the emails coming in have been ‘so sincere’.
‘I thought it was a fantastic evening,’ Maria says of the awards night. She still recalls the ‘shock’ of hearing her name called out: ‘I could not believe it,’ she adds. Praising the winner, our judges said she demonstrated a passion for her job, a focus on teamwork and a goal-driven mentality that is the hallmark of a professional manager.
‘Refusing to acknowledge the downturn, Maria has grown the business significantly along with
ng e al
her team and management. This is a standard for the industry and an example of what can and should be done to manage our way over challenging economic roadblocks. Courage, self belief, initiative, communication skills and teamwork are essential keywords for successful management and Maria has successfully created a winning formula from those ingredients,’ said judges. Maria’s story was reported in the local media, as was the case with so many of our winners. ‘It all makes for an incredible atmosphere,’ says Maria.
•David Clail - Homebase, Killarney •Dermot Gormanly - Homevalue, Roscommon •Sean McGuinness - Albany Home Décor Castlebar •Maria Fitzgerald - Co-op Superstores, Tipperary •Paul Scott - B & Q Warehouse, Swords •Peter O’Leary - Co-op Superstores, Cork •Fraser Taylor - B & Q Warehouse, Limerick •Sandra Farrell - Homemakers Limited, Cavan
Store Manager of The Year 2010 Maria Fitzgerald, Co-op Superstores, Cahir, County Tipperary receiving her award from Paul Ivory, Rustin’s
Sponsor Profile: Rustin’s
In 1924 Sidney Rustin opened his first shop in London and sold wood finishing products to local residents and trades people. Sidney’s son Ronnie, took over the business and ran it until his death in 2008.
Drove the growth
He drove the growth of Rustin’s to be one of the best brands in the industry with a focus on wood finishing products, speciality paints and decorating sundries. Rustin’s products sell to home DIY enthusiasts and professionals who want quality and innovative products. Rustin’s formulated its Strypit paint remover in 1947 and demand remains high.
Rustin’s was the first manufacturer of Danish Oil. Today Rustin’s continues its research and development efforts on its core markets of wood finishing, speciality paint and decorating products. They continually bring to market product offerings with advances in environmentally aware products, more durable finishes and a wide range of products to meet growing customer needs. Employees continue the tradition of producing quality products to the exact standards set by Ronnie Rustin.
Irish hardware trade
Rustin’s has been supplying the Irish hardware trade for over 40 years now. It all began when Sean Collins who started the Excellence company took the agency on board. Sean’s daughter Maureen was a direc-
•Maria Fitzgerald -Co-op Superstores, Cahir
tor up until January of last year. Early on there was no agent/distributor here so the sales manager would come to Ireland about four times a year and visit a relatively small customer base. That all changed when Excellence Ltd was appointed agent and distributor for the Republic of Ireland, where they now distribute nationwide from their warehouse in Baldoyle. ‘One thing about Rustin’s is they would never cut corners on quality,’ says Shay Ryan, sales manager. ‘It’s what’s inside the tin that counts’, he stresses referring to their slogan. Shay also remarks on the recession-proof nature of the product. ‘There is the perfect size for every job,’ he adds. A full team of young professionals at Rustin’s are continually developing a new range of products to bring to the market. June 2010 | 35
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Retailer of the Year 2010
Irish Hardware magazine Awards 2010
Supreme Winners! C
learly thrilled for his store to have taken the supreme award and to be crowned Irish Hardware Magazine Retailer of The Year 2010 Conleth McCarthy has much praise for the Irish Hardware Magazine Awards. ‘It is a great competition,’ says Conleth. He notes a number of advantages such as how it helps motivate the whole staff in an organisation in the run up to the judging process right through to the obvious rewards that come with winning in a category, or as in McCarthy’s case, winning the overall supreme award. And of course there is a great night to be had at the actual awards event. ‘The whole thing was so well done,’ says Conleth, – ‘the presentation, the music, the meal – all aspects really!’ Most winners say they were not expecting to actually win or at least that it was something of a surprise. This is not false modesty, as the fact is, no matter how much one thinks one has a chance in a category, it is always something of a shock to actually hear your name spoken aloud from the stage.
‘I knew we would do well in the Homestore category,’ Conleth says adding that the extent of their success – two category awards, Homestore Retailer of The Year and Store of the Year Over 15,000sq ft plus the supreme award – has still not sunk in. ‘It is all a bit like a dream,’ he adds. A very good dream one presumes! Many winners at the Irish Hardware Magazine Awards are pleasantly taken aback at the responses and reactions they receive from friends, customers, suppliers and other well-wishers. ‘Customers have come to congratulate us’ says Conleth. ‘Also, a lot of suppliers and members of the group – McCarthy’s are a Homevalue store – are ringing or texting,’ he adds. ‘The reaction has been terrific. It is hard to take it in.’
Yet, true to their winning form, McCarthy’s clearly had taken it in on a practical level. There was a meeting already planned for just days after the event to discuss how to improve next year. Already standards are of the highest order of course but that does not mean that they will sit on their laurels. When pressed to come up with reasons why they may have done so well, Conleth
Presentation of the Irish Hardware Magazine Retailer of The Year Award: Conleth McCarthy, McCarthy’s Prosperous, Martin Foran, editor, Irish Hardware and Emer McCarthy
to the fact that they have very good ‘This relatively new store refers procedures in place and explains how important it is to see they are meticupresents an oasis in the lously followed. midlands for There are so many people that Conleth would like to thank we don’t have room household, building to list them all here! Among these are of supplies and lifestyle course, his wife Emer and his father Finn products comparable to the who founded it all nearly 60 years ago as well as manager Jim Price and finanbest standards in major city cial controller Padraig Tierney. He also mentions Niall O’Connor and Amanda high streets. There is Cooney of AHL. evidence of good research Team effort and innovation throughout As with the other winners on the night Conleth says it is all due to a huge team the store.’
– Irish Hardware Magazine Awards Judges
effort here. He is justifiably proud of his team. ‘Everyone is motivated,’ he says, adding that everyone has fun too and enjoys the part they play. Perhaps they might enjoy it that little bit more now –if that were possible!
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Irish Hardware magazine Awards 2010 Retailer of the Year 2010 Eco-friendly and efficient, and that’s just the building!
McCarthy’s in pictures
Almost 60 years in operation, McCarthy’s moved from a half acre site in the old village to its new location. The store was completed in December 2008. The building is on five and a half acres. Environmental considerations were very high on the list when designing the premises where 54 staff are now employed, including parttimer workers. The building is heated by a biofuel system. There is also a rain water recovery system in place. ‘It is very efficient,’ says Conleth McCarthy.
All of our category winners on the evening were eligible for consideration for the overall award of Irish Hardware Magazine Retailer of The Year 2010 (with the exception of the Store Manager of The Year). This left us with the following finalists for consideration
•Albany Sligo •B&Q, Swords •B&Q Liffey Valley •Ganly’s Longford •Grange Builders Providers •Henry Vokes Limerick •Homemakers, Cavan •McCarthy’s, Prosperous •MD O’Shea’s, Killarney •TJ O’Mahony, Ballymount June 2010 | 37
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Irish Hardware magazine Awards 2010
1 Brendan Maher, vice president IHBMA, Olive Maher, Lily Murphy, John Murphy, president IHBMA 2 Ken and Jackie Campbell, Fleetwood 3 Fiona O’Leary and Wesley Baker, Decwells 4 Barry and Fiona Johnson, Ted Johnson, Naas 5 David McKeown and Nigel Moody Henkel 6 Danny McCormack and Ken Walsh, Ganly’s of Athlone and Longford and Catherine Shiels 7 Kevin Myers, Vincent O’Kane and Maria Fitzgerald, Co-op Superstores 7
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Irish Hardware magazine Awards 2010 1
1 Conor and Catherine Falvey, Paul and Caroline O’Shea, MD O’Shea’s, Killarney 2 John Murphy, President IHBMA, Maureen Ledwith, Business Exhibitions and Jim Copeland CEO IHBMA 3 Sean Browne, Vista Management Consultants, Paul O’Connell, Dairygold Co-op 4 Brian Foley and Eddie Battersby 5 Geraldine Reilly, Gerry McPhilips, Margaret Donohoe, Jennie-lee Harrop and Sandra Farrell,Homemakers, Cavan 6 Olly Dunne, Tec 7 and Ron Metcalfe, B&Q 7 Master of ceremonies Eamon Horan 8 Derek and Maria Doyle, DS Supplies
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Irish Hardware magazine Awards 2010 1
1 Deborah Jermaine, Darragh Crowley, Helen Griffiths, Paul Scott, B&Q 2 Helena Hunt and Polly Verhagen, Heat Merchants 3 Frances, Fiona and Stella Johnson, Ted Johnson’s 4 Triona McHugh and, John Andrews, Ideal Standard 5 Michael Davitt and Michael O’Toole, O’Malleys, Co Mayo 6 John Bracken, B&Q, Fraser Taylor, B&Q, Darragh Crowley B&Q and Andrew Darcy, Contech 7 Mick Reilly, Shay Ryan and Paul Ivory, Rustin’s 8 David McKeown, Henkel and Maureen Ledwith, Business Exhibitions
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Irish Hardware magazine Awards 2010 2
1 Natasha Blanchfield, Anthon McClean and Olly Dunne of Contech 2 Kieran Thompson and David Crosbie, IQ Supplies 3 Excellence group / Rustin’s 4 Tom O’Connell and Conor Doyle, Fleetwood 5 Nigel Byrne, PJ Kirke, John Crowe and Niall Barry of Dycon 6 Agatha Kossarek and Elaine Waldron, B&Q Galway 7 Lorna Horan, Albany Sligo, Sinead McGuinness, Albany Castlebar, Christine Horan, Albany Sligo, Mae
Horan , Albany, Sligo
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IHBMA NEWS conﬁrmed venue change vinDicateD exhibitors The IHBMA’s decision to move Confirmed exhibitors for the hardware/Diy home Garden show as we go to press are as follows. for the most up-to-date list see www.irishhardwareshow.com a to B abcon industrial products allison Garden land ames true temper arc building products ashtown trading becker acroma bostik industries C to F Central key & hardware Co Chm Classic hardware Contech building products Crown paints Curust industries Draper tools Ds supplies Dulux paints everbuild ireland expert hardware fleetwood paints G to O Gypsum industries henkel ireland intact software iQ supplies John murphy (Castlerea) ltd Joseph murphy (ballina) margin master n & C enterprises olympic fixings ireland P to U polypal rawlplug ireland rug Doctor shop equipment snickers workwear stafford fuels techtool tucks fasterners & fixings tucks industrial suppliers u value insulation
2 | June 2010
the Hardware/DIY Home Garden Show to the Citywest convention centre on SundayMonday, 20 & 21 February 2011, has been emphatically vindicated with bookings from many leading industry players already confirmed. Grafton Merchanting ROI Chief Executive Eddie Kelly, along with Hugh O’Donnell, Chief Executive of Amalgamated Hardware, both spoke enthusiastically in favour of the move at the recent launch and intend to hold national branch/ member meetings in tandem with the show. This emphatic endorsement for the new venue is mirrored by a host of market-leading players (see panel), all of whom cite the ultra-modern facilities and ideal location as the key factors in their decision-making. They represent all market segments served by the show — Hardware/DIY, Home, Garden and Pet Products — making for a comprehensive presentation of what the industry has to offer. Situated within easy access of all motorway and primary road routes, this is truly a national venue which meets the needs of visitors travelling from virtually every corner of the country. Moreover, when they get there parking is easy and free, while the food and catering facilities — in addition to overnight accommodation — is first-class and competitively-priced. Not surprisingly, the response from the retail sector has been equally-enthusiastic. Independents and multiples alike are already enquiring about the exhibitor profile, while also looking forward to the complementary demonstrations, seminar/workshop programme and networking opportunities. The fact that the Hardware/DIY Home Garden Show is not just an exhibition but a truly allindustry event is a major draw. A highlight will undoubtedly be the presentation by international retailing guru and motivational speaker Art Freedman, ACE Hardware USA. Art has more than 40 years’ experience
Eddie Kelly at Show launch
Hugh O’Donnell at Show launch
in hardware retailing and has delivered training and mentoring to more than 15,000 retailers. He has presented in every US state and in more than 20 other countries, including Ireland. His presentation on the Sunday evening will undoubtedly be over-subscribed. That said, the extensive programme that is now encapsulated under the Hardware/DIY Home Garden Show brand will commence with the IHBMA President’s Ball. This is always a spectacular occasion and the IHMBA’s decision to hold it in conjunction with the show, at the same venue on Saturday evening 19th February, will give an exciting start to this industry extravaganza.
To avail of the multiplicity of new products, special offers, marketing initiatives and new business opportunities that will be abundant at the show, buyers should block off the dates — Sunday-Monday, 20 & 21 February 2011 — in their diaries now. Equally so, exhibitors who wish to share in the business and profit potential represented by these key decision-makers, should sign up to exhibit now ... you will be in good company! Contact: Maureen Ledwith at Business Exhibitions. Tel: 01 - 291 3700; email: firstname.lastname@example.org; www.irishhardwareshow.com Follow us on Facebook www.facebook.com/ihbma
IHBMA NEWS Merchant`s pilot credit league (credit watch 2010)
This table shows the percentage of total debt that is over three months old. Obviously the sooner you get paid, the better. So the lower your percentage the better it is.
DSO explained by the credit coach Declan Flood: If you told me you were owed €100,000 and asked me if that was good – I wouldn’t know – it depends on how much you sell and how old the debt is. If you were selling €50,000 per month then you are owed for the last two months sales, or in lingo your DSO would be 60. If you were selling €20,000 per month, then you are owed for the last five months sales, your DSO would be 150. The DSO figure expresses your ledger in terms of how many days’ sales it represents and will remain a constant measure of Credit performance if calculated correctly, irrespective of the amount involved.
League Table – Cash Business
DSO League Table for April Position
Day sales outstanding expressed in days, on average how many days it is taking your customers to pay. While other factors can be taken into account, in general, the lower this number is, the sooner you are getting paid.
League Table – over 3 months old Position
11 IH63 This table shows the % of the business that is done on a cash basis. The assumption is the more cash you are getting the better it is. A short commentary on April 2010 results by The Credit Coach, Declan Flood. Seven companies have recorded an improvement in the number of days’ sales outstanding, which indicates that most are now getting their money in faster. There are no magic wands; constant improvement will come with constant attention. We all know the importance of money so as another month comes to an end companies should double their efforts to make sure they make the calls and arrange payments from their larger customers before the end of the month to continue this improvement. Well done to the seven companies showing improvement - to the other three - their debtors are continuing to get worse and will continue to get worse until they tackle the issue head on. The worrying finding is that on the old balances six companies are getting worse. The longer they leave money outstanding the harder it is to get paid. The money is either due or it’s not, if it is due get it, if it is not due credit it, if they are gone write it off - when you do this you are entitled to claim your VAT back so it won’t be a total loss. Someone once said that in any situation the best thing you can do is the right thing, the second best thing you can do is the wrong thing, the worst thing you can do is nothing. On the cash business there is a complete split. Five companies are getting
better and five are getting worse. We know there should be more cash knocking around, and as the economy gets worse the more cash business will be done. If companies are not getting cash then they are not asking for it correctly! Companies have to insist that all staff ask the question ‘How would you like to pay for that?’ and expect to get cash more often, that is the key.
As members are aware the IHBMA have a sectoral agreement with Repak for packaging waste compliance. IHBMA members who put more than 25 tonnes of packaging waste onto the market (turnover in excess of €3.7m annually) can avoid a joining fee of €1,000 if they apply for Repak membership before 31 August this year. The annual membership fee for this classification of member is €980. For a member who has packaging between 10 and 25 tonnes (turnover exceeding €1.5m annually) can also avoid a joining fee of €450 and pay a membership fee of €400 if they apply again by the August 31 deadline. Members are reminded that if their certified turnover drops below €1.5m, then they become ‘not obligate’, and so do not need to renew their membership under the Repak compliance scheme. Further information is available from the IHBMA office, Jim Copeland – 012980969.
A series of successful regional meetings have been held over the last couple of weeks in Letterkenny on 1 June; Claremorris on 2 June; Clareglaway on 9 June and Limerick on 10 June. Members attending would have heard an excellent presentation on the IHBMA initiative HARDWARE HR, by Tony Kerins, of Peninsula Building Services, including employer’s and employee’s responsibilities in the area of HR, dealing with NERA – National Employment Rights Authority; also right sizing their operation and addressing performance management. They also had an informative presentation from Sean Cleary of Cleary’s Loss Assessors on handling an insurance claim, estimating the value at risk in your business – a survey of your business to eliminate the risks of over insurance − and information on eliminating excess premiums on policies while securing maximum benefit in the event of a claim. Further information is available from the IHBMA office, Jim Copeland – 012980969. June 2010 | 43
Irelandâ€™s Favourite Door.
RB7 set in shaker architrave & skirting
WR1G set in wells archtrave & skirting
VR12G set in moulded archtrave & skirting
Suppliers of Oak, Walnut, Primed and Red Deal Doors and Accessories Deanta Wood Products, Curraheen, Tralee, Co Kerry Tel: 00353 (0) 66 7194828 email: email@example.com
Decorative flooring & accessories
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DOORS & FLOORS
Floors and Doors. The words trip easily off the tongue and it’s just as well as these products are often linked together in retail and trade outlets. Here we talk to some of the major players on the supply side. We find out what they’ve been up to, what the trends are and where things may be headed in the near future.
Step on it – flooring sector raises its game The slow down in housing construction has, naturally enough, had an effect on the amounts of flooring and doors required for new builds. Now the emphasis is on one-off housing and on repairs, maintenance and improvement (RMI).
In both areas floors and doors loom large. When building their own homes people tend, naturally, to be more closely involved with the projects and more involved in specifying the materials. And, as we have seen time and again, they are often prepared to go for quality, especially if they can see value. It is a similar situation when it comes to RMI. Realising that they will probably be in their houses for longer now, people see them as worth putting work into – work which will increase the quality of their lives and their living spaces. It is perhaps no surprise that quality wood flooring and doors will so often feature in RMI and one-off build projects. Add to this the fact that there is now a huge range of accessories available, as well as products for upkeep and maintenance, and we have quite a busy sector. In fact, new products are constantly coming on line to suit the current market.
Canadia has widened its range considerably, says Charlie Hamilton. ‘We have six different types of flooring across eight different collections now,’ adds the company managing director. ‘We view the market as being about wider range and more choice. With the new build sector all but gone the “refurb” buyer is to the fore and they are generally quite discerning customers. They tend to know more and are often looking for something a little different.’ Charlie is of course correct in so far as the action is at the RMI end of the market now. People, he agrees, often have little choice but to stay put in their homes. They are therefore more ready to invest in upgrading. Canadia is well-placed to help them. It caters right across the spectrum from laminates to engineered, to solid wood.
There are almost 40 Canadia centres now in stores throughout the country. ‘Our model is very involved in driving market share for retailers,’ says Charlie. The company is an agent for the Egger laminate brand here. They have also launched their own Easi plank collection. It is an engineered range. Within Easi plank there are the Vancouver and Montreal collections. Canadia has done a lot of work in the area of wood floors and underfloor heating in recent times. Working with a German university the company has developed best practice guidelines. ‘This is a largely under-researched area,’ says Charlie, ‘however Canadia is bringing its own standards to it and driving this.’ This is an example of being in tune with current trends. ‘We believe that there is a big percentage of underfloor heating in new one-off builds,’ says Charlie. As to the future Canadia is launching a new Collection – Cosy Plank. There is huge variety here and it will be specifically designed to work efficiently over underfloor heating. As to the near future: ‘I see people looking for wider ranges and also for good information,’ says Charlie. ‘When you are dealing with the more mature consumer they have more time to make decisions and they look for information and advice – and that plays to our strengths.’
Deanta Doors is a 100% Irish-owned company which is based in County Kerry. At the forefront of this sector, the company designs and manufactures its own range of real wood doors and veneered internal doors. Deanta’s innovative The HP10 in Walnut: One of designs have the many exclusive designs been highly from Deanta successful and influential and the company has been at the leading edge when it comes to both modern and contemporary doors. In everything that it does the company is driven by the same three simple ideals: ‘Delivering a quality product, excellence in customer service and a determination to continue innovating and leading the field in interior doors.’ ‘Deanta Doors are Ireland’s Favourite Door,’ is the message from the company and of course these doors are available nation-wide. ‘All are finished in our trademark durable satin finish varnish and are constructed using traditional joinery methods,’ Irish Hardware is told. Deanta doors are all of solid construction, are 45mm thick and are available in up to 6 standard sizes. They are available in Oak, Walnut, Red Deal and in a primed finish. In addition to a wide range of traditional, panel and shaker doors, Deanta also carries a large range of exclusive doors. These won’t be found anywhere else. Furthermore, Deanta wood offers a matching range of accessories. This includes the supply of skirting, architrave and frames. The result is a complete solution for the customer. A recent introduction to the collection has been the exquisite range of mouldings – featuring a trio of historically inspired products, the Ulysses, the Victoriana and the Wells. The company has recently launched the primed collection of doors, which is an extensive selection of favourites and brand new designs ideally suited to today’s homes. You can browse this collection and more from Deanta at www.deantawood.com June 2010 | 45
h1UALITY 9OU #AN 4RUSTv
Picture courtesy of DS Supplies
Ds supplies partners with kronopol
$ESIGNED -ANUFACTURED IN )RELAND 4UBBERCURRY #O 3LIGO 0HONE &AX WWWBASTAPARSONSCOM BASTAMARKETING INDIGOIE
Skirting & Architrave NOW IN STOCK
â€˘Solid Engineered â€˘Available in Oak & Walnut â€˘Moulded & Contemporary Styles â€˘Door Frame & Window Board â€˘Excellent Finish & competitive Prices
Phone 041 686 1000 Fax 041 686 2909 Email firstname.lastname@example.org Web: www.wogans.com | June 2010
Well-known for its accessories, DS Supplies Ltd has now partnered with Kronopol and will now distribute their range of quality laminate flooring throughout Ireland. This European manufacturer combines beauty, durability and state-of-the-art craftsmanship. Their benefits are recognised and appreciated by users in over 50 countries around the world: exceptional product quality with the latest modern technologies in production and quality standards. Kronopol floor panels are manufactured with high-quality raw materials which do not contain any hazardous substances. The wood comes from managed forests that comply with FSC guidelines. Many modern and traditional decors are now available such as the â€˜Old Style Plankâ€™ series. DS Supplies Ltd has also launched its own range of Trojan branded V Groove plank laminate flooring. This 8mm range has a licensed Uniclic locking system and therefore is easy to install. Plank width is 142mm. This is suitable for living areas with intensive use. Available in Natural Oak, Red Oak, Beech, and Walnut finishes, these decors with the more desired plank width will no doubt be a popular choice amongst retail stores. DS Supplies may have expanded from selling accessories â€“ for which they are very well-known â€“ to flooring itself but the accessories are still big business. They have a massive range of profiles under their Trojan brand which are very much in evidence in stores around the country. One of the other new products at DS is a repair kit. This should play well in the RMI market. It is not just for flooring however. It could be used to repair nicks or scratches on furniture. In addition the Trojan floor mops are proving very popular with their telescopic, heavy-duty handles. Similarly a floor reviver looks like being a big success. This, says Derek Doyle of DS Supplies, was on the market many years ago but the company received many calls for its reintroduction. â€˜We listen to our customers and what they want,â€™ explains Derek. Meanwhile underlay is a growth area for DS Supplies. â€˜A year ago we launched Trojan Heat Mate suitable for underfloor heating systems,â€™ says Derek. â€˜That became one of our top 50 product lines in 12 months.â€™ There is also the Basmat click system doormat product which is proving very popular in public buildings, hotels, bars etc. It has also found interest among store owners. It is available in a range of colours.
a message from basta At Basta we aim to ensure our door furniture product includes something for everyone that is both traditional and modern lever furniture. Following our launches last year of Ashford and Belvedere on Rose we have some other exciting projects currently in development â€“ and hope to be in a position to unveil these later in the year â€“ including new levers on rose and exciting new modern finishes. Basta also offer other ironmongery for interior and exterior doors including ball bearing brass hinges in a range of finishes including antique bronze and satin nickel, nightlatches, rimlocks and locks.
DOORS & FLOORS Kährs launches Supreme Elegance Collection Kährs has launched its new Oak Elegance Collection - the second collection of wood floors from its exclusive Supreme Range. Combining a traditional look and modern styling, the new collection includes six patterned wood floors, in a choice of intricate Tapis or Croix patterns. The introduction follows the earlier launch of Kährs one-strip Supreme Grande collection, with the final collection – Supreme Avenue – to follow.
PRODUCT NEWS @
Dulux Easycare washable matt featured on the show over the summer months – giving out advice and help on interiors and solving common colour scheming problems – so don’t forget to tune in.
Oak Sauvage Plank Brushed, with Bevel
Strength to strength
‘Plenty of great opportunities’ – Wogan Distributors Even though we are in difficult trading times, there are plenty of great opportunities to increase sales and margins in timber flooring. That is the message from Brian Wogan.
Increase ‘Most retailers in the Builders Providers and DIY market are looking for ideas on how to increase sales and margins,’ says Brian. ‘Timber flooring is one of the easiest ways to get those extra sales. There can be more profit in selling a good floor than selling a full roof of timber.’ Brian Wogan says one of the best markets for flooring at present is the replacement market. ‘There has been a lot of low-quality flooring sold over the past 10 to 15 years which now needs to be replaced,’ he points out. ‘Most people replacing floors will go for a better quality floor than the one that they originally installed. ‘There are far better margins to be got by moving customers up from the cheap floors to a higher quality floor. Retailers need to train their staff to try and get the customer to upgrade to a better quality, longer-lasting floor.’
Important In order to gain extra sales, Brian Wogan says that it is very important to keep flooring displays clean and attractive with plenty of product information on the label describing the main benefits of the floor. It leaves it much easier to make the sale and it saves a lot of time. One of the main benefits of Wogan’s flooring displays is that it is very easy for the customers to make a choice and get all the relevant information with regard to the particular floor that they are looking at. There have been a lot of changes over the past year or so in the flooring market where there has been a significant drop in the sales of solid flooring and there has been a very big jump in the sales of monolam engineered and plank multiply flooring, says Brian. ‘Wogan’s specialise in using American and European wood species in their products ensuring high grading consistency, whereas most other oak flooring species imported into Ireland are of Chinese/Russian origin.’
Underfloor heating When it comes to flooring for underfloor heating, Wogan’s find that there is a swing to floors like HARO which is made in Germany, incorporates a click system and has a 30 year structural warranty for underfloor heating. ‘Due to its construction and thickness, HARO flooring also has excellent heat transfer properties and as a result offers far more economical use of the heating system than other plywood based floors,’ says Brian. Wogan’s have also developed a new web site www.wogans.com and they are getting enquiries on a daily basis which they pass on to their nearest stockist. ‘The internet has become a very good selling tool for flooring as most people under the age of 40 will first look at the internet to get ideas before going out to look for a timber floor,’ is the message from Wogans.
‘Dulux Easycare washable matt was revolutionary to the paint market when it was introduced to the paints category,’ points out Dulux. ‘It was a common issue that consumers wanted a flat finish which could be washed easily without damaging the paint film or the colour. At last a matt paint that could live up to the wear and tear of everyday life.’
The Dulux Easycare proposition is focused around its formulation which is 10 times tougher than conventional matt paint and is scrubbable and splash resistant. The range is a perfect choice for busy households with children where parents are trying to maintain that ‘just painted’ look for longer. Dulux Easycare is ideally suited to high traffic areas such as hallways, children’s bedrooms, dining rooms etc; all areas where splashes, stains and marks are a common theme on walls. ‘It continues to be a key benefit that shoppers are willing to pay a premium for over standard matt and it’s a valid reason to encourage shoppers to trade up,’ says Dulux. In 2010, Dulux Easycare has partnered with TV3’s The Morning Show and is currently sponsoring the show. The Dulux colour consultant Sinead Kelly will be
The range has gone from strength to strength over the years, growing the overall ready mixed colours emulsions’ category. Testament to this is the fact that the colour offering has grown significantly and today offers 45 colours plus Pure Brilliant White. Dulux stays very close to global colour trends and Irish colour trends in specific, in order to ensure that all ranges offer the consumer the most contemporary range of colours available on the market. At the beginning of 2010 five new beautiful colours were introduced to the Easycare Washable Matt range – amongst which are some soft muted greys and warm taupes. Soft, muted colours and greys in particular are key interiors colours for 20102011. The Dulux 2010 colour card provides great inspiration for anyone who’s looking to redecorate their home. ‘Through our colour card and our website we aim to provide inspiration not just for paint but on interiors in general – so that consumers can see a completed room and get as much inspiration as possible,’ is the message.
‘And coming soon we will be offering Easycare Matt in a wider selection of colours. Diamond Matt will have all the benefits of Easycare Matt but will be available in over 10,000 colours, ensuring that your customers will get the colour they want in a washable finish.’ Contact your Dulux rep for further information. June 2010 | 47
PRODUCT NEWS A message from PEOB - new comprehensive catalogue At PEOB we are proud to announce that from 1 July we will have available a new comprehensive catalogue of virtually the full range of products available from our modern warehouse in Dublin.
This catalogue will give our customers full details and information on the more than 6,000 products available from PEOB and will be an invaluable tool for retailers in identifying and ordering product either directly with the Sales Office in Dublin or their local Representative. Copies of the catalogue will be available from your local Representative from 1 July or phone the office directly on 01-4677000 for a copy. Alternatively the catalogue can be downloaded from our website www.peob.ie
We are also pleased to announce that PEOB will be distributing a number of new ranges in 2010 including EVERBUILD products, STADIUM buckets, tub and ventilation products, SIEVERT blowtorches and gas products, SIGMA tiling tools. These are all now available and in stock, see your local representative for details.
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‘Pet food’ may not have been at the top of many Hardware/DIY merchants’ minds three years ago, but – as with the evolution of petrol stations and others offering convenience and choice – meeting the ‘potential needs’ of existing customers for other non-core products is more and more the norm.
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As with any sector, if you want to introduce a new section you look to those who are experts in the field. Ronan Cullen is Business Development Manager for pet food supplier Connolly’s Red Mills. He says that arguably the easiest department to develop and the one probably involving least investment is Pet Food. Ronan points out that in fact stores already have the customers. ‘With just over 50% of Irish households owning at least one dog, almost every second person in your store is a strong potential customer,’ he points out.
There are three things that are likely to happen when you introduce a pet products section, says Ronan: • It will increase the number of people who visit your store • It will increase the number of times existing customers visit your store • It will increase the amount on average they spend on each visit.
‘An added benefit,’ says Ronan, ‘is that pet food purchases are not seasonal, so these customers will still visit your store in months when your core business may be very quiet’ (e.g Jan/Feb and July/ August for Garden Centres). Ronan Cullen is Business Development Manager for Connolly’s Red Mills and can be contacted on 086-388 6823/ email@example.com for further information and to discuss the potential for pet products in your store.
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After a successful Easter period where Plasti-kote experienced a 3% increase in volume sales in the multiples yearon-year, plans were put in place to promote their 2011 colour campaign to ‘build on the Plasti-kote position as the consumer’s number one choice for spray paint’.
Presenting the Aluminium Extendable Podium Ladder – a high-quality working platform. This Podium is designed for one-man operation and can be quickly and simply adjusted to various heights. It is fitted with rubber wheels and is easy to manoeuvre. It is safe and stable and is suited for all site work and maintenance work. In addition it is designed to fold flat and be stored in a small area. It will pass through a standard doorway and can be transported on a car roof rack. Key Features • Fully Passed – BS EN 131 • Complies with The Safety At Work Act • Adjustable Working Height • One-man operation • Guard Hand Rail on all sides – 360 degrees • Assembled and Dismantled in Minutes • Solid, Large Platform with toe board. • Large Tool Tray • Adjustable for use on a stairs. • Easily Moved, Transported And Stored.
Plasti-kote works closely with The International Colour Authority (ICA) in planning their colour palette for their range of spray paint. Key colour groups identified by the ICA for Spring Summer 2011 are Fresh Nordic Brights, Scorched Desert Shades, Soft Milky Pastels and Subtle Volcanic Darks. With 65 colours in their Super range, Plasti-kote has put together a comprehensive PR campaign to promote the colours that complement these key groups and will be presenting the campaign to buyers in the coming months. For more information contact Plastikote on 00441223 836400 or email firstname.lastname@example.org
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profile: TeD JohNsoN’s many stores talk about creating a shopping ‘experience’. a select few, however, seem to have this naturally. ten years after the launch of its current premises we ask what is the special formula at ted Johnson’s?
the many facets of ted Johnson’s It’s very hard not to like Ted Johnson’s. Perhaps it’s the staff, perhaps it’s the management or perhaps it’s the fact that each visit is like a voyage of discovery. Most likely it’s a mixture of all of the above and more besides.
levels You see Ted Johnson’s is one of those stores that works on many different levels. It is flexible enough to respond quickly to change, yet solid enough to last the test of time. It is practical, in that you are bound to find what you want there as a customer, but it’s also educational in that you will probably discover much more besides – some of which you didn’t realise existed! In fact one usually comes out of Ted Johnson’s feeling the better for it and probably knowing a little bit more.
fill the space It’s hard to believe but when the present Ted Johnson’s premises was built in the year 1999 people asked how they would ever fill it. Six months later they thought that perhaps they should have gone bigger than their 20,000 sq ft. The present store was built onto the original premises which is now the goods inwards area. ‘We had started the supermarket style shop and knew that we had to go further with it,’ explains Barry Johnson.
staff at Ted Johnson’s
‘It certainly felt very big to us,’ adds Dermot Johnson of their first impressions of the new store. ‘However this could be said to have started us on the path of trying new product lines – we had all this space to fill.’
softeneD While the history of the store was on the heavier and the industrial sides of things. (See
panel.) ‘The business certainly softened over the next few years,’ says Dermot. This of course was as a result of trying many new lines, as Dermot points out. Yet Johnson’s had for many years combined the light and heavy ends of the business. ‘We were softening the look and catering more and more for local householders but at the same time we were not losing sight of areas like agri and industry,’ explains Dermot.
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June 2010 | 51
Profile: Ted Johnson’s History of Ted Johnson’s
hardware sector. When the M7 motorway was built – known to a generation as the Naas By Pass – this led to a lot of Ted Johnson’s current premises were developed at the development in the area. It was in fact a forerunner turn of the millennium. If the past decade has brought of a pattern that would be repeated throughout the many changes, 40 odd years must seem like light years country as the national road network was enhanced away. over the years. It was 1962 when Ted Johnson, the late father of Developers arrived on the scene and houses and current store owners Stella, Barry and Dermot, went factories were built. As the need arose the people in into business. He had previously been the manager of these businesses found their way to Ted Johnson’s in Smiths Renault garage in Naas. search of products and parts for their machines. Initially Ted was a joint partner in Murphy Johnson There were certain common areas and items like and the business specialised in farm machinery. It was oils and grease, belts and bearings and Johnson’s soon also involved in coach transfers and operated from ‘one realised that they were stocking parts suitable for a wide small counter, one person deep’. range of machinery. They followed this path into caterAs the years went by Ted and his partner dispensed Ted and Hilda Johnson ing to the needs of industry. with the coach side of the business and built on a There followed something of a boom and Johnson’s also became agents workshop for servicing. In the 1970s Ted saw an opportunity to buy in nearby Newbridge and acquired a premises there, once again with Murphy for industrial gases around this time. This played a major part in attracting further industrial customers to the operation. Johnson. From this time there was a concentration on household and DIY alongside However a bank strike that year meant that all bank loans were recalled and the Newbridge plan had to be cancelled. It sounds like fate, as Ted the heavier, industrial end. It was a base that would be added to over the would later form the opinion that this was the best thing that could have years. One of the biggest achievements would be in balancing these two parts of happened. Ted went on to trade on his own as Ted Johnson and remained in Naas the operation, catering for customers at the light and heavy ends. Along with an expanding customer base there also came physical expanfocussing on car and machinery sales, along with service and repairs. He made some very good contacts with local businesses for the servicing of sion. In 1999 after acquiring an adjacent field the current building was constructed as an extension to the original store. This is now the Goods Inwards buses, trucks and cars. He also began to focus more on agriculture. However in the early 1980s section. It was then that Johnson’s ‘open’ style developed. It was said that at 20,000 sq ft they’d never fill it. Six months later they a decision was made that the Johnson’s would concentrate on parts instead of machinery. This eventually followed on to tools and then to the whole wished they’d gone bigger!
Coopers Limited The Irish distributor of many brand-leading names in housewares, hardware, DIY and gardening.
Best Wishes and Continued Success To Ted Johnsons From Coopers Ltd Sunbury Industrial Estate Ballymount Road Walkinstown Dublin 12 Tel:(01) 4506242 Fax:(01) 4501005 Email:email@example.com
Best Wishes To Ted Johnsons From AEF Ltd Unit 7 Block B Kingswood Business Park Baldonnel Dublin 22. Tel: (01) 6267516 Fax: (01) 6267503 Email: firstname.lastname@example.org Website: www.aef.ie 52 | June 2010
Best Wishes And Continued suCCess to ted Johnsons Everbuild Building Products Unit D2A Bluebell Ind Est Dublin 12. Tel: 01 450 8566 Fax: 01 450 3912 Email: email@example.com Website: www.everbuild.eu
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Profile: Ted Johnson’s
Stella, Barry and Dermot Johnson
John Fitzgerald, Eoin Moore, Denis Mitchell and Lorcan O’Neill
This is one of the secrets of Johnson’s success, of course – the way it effortlessly combines a huge range of products under one roof and makes every customer feel well-catered for.
out Dermot. At the trade end Johnson’s are more tradesperson-focussed rather than developer and contractor focussed. They get the electricians and the plumbers coming in for example – the customer in the jeep or white van.
Products Among the lines that Johnson’s entered into were clothing, camping, hiking, equestrian, and pet care, to name just a few from a long, long list. It is in fact hard to name all the departments as, first, there are so many it is likely that something will be left out of any list. Secondly, Johnson’s are always ready to try new ideas so a list will date fairly quickly as new items are added. ‘However one area we kept away from was the building trade,’ points
Being flexible Whatever the department in question, Johnson’s forte in the last few years, says Stella Johnson, has been their ability to be able to react quickly to certain conditions. These can range from cultural and trend-related to event-related and from weather-related right through to disaster-related such as flooding and foot and mouth disease.
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â€˜We were really able to shine when it came to quickly responding to certain developments in the recent past,â€™ recalls Stella. â€˜We look at what is happening, be it floods or the recent fine weather. We are ready to act quickly.â€™ There are countless other stories of when Johnsonâ€™s was on hand with just the products that were needed at the right time. Even at the start of this year they had a very successful time selling salt during the snow storms when no one else had this product, it seemed. â€˜Going back a bit further to the foot and mouth disease, we said â€œwe should go big or not at all on thisâ€?,â€™ says Stella. It was decided to take the former approach and Johnsons proved a dominant player here due to their decisive actions. Stella refers to the attitude of the staff at this point. â€˜They are willing to go that step further and pull out the stops at times like these, which is wonderful,â€™ she says. â€˜We often find that others are thinking about something while we have it done.â€™ This obviously leads to a dynamic atmosphere in which to work.
DOES EXACTLY WHAT IT SAYS ON THE TINÂŽ 54 | June 2010
It is little wonder that one of the most common observations at Ted Johnsonâ€™s is related to the fact that the staff always seems happy. Often it is the banter and the craic that people pick up on. â€˜You have to have a tough neck here sometimes,â€™ says Barry Johnson. â€˜But it is all in good fun.â€™ It is little wonder that the customers pick up on this atmosphere. It isnâ€™t something that can really be put on or imitated.
Often customers become involved. They certainly are made to feel involved in whatever banter is taking place. We are reminded of the man who walked into an Irish Hardware photoshoot and ended up posing with a canoe in the picture some time ago. You just never know what might happen at Ted Johnson’s but chances are it will be memorable. As to staff numbers, there are 24 working here and thankfully Johnson’s didn’t have to reduce their numbers due to the economic downturn. Among the key personnel are an excellent management team. Lorcan O’Neill is the longest serving employee and plays an integral role in the company. Having spent many years as purchasing manager he now manages with Fran Dowling, business development and procurement. John Fitzgerald is the Shop Floor Manager; Eoin Moore is operations manager and Dennis Mitchell is goods inwards manager.
Best of luck and continued success to Ted Johnsons from McLoughlinsRS, Ireland’s leading distributor to the Hardware, Homeware and Gardening markets!
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Being aDvocates / giving aDvice Staying with staff, one trader recently remarked that departments such as camping, fishing, boating and equine do very well when there is a member of staff that is interested and an advocate for this area. In Johnson’s this would seem to be borne out. Here Stella is interested in the equine area and Dermot is interested in boating. They bring their passions to bear in these areas along with knowledge and expertise. Equine in Kildare might not be so much of a surprise and motoring might be no surprise in many places, but boating? Again this just highlights the argument against having set ideas. ‘Most customers are Shannon and off-shore based,’ says Dermot. ‘Our opening hours help this. After work a person can source what they need for the weekend. ‘You get enjoyment out of it,’ says Barry of having a strong personal interest in a particular department. ‘You can talk the same language and we have the knowledge.
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Departments The problem with listing the departments at Ted Johnson’s is that one is almost certain to leave something out. There is Tools, DIY, Light household, Clothing, Industrial, Leisure wear, Hiking, Camping, Pet Care, Garden, Cleaning Products, Plumbing, Electrical, Ironmongery, Bearings, Belts and Bolts, Automotive and Agri – including the likes of trailer fittings and electric fencing – and last but not least, Crocs, a department of its own. Yes, it’s difficult to encapsulate all that Ted Johnson’s do on a single sign! This is one challenge that faces management on a daily basis – getting the message across about the wide range of products here. Thankfully word of mouth serves this store well, as, once they pay a visit, almost all customers end up recommending it to someone else. This is what every store wants of course – advocates – and Johnson’s seem to create these constantly. Such people spread the word far and wide: if you are finding it hard to source something or not sure where to even look, go to Ted Johnson’s. If they don’t have it they’ll get it. June 2010 | 55
Profile: Ted Johnson’s
‘You can say “from my experience you need X,Y or Z for what you want to do”. You have given an opinion and have a good reason for that.’ The same holds true in the Pet Care section where John is pet care manager. John will happily talk at length to all comers about all pet-related matters, from dogs’ nails to cat grooming, it is his area of expertise. ‘What we do best is advice, knowledge and expertise,’ says Barry. ‘That is our big thing.’ It is about spending time with the customers. ‘They will remember how you looked after them and will always come back,’ adds Barry.
Cross-fertilization of ideas Crocs is an area which illustrates the cross-fertilisation of ideas across departments. The department is one of the biggest in the country and has been a runaway success (excuse the pun!). ‘If the place was owned by only one of us it might never have happened,’ says Barry. They moved quite quickly from one little stand to having their own wall section. Originally they were not a winter sale but that has changed too. ‘I think the holiday thing was crucial to it,’ says Barry. ‘People were coming back from holidays and wondering where to buy them.’
TEC Ltd wishes Ted Johnson continued success. •Hoses •Hydraulics •Pneumatics
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Long Mile Road, Dublin 12 Tel: 01 450 5000 www.calorgas.ie 56 | June 2010
Profile: Ted Johnson’s Knowing your area Stella points out that a lot of the store’s success has to do with being in touch with the grass roots. ‘You are constantly watching what is going on in your area,’ she explains. The Johnsons are certainly very much part of their community. Barry, for example, is involved with North Kildare chamber and Stella in Network Ireland, Kildare Branch. However, the Johnsons recognise that their staff members also bring with them a lot of ideas and a feel for their own locality. They listen to staff, tapping into their local knowledge also. On this note, success in areas like camping and hiking and weather gear has to do with being aware of and responsive to the needs generated by local happenings such as the Oxegen festival and Punchestown nearby.
Future Meanwhile a programme of work continues across the store. So far this has led to the updating of several departments. This work has included the creation of a new Fleetwood section. In a prime spot in the store, happily located near the popular machine dispensing free coffee, this is a magnet for visitors. In November this year Tesco is set to open a new flagship store nearby. All at Johnsons are aware that there will be a new dynamic in the area. Big changes such as the generation of a lot more passing traffic could, they acknowledge, be a good thing. It will bring new faces to the area.
Atmosphere Whatever the future brings you can be sure the same atmosphere will continue at Johnson’s. ‘Ours is a store where people like to come in and rummage,’ says Stella. ‘People say it’s quirky – an image we’re quite happy to maintain.’
Crocs shoes have become such an important part of the product offering at Ted Johnson’s that they are now regarded as constituting a department in and of themselves. This came about through a supplier to the equestrian department who was also an agent for Crocs. At first there was some scepticism in the ranks with regard to these products, the Johnsons freely admit. However, they are now one of the biggest sellers of this product in Ireland. Again, this is an example of cross-fertilisation of ideas. It is also an example of what can come of taking a chance. The product area began life as a rather small part of the store. It is now one of the biggest and most eye-catching.
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the summer months of July anD august are never likely to Be recorD-Breaking months in the garDen centre. hoWever, gooD sales levels can Be achieveD By aDDressing our customers’ specific neeDs, Writes kevin Waters.
cultivating summer sales both staff motivation and also sales. Twenty or 30 minutes on a Saturday morning with the staff involved will be sufficient to pass on this information. It will also give them both the confidence and motivation to talk to customers intelligently rather than simply and moronically ‘carting’ products to customers’ cars. The result will be increased sales, satisfied customers and also greater satisfaction for the staff. Once proven to be a success, this simple formula can be replicated in many other ways. Some other appropriate, seasonal opportunities are outlined below:
We need to monitor the weather and recommend products accordingly.
helped and guided The summer months are a time for enjoying the garden rather than working in it. Whilst in the months of April and May many gardeners will reap great enjoyment from sowing seeds, pricking out and even preparing seed beds or borders for planting, now is the time to sit back relax and enjoy the fruits of their labours.
This gives us opportunities in both the leisure side of the department and also in both plants and sundries. The leisure side is obvious in that we can make the most of barbeque sales and the associated sundries, furniture etc. Plants can also be linked to this as the patio area must be attractive as well as functional. Planted up troughs or pots of mixed herbs to use fresh on the barbeque or pots of large bedding plants at premium prices will add value to any patio. In my sales training days with retailers I often incorporate a session on the perceived value of goods as opposed to the reality of their costs. It is quite interesting that even 5 | June 2010
with very commonly and regularly purchased products such as bread, baked beans, milk etc., it is not everyone that can accurately specify the cost of a given product and even then the perception varies according to the type of outlet usually frequented by each individual. Once we stray away from the very common items then the guess-timates become even wilder with the estimated value being directly linked to the appeal of a product to each individual.
The point here is that we may well be selling large, fully grown bedding plants in July at seemingly vastly inflated prices compared to those earlier in the season but, if that plant fills the gap and completes the patio then it is worth every penny to the customer. For our whole team to be on board with this will inevitably require some effective communication and what better way than to organize regular briefing or coaching sessions each week. A well thought out programme can be immediately beneficial in terms of
Many of our customers will be experiencing their first summer with vegetable or fruit crops in the garden or possibly in the greenhouse. They can be helped and guided through this with recommendations from us. Many will not realize that there can still be lots of crops planted out such as lettuce, Chinese cabbage, radish, winter spinach and turnips etc. We need to monitor the weather and recommend products accordingly. If it gets very hot, for example, we may need to recommend extractor fans or automatic vents in the greenhouse or if humid conditions are forecast then we may need to promote a copper fungicide to spray as a protection against tomato/potato blight. Automatic watering systems are again dramatically undersold and underused. There will be some techno-maniac within your team who will just love to be let loose selling this product. Alongside the training, set up a demonstration area where customers and staff can see how simple it is to construct and use perhaps also leave samples of the products
The garden trade fair spoga+gafa presents innovative design and product ideas. The word from organizers of spoga+gafa is that the so-called ‘homing’ trend will continue throughout 2010-2011. The private garden is becoming a refuge – a place where the stress of daily life disappears.
and a pair of scissors for people to try to make joints etc., for themselves. Bark mulches will reduce the evaporation of moisture from the soil surface and also the germination of weed seedlings (and they also look pretty good too!) thus automatically reducing the amount of work needing to be
done in the garden during the summer therefore naturally allowing a greater time to sit back and enjoy the garden. Unless directed otherwise most customers will assume that plants will continue to grow, fending for themselves without any supplementary feeding. To a certain extent this is true but the plants will not give the very best results. Try promoting some of the following products: • In containers and baskets, the addition of controlled release fertilisers such as Osmocote Plus. • Around the garden a regular watering with Miracle-Gro soluble fertilisers is a quick, easy and reliable way of improving plant quality. • In early July, roses will benefit from a top dressing of Rose Plus around the base of the plants.
• On lawns it is not always advisable to be continuing with granular feeds but a liquid feed with Miracle-Gro lawn food will give a quick green-up and not result in any scorching of the grass.
Pest and disease control is obviously a much more complex subject. However, 70% of all leaf pests are accounted for by aphids and the majority of disease problems are either mildew, blackspot or rust, therefore an application of RoseClear 4 around the garden will resolve many problems. In conclusion this could be applied to any aspect of our business whether it be garden machinery, furniture or other items such as decking and paving and the ultimate aim must be to ensure that every customer receives the advice they require and deserve to make their garden experiences successful. This in turn will ensure that your customers are not only satisfied but retained as loyal supporters and advocates of your outlet.
Kevin Waters may be contacted at firstname.lastname@example.org or mobile 00447768 278163
‘In addition to the desire for high-quality products, consumers want furniture that radiates authenticity. Manufacturers have responded to this demand for authenticity and will present the 2010-2011 range of outdoor furniture and accessories, which combine tradition and modernity.’ Traditional forms, such as the armchair and traditional beer garden furniture sets, have now received a modern makeover. The result is a combination of tradition and progress. For consumers who want an ‘extra’ element of authenticity, products made from recycled teak – e.g. wood from boats and facades – are very popular. Signs of use, tears and uneven surfaces highlight the lively character of the furniture and give insights into its past.
Focus on balcony
For many years manufacturers have been focusing particularly on creating furniture for large terraces and gardens. Balconies, on the other hand, have been largely ignored. However, they have recently caught the attention of the suppliers again. The main reason for this renewed interest is the growing number of well-off consumers living in flats instead of houses. New, high-quality design ideas, which optimally use the small area available, have been specially developed for this target group. The product range includes custom-tailored designer furniture, such as lights, sunshades and accessories, which
can be easily attached to the railing or wedged between the floor and the ceiling.
This year’s colours
In 2010-2011 the colours are generally muted. In addition to black and white, shades of beige and brown remain popular. Also gaining in popularity is wicker furniture combining two or even three colours, as well as shimmering metallic shades, such as bronze and copper. Meanwhile, bright red is also setting the tone in the summer living room. Furniture made from synthetic fibres that look like natural wickerwork has become widely popular. To stand out from the crowd, manufacturers are currently presenting new looks. Thus, chairs, armchairs and lounge models with seats or reclining areas featuring a beltlook will be in vogue.
These designs have adopted the wicker theme and transformed it into a modern streamlined form. The spectrum of materials used for this furniture ranges from innovative fibres and suitably processed woods, right through to recycled seatbelts from airplanes. spoga+gafa 2010 will take place in Cologne from 5 to 7 September, between 10:00 a.m. and 7:00 p.m. every day, and is only open to trade visitors. Further information is available at: www.spogagafa.com.
June 2010 | 59
Now More than just tools ! The largest independent manufacturer of sealants, adhesives, fillers and building chemicals
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FOR THE TOUGHEST JOBS High quality and reliable soldering and heating tools for professionals
ON PLANET EARTH
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P. E. Oâ€™Brien & Sons Ltd, 24 Magna Drive, Magna Business Park, Citywest, Dublin 24, Ireland T: +353 1 467 7000, F: +353 1 467 7001, E: email@example.com, W: www.peob.ie
GORILLATOUGH.CO.UK 0 | June 2010
The Rustins range of cleaning products
Dosco carries a complete range of brushes, mops, cloths etc in its new co-ordinated Red Range
wes-Chem’s ‘Buster’ range of exterior cleaning products
Varian’s just launched range of six top selling products – sweeping broom, cotton mop, cotton mop refill, dustpan set, dish brush and hand scrub
a clean sweep
Ireland’s hardware stores are offering a range of cleaning products. maev martin reports. McLoughlins Rs distributes two main categories of cleaning products on the Irish market - their HG brand, which features products designed to clean anything in or around the house, and the Home Angel brand of products, which are designed specifically for floor cleaning. The HG brand is one of biggest cleaning brands in Europe, featuring a staggering 120 products in the range, from an impregnating sealer and a green slime remover, to a liquid drain and blocker. McLoughlins RS have been distributing the range for the past 20 years. ‘During the recession cleaning has been one of the core ranges where we have increased our sales,’ says Barry McLoughlin. ‘HG have been developing their daily use products in recent years for kitchen and bathroom areas, products such as HG Shower and Washbasin Spray and HG Blue, a professional lime scale remover which is their biggest selling product in Europe, including in Ireland. Another popular seller for us is the HG Impregnating Sealer which seals and protects tiles and we have witnessed huge growth in sales of our HG stove glass cleaner, which removes stubborn marks held on a stove or oven and also handles soot and tar. We have just launched a new interactive TV which switches on once the customer walks past and once the customer takes one of the HG products they can scan the bar code and it shows them how to use it to get the best results. Also a HG magazine is distributed into local residences in different areas around the country when we are running a campaign with a specific retailer.’ Regarding their Home Angel brand, McLoughlin’s RS have just launched new packaging and are introducing special value for money offers for the floor cleaning range. ‘We have introduced a new Home Angel Floor Cleaning Kit – a six-in-one floor cleaning kit – that features a dustpan and brush, a plastic indoor broom, a round mop, a micro fibre cloth and a mop bucket - all in one – and that is retailing at €19.99,’ he says. ‘We have gone back to basics in floor cleaning, offering great prices and great offers to entice consumers into the store. Also, under the Home Angel brand, we have introduced a lint roller to remove hair from clothes.’
dosco, the brand leading brush and mop company, celebrated 125 years of manufacturing in Cork last year. Dosco operates out of a 50,000 square foot factory and employs over 70 people. It is an Irish owned company and is a member of ‘Guaranteed Irish’. It manufactures and distributes paintbrushes, paint rollers, household brushes, household mops, cleaning clothes etc. It is also a major supplier to the professional hygiene cleaning market. ‘The Dosco brand stands for value, quality, design and Irish,’ says James McGrath. ‘As a market leader in the cleaning industry we see the market as being in three sections – indoor, outdoor and professional office/factory hygiene. Indoor cleaning is further divided into kitchen, bathroom and general. Within each of the three sections, Dosco provides wet and dry solutions in the form of brushes, mops, cleaning cloths, tea towels along with co-ordinating plastic-ware.’ The summer colours of 2010 are pink, purple, orange, turquoise and yellow and can be found in the Dosco soft sweeping brushes range. Dosco has also put these colours together in a range of brushes and mops which have an abstract multi-coloured floral design. ‘This invokes high quality craftsmanship while creating a magical and jolly image for its cleaning products,’ says James. Dosco also carries a complete range of brushes, mops, cloths etc in its new co-ordinated Red Range as well as the translucid Blue Soft Grip Range. ‘The Long Handled Dustpan Set is a major design trend in household cleaning,’ says James. ‘This product has extra long handles which enables you to clean, sweep and connect the dust without having to bend down.’ Another very important part of maintaining a property is keeping the garden and patio area clean and tidy. ‘The Dosco range of garden brushes is made from eco-friendly FSC-registered wood,’ says James. ‘The fibre is either natural bassine, natural coco fibre or green PVC, depending on the function. So whether you need to clean inside or outside the house there is a full complement of well priced, fashioned coloured brushes and mops available in the Dosco section of all leading retailers.’
As one of Ireland’s oldest companies and leading suppliers and distributors, Varian markets a wide range of brushware, mops and associated products to suit all aspects of cleaning. ‘Everything from the humble dish brush to a sturdy yard brush and a large range of mops, buckets and other specialised floor cleaners to suit the domestic household, farming and industrial markets are available,’ says Alan Walker. Just launched is Varian’s new printed range consisting of six top selling products, sweeping broom, cotton mop, cotton mop refill, dustpan set, dish brush and hand scrub. excellence supplies a wide range of cleaning products from the Rustin’s range including Rustin’s Stone Cleaner and Rustin’s Patio Cleaner, both of which are based on a blend of special cleaning agents to remove dirt, algae, mildew and grease. They have been formulated to clean old and new stone and can also be used to clean driveways, patios, pathways and any other exterior stonework prior to coating with Rustin’s Stone Sealer and Rustin’s Patio Sealer, respectively. For the great outdoors, Rustin’s offers a Garden Furniture Cleaner which is a blend of special cleaning agents to remove dirt, algae, mildew and grease from wooden garden furniture prior to re-finishing with Rustin’s Quick Dry Garden Furniture Oil or any of the other Rustin’s exterior wood finishes. Their Decking Cleaner is ideal for removing dirt, grease and stains prior to treatment with Rustin’s Decking Stain and Seal or Rustin’s Decking Oil. Also included in the Rustin’s range of cleaning products is Rustin’s Silver Baths which turns the dirty, messy and time-consuming job of cleaning and polishing silver into a fast and easy experience. It does the work in minutes and even works on engraved and filigree pieces. Their Brass & Copper Bath product does the same job on brass and copper. Rustin’s UPVC Cleaner cleans and revives UPVC doors, windows, fascias, cladding and plastic garden furniture while their Surface Cleaner is a blend of powerful solvents, which will remove accumulated wax and dirt from furniture without harming the original finish. June 2010 | 1
CLEANING Established 1884 Dosco, Dosco Business Park, South Douglas Road, Cork Telephone: (021) 4892813 Fax: (021) 4893180 Email:firstname.lastname@example.org www.dosco.ie Dosco is the leading manufacturer and distributor of Paint Brushes, Rollers and Sleeves,Decorating Products, Household Products, including, Wooden Brushware, Designer Brushware, Janitorial Products, Food and Storage Containers,Textiles, Mats and Laundry products. Dosco are the sole manufacturer of Paint Brushes, Sweeping Brushes and Mops in Ireland and our products carry the Guaranteed Irish Logo Symbol.
Serving Irish Retailers since 1798 BRUSHWARE (DOMESTIC HOUSEHOLD,INDUSTRIAL, FARMING AND HARDWARE SECTORS), MOPS AND FLOOR CLEANERS, MATS & RUGS, PAINT BRUSHES AND SUNDRIES
Unit 1 Greenhills Industrial Estate Greenhills Road Walkinstown Dublin 12
To see Target Dry’s extensive range of waterproof clothing, visit
62 | June 2010
the waterproof clothing company
targetdry.com tel: 02890790588
7 Alanbrooke Park, Belfast N. Ireland
Tel: 01 4501150 Fax: 01 4501209
DS Supplies Ltd have a wide range of dry and wet mopping systems to suit all wooden floors and tiles. ‘We have three different mop systems that are proving popular on the market – the Trojan micro fibre mop, the Trojan Terry cloth mop for laminate and timber floors, and the Trojan dust brush,’ says Derek Doyle. ‘The Terry cloth mop is an American design and is very popular with end users. The Trojan The micro fibre type is very good for picking up very fine particles. The Trojan Dust Brush micro fibre mop from DS Supplies is ideal for day-to-day dry cleaning, ‘no water required’, it collects dust and dirt electrostatically. All have telescopic handles and heads are machine washable. Conventional mops are not suitable for wood and laminate floors because of the excess moisture infiltrating the joints of the wood and then causing the floor to expand. Washing up liquid is also an enemy of wood and laminate floors as it leaves a residue on the surface and causes the water to thin out which means that it can easily make its way into the joints and cause damage.’ DS Supplies Ltd has just launched a new Trojan Floor gloss for reviving floors and returning the shine which is lost over time. ‘Suitable for vinyl and ceramic floors, but primarily for wood and laminate flooring, this is a product that our customers have asked us to introduce to revive floors,’ says Derek. ‘We also supply Magi Clean which is a spray form and is suitable for prefinished wood floors. This product receives very good feedback from the customers that stock it. These products are a good impulse buy and should be located in the wood flooring department and always mentioned when a customer is looking to purchase a new wood or laminate floor.’ Wes-Chem manufactures and supplies a wide range of exterior cleaning products. The first product produced by Wes-Chem Products was Moss Buster, which kills moss, algae, lichen and fungi and can be used on an extensive range of surfaces such as tarmacadam, concrete, footpaths, kerbs, tile and slate roofs, patios, decking, greenhouse glass, headstones, PVC, pottery and walls. ‘This premium product is our biggest selling product, followed by our Concrete Buster and Fungi Buster products,’ says Wes-Chem managing director Jason Leonard. Concrete Buster is a concrete cleaning product, designed to remove black marks and light algal growth. Fungi Buster cleans and removes red and green fungi on all masonry found on houses, kerbs and outside walls. This product will not discolour walls as it contains no bleach and acids. The company’s extensive product range also features Stone Buster, Floor Buster and Drain Buster products which are strong performers on the Irish market. Stone Buster is a product formulated to remove dirt, soot and other soil marks from natural stone buildings while restoring their original colour and appearance. It is water-based and biodegradable. Floor Buster is a floor cleaning product for use in removing heavy grime on all kinds of floors - tiles and wooden floors. Drain Buster is a drain and sewer cleaner formulated to unblock and clean drains, sinks and showers. Apart from its wide range of existing dirt-busting products, WesChem will be launching six further products on the Irish market at the end of July, including an organic weed killer. ‘In our environmentallyfriendly products range we will have the Glass Buster and Multi-Purpose Buster products,’ says Jason. ‘The Glass Buster can clean glass, mirrors and PVC. The Multi-Purpose Buster can be used to remove everyday dirt and grime from a wide range of surfaces around the home.’ Waterbased and biodegradable, Oil Buster can clean and remove oil stains from concrete, paving and tarmacadam, Oven & Grill Buster removes baked-on carbon and grease from ovens, grills, barbeques and deep fat fryers while their Grease Buster product cleans grease and grime off cookers, wall and floor tiles and grouting. Their biodegradable Tile & Shower Buster is formulated to remove soap, scum and scale from bathroom and shower tiles, shower trays and doors and is safe to use on tiles, glass and PVC. ‘Our products are being sold in the Connaught Gold co-op stores, which has 30 branches in the west of Ireland - and they are very happy with the sales so far,’ says Jason. Distribution is currently being carried out by Sligo-based Herron & Sons. The products are available in a range of sizes – a 650ml ready-to-use spray, one litre, 2.5 litre, five litre and 20 litre concentrate packs for dilution.
A Winning Team We’re Paint Retailer of the Year Again! Albany is Ireland’s only home decor group with a chain of members throughout the country. Right now, we are looking to expand the group with like-minded independents who want to take advantage of the Group’s purchasing power and other group benefits.
Benefits of being part of the Albany Group
If you’re interested, please contact: Padraic McGuinness, Business Development Manager 087 418 7451 email@example.com
Recognised brand image Exclusive quality product range Group purchasing power means greater margins Marketing, Advertising and PR Support Assistance with store design and presentation Training and image development Decor expertise across the group
Unit 4 Doddy Industrial Estate, Bunnanadden, Co Sligo Tel: 071 91 28555 Fax 071 91 28556 email: firstname.lastname@example.org web: www.weschem.ie
Business to Business maazine for the irish Hardware, Garden, DIY and Trade counter sector