Hardware & Homestyle Nov-Jan 2021

Stafford FP advert (NEW YEAR)_H&H A4 FA.pdf

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Heritage of PROFESSIONAL SERVICE for over 100 Years A

(BALLINA) LTD

SINCE 1916

Who We Are?

As one of Ireland’s leading hardware distributors, our team of experienced staff holds a personal relationship with our customers and as the business has expanded over the years we have never forgot the importance of personal service and good personal relationships. We ensure that we retain one of our main core values as a business which is Customer Satisfaction.

What We Do:

We supply a vast range of Agricultural, Gardening, Household, Electrical, D.I.Y., Paints and Building products throughout Ireland. We hold extensive stock levels in over 6,500 products throughout the year.

Our Moy Brand:

We are the leading suppliers of Moy Agricultural Ironmongery, Hand Tools, Wheelbarrows, EN-131 certified Ladders, Sprayers, Wire, Bird Care, Fireside and many more. Over the past 10 years the Moy range has expanded each year and we currently have over 350 unique products.

Our superior Moy brand has gained a very good reputation for quality and has become a strong favourite with our customers.

The Moy Brand popularity is growing exponentially. We are adding additional products in 2021/2022 and you will be able to find our Moy Brand in all the large retail stores. We also hold extensive stock of thousands of additional popular brands where we work in partnership with the manufacturer.

IRONMONGERY

www.josephmurphy.ie

A PROFESSIONAL &

Friend ly SERVICE

Contact Your Local Sales Manager: • Head Office - Michael Murphy: 096 21344 • East - John Corr: +353 87 964 2836 • South - Mark Keane: +353 87 218 7086

• North West - Eugene Carroll: +353 85 874 7914

• South West - Siobhan Lawler: +353 87 997 4618

• New Business & Key Accounts - Niall Brennan: +353 85 803 0605

On the Record See page 14

Leader Helping people to help themselves Welcome to the first issue of the year. We are not where we might like to be at the start of a new year yet it is sadly, not unfamiliar territory. It is somewhere we’ve been before.

We began the year with news on a vaccine and on Brexit. Yet things are very much still working themselves out as we work on this issue. It is still, as they say, early days and a time of uncertainty.

❝

Times of uncertainty are not for the weak-minded.

But, thankfully, our sector is renowned for its resilience.

Times of uncertainty are not for the weak-minded. But, thankfully, our sector is renowned for its resilience.

We are also able to look back on last year and know some essential truths. That online has been accelerated hugely, for example, and also that our sector really comes into its own in times of trouble.

There are a few reasons for this. For starters, people confined to their homes and gardens will look for areas to focus on. Secondly, is a sense of taking control over one’s own life in times of worry and insecurity.

This is why we have always seen our trade as a facilitator – more than merely a provider and supplier.

This sector supports people in taking charge in various areas of their lives. It enables them to improve their quality of life and to feel that they are in control when all around them, uncertainty looms large.

This is no small thing. It can be essential to a sense of wellbeing.

PUBLISHED BY Ocean Publishing, 14 Upper Fitzwilliam St., Dublin 2 Tel: 01 678 5165 Fax: 01 678 5191

Take gardening. In this issue we hear from Gary Graham, who is manager of Bloom. Gary reflects on the huge increase in gardening during lockdown and the benefits of this to families and individuals right around the country.

But we need to be there with the knowledge as well as the products to help this happen. Fortunately this is never a problem.

PUBLISHER Patrick Aylward EDITOR Martin Foran Editorial Email: martin@hardwareand homestylenews.ie NATIONAL SALES MANAGER Dermot Casey Email: dermot@ hardwareand homestylenews.ie

Martin Foran, Editor

DESIGN/PRODUCTION Tony Hunt Email: tonyhunt.design@gmail.com AD PRODUCTION Audrey Fitzgerald PRINTED BY WG Baird Ltd., Antrim

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 1

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Contents 14

4

News

A round up from the trade and the wider economy

14

On The Record

18

The Home Front

We chat with Retail Excellence managing director, Duncan Graham

Inspiring Retail from around the world. This time it’s Argentina, followed by...

22 Kal – more than a one-stop-shop

Appliance distributor Kal is a true partner. And there’s a lot going on

26 Special Feature: Gardening ‘21

22

Covid’s influence on garden sales, thoughts on Bloom with Gary Graham, followed by a look at some hot gardening trends and what’s new and what’s caught our eye from suppliers

38 Spotlight on Joseph Murphy (Ballina)

All roads lead west as we get the latest from this highly regarded company

40 Special Feature: Adhesives

40

& Sealants

Sticking with the best to enhance the bottom line!

45 Products & Services

A cross-section of what’s on offer to the retailer in our sector

50 The Room Outside

Gardening sales guru Liam Kelly once again brings us up to speed on what we need to know to perform in this space. This time out he considers ‘fast gardening’...

54 Electronic Business Systems

50

Our regular update features two major players

56 The Final Say

Rounding it all off on a positive note, Jeff Haden has some sage advice on leadership for the times we live in

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 3

NEWS Farewell to Tegral and a warm welcome to Etex Ireland and Cedral Slates At Tegral, they have some news that is really worth writing home about.

‘We have been working with you, building for generations, proud to be your partner in construction across Ireland since 1936,’ readers are told.

‘Now, a new generation awaits, as we say farewell to Tegral and give a warm welcome to our new Identity, Etex Ireland, and our new commercial brand for all residential products – CEDRAL.’

Leading the way In 1988 Tegral joined the global building materials group Etex, who are leading the way in terms of lightweight, sustainable building materials and inspiring ways of living across the world.

‘With a passion for perfection, a dedication to customer experience and a commitment to sustainability, as a global group, Etex has looked closely at how we can facilitate improvements in all of these areas for you – our customers,’ is the message.

‘We want to grow together with you towards a promising future.

One strong company at your service, for all your construction and architectural needs.

Optimise ‘To this end, we will now offer four commercial brands, each specialising in a core area of business to optimise your experience.

‘This will allow us to work even more closely with you to ensure we offer you the best products, services and solutions for today and tomorrow.’

CEDRAL – one brand for the entire house EURONIT – one brand for agriculture EQUITONE – one brand for architecture VIRIFORM – one brand for commercial and structural engineering

Vivian Cummins Architects

What does this mean for you?

‘As part of the rebrand, Tegral slates are now Cedral slates, as we unite globally under the name Cedral, where our mission is to build more beautiful worlds.

‘Committed to a sustainable future, committed to generations to come.’

Paddy Kelly, Managing Director of Tegral / Etex Ireland says, ‘This is an incredibly exciting time for us and we look forward to seeing the new Cedral brand out there in the market, in the yards of Builder’s Merchants, in the hands of roofing contractors and on the roofs of homes all across Ireland.

‘We have been part of Etex for a long time now and this rebrand is one that now unites us to face global challenges together, like housing shortages, sustainability and more.

‘Our commitment to continual innovation and ever improving standards remains unwavering.

‘We are the same people you know and trust, still manufactured in Athy, still Guaranteed Irish, just with a new name.’

Being rolled out ‘Cedral slates are now being rolled out, still with the same flagship product names of Rivendale and Thrutone Endurance, and we invite you now to check out the new dedicated residential website www. cedral.ie’

New pallet of Cedral slates

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Cedral 'H

WORTH WRITING HOME ABOUT CEDRAL – THE NEW HOME FOR TEGRAL Since 1936 Tegral has been putting roofs over heads across Ireland, proud to be building for generations. Now a new generation dawns, as we say Slán Abhaile to Tegral slates and Céad Míle Fáilte to our new name – Cedral slates.

We are the same strong, beautiful, sustainable, Irish-made slates; same heritage; same excellence of service, same people you know and trust – just with a new name.

We are still Ireland’s only manufacturer of fibre cement slates and are proud Guaranteed Irish members, supporting local products and jobs.

Now united globally under the name Cedral, our mission is to build more beautiful worlds. Committed to a sustainable future, committed to generations to come.

more at cedral.ie

Tel: +353 (0)59 863 1316 Email: info.ireland@cedral.world

Cedral 'Home' ad 210x297.indd 1

26/01/2021 14:05

NEWS Lockdowns provide spur to gardening activities Bloom show manager Gary Graham notes how many Irish people either rediscovered or discovered their gardens for the first time during 2020.

All levels There have been impressive figures cited for new ‘gardening households’. But, it seems, there has been a massive interest across all levels of gardening.

This ranges from first-time gardeners to those who had perhaps neglected their gardens for a while but got stuck back in, to some of the top garden designers who have never been busier, notes Gary in this issue.

Pace A lot of what Covid has done in this and other sectors, say experts like Gary, is to heighten the pace of development as regards many trends that had been happening naturally.

‘Strong rise in housing activity drives construction sector growth’ – Ulster Bank PMI year ahead improved further as sentiment rose to its highest level since February 2020.’

The Ulster Bank Construction Purchasing Managers’ Index® (PMI®) – a seasonally adjusted index designed to track changes in total construction activity – posted 52.3 in December.

Overall growth driven by housing work

Activity This was down from 53.5 in November but above the 50.0 no-change mark for the second month running to signal a further rise in activity.

Index readings above 50 signal an increase in activity on the previous month and readings below 50 signal a decrease.

Where output increased, panellists linked this to improving demand, though there were continued reports of disruption caused by the COVID-19 pandemic.

Commenting on the survey, Simon Barry, Chief Economist Republic of Ireland at Ulster Bank, noted: ‘The latest results of the Ulster Bank Construction PMI survey show a second consecutive monthly rise in Irish construction activity in December as the sector closed out 2020 in expansion mode, albeit at a slightly slower pace compared to November.

‘Respondents reported particular strength in Housing activity where a third successive monthly increase saw its index pick up to a fivemonth high, with a Housing PMI reading of 56.2 signalling a sharp increase in residential activity.

‘Meanwhile, the Commercial PMI dipped back below 50 as respondents reported a modest late-year contraction in commercial activity.

‘New business continued to grow at a solid, though slower, rate in December, with a number of respondents linking this rise to strong housing demand.

‘Gains in actual and prospective activity have also underpinned rising demand for construction workers, with the rate of job creation picking up to a 1½ year high.

‘Moreover, optimism about the

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A sharp and accelerated rise in housing activity was behind the increase in total construction work in December.

Activity on residential projects expanded to the greatest extent since July and at one of the fastest rates in the past year-and-a-half.

Elsewhere, commercial activity decreased fractionally and civil engineering work continued to fall.

Further increase in new business New orders rose for the third month running, and at a marked pace that was only slightly slower than November’s 19-month high.

Anecdotal evidence often linked improving new orders to stronger demand for housing work.

Job creation at 18-month high Rising workloads led to further job creation in the sector. Employment increased to the greatest extent since June 2019.

Greater demand was also partly

behind a sharp rise in purchasing activity, with stockpiling ahead of the end of the Brexit transition period also a factor.

This increasing demand for inputs imparted pressure on supply chains, which suffered from substantial disruption in December.

Issues at UK ports were also mentioned as contributing to the greatest lengthening of suppliers’ delivery times in more than twenty years of data collection, except for during the first COVID-19 lockdown in spring 2020.

The rate of input cost inflation remained sharp, despite easing to a four-month low, amid higher raw material prices.

Confidence Confidence in the 12-month outlook for activity strengthened for the third consecutive month, improving to the highest since February, just prior to the COVID-19 outbreak.

Optimism was supported by positive signs in the housing sector and hopes of a return to normal conditions over the course of 2021.

Around one-third of respondents predicted an increase in activity, while less than one-in-ten were pessimistic.

NEWS Business leaders look ahead to key 2021 challenges Covid disruptions endure.

‘The findings show that, despite these challenges, CEOs are looking beyond this disruptive period that we find ourselves in, that they are buoyed by the prospect of the widespread availability of a vaccine in the coming months and are now planning accordingly.’

The survey identified the following as the top 5 areas of focus for CEOs over the next 3 years:

Ibec has published the findings of a new survey highlighting the perspectives and predictions of CEOs on the major business issues for 2021.

Insights Responding to a series of questions on the year ahead and beyond, the findings provide key insights from business leaders on what they believe the business landscape will look like in 2021 and what this means for business planning.

While the challenges posed by changing headwinds in the global economy (88% of respondents listed this as a challenge) and the ongoing battle of Covid (73%), will continue to shape the business agenda in 2021, the findings show that other prominent areas of strategic importance include the

availability of talent (78%) and the low carbon transition agenda (50%).

Landscape Commenting on the survey

results, Ibec CEO Danny McCoy said: ‘In 2021, Irish business will have to deal with a much-altered landscape in both local and global terms, as the new post-Brexit reality continues to take shape and

1. Increased investment in technology to support business changes 2. Succession planning/Supporting younger workers 3. Development of new products/ services to meet altered demand 4. Promoting an inclusive culture within the organisation

Gym+Coffee’s Niall Horgan appointed Chair of Digital Business Ireland Former Twitter exec brings wealth of experience in digital business Digital Business Ireland, the online, ecommerce and digital representative body has announced the appointment of Niall Horgan of Irish athleisurewear company Gym+Coffee as Chairperson of the organisation.

Horgan is the first Chair appointed by DBI and he is serving a one-year term from 1 January, 2021.

Executive

Niall Horgan, is Co-Founder and CEO of Gym+Coffee. Previous to this, Niall spent over 9 years working as an executive at Twitter, Slack, and Sky. He was responsible for setting up international sales operations, building and scaling sales teams across the EMEA region, all while working with businesses, brands and agencies on their digital marketing strategies.

In 2016 Niall was named one of the Sunday Independent’s Top 30 Under 30 in Ireland.

Niall also played GAA for Cork which led him to winning an AllIreland Medal and four Munster Medals in football and hurling.

Secretary General of Digital Business Ireland, Lorraine Higgins says, ‘DBI is approaching its first year as a representative body and while, to date, much of our focus has been on delivering cutting-edge learning opportunities and supports for businesses that were forced to pivot to online sales amid the pandemic, we are delighted to now be in a position to move the organisation to the next stages of its development.

Strong roots

‘As part of this process, we were keen to appoint a Chairperson but

8 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

more particularly a person who has strong roots in digital, technology and ecommerce with that essential blend of experience.

‘As a result, we are delighted to announce the appointment of Niall Horgan as Chair of DBI for 2021.

‘His success in business, his skills and experience will be invaluable to DBI as it begins the next stage in its evolution as a leading representative body for digital businesses in Ireland.

‘On behalf of all at DBI, I would like to express our profound thanks to Niall for accepting the position and we look forward to working with him over the course of the next year as we work to deliver on our exciting plans.’

Delighted

Niall Horgan says: ‘I am delighted

to be appointed the very first Chairperson of Digital Business Ireland, and I look forward to bringing my experience to bear on the organisation as it continues to support digital businesses.

‘While the current challenges facing businesses cannot be underestimated I believe with the blend of talent, industry insight and support from its leadership and partners, Digital Business Ireland will play its part in helping to bring businesses through the pandemic.’

NEWS Lookback – HR update survey 2020 The Ibec HR Update 2020 survey clearly demonstrated the complex impact of COVID-19 responses across multiple sectors.

Unpredictability

5. Development of new business processes for existing products The survey highlights that almost two-thirds of CEO’s (65%) agreed that Covid has meant a permanent change in their business models.

Furthermore, 73% of respondents cited the impact of Covid on collaboration and innovation as a challenge for their business, while a similar proportion (72%) cited the challenge presented by returning to the office following COVID-19.

A total of 78% of respondents identified that the availability of specific skills and talent will be stretched moving forward.

Amongst the findings of the challenges posed by Covid, since

the introduction of restrictions in March 2020, are included: • Absenteeism – 51% of respondents said that absence rates remained the same while 29% saw an increase.

• Employment rates – 50% of respondents saw no change in numbers employed, while 26% saw an increase in employee numbers and 23% saw a decrease.

The research also focused on the evolution of the role of the CEO and their priorities for 2021.

The findings highlight the business communities’ ambitions of embracing policies and practices that best position their companies for the benefit of all stakeholders and the environment.

These findings include: • 87% - over four out of five CEOs personally support and strive to create an inclusive workplace culture.

• 79% - of those surveyed, almost four out of five have a clear vision and purpose for their organisation over the next five years.

• 65% - 65% of respondents are working to create a positive social impact by including Environmental Social Governance goals in their organisational strategy.

• 49% - Half of respondents agree that leading their organisation to a successful low carbon transition is a key current priority.

‘We must support the retail industry’ reality is that we have lost many businesses and many jobs, and as it stands this will continue into 2021.’

‘We will be keeping a close eye on developments throughout the early part of 2021,‘ that’s the word from Duncan Graham, Managing Director of Retail Excellence.

Back to work

On the record Speaking to us for this issue’s ‘On The Record’ interview in early 2021, Duncan said, ‘thankfully a deal on Brexit has been done between the EU and the UK, but it remains to be seen how logistical and bureaucratic issues affect our members.

‘It is not a positive development, but it is better than no deal at all.’

Speaking also in early 2021, Duncan also said the Government had gone some way towards supporting the industry with initiatives ‘but the

‘The Government really must support the retail industry on rents and property costs, and also with reskilling people and getting them back to work.

‘We need support for the drive to buy local over the next year, and we should also try to rejuvenate our town and city centres to make them more attractive and sustainable.’

See more in our On the Record section, this issue.

The survey found that 67% of respondent organisations identified the economic unpredictability posed by the external headwinds of Covid and Brexit would be a major challenge for the next 12 months for their operations.

Remote working as a long-term challenge emerged for 32% of respondents. Despite these challenges, 28% of organisations planned to increase employee numbers in 2021.

The pattern of pay movements witnessed to the date of the survey, and those forecast for 2021, demonstrated ‘the sharp divide in the sectoral impact arising from COVID-19 and to some extent, the anticipation of Brexit impacts, with a almost half of businesses not forecasting any review of basic pay in 2021’.

Extraordinary Speaking towards the end of the year, Ibec Director of Employer Relations, Maeve McElwee said: ‘Businesses managed through extraordinary times in 2020.

‘From the sudden lockdown of the economy in March, resulting in office workers moving to remote working, essential services adapting to meet new and necessary protocols, and for some, to the difficult challenge of having to lay-off or reduce the hours of their employees, it has been a testing time.

‘As the economy strives to function against the backdrop of uncertainty businesses are experiencing both positive and negative impacts on their trading performance across different sectors.

This was very evident in the results of the Ibec HR Update. The key findings from the survey included: • 49% of firms forecasted pay increases in 2021 • 49% of firms planned to freeze pay in 2021 • 28% of organisations planned to increase employee numbers in 2021 • Business Continuity Planning /Crisis management was the Number 1 HR Priority for 2021 • Economic Unpredictability – Major challenge in 67% of respondent organisations for the next 12 months • Preserving organisational culture – Major challenge in 35% of respondent organisations for the next 12 months • Remote working – long term change arising from COVID-19 in 32% of respondent organisations

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 9

NEWS FEATURE Acquisition of StairBox, agreement to acquire Proline Architectural Hardware - Grafton Group Grafton Group plc, the building materials distributor and DIY retailer with operations in the UK, Ireland and the Netherlands, is pleased to announce the acquisition of AVC (StairBox) Ltd, an industry leading UK manufacturer and distributor of bespoke wooden staircases trading as StairBox. The consideration payable is £44m on a cash and debt free basis including £4m that is deferred until November 2022

Founded Founded in 1994, StairBox has a pioneering focus on the use of technology, operational expertise and a culture dedicated to continuous improvement that enables it to cost effectively manufacture an extensive range of high quality customised staircases.

It has developed an innovative software application that enables customers to easily and accurately design, visualise and price staircases on the StairBox website.

This is the initial step in an efficient manufacturing process undertaken at its state-of-the-art production facility in Stoke-onTrent.

StairBox delivers staircase solutions directly to primarily trade customers operating in the residential repair, maintenance and improvement market across the UK and has a strong market position and brand that is synonymous with quality, value and exceptional customer service, supported by a team of technical advisors.

Unique It offers unique, competitively priced products manufactured from high quality materials and delivered on time.

StairBox has an impressive track record of growth, a scalable operating model and the capacity to develop organically under

the leadership of its experienced management team that will remain with the business.

StairBox reported revenue of £19.5m and adjusted operating profit of £6.1m for the year ended 31 March 2020.

Commenting on the acquisition, Gavin Slark, Chief Executive Officer of Grafton said: ‘StairBox is a dynamic manufacturing business with a best in class on-line solution at its core.

‘It has an efficient production process, nationwide distribution and strong growth potential.

‘The acquisition of StairBox is in line with our strategy of acquiring specialist high quality businesses with attractive returns.

‘We are delighted with this acquisition opportunity and the skills and experience that the management team under the leadership of Alex Hancock will bring to the Group.’

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Proline Architectural Hardware Grafton Group plc was also recently pleased to announce that it had agreed to acquire Proline Architectural Hardware (Proline), a leading distributor of architectural ironmongery products for doors from a single location in Dublin.

Completion of this acquisition is subject, at time of writing, to approval by the Competition and Consumer Protection Commission in Ireland.

Proline reported revenue of €10.8m in 2019.

Proline specialises in the supply of a wide range of high quality traditional and contemporary architectural ironmongery products, in a variety of designs and finishes, including door locks, hinges and handles.

Proline’s wide product range and expertise allows joinery manufacturers, contractors and trade customers to source

ironmongery products from a single source.

The business works closely with architects on the specification and scheduling of ironmongery products for commercial, public sector and residential projects and continually develops its product ranges to ensure its customers benefit from the very latest solutions.

Commenting on the acquisition Gavin Slark, Chief Executive Officer of Grafton said: ‘Proline will bring specialist expertise to Grafton in the architectural ironmongery distribution segment in Ireland.

‘It will also enable us to offer a broader range of products and services and to extend our customer base in this segment of the market.

‘The acquisition of Proline is in line with our strategy of acquiring specialist high quality businesses that trade in complementary markets.’

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NEWS Flexibility and adaptability showcased in Small Business Awards

New remote work strategy a welcome, ‘timely recognition of our changing workplaces’ Commenting on the publication of the National Remote Work Strategy, Ibec has said that it is ‘a timely recognition’ of the accelerating changes in our workplaces.

Trend Maeve McElwee, Ibec Director of Employer Relations, said: ‘There has been an increasing trend towards more flexible and remote working in recent years and this pace of change has been vastly accelerated

by COVID-19.

‘We are pleased to see Government commitments to invest in necessary infrastructure such as remote working hubs, alignment with childcare facilities, and the National Broadband Plan, as well as reviewing tax arrangements to incentivise remote working.’

Careful The proposals to introduce legislation will require careful development to meet a balance for businesses and employees in order to ensure competitiveness, equality and flexibility considerations are addressed, notes Ibec.

‘Allowing time for a full regulatory impact assessment, including the costs of administration of new employment legislation, will be critical.’

Ibec also welcomes the recognition of increasing and promoting remote working skills in the report.

Research ‘Our recent research has identified this as an area of investment for businesses in 2021 and it will be central to delivering high quality remote working opportunities and productivity,’ it concludes.

‘We need agility, flexibility and adaptability in the midst of the global pandemic and there is no better entity than a small business to demonstrate these characteristics.’

That is the view of An Taoiseach Micheál Martin, who is Patron of the SFA National Small Business Awards.

An Taoiseach stated that: ‘The awards are very important, particularly as we live with Covid 19’.

Finalists The finalists in the SFA National Small Business Awards 2021 were officially announced by Sue O’Neill, Chair of the SFA Awards Judging Panel.

The aim of the awards is to celebrate the achievements of small business in Ireland, and to recognise the vital contribution of the small business sector to Irish industry.

‘The response to the awards programme serves as a reminder that Irish small companies are resilient, putting their best foot forward and seeking recognition for their efforts,’ commented O’Neill.

‘As well as our eight award categories, we also feature five of the best Emerging New Businesses (less than two years established) and, given the quality of the businesses represented, entrepreneurship is alive and well in Ireland.

Celebration ‘The SFA National Small Business Awards are now entering their 17th consecutive year and are a celebration of small business owners who, since 2015, have created over 73,000 jobs.

12 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

‘The 266,400 small firms in Ireland employ half of the private sector workforce and these awards aim to promote excellence, achievement and innovation amongst these companies in all sectors and parts of the country.

‘The companies that have been announced as finalists this year represent all that is good about small business,’ said O’Neill.

A total of 43 companies have been selected as finalists, from 15 different counties, across 9 categories.

Package The Awards prize package for ALL finalists includes participation in the SFA Business Connect event on February 11, 2021, a strategic management masterclass

weekend, as well as broadranging national and local media coverage, all valued at €50,000.

The category winners will be presented with a trophy and free membership of the Small Firms Association for one year.

The overall winner will also receive a bursary of €5,000 to present to a charity of their choice (funded by the 2013 Overall Winner, Megazyme International Ireland).

Grit and fortitude SFA Director, Sven SpollenBehrens notes: ‘The SFA National Small Business Awards continue to celebrate the grit and fortitude of business-owners across all sectors and parts of the country.’

For more info including list of finalists see sfa.ie

On thE record

14 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

On thE record

Taking stock of Irish retail Retail Excellence last year confirmed the appointment of Duncan Graham as Managing Director. Duncan has taken over from David Fitzsimons and has amassed a wealth of experience in Irish retail since his arrival in Cork in 1996 where he spent two years running the Marks and Spencer store before relocating to Dublin. We caught up with Duncan for an ‘On the Record’ chat.

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 15

On thE record

Hi Duncan and thanks for taking part in ‘On The Record’. First off, congratulations on your appointment as MD of Retail Excellence. Can you bring us up to speed on your career to date, in overview?

I started out in Marks & Spencer, where I held a variety of roles over thirteen years including Store Manager in Cork and then Country Food Manager for Ireland. After that I became General Manager for Brown Thomas, including BT2.

In 2005 I was appointed CEO of Libra Designs, one of Ireland’s leading designers of ladieswear, a role which I held for four years.

I then coached and mentored consumer-facing businesses as part of the Enterprise Ireland mentoring panel before moving to Specsavers where I stayed for nine years, eventually becoming its Retail Director of Ireland, Scotland and Spain.

I was appointed Managing Director of Retail Excellence in June of last year.

You are lucky to have a great overview of different retailing organisations and cultures! If you can cast your mind back to your early days here, were there differences between the culture in the UK and Ireland that struck you?

I find that retailers in Ireland tend to be a lot more service-focused than they are in the UK. The culture can be somewhat transactional in the UK, but more emphasis is placed on service here in Ireland.

There is a community feel here that sets us apart in Ireland, as well as a desire to support local businesses.

Our culture is particularly friendly too. I suppose that’s a result of our open economy and the huge amount of tourists we get here relative to our size.

What are the areas of commonality that have struck you across sectors? What were the positives?

Many of the same shops operate in both Ireland and the UK. I find that when you walk down a shopping street in either place, the look and feel of the streets is similar because of that.

However, whilst that familiarity is comforting, it’s not necessarily a good thing. It’s the uniqueness of a place that is more important.

How has Irish retail changed in your time here in overview? (What have been the biggest changes / impacts?)

I have been in Ireland for nearly twenty-five years at this stage, so I’ve seen plenty of changes!

Perhaps the most striking one has been the move towards online retailing, and indeed omni-channel shopping, where

‘Emphasis now is on customer care as opposed to just customer service.’

16 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

consumers can purchase across a range of platforms.

There has also been a move away from traditional main street shopping towards edge of town shopping.

We have seen a sad decline of town centres as a result and more pressure on independent, family-owned retailers.

That said, the smaller retailers that have survived and thrived have done so because of the incredible service they offer, something which we must cherish.

Taking the area of Hardware stores for example, it is often remarked that there is a high preponderance of independent retailers in Ireland, as say, compared with the UK. Can you talk to us about the mix and the significance of these independents?

The core of our membership is independent retailers across Ireland – they have a uniqueness that is really refreshing.

On thE record

Many smaller hardware businesses in Ireland, for example, have a personal touch that we have to guard with our lives.

It’s that level of service that the customer really wants, as opposed to going on the internet and buying something from one of the international multinational providers.

Our retailers have the human touch, and a real understanding of what the customer wants.

Do you think there are changes that have taken place in the retail world over the past year that are now irreversible? (how has it speeded up change for good - or for bad?)

We have seen major changes. After all, we shop with our senses – because of Covid-19 the senses of touch and taste have been affected.

We’ve seen a significant move to online retailing, and browsing and purchasing on a screen just isn’t the same as physically being in a shop.

That mixture of physical and digital will make for ‘phigital’ shopping in the future.

Retailers will have to be creative to attract customers in future but I have no doubt they’ll be able to do that.

Another change we’ve seen is the fact that the emphasis now is on customer care as opposed to just customer service.

That’s not necessarily a bad thing, and

‘The core of our membership is independent retailers across Ireland – they have a uniqueness that is really refreshing.’ will stand to retailers in the coming months and years.

Brexit has finally come – what do you see as your main challenges in Retail Excellence when it comes to members’ needs?

Thankfully a deal on Brexit has been done between the EU and the UK, but it remains to be seen (at time of writing), how logistical and bureaucratic issues affect our members.

It is not a positive development, but it is better than no deal at all. We will be keeping a close eye on developments throughout the early part of 2021.

What are your thoughts on government response to the hit that the Retail sector has taken? What would you like to see

happen going forward for 2021?

The Government has gone some way towards supporting the industry with initiatives like the Online Retail Scheme and the Employee Wage Subsidy Scheme, but the reality is that we have lost many businesses and many jobs, and as it stands this will continue into 2021.

The Government really must support the retail industry on rents and property costs, and also with reskilling people and getting them back to work.

We need support for the drive to buy local over the next year, and we should also try to rejuvenate our town and city centres to make them more attractive and sustainable.

We shouldn’t be sounding the death-knell of the high street just yet!

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 17

HOMEFRONT Federico Baigun loves to bring joy into his customers’ lives – and in everything he does as the CEO of the shopping bazaar Reina Batata, this simple premise shines brightly through. By Michelle Hespe

Speakeasy with heart W

hen asked what he loves about his job, Federico Baigun, CEO of Argentinian landmark retailer Reina Batata, proffers a quote by Chinese philosopher Confucius: ‘Choose a job that you like and you will not have to work a single day of your life.’

‘My partner, Maru (co-founder of Reina Batata) and I are passionate about what we do, and I think that is the key to life,’ Federico says.

‘If you love what you do, this is obvious in the results of your work.’

Results Exceptional results have certainly been achieved at Reina Batata – after opening the doors of its first store seventeen years ago there are now twenty-five outlets across the country selling kitchen appliances, glassware, home décor, linens, gifts and much more.

‘From the very beginning we worked hard to fulfill our dream of revolutionizing the retail market in our country, and to transcend the typical shopping experience,’ Federico says.

Transforming a nation’s idea about what a wonderful shopping experience should be is not an easy goal, but the creative pair put their heads

18 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

HOMEFRONT

together and zeroed in on the idea of making their store exclusive.

Perhaps even, they thought – hidden.

Explored From there, they explored the Speakeasy concept, and that rapidly evolved into one facet of what makes Reina Batata stand out from other retailers today.

The extent of the 400 m2 (4300 ft2) flagship store is not noticeable from the outside, but once customers step inside, the space opens up and there is an industrial warehouse feel – with exposed brick walls, double-height ceilings and room to meander about, as you

would at a busy bazaar.

Old farmhouse furniture, indoor hanging plants and industrial lighting add to the warm bohemian atmosphere, which suits its location in a district that is a must-visit for those who appreciate and love art, design, fashion and cuisine.

‘Our latest store that we set up in Palermo SOHO in Buenos Aires is our flagship store conveying the speakeasy concept,’ says Federico.

‘It is hidden behind a semi-open entry hall where we exhibit a classic car painted by a renowned local artist.

‘Upon accessing the exclusive space, visitors are surprised by its immensity as they step into an old general store with origins in the early 20th

century – an atmosphere that reminds us and hopefully our customers of their grandparents´ homes. The brain behind these alluring details is my highly creative wife, Maru.’

Concept The concept of ‘Speakeasy’ bars dates back to 1920s and early 1930s in American cities such as New York and Chicago, when the sales and manufacturing of alcohol was outlawed.

But the term was used many decades before prohibition times, from when saloon owners would tell their customers to ‘speak easy’ in order to avoid detection by authorities.

‘The controversial law demonstrated the fact that all laws are born to be broken, and bars began to appear behind closed doors,’ says Federico.

‘This idea led us to deciding that we wanted to give our store an exclusive touch, a bit of mystery.

‘And after we opened, as with Speakeasy clubs, news of Reina Batata quickly spread by wordof-mouth and it was the best advertisement we could have created.

‘Soon the public adopted us as their ideal kind of bazaar.’

Essence Federico notes that, although the company’s philosophy and essence of what they do has not changed – and thus the store, despite its size, remains boutique and intimate – the couple have always strived to adapt in line and in time with trends and fashions.

Reina Batata has always remained relevant.

The gia judges loved the fact that Reina Batata is a modern retail offering and yet it has a ‘local and global vibe’.

They also praised the store for embracing its

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 19

HOMEFRONT

‘authentic, eclectic marketplace style with dense merchandising in curated collections’.

‘We work in tune with the changes of tastes that naturally occur in society without losing our special touch,’ Federico explains.

‘For instance, as we grew we saw that online sales were increasing and learned that the public was quick to adopt this new, quick way of purchasing.

‘We worked on that, and today we have a solid, world-class team with exceptional experience on what is now a popular platform everywhere.’

Popular Reina Batata is so popular today, that, rather than Federico and his staff having to seek out influencers to promote their company, influencers find them because they like to hang out in a welcoming place that is in the heart of an ever-developing hub of art and culture.

‘Today, the kitchen is very fashionable and the kitchen is a popular meeting place for influencers,’ says Federico.

‘We created a versatile space where workshops and cooking classes are held, and on certain nights we host exclusive dinners behind closed doors.

‘A great milestone for us was a very special dinner that we hosted with Hernan and Renata – a South American couple who we know well, that now live in London.

‘There, they host intimate dinner parties serving plant-based dishes in Cocina Studio – a secret dining space combining a kitchen and creative studio.

‘They are incredibly creative and it was a great success.’

Multi-sensory Scent and music both play a large role in Reina Batata’s multi-sensory approach to retailing.

They have even developed their own scent for the store that is based on a typical Argentinian

DEALING WITH COVID-19 ‘When COVID-19 hit, we turned all of our focus to selling online, and our sales there have increased more than 100%,’ explains Federico.

‘We are still far from the turnover that was made on the premises, but this is the beginning of an increase in our online sales.

‘What we have seen is that people are spending more time in their homes and so spend a lot of time in the kitchen, and consequently this has activated sales in the kitchenware sector.

‘People will come back when everything settles down, because they love the atmosphere.’ dessert called flan with dulce de leche (otherwise known as crème caramel).

‘Sensory marketing is no longer a novelty; it is here to stay and is as important as any action that one makes, and it is an inherent part of a shopping experience,’ says Federico.

‘The aroma we have chosen to represent our business transports you to a home kitchen that could be from your childhood where your grandmother cooked, and the music varies depending on the time of day and the mood we want to create.

‘We also spray the store’s aroma within goods from online sales so that when clients open their package, they can live the experience just as a local might do while in the store.’

Awaited Last year, when Federico and his team anxiously awaited to hear the announcement of the six Global Honorees at the gia Awards, they too had to live their experience online rather than be present at a gala event in Chicago.

‘Becoming a Global Honoree was an honour, a privilege and something that we will be eternally grateful for.

‘The recognition is very important to us – it is like a guiding light, showing us that we are on the right track,’ says Federico with obvious passion and pride.

20 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

‘The awards ceremony, live-streamed into our own home, created a very special day filled with great joy and emotion.

‘It was particularly special because we were able to share it with our daughters. That night we all dressed up for the Gala dinner and had a beautiful, formal family dinner to celebrate our award and how far we have come.’

Welcoming Behind those speakeasy doors, within a warm realm that smells like a memory from home or from childhood, there’s no doubt that Reina Batata will continue to be the welcoming bazaar with heart and soul that its customers love.

This is because, ultimately, it is more than just a marketplace – it is an inspiring meeting place for like-minded people to go and explore and discover, together.

To learn more about Reina Batata, visit www.reinabatata.com.

Sponsored and organized

by The Inspired Home Show and the International Housewares Association (IHA), gia (IHA Global Innovation Awards) is the leading awards program honouring overall excellence, business innovation and creative merchandising in homegoods retailing. For more information about the gia retail program, the co-sponsors, or participating in gia, contact Piritta Törrö at piritta.torro@inspiredconnection.fi. Additional information on gia is also available online at TheInspiredHomeShow.com/Explore/Awards/ gia-Excellence-in-Retailing.

For more information about The Inspired Home Show and to pre-register for the 2021 Show, please visit TheInspiredHomeShow.com

Exceptionally cool, even when roasting.

Cooking with attitude.

With NordMende in your kitchen, you get more than stylish design, you get great cooking sense.

Plus a few surprises. Like the quadruple glazed oven door that stays cool – even when roasting. Then there’s the 9 cooking programmes, the pop-out controls, and pyrolytic self-cleaning. In fact, all the hot technology you’ve been looking for but at a pretty cool price. So cook with NordMende and start cooking with attitude.

A MEMBER OF THE GOWAN GROUP f p

NM_Roast_H&HAd_A4_13Sep2019.indd 1

www.nordmende.ie

3YEAR WARRANTY

13/09/2019 14:14

PROFILE

KAL – key Partner and trusted Supplier for Domestic Appliances One simple statement on the KAL website sums up so much of what this industry leader is all about: Your kitchen is the heart of your home. Take the time to get it right.

Since 1981 KAL has been enabling Irish householders to do just this – and more besides.

The team at KAL have been helping Irish retailers help their customers get it just right – with the added peace of mind that they have chosen their appliances correctly and chosen well where their needs and aspirations, personal tastes and individual lifestyles are concerned.

The phrase one-stop-shop is an often misused, and certainly over-used one these days. Every so often we are reminded of what it truly means.

When it comes to domestic appliance distribution, KAL is certainly that – and more besides. Martin Foran spoke recently with managing director Jonathan Hughes to mark KAL’s fortieth anniversary.

Latest KAL distribute Alpine, Bertazzoni, Elica, De Dietrich, Franke, Insinkerator, KitchenAid, Nilfisk, Ninja, NordMende, Sharp, Shark and Whirlpool to the hardware industry.

With an offering like this that showcases the latest innovations and trends in appliances from around the world, purpose-built showrooms – considered amongst the best in Europe, and first rate customer service you have more than a one-stop-shop here.

In fact you have a real partner whose reputation has been built on forty years of getting it right for the retail trade and the end consumer.

KAL operates from Citywest in Dublin.

Here it boasts a 60,000sq ft logistics centre and a 13,000sq ft consumer advisory centre and showroom – complete with a fifty-seat auditorium which is used for training and demonstrations.

Jonathan Hughes, managing director at KAL, is passionate, knowledgeable and full of enthusiasm for his sector and for what they do here at the business he joined in 1994 and has headed up since 2017.

Jonathan Hughes, managing director and Gabriel Murtagh, sales director

with the correct knowledge and information to make the purchase that best suits their specific needs.

Best advice ‘We have a team of very experienced consumer advisors here with whom people can book a one-on-one consultation so that they get the best advice on what they might want to buy,’ says Jonathan.

‘They are then sent back to their retailer to make their purchase. In addition to this private advisory service, we also offer a

Fabulous showcase Jonathan views the showrooms at KAL’s Citywest premises ‘like an extension of a retailer’s showroom...a fabulous showcase for our brands’.

If people from the hardware sector want to come to see products that is fantastic.

But the showroom has that dual purpose of allowing prospective end-users to visit it too. In the end, everyone benefits.

‘Our retail partners are unable to show all of our products,’ says Jonathan. ‘So, by appointment, we invite them to send in their own customers.

‘We don’t sell to the end buyers; they are redirected back to our retail customers’ stores from here.’

The idea is that then they will be armed 22 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

program of public events that include live cooking demonstrations.’

Indeed, many customers and hardware operators alike regularly take advantage of a visit to the centre and the number is growing (Covid-related restrictions allowing and outside of lockdowns of course!)

KAL has longstanding ties to the hardware sector as well as kitchen retail and electrical retail sectors.

‘We are fortunate to enjoy strong, partnership-based relationships with many hardware retailers and we are very appreciative of their continuing support’, says Jonathan.

‘It is a channel that we are very committed to and one where we think we can continue to grow.’

Green field site Part of the Gowan Group, KAL began life as a dedicated distributor of brands nationally.

It moved to its current site in 2004 where it built its premises on a green field site.

Back in ‘81 the first brand distributed was Franke sinks and it is a brand they still represent with pride today.

‘Now’, says Jonathan, ‘we are the largest independent distributor in the country. We have fifty staff at our headquarters in Dublin.

‘Our sales director, Gabriel Murtagh, succeeded myself in the role in 2017. He is very experienced and well regarded in the sector.

PROFILE

‘We also have an office in Northern Ireland, AB Distributors. With some exceptions, they have a similar line-up of brands to what we have here in the Republic.

‘We have a business in Great Britain too, which is run from Northern Ireland. We sell NordMende (see more below on NordMende) and also have the exclusive distribution rights for De Dietrich there.’

Stronger KAL’s approach of going that extra mile has not diminished or gone away with growth and expansion over the years. If anything, it is stronger now under Jonathan Hughes, than it ever was.

‘One of our biggest strengths’, says Jonathan, ‘is the portfolio of blue-chip international brands that we are fortunate to represent.

‘You can break these down into four main product categories.

‘Perhaps among the most well-known in the hardware sector would be our sink products. We are distributors for Franke sinks, taps (including instant boiling water taps), and waste management systems.

‘We have Insinkerator, which is an American brand and the world’s biggest manufacturer of waste disposal units. We also market a range of boiling water taps under this brand.’

Price points In case one gets the idea that this is all solely about high end brands and price points, Jonathan explains that, among their sink products there is also the Alpine brand.

‘This is an entry level sink and tap brand that combines excellent quality and value.

‘Meanwhile, in terms of Major Domestic Appliances, De Dietrich is our premium, high-end built-in brand which specialises in cooking. It’s been really well-received by the market.

‘First and foremost, it is designed beautifully and works brilliantly; it’s a genuine premium brand – one with a strong heritage and market-leading technology.

‘Then we are exclusive sub-distributors of Whirlpool in Ireland, offering a complete range of free-standing and built-in models.

‘The recent launch of the brand’s new W Collection has boosted our offering. It’s a more high-end addition to the existing Whirlpool range, and combines stunning design features with technological innovation.

‘Elica meanwhile, is a specialist cooker hood brand; the biggest selling in Ireland and in Europe, in fact. Recent success has been driven by the NikolaTesla range of aspiration hobs.’

prominence in Ireland in 1979 when so many people bought colour TVs to view the Pope’s visit to Ireland.

‘It was the brand of choice here then and still has a strong heritage today.

‘In 2004 we got the opportunity to purchase the brand rights. We bought it initially to market as a TV brand but in 2008 we decided to expand into white goods and brought out a range of freestanding and built-in appliances.

‘Our move into the appliance sector with NordMende has not only been a major success but has also been a hugely important strategic move for our business.

‘It is now an established, trusted and recognised brand with both consumers and retailers.

‘According to recent GFK figures, NordMende was the fastest growing brand in Ireland over the previous 12 months.

‘Given that we’re competing against huge international brands, this is something we are very pleased about.

‘The success of NordMende is based on a number of factors – strong value proposition, depth of range, colour options, reliability and

brand recognition.

‘We intend to build upon this, both in terms of new product development and also our investment in consumer brand awareness.

‘NordMende also offers a comprehensive three-year parts and labour warranty too.

‘This is free for NordMende consumers, and really lets hardware operators compete with retailers in other sectors offering extended warranties.’

SDAs ‘There is a recently new area of our business that we want to talk about with hardware operators.

‘We have been traditionally associated with large appliances and though we always had some SDAs (Small Domestic Appliances) we were never really a major player.

‘That has changed quite dramatically over the last two years and we can now boast one of the most exciting brand line-ups available on the entire market.

‘The impact on our business has been transformative.

‘It really began when we took on distribution rights for the iconic American brand, KitchenAid at the end of 2018.

Shark and Ninja ‘This was followed by Shark and Ninja at the end of 2019. These also are American brands and are the fastest growing brands in their sector.

‘They are market leading in terms of product development and technology.

‘Shark is a new floor care brand which offers a brilliant range of cordless upright and handheld vacuum cleaners as well as the more traditional models.

‘A sister brand is Ninja and that is in the food preparation space. They have a real Hero product called Foodi, which is an air fryer, pressure cooker and grill all-in-one, a multi-functional product that is absolutely fantastic.

Own brand ‘In addition to holding the exclusive distribution rights for these incredible brands, we are also very proud of what we have achieved with our own brand, NordMende.

‘NordMende was originally a famous German TV manufacturer and came to real HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 23

PROFILE

‘These two brands have a huge commitment to new product development. They continue to bring new products to market that are innovative and unique.

‘The latest addition to our SDA line-up has been Nilfisk. Launched at the end of 2020, it is, of course, a traditional brand, and very strong in terms of heritage here in Ireland.

‘It is early days but we are extremely pleased at how it is going for us.

‘KAL’s new SDA division is headed up by Suzanne Daly who has many years of experience working with the KitchenAid brand in Ireland.’

Advantages In terms of the advantages of doing business with KAL there is more than just that very broad portfolio that they can offer to trade partners, says Jonathan.

‘Our status as a distributor presents us with unique competitive advantages.

‘We are local, we are agile, and we can respond dynamically to the needs of the market and our customers.

‘There is the whole range of support services we offer, such as our Consumer Advisory Centre, along with staff who will look after our customers’ customers.

‘We have strong sales teams on the ground, we have local customer support

and aftersales and we aim to have all our core models in stock.

‘We can deliver next day, anywhere in the country, and we have an online portal for ordering that also provides 24/7 information on stock levels, pricing, product spec, etc.

‘Many of our hardware customers find this of fantastic benefit ‘We see huge opportunities for further growth through our hardware retail partners.

‘In trying to assess what the market will be like post-COVID, we believe that consumers will want to continue to invest in their homes.

‘They’ve got used to it over the last 9 months and we don’t think they will want to stop when the new normal eventually materialises.

‘The hardware channel is perfectly positioned to take advantage of this. We want to work closely with retailers to help them to do so.

‘We strongly contend that a combination of our brands and supports coupled to the sector’s reach and standards for customer service can ensure that we are able to really build our business together.

‘Shark and Nilfisk, for example, really present new floorcare opportunities for the hardware channel.

‘Shark should be of great interest for those who want to offer a cordless vacuum cleaner.

‘Generally speaking, there are lots of areas we can see for hardware, lots more ideas that we can also help them with. Built-in appliances, are another good example.

‘I think there is an opportunity to sell more built-in through the hardware channel – whereas up to now, it wouldn’t always have been as strong as free standing in many hardware outlets.’

Trends To keep on top of trends meanwhile, the fact that KAL is so involved with so many major brands certainly helps make sure they stay abreast of changing tastes out there.

‘Smart, connected appliances are growing all the time, notes Jonathan. ‘And the move

24 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

towards more energy efficient products continues apace ‘Colour-wise, stainless steel still dominates, while black is always popular.

‘We’ve also been very pleased with the sales performance of a family of NordMende products in a beautiful new dark inox finish which really stands out in terms of design.

‘Elsewhere, product-wise, boiling hot water taps are, of course, huge, filtered water is en vogue and aspiration hobs are worthy of major note, removing the need for a separate cooker hood.’

At this point, we have to ask: what is Jonathan’s favourite appliance in his own kitchen?

Without missing a beat he says it is the waste disposal unit! These are growing massively now of course and Jonathan explains to Hardware & Homestyle the advantages in practical terms of adding one of these, surprisingly affordable, appliances to one’s kitchen set up.

And when he’s finished we’re well and truly converted!

Education and information And there you have it. With waste disposal units for example, as in so much of what they do at KAL, it can simply be about explaining, educating and informing people about the products and their advantages in real life terms.

This is an area where Jonathan, and KAL as a company, excel of course – introducing products, creating enthusiasm, demystifying items where necessary, making things accessible, understandable and, ultimately, indispensable.

Because the consumer appetite is out there and when this is done properly the sky is the limit. Sometimes it’s just about showing the way.

Says Jonathan: ‘we can sometimes underestimate what people may be prepared to buy. Sinks and taps are a great example.

‘There is a tendency to consider these as mere commodities….“a sink is a sink is a sink,” type of mentality.

‘But this totally ignores what a brand such as Franke can offer and the fact that the modern consumer is looking to discover new, sophisticated items featuring the latest technologies that can enhance their daily lives.’

Take those boiling hot water taps, as mentioned. They are huge in the market and they are selling for over 1000 euros, some fetching close to 2000 euros.

True to form of course, KAL can offer the right one for the end user and cater to different price points here.

‘We are bringing out a NordMende one soon’, says Jonathan.

We will watch this space with interest!

See more about KAL on their website at www.kal.ie and follow on social media at: www.instagram.com/kaladvisory/ www.facebook.com/kaladvisorycentre www.twitter.com/kaladvisory

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Thoughts turn to ‘room outside’ in challenging times Not being able to host last year’s Bord Bia Bloom festival in the physical sense was obviously a disappointment for organisers, Bord Bia, and faithful attendees alike.

The annual event brings massive benefits to the gardening industry as we see from research year-on-year. Yet the cloud of Covid was not without its silverlining, points out manager, Gary Graham, as interest in gardening received a major shot in the arm in 2020, resulting from people’s confinement in their homes.

That the past eleven months has been a strange period of time goes without saying but for gardening and amenity horticulture in general, lockdowns and home confinements have not been without their ‘advantages ‘where garden sales are concerned.

Massive interest Bloom show manager Gary Graham notes that a lot of people either rediscovered or discovered their gardens for the first time during 2020. We all hope this trend will continue in ’21.

Figures have cited an impressive figure in the region of 164,000 new ‘gardening households’ which seems a massive amount by any measure.

But, it seems, there has been a massive interest across all levels of gardening.

This ranges from first-time gardeners to those who had perhaps neglected their gardens for a while but got stuck back in with gusto, right through to the far end – the higher end – of the spectrum where, ‘talking to some of the top garden designers they have never been busier’, notes Gary.

Hardware & Homestyle can attest to the truth of this having, of late, spoken to a number of professionals who have been booked out for months in advance.

As Gary Graham notes: ‘Many people looked at their gardens and said: “I can’t go on a holiday and I’m going to be spending

26 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

more time here”.’ This realisation clearly lead to more investment in the garden as well as indoors.

Good news Gary Graham believes this is all clearly good news for the industry. ‘Like any other industry you are trying to get people to sample it, to try it and hopefully they will like it,’ he says.

Events like those of the past year can seem to fast-track the process.

‘There was less to spend money on, so cooking DIY and gardening were areas that gained massively,’ Gary observes.

‘Last year was a great year for gardening.

In the spring of 2020 we had that good weather with the first lock down of course.’

Decent weather, time at home and maybe, for some but not all of course, a little cash at hand; these coming together were great for gardening.

‘In fact, people didn’t have to spend a lot of money,’ notes Gary. And this is important when it comes to the accessibility of this pursuit.

‘You can take on as little or as much as you want,’ he says.

Retailers and Suppliers Meanwhile, retailers and suppliers rose to the occasion in 2020 of course. ‘A lot of stores that never did a lot of gardening got into it and that was great,’ says Gary.

‘A lot of those retailers did quite well.

As Gary sees it: the more places that consumers see plants and gardening, the more chances for them to do gardening and spend money in the area.

Last year garden decoration was a big area too. This is often about the instant gratification – where people spend money for instant impact and results.

Different last year was perhaps that people went into the gardening further than they had done before as regards the thought that may have been put into outside spaces.

For example, in creating dining spaces and tackling spaces that could perhaps be used to greater effect.

Like many observers Gary sees that what Covid has done is to accelerate things such as changes that are already going on.

Take grow-your-own, for example. ‘A lot of younger families might not be into gardening in a massive way but want to get kids to understand where food comes from and to experience the satisfaction and the buzz of growing some food.

‘That has been massive,’ notes Gary.

‘It has been accelerated but it is not new however.’

Eating In 2020, people were eating outside more and, whereas before, some would have never thought of making a serious investment in a paved area, for example, Gary notes that a lot of work like that happened last year.

Also, more money gets spent on furniture and other aspects in times like these. Things we have been seeing at the higher end for some years now – for example, in dining and cooking areas.

‘Even at entry level we have seen this,’ says Gary.

‘People are saying: “We want somewhere more comfortable to sit. We are spending more time here”.’

If they are having a physical show it will be one that has been reshaped or re-imagined to take account of developments around the pandemic.

‘It takes a big team and a big investment to make Bloom happen’, says Gary. And clearly all are working hard to realise the next iteration of the event.

Watch this space or contact Bord bia for the latest.

Bloom 21 At the time of speaking to Gary there are a few scenarios for Bloom 21, the preferred being the physical show of course.

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 27

GARDENING TRENDS

In our last issue we looked at what had been trending outdoors-wise when it came to the ‘Room Outside’. We did this through the lens of the sadly, Covid-19-affected, spoga+gafa event, 2020. What we found was an emphasis on sustainability and green themes – along with the continued march of technology in the garden and the move to create safe havens in uncertain times.

Safe havens for unsure times ‘Sustainable Gardens’. This was a key theme for spoga+gafa last year. Or rather, it was to be a key theme.

Sadly Covid-19 made its unwelcome mark here – preventing the show going ahead in 2020 – as it did with many others.

Yet trends and themes had begun to emerge in the run up to the show that were, without doubt, extremely enlightening.

For starters, sustainable products were to be under the spotlight, alongside ‘value-adding ideas for the green industry’.

Special lectures and product shows were the focus of planning here along with theme-specific tours.

Unwind, relax, retreat. The room outside is seen as a place of relaxation, escape, unwinding. This is increasingly so at times of uncertainty as we’ve seen over the past year.

Garden work offers a distraction and also helps people to come to rest. Materials including furniture for the space outside are now being designed with an eye to interior furnishings in this regard.

Comfort, durability, sustainability and aesthetics combine in matching accessories and furniture items.

At the smaller end of the scale, you don’t even have to have a garden to take part in the green revolution.Interior growing continues to increase in popularity.

Be sustainable. This is a huge trend that has been significant for some time now.

For example, that garden furniture, those outdoor carpets or those pots often contain plastic from the oceans and PET bottles.

Wood from sustainably managed forests is frequently used for furniture production.

Gardening naturally. We might say that ‘back to nature’ was the motto in many outdoor areas in the run up to spogo+gafa.

What does it look like?

Havens of plants and shrubs for bees, soils and fertilisers made of regional raw materials ensuring sustainable growth, bio-degradable materials where suitable, new coatings made of organic materials for grills and outdoor kitchens that are free from toxic materials.

The disposable grill made of natural and bio-degradable materials such as bamboo and lava-stone is a nice idea here.

Discover simplicity. Another trend is also characterised by the longing for proximity to nature.

Conscious lifestyles are promoting the

Ergonomics is no longer merely a theme for office work

❜

desire for authentic materials and simple design.

Designers are inspired by organic shapes and colours from the world of nature.

Materials like wood, rattan or bamboo underline connections to the natural environment.

Outdoor kitchens show variety. The manufacturers are also accommodating an increasing desire for diversity. In this way, the equipment of recent times is on a par with that of a small fitted kitchen.

Individual cooking and preparation modules can be individually compiled following the modular principle.

Instead of being limited down to gas or charcoal, different cooking appliances can be installed. And the possibilities are being extended.

The classic stainless-steel look of outdoor kitchens is being enhanced with cladding made of teak

28 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

and textiles as well as worktops made of terrazzo.

BBQ is becoming more versatile. In general, diversity is called for in the BBQ section – also in extremely confined spaces.

Appliances for healthy gardening. Health is high in trend as we might expect. Keeping the 50+ age group in mind, garden work is becoming simpler and safer.

Surveys show that many hobby gardeners belong to the 70-and-over group. Hence garden appliances are becoming more user-friendly and easier to operate.

Starting systems for lawnmowers facilitate the operation, whereas ultra-quiet robotic lawnmowers take care of the work completely.

Ergonomics is no longer merely a theme for office work.

In order to relieve the shoulders and joints, the construction of the handles of the new garden appliances is being improved.

Have you met the

All You Need For Your Garden Drumduffy, Drumkeeran, Co. Leitrim T: 00353 (0)71 96 48008 E: sales@emeraldclover.ie

Farmers Friend Hypo-Chlorite can be used in the dairy ranging from cleaning milk lines, water treatment and even concrete cleaning.

This product is relatively new to the market, only launched in the Autumn of 2018 and has already become a product of choice for stores and end users.

Emerald Clover Ltd., Drumduffy, Drumkeeran, Co Leitrim, N41 T998 T: 00353 (0)71 96 48008

GARDENING’21

Emerald Clover Ltd.

Offering ‘quality cleaning products for outside and inside the home’, Emerald Clover Ltd is a company that prides itself in providing quality products with a reliable and professional backup service to its customers. ‘If it’s not right in the bottle, then it has no place on a customer’s shelf’ – that’s the motto here!

S

pring cleaning comes to mind at this time of year as always. It’s when everyone starts to prepare themselves for the longer evenings and the various jobs around the house.

One company springs to mind offering a full range of chemical products for in and around the home, with a vast array of products, some products tried and tested and some new products with most people being familiar with the Buster brand and Muss Buster, formally Moss Buster the main one that springs to mind.

‘Quality cleaning products for outside and inside the home’. This is a company that prides itself in providing quality products with reliable and professional backup services to customers.

If it’s not right in the bottle, then it has no place on a customer’s shelf: that’s the motto here.

There are a number of brands available as follows – Busters, Farmers Friend, Power Blaster, King Katering, Builders Mate, I Love Birds, I Love Dogs and finally Really Good S**t, a varied range of products that cover the Home & Hardware centre / Builder Merchants

/ Agricultural / Garden centers / Retail / Automotive sectors.

Quality products

The Busters offer a quality range of products that are for internal and external use and these products vary from cleaning Moss on roofs to cleaning Floors in the home Muss Buster also known as 4-in-1 is the flagship product of the Buster range today.

A Fast Action 4-in-1 product, this kills Moss, Algae, Lichen and Red and Green discoloration that is on external walls.

The benefits are as follows: This product can be used on Tarmacadam, Concrete, Footpaths, Kerbs, Tile and Slate roofs, patios, Decking, Greenhouse glass, headstones, PVC, pottery and walls.

Results can be seen in 90 minutes, rainproof in 180 minutes, 12 months long-lasting, no bleach or acids, fully biodegradable, as a

30 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

4-in-1 product promises value for money and gives great results and people are still buying this product today.

Weed & Muss Buster is a product formulated and used for the treatment of unwanted broad leaved weeds and Algae on Tarmacadam, Brick & Patios, Concrete Kerbs and Paths.

This product can also be used around the base of Roses, Shrubs, Hedges and Trees.

Simply dilute the Weed & Muss Buster with water in a garden sprayer or watering can and ensure the weeds and algae are well sprayed – results will be seen in 48 hours.

Lawn Care

There is nothing prettier than a perfect lawn with plenty of colourful plants. This is something to take pride in and to be admired.

We have the products to make your Lawn look like that. Lawn Buster is a new product

GARDENING’21

‘We can blend chemicals for clients that might need something special to remove that stubborn stain.

‘A product has to do what it is supposed to do and if it doesn’t people won’t buy it – it’s that simple.’

‘You can sell any product at the start but that will not continue unless the product delivers.

‘The way our product and Brand sales have grown is proof that the Buster products are of the highest quality.

‘We have a great range of products, priced competitively and all are made in Ireland and that’s the way it will remain.’

that was launched 3 years ago.

Lawn Buster comes in liquid and granular format – the liquid version is packed 1L, 2.5L, 5L, 10L and 25L with Lawn Buster 5L once diluted at 10:1 covering 2,000sq yards.

Lawn Buster is formulated to remove Moss from your Lawn. Lawn Buster can be diluted at 10 : 1, contains Iron which will provide a rich Green lawn and rapidly treats Lawn Moss down to the root.

It will also strengthen your lawn and it will help it maintain its Green colour keeping your lawn Green and Moss free.

Lawn Buster granular is an Organo based Mineral Fertilizer that treats Moss while also feeds your lawn giving your lawn a healthy Green colour that protects your lawn against everyday use.

Lawn Buster granular is a 100% Irish product and comes in 5KG, 10KG, 20KG bags.

The main advantages with this product is it won’t blacken your lawn and there is no need to scarify your lawn once product is applied – if this product comes in contact with your Tarmacadam or Concrete it will not change the surface to red because, unlike some lawn products, it doesn’t contain Sulphate of Iron.

G

s ner’ e d r a

Gardeners Friend is a new brand and it has a few products to its name – all products come in sizes ranging from 1KG – 5KG bags.

The Gardeners Friend range of products consists of Tree & Shrub Fertilizer, Sulphate of Ammonia, Sulphate of Potash, General Purpose Fertilizer and finally, Garden Lime.

Farmers Friend Hypo-Chlorite has several uses ranging from cleaning milk lines in dairies, water treatment and even cleaning Concrete.

This product was launched in the Autumn of 2018 and has become a product of choice for stores and end users.

‘This product has been a massive product for us in Northern Ireland and customers have already started to choose our product over well-established brands.

‘We also have a loyal customer base in the south and this is increasing as people are getting more customised to the product and the Farmers Friend brand.

‘The hardware and Agri. stores have always got behind our products and this is reflected in how our company has grown over the past ten years.

‘The support that we have received from all sectors is what really makes these products a success.

‘This has given, and will give us, more scope to develop new products and grow the company even further.

‘Without their support we wouldn’t be able to bring our products to the end user and we would like to thank these people for all their help to date.’

Other products

The company has added other products to the range including Fungi Buster, Concrete Buster, Stone Buster, Brick Buster, Drain Buster, Floor Buster, Grease Buster, Oil Buster, Glass Buster, not to mention a Tile & Shower Buster, Oven & Grill Buster and Multi-Purpose Buster Marble & Granite Buster and Leather Buster to name just a few.

These products are available in different sizes, ranging from 750ML ready-to-use trigger spray bottles to 25L concentrate packs for dilution.

Farmers Friend products are a range that cover the Agri. sector – products include Hypo-Chlorite also known as Chloris and Red Label, Aluminum Trailer Cleaner, Tractor & Trailer Cleaner, Heavy Duty Degreaser and finally Beaded Hand Cleaners.

Phone 00353 71 96 48008 Email: sales@emeraldclover.ie

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 31

GARDENING’21

Fleetwood Paints revamped woodcare range offering!

Fleetwood Paints have revamped their woodcare range offering for 2021 with Superflex Wood Paint, Fleetwood 10 Year Exterior Woodstain and updated Fleetwood Mould Resistant Decking Oil. Full POS solution There is a full POS solution for all 3 products including real paint chips showcasing the colours on different wood textures as well as selling points for each range on aisle fins, shelf strips and shelf talkers.

The tactile nature of the boards will ensure customers can make informed decisions on purchasing the product which is right for their job.

The exponential rise of DIY in home décor in 2020 was a very much unexpected and welcome occurrence within the sector.

From interior emulsion to exterior masonry, the nation as a whole seemed to turn to painting everything including the kitchen sink!

The permissible weather for the painting season allowed homeowners to spend more time in their garden and beautify their surroundings.

From sheds, fences and pergolas to front doors and garden furniture, there was nothing left without a brush of colour or gloss.

This premium, water-based paint is for all exterior wood, joinery and is ideal for cladding.

The R&D team have developed a

Perfecting The Fleetwood Paints R&D team have spent the last year perfecting an ecofriendly woodcare range for budding garden designers and innovating DIYers.

One to watch in 2021 is the Fleetwood Super-FlexWood Paint with a fully tintable base range.

Super-Flex base system to allow any colour to be mixed into this product, over 30,000 from the Fleetwood tinting system.

This self priming paint will give up to 10 years exterior protection on wood and will resist crackling, peeling and flaking.

Fleetwood Super-Flex Wood Paint is also available in 8 readymix on-trend colours including black and white.

Ideal Fleetwood 10 Year Exterior Woodstain is a specially formulated water-based woodstain that is ideal for decking.

This was designed to provide an exceptional 10-year exterior protection on all exterior hard and softwoods, and to resist flaking, peeling and blistering.

The hardwearing finish enhances the natural beauty of the wood by accentuating the grain. It is available in 6 readymix colours and in 1l and 2.5l cans.

Fleetwood Mould Resistant Decking Oil is a solvent-based oil that will provide year round protection thanks to its hardwearing formulation.

It is used to penetrate into the wood to replace the natural oils and resins lost through weathering.

Nourishing This nourishing and protecting garden decking oil is available in 4 readymix colours including the new Garden Grey.

Contact your local Fleetwood stockist or your local rep for more info on these ranges and to view the available POS solutions for order.

32 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

WOODCARE Full range of bases available so you can tint to any colour from the Feetwood Colour Perfect mixing system

Grey Morning Light

Garden Sage

Heather Bell

Cornflower Blue

Spring Dew

Birch Bark

ALSO AVAILABLE IN 6 READY MIXED COLOURS AND BLACK AND WHITE

SUPER-FLEX

WOOD PAINT TOUGH WATER BASED FORMULA FOR ALL EXTERIOR WOOD, JOINERY, GARDEN FURNITURE & WOOD CLADDING For all exterior wood, joinery and cladding

Up to 10 years protection

Superior performance.

Resists against cracking & peeling

For more information ask your local Fleetwood account manager or call 049-854 7209.

Fleetwood Paints, Virginia, Co. Cavan. Fleetwood.ie

GARDENING’21

Where ATG gloves differ!

A simple philosophy at heart…comfort, performance & cleanliness How often have you heard gardeners say they don’t like to wear gloves when working in the garden and in particular when planting, as they like to feel the soil?

With a lot of gloves, this is completely understandable. They tend to be bulky and cumbersome, with little dexterity and very little tactile sensitivity.

Kind to the planet

If that wasn’t bad enough, they are often made using compounds and coatings that are not only harmful

to the skin, but made in a way that isn’t kind to the planet either.

That is where ATG gloves differ. Made with a simple philosophy at heart…Comfort, Performance & Cleanliness, they offer the wearer the protection they need, but in a glove that is kinder to the skin and the environment.

At ATG they understand that the primary concern of any glove wearer is comfort.

The hand is made up of over 3,000 individual touch receptors and while a traditional cut and

CWP Canopies, affordable and creative solutions for everyone A message from CWP ‘The best way to maximise the empty space in your yard or garden centre is to cover it with a CWP canopy.

‘The canopies go up quickly and can then be finished out with side walls, temporary or permanent.

Specialise

Approved

‘We specialise in bespoke designs for any size area. During this time of lockdown, you can email in pictures of your space with rough measurements. Colm is happy to have a chat about your plans and offer suggestions and advice.

‘We are able to offer a 3D model of what a canopy could look like in the empty space.

‘The steel structural components are CE approved to EN1090-1:2009+A1:2011 and the roof coverings are flame retardant covers.

‘CWP Canopies – affordable and creative solutions for everyone. We want to provide you with the best solutions!’

Contact us on 046 9546007.

34 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

sewn glove will offer protection to the hand, it will just inhibit its ability to move and feel what is being held.

The lack of dexterity will also mean that more force needs to be applied to hold common garden tools, increasing fatigue and strain on the hand.

ATG gloves use the latest in seamless knitting and dipping technology to deliver a second skin feel, while the super thin coating offers more grip with less force exerted, while still being extremely durable.

All ATG gloves are washed prior to packing in water that is rain harvested and treated in their own water recycling facility, meaning that their gloves truly are fresh from the pack.

They are then independently certified as skin friendly by the Skin Health Alliance, and are the only gloves for gardening to have this accreditation.

ATG gloves can all be washed between uses and are certified to retain their mechanical protection properties, meaning they last longer and need replacing less often.

Taking great care

ATG take great care in ensuring their gloves are not only kind to the skin, but gentle on the environment as well.

With a number of styles available for a variety of uses around the home and garden, ATG Gloves are available from all leading garden centres, hardware and DIY stores nationwide.

CWP LTD

CONTACT US Kilmurray, Trim, Co. Meath, C15 X7VW +353 (0)46 9546007 info@cwp.ie www.CWP.ie

Turning Empty Spaces into Retail Spaces

TECHNOLOGY LEADERS FROM FOREST TO BUILD PROUD SPONSORS OF

Ballygar Office, Co. Galway, Ireland.

T: +353 (0) 90 662 4000 E: sales@mtg.ie

Ballon Office, Co. Carlow, Ireland.

T: +353 (0) 59 915 9178 E: sales@mtg.ie

visit mtg.ie

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 35

GARDENING’21

Pics from MERCER AGENCIES

Style in the garden

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 37

PROFILE: JMBL

Looking to the future, cherishing the past at Joseph Murphy (Ballina) Ltd! With a long and proud history, Joseph Murphy, (Ballina) Ltd. holds traditional values close whilst looking confidently to the future. Recent years have seen major developments at what is still, essentially, a family business.

These go right across the board and include a new software system to improve effectiveness and efficiency, changes in management and the growth of the company’s own ‘Moy’ brand

When you’ve been around as a company for over a century it’s probably safe to say that you have been doing a lot of things well.

In the case of Joseph Murphy, Ballina, such longevity also points to an ability to move with the times, to be open to change and yet, to remain loyal to certain values that customers have come to rely on Mr. Joe Murphy founded Joseph Murphy Wholesale in 1916. It started out as a family business in a small premises on Lord Edward Street in the town.

From its base there it served North and West Connacht with a supply of Domestic Hardware, Ironmongery and Groceries.

The business ethos was to supply quality products at competitive prices to its customers.

And some things never change.

Expand

The business continued to expand steadily and in the 1950s the company opened a Hardware Wholesalers division.

In the 1970’s, under the second generation of Murphy family ownership, it expanded its territory and product lines and added more representatives to its sales team, setting up its own distribution service.

Over twenty years ago there was a management buyout from the Murphy family with Sean Lavelle coming on board and being the majority shareholder.

Shortly afterwards the new shareholders invested in a new property. The company today operates out of a 40,000 sq ft purpose-built warehouse and employs over thirty staff.

Joseph Murphy (Ballina) is run today as a family business with two of the Lavelle family

being part of the management team and the family ethos runs right through the organisation.

Says MD, Lorraine Burnell: ‘We actually take pride in the fact that the entire team is like a family. We are always there to support each other – every step of the way.

‘It doesn’t matter what department any one works in – we are all key players in the business.’

This family ethos clearly feeds into the relationships with suppliers and customers. It is no doubt still a large part of the company’s success.

Restructure

The last couple of years have been busy ones at Joseph Murphy. ‘We have had a massive restructure,’ says Lorraine.

‘Firstly, a lot of long-standing members of staff retired in 2018 and 2019 and the business hired new staff members to take over the running of the various departments.

‘In 2019 / 2020 we restructured the management team and their supporting staff.’

Lorraine Burnell is of course talking partly about herself here. She joined as managing director in July 2019, with a strong sense of vision and a strategic plan to move to the next level.

An accountant by trade and a qualified ISO 9001 auditor with a strong past record of restructuring companies, Lorraine brought a wealth of experience with her.

She also brought a vision and drive to turn JMBL into the biggest hardware wholesaler in Ireland and certainly hit the ground running.

Clearly a people person and natural team

38 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

leader, Lorraine’s vision was clearly holistic.

She made a point of working in each area of the company to grasp, at firsthand, the challenges from the ground up. It has clearly paid off in terms of her understanding of the business.

Team

Lorraine has a team of 5 managers. There is Kenneth Lavelle, head of purchasing, who has been in the business for five years and is the son of Sean Lavelle.

Kenneth ran the warehouse for four of those years and is now running the purchasing department where he has completely changed things around with regards to purchasing and importing goods from overseas.

Tracy Lagan is head of finance and joined the business in August 2019 as finance manager.

Tracy has brought her experience of cost accounting to the business.

James Horan is head of operations and is in the business for 3 years now. He has managed the sales reps for one year.

James has streamlined all of the warehouse processes to ensure that they get the goods out to the customers in the most cost-effective manner, ensuring customer satisfaction.

Michael Murphy is the office sales manager; he has been in the business over twenty years.

Michael brings a wealth of knowledge on the customers and the products they sell. He ensures his team’s growing engagement with the customers.

Niall Brennan is business development manager and joined the business in February 2020.

The focus for 2020 was to engage with the

PROFILE: JMBL

groups and grow customer numbers to ensure they gained more buying power to get the best price for stock.

Lorraine agrees that being a family business is clearly a factor that shapes the company.

‘We also have family members in the business – fathers and sons working here, brothers and sisters, cousins etc.,’ she adds.

‘We are always there to pick each other up and support each other.’

Lucky ‘I always comment how lucky I am that I come to work every day and work with my best friends,’ says Lorraine. ‘I honestly mean that; I have found friends for life in this role as MD. ‘I also love to hear the stories from the longterm members of staff – of the changes that they have seen in JMBL. ‘Many of them have commented on how it feels that JMBL has had a new lease of life in the past two years.’

This sort of inclusive and positive atmosphere cannot help but be communicated to the customers and it seems that is indeed the case here with Joseph Murphy (Ballina).

‘Suppliers play a massive part in our business’, says Lorraine.

‘We sell a lot of third party brands and in doing so we need to believe in their brand.

Partnership ‘We always comment to our suppliers that we are a partnership in business as we want to grow the sales in their brand to help us support our sales growth – we want to be the market leader, to have these key products that

everyone is looking for.

‘I always say the same to our customers: without our customers we are nothing, we see them as partners in business also.’

‘I am a massive believer that fast moving, powerful, profitable companies work better together. I encourage and educate my team to be effective team members and to work with the customer and the suppliers.

‘Not only does the company win – but so too does every individual in the organization. Our team knows that it’s important to remember that givers gain.

‘We help every member of the team every way we can and cooperation is always more powerful than competition.’

What about the range of products?

Today Joseph Murphy (Ballina) Ltd. supplies a vast range of Agricultural, Gardening, Household, Electrical, DIY, Paints and Building Products throughout Ireland, explains Lorraine.

‘We have over 700 active customers and we hold extensive stock levels.

‘Our aim is to grow our own brands in the coming years.’

‘We have our brands of hardware, fencing, wheelbarrows, and fireside (our brand names are Moy Hardware and Blacksod).

‘We brought out the Moy brand just over 10 years ago. We have grown our range massively over the years and for 2021 /2022 you will see that we are adding a massive amount to this range – so watch this space!

‘We are 100% focused on offering top quality products at the most competitive prices in the marketplace – in addition to maintaining excellent levels of stock availability and unbeatable service.

‘Due to our extensive nationwide customer network we will always be in a position to nominate a stockist in a customer’s local area.’

Warehouse

‘The Company operates out of a 40,000sq ft purpose-built warehouse. ‘We are situated on five and half acres of land and we have 6,500 products lines that we carry at all times,’ says Lorraine.

‘Also, we are right beside the main routes just outside Ballina and next to the train station.’

The company will be going live with a new website, new ecommerce platform and internal software in March 2021 ‘We are implementing the new software system to improve our effectiveness and efficiency in the processing of orders for our customers, manage our stocking levels and productivity to ensure that we get orders out as soon as possible’, says Lorraine.

‘The new ecommerce platform will provide a new online portal for the customer to place their orders. More information will be communicated before we go live.’

Meanwhile, when it comes to sourcing the team has not let Covid get in the way. ‘We have held Zoom calls to keep in touch with

upcoming new suppliers but when it’s safe to do so we will be travelling to get the best products once again.’

Walk the walk

As Lorraine talks you can tell this is someone who ‘walks the walk’. She is clearly enjoying her time here immensely and very excited for the future at the company.

‘This is an exciting role for me’, she freely admits. ‘I worked in the UK for twelve years prior to this and I knew that the experience and challenges that I dealt with there would stand to me.

‘I am very hands-on and when I started I could see the potential the business has – and all the dreams and aspirations that we had set in our business plan this year have come to life.’

Of course Covid came along in the meantime, but, typical of Lorraine, she has seen the big picture whilst remaining hands-on in steering the ship.

‘When the first lockdown was announced we found ourselves being in the same situation as many companies out there.

‘We lost half of our workforce overnight and as a management team we found ourselves covering many roles in the business. That meant long days, weekends, no holidays, but you know, I have to be honest – it was the most stressful time we have ever had in our working careers but it was the MOST rewarding.

‘The feeling of team camaraderie was immense; there was a great spirit throughout the whole business and we supported each other every step of the way as usual.

Opportunity

‘It was a great opportunity for the management team to get under the hood of their departments and streamline every process that was in place.

‘We did not and will not let Covid get in our way.

‘Of course, as I come from the ISO background, I had a strong Covid policy put in place asap to ensure that the staff felt comfortable coming to work and knew that the business was going to do everything possible to protect them and their families.

‘Myself and my management team rolled up our sleeves put on our grafting boots and got on with the situation at hand.

‘We never allowed Covid get in our way. We had dreams and aspirations that we wanted to accomplish and we did it.

‘We never stopped on the key projects that we had set ourselves.’

Future

True to form, Lorraine is looking forward with confidence. ‘My plan for 2020 included going out to meet our wonderful customers, but the onset of Covid-19 prevented me from doing this,’ she says.

‘I can assure you that I will be on the road as soon as it is safe to do so and look forward to meeting all of my customers and their teams to build on the working relationship we have.’

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 39

Adhesives & Sealants

Sealing made easy, UniBond launches its new sealant range!

UniBond is restructuring its assortment of sealants to better suit the needs of consumers.

‘Taking a new approach that focuses on specific consumer groups, we are making things easier’, we are told.

‘With the launch of the Easy Sealing range for light sealants users, it marks the beginning of a sealant revolution.

‘There’s a wide range of experience when it comes to people’s familiarity with sealants.

‘We wanted to devise ranges of products that are applicable regardless of a person’s experience, so that anyone can use our sealants.’

Seal your bathrooms & kitchens the easy way with UniBond Bath&Kitchen Sealant This multi-purpose sealant loves wet and humid environments such as bathrooms and kitchens.

40 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

It’s ready to form an impenetrable moisture barrier around baths, basins, showers, toilets, sinks, worktops and tiled surfaces.

With a unique technology specially designed to make sealing easy, UniBond Bath&Kitchen Sealant sticks where you want it, smoothes easily, cures fast, and has virtually no odour.

A great result is so easy, you’ll feel like a professional!

Once in place, UniBond Bath&Kitchen

Adhesives & Sealants

Sealant shows mould the door, with a mould-resistant formula that stops unsightly build-up and makes sealed joints easy to keep clean.

As easy as it is, you don’t want to have to seal again any time soon – UniBond Bath&Kitchen Sealant is durable and long-lasting, so you can relax and enjoy a beautiful result for years to come.

Make ugly cracks and gaps disappear, for a home you can feel proud of – with UniBond Indoor Fill&Repair Sealant This durable gap filler and wood sealant transforms the look of wood, skirting boards, coving, dado rails, window and door frames in minutes.

With a formula that makes sealing easy, UniBond Indoor Fill&Repair Sealant sticks where you want it, smoothes easily, cures fast and is ready to paint and match in 1 hour.

The perfect finish is so easy to achieve, you’ll be looking for gaps to fill and paint!

With all the gaps and cracks filled and painted, UniBond Indoor Fill&Repair Sealant makes your home feel finished and ready to show off.

As easy as it is, you don’t want to have to seal again any time soon. UniBond Indoor Fill&Repair Sealant is durable and long-lasting, so you can relax and enjoy a beautiful result for years to come.

Keep harsh weather outside and relax in comfort inside – with UniBond Outdoor Fill&Repair Sealant This all weather, all conditions sealant gets going when the going gets tough. In minutes, it fills gaps and cracks on facades and terraces, and around windows and doors to keep the weather outside.

With a unique technology that makes sealing easy, UniBond Outdoor Fill&Repair Sealant sticks to a variety of surfaces, even when it’s wet or cold, it smoothes easily, and cures fast.

It can even be painted for an impressive, tidy finish.

You’ll feel like you’ve been sealing like a pro for years!

With the new seals in place, UniBond Outdoor Fill&Repair Sealant keeps your home cosy, dry and draught-free with its super-adhesive, elastic formula.

As easy as it is, you don’t want to have to seal again any time soon. UniBond Outdoor Fill&Repair Sealant is durable and long-lasting.

So you can relax and enjoy a beautiful result for years to come.

‘Be the retailer to continue to empower people across the country to take on that DIY task!’

‘Why is it better?’

This innovative new range from a market leader will recruit even more users into the category, allowing the category to grow in value and volume, says UniBond.

‘UniBond allows you to empower yourself! Even if you have never sealed before, get those imperfections out of your way easily and achieve a perfect finish on your own.

‘Because nothing feels as good as a job well done to polish the look of your home.’

Easy to Apply – Sealing your bathrooms and kitchens is easy. UniBond Bath & Kitchen Sealant uses Easy Pulse compressed air technology – no gun required – it goes on easily, sticks fast and smoothes easily, with less mess, less odour and a result to be proud of!

Mould Resistant – Mould is an unwelcome guest in your home. Show it the door with the lasting, mould resistant formula of UniBond Bath & Kitchen Sealant.

Super Durable – UniBond Bath & Kitchen Sealant lasts for years – and its superstretchy formula allows it to form perfect, lasting seals around tight curves and long straight runs.

The easy choice for damp rooms!

Why should a retailer stock this?

‘With the launch of the Easy Sealing range, we will make it easier for those who lack the knowhow with sealants to channel their DIY spirit and overcome the challenges that are associated with sealants in general’, is the message.

‘The goal was to make the decision-making process throughout the consumer journey easier for consumers.

‘With clear and colourful packaging, these sealants are distinguishable when browsing for a sealant online or in-store.

‘This is an easy solution for beginners as they’re simple to use, with a welcoming appearance.

‘The packaging was designed to give the most vital information but in a format that’s easy to understand. There are lively illustra-

tions on the back showing how easy it is to use the sealant.

‘With only three products that are vibrant, engaging, playful, the sealant consumer experience is being simplified.

Grow ‘We have seen the DIY market grow and COVID-19 has meant more consumers are taking on DIY tasks in their homes and are growing in confidence.

‘Be the retailer to continue to empower people across the country to take on that DIY task!’

‘We will recruit new consumers into the category and inspire people to DIY!’

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 41

WATERTIGHT. ALL WHITE. Gorilla Waterproof Patch & Seal tape was such a big hit with customers that we couldn’t leave it there. So we’re now launching something unique to the category, NEW Gorilla Waterproof Patch & Seal White.

Just like our best-selling original, this new sealing tape can be flexed and stretched to cover holes, cracks and gaps. It’s ideal for: • Roofing & Gutters • Caravans & Trailers • Conservatories

• Drain Pipes • Windows • And more!

Because not every pipe that springs a leak is black, neither is this new version of Waterproof Patch & Seal.

Available from Feb in 3pc packs.

Stops Leaks Instantly

Sticks Underwater

Airtight

ORDER YOURS TODAY

+44 (0)1257 241319 eusales@gorillaglue.com gorillaglue.com

NEW

Adhesives & Sealants

Gorilla brought a brand-new sealing tape to the market, 18 months ago – Gorilla Waterproof Patch & Seal.

Different

This tape was different – it could be patched over holes, cracks, gaps and tears. It could be flexed and stretched to seal all kinds of surfaces. It could even be used underwater.

As a result, Gorilla Waterproof Patch & Seal proved to be a massive sales hit.

After all this was a permanent repair tape that could stop a leak instantly. Whether on guttering, drainage pipes or an inflatable paddling pool.

The versatility, performance and sales were why Gorilla decided to take this black sealing tape – the second-best seller in the repair tapes market (after Gorilla Tape Crystal Clear) – and launch something totally unique to the category: new Gorilla Waterproof Patch & Seal White.

Gorilla launches new waterproof Patch & Seal White

New

This new all-white tape is ideal for sealing things like white pipes under kitchen sinks, white guttering on caravans and white downpipes on conservatories.

And like the original black, Gorilla Waterproof Patch & Seal White is just as effective.

That means it’s been developed with an extra strong, extra thick adhesive layer that helps conform to surfaces, sealing out water, air and moisture.

The rubberised outer layer is UV-resistant and can be applied in hot, cold, wet and dry conditions.

You can mould and shape to fit rough and uneven surfaces. Flex and stretch it to cover cracks, gaps and tears.

Waterproof

Of course, the main feature of Gorilla Waterproof Patch & Seal White is that it’s 100% waterproof – you can stick it underwater.

Just think. Cracked guttering can be sealed as rainwater flows over it. Torn pool lining can be patched up despite being full of gallons of water.

And once bonded, it stays that way.

Gorilla Waterproof Patch & Seal White provides a reassuring repair. No leaks, no water, no fuss.

The bottom line is that this tape is not just good for DIY, it’s also good for retailer sales. Because leaks don’t care what colour a tape is.

But, when it comes to something that blends in and won’t stick out as an eyesore, customers really do.

Available

Available from February 2021 – shop-owners could do a lot worse than stocking up.

Gorilla Waterproof Patch & Seal White.

It stops leaks. It’s all white. It’s brilliant.

For more information, email eusales@ gorillaglue.com or call 0044 1257 241 319.

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 43

Future Proofing Home Heating & Protecting the Environment

Firebird has been delivering world class products and training for the past 40 years, while setting new standards in quality, sustainability & innovation.

We guarantee a stress free installation process and a backup service you can really trust – great for the installer and the customer!

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t: +353 (0)26 45253 | e: info@firebird.ie | www.firebird.ie

Product News Cantilever storage for panels and solid timber - 4PLUS: Racking used for improved safety and capacity 4PLUS Bouwmaterialen B.V., a purchasing organisation for building materials, has more than doubled the capacity of its central warehouse in Born, in the Netherlands, by installing OHRA cantilever racks.

Whereas previously the long goods were stored by block stacking on the warehouse floor, the 8,470mm racks now enable the warehouse space to be fully utilised up to a height of around 10 metres.

Not only does this provide more storage space, it also greatly simplifies the whole handling process of materials.

The different materials can be stored in a segregated manner, and the desired item directly accessed.

This significantly simplifies and accelerates the handling of materials, minimises the risk of damage to them, and improves employee safety.

Firebird setting new standards in sustainability For over forty years Firebird, headquartered in the Gaeltacht in Baile Mhic Íre, Co. Cork, has been a global market leader in designing and manufacturing high performance solutions for the home heating market, with a worldwide customer base.

With a clear focus on renewables and sustainability, Firebird has invested heavily in developing products with increased fuel efficiency, reduced emissions and products that use more renewable and sustainable fuel sources.

Firebird manufactures the most efficient oil boiler on the market at 97.5% efficiency and NOx emissions as low as 60mg/kWhr, which is half the EU limits.

These fossil fuel free ready boilers ensure the use of very little fuel, are kinder to the environment and to customers’ pockets.

Another leader Another market leader is their range of Firebird Enviroair Air Source Heat Pumps, which are NZEB (Nearly Zero Energy Building) compliant, with a low running cost PCB controller and high-tech intelligent heating controls, as well as a wide range of supporting products and solar solutions.

With a clear focus on future proofing home heating, Firebird is also working to find a solution to the over reliance on fossil fuels, particularly in rural areas.

One such solution would be the introduction of HVO (Hydrotreated Vegetable Oils) to the Irish home heating market.

HVO fuel is fossil free, reduces greenhouse emissions by over 90%, is sustainable and

renewable and a drop-in replacement to current fossil fuels.

There are no significant expensive up-front capital costs, just the introduction of the Firebird HVO burner to the boiler and it can be implemented almost immediately.

Immediately According to Mark Doyle, General Manager of Firebird, ‘HVO can work with any liquid fuel boiler and, if used in homes, can potentially make these homes almost carbon neutral immediately.’

Firebird has firsthand experience with HVO as they use the fuel to power their plants in Plymouth and Newry and recently introduced it into their plant in Cork.

Firebird has already completed successful case studies using HVO for home heating in homes in the Republic of Ireland, Northern Ireland and the UK. These studies saw HVO fossil free fuel achieve a 90% reduction in greenhouse gases, 95% efficiency, 100% sustainability.

No capital costs were incurred and there was no requirement for new boilers or tanks.

About 4PLUS B.V. 4PLUS is an association of 65 independent contractors with almost 90 branches all over the Netherlands.

The 4PLUS companies stock a wide range of building materials, from shell construction materials such as insulation material, bricks, roof tiles and wood, to indoor tiles, kitchens and a full range of iron and metal materials and tools. Procurement, automation and logistics are controlled centrally from Born in the Netherlands. 4PLUS has had its headquarters in Born since 2006.

About OHRA: The success story of OHRA Regalanlagen GmbH officially begins in 1979: Ottokar Hölscher founded a company for the production and sale of racking systems.

Thanks in particular to the innovative cantilever racks, the German company was able to quickly establish itself on the market: In contrast to the competition, the arms of the cantilever racks are simply clipped into the punched upright profiles – thanks to this patented solution, the cantilever arms can be adjusted at any time without tools.

Cantilever arm and pallet racks from OHRA are characterised by their particularly high load-bearing capacity, robustness and durability.

The portfolio ranges from simple shelving solutions to complete racking to complex, fully automatic storage and picking systems.

With customised logistics solutions, OHRA has established itself in a wide variety of industries and now has its own sales offices in 13 countries. In 2019, the European market leader for cantilever racks celebrated its 40th anniversary.

For further information: OHRA Regalanlagen GmbH, Marketing Department, Alfred-Nobel-Straße 24-44, D-50169 Kerpen Phone: + 49 2237/64-0 Fax: + 49 2237/64152 Email: info@ohra.co.uk b2binfo@toolbank.com or ring 0044 1322 321460

Innovative This innovative approach to problem solving is just one of the reasons why Firebird is a market leader in home heating; always adapting, always developing practical world class solutions with a mission to set new standards of sustainability for the home heating market.

To learn more about Firebird home heating solutions visit www.firebird.ie HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 45

think outside the box!

EASY TO INSTALL AND COMPACT PLUG AND PLAY SYSTEM. Equipped with a frequency converter, a pressure transducer, a non-return valve and an integrated pressure vessel, IE4 efficiency class.

Equipped with a programmable software and, thanks to the analogic pressure sensor, the product allows to set the re-start pressure.

An ideal solution which allows to reduce or remove the need of an expansion.

NEW BOOSTER PUMPS FROM CALPEDA PUMPS IE4

• IE4 high efficiency asynchronous single- phase motor • capacitor not stressed in voltage • uniform and lower motor

temperature • motor power control • programmable re-start pressure • no hydraulic losses due to the measuring devices • voltage and current control • monitoring of maximum starting current • elimination of water hammer

water passion...

www.calpeda.com

For further information please contact: Calpeda Pumps (Ireland) Ltd. Unit 5, Old Quarry Campus, Blanchardstown, D15 Y4EK Tel: 00-353-1-8612200 Fax: 00-353-1-8612203 E-mail: info@calpedaireland.com

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Product News: PUMPS water passion...

PUMPS

IE4

water passion...

IE4

Latest product offering from Calpeda further enhances LATEST PRODUCT OFFERING FROM CALPEDA FURTHER ENHANCES E-IDOS RANGE range of pumping solutions...

OF E-IDOS PUMPING SOLUTIONS...

Calpeda Mèta Calpedalaunches launches Mèta

LATEST PRODUCT OFFERING FROM CALPEDA FURTHER ENHANCES E-IDOS RANGE OF PUMPING SOLUTIONS...

FFCalpeda launches Mèta F or more than 20 years, Calpeda or built moreathan 20 years,for Calpeda has has reputation delivering built a reputation for delivering highhigh-quality pumping solutions pumpingon solutions can that canquality be depended to meetthat a wide be depended on to meet a wide range of range oforprojects and20 applications. more than years, Calpeda projects and applications.

The company offers a full range of pumps has built a reputation for delivering company offers a domestic, full range of that The arehigh-quality able to cater for pumping solutions

pumps that are able to cater for domestic,

commercial, and that can beindustrial depended on specialist to meet a wide commercial, industrial and specialist applications, all complimented by range of projects and applications.

applications, all complimented by

Calpeda’s engineering-led to The company offers a fullapproach range of pumps Calpeda’s engineering-led approach to product development a team of that are able to cater and for domestic, product development and a team of commercial, industrial and specialist in-house and in-housespecialists specialistsoffering offeringadvice advice and applications, all complimented bythe technical support at every step of technical support at every step of the Calpeda’s engineering-led approach to project. project. andgiant, a team of Asproduct part of development the Italian pump Capleda As part of the Italian pump giant, in-house specialists offering advice and SPA, Calpeda Pumps (Ireland) Ltd is Capleda SPA, Calpeda Pumps (Ireland) Ltd technical support at every step ofnew the committed to constantly creating is committed to constantly creating new project. and innovative to and innovativeproducts productsand and systems systems to As part of the Italian pump needs. giant, Capleda meet meetever everchanging changingmarket market SPA, Calpeda Pumps (Ireland) Ltd is committed to constantly creating new MÈTA WATER BOOSTER SET Mèta WATER BOOSTER SET and innovative products and systems to The Mèta Water Booster Setisisthe thelatest The Mèta Water Booster Set meet ever changing market needs. latest innovative product offering from innovative product offering from Calpeda’s Calpeda’s e-idos range,a offering e-idos range, offering compactaplugMÈTA WATER BOOSTER SET compact thatuse is on and-playplug-and-play solution that issolution perfect for The Mèta Water Booster Set is the domestic, irrigation and civilirrigation projects. and perfect for use on domestic, latest innovative product offering from civil The projects.

Mètae-idos Waterrange, Booster Set measures Calpeda’s offering a just 146mm by 420mm by 235mm and is The Mèta Water Booster Set measures compact plug-and-play solution that is perfect for use on domestic, irrigation and civil projects. www.plumbingmag.com US ON: The Mèta Water BoosterFOLLOW Set measures

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just 146mm by 420mm by 235mm and is equipped with a a equipped withaafrequency frequencyconverter, converter, pressure transducer, a non-return valve, pressure transducer, a non-return valve, and an an integrated and integratedpressure pressurevessel. vessel.

Designed with installers mind,the the Designed with installersbyinin mind, just 146mm by 420mm 235mm andMèta is Mèta is easy to install, energy efficient is easy to with install, energy efficient (IE4a equipped a frequency converter, (IE4 efficiency class) simple service efficiency class) andand to to service pressure transducer, asimple non-return valve,

thanks thanks to aa programmable programmable userinterface. interface. and an to integrated pressureuser vessel.

Designed with installers in mind, the Mèta CALPEDA’S WATER MètaMÈTA waterbooster set(IE4 is isCalpeda’s easy to install, energy efficient Set is just theto latest product BOOSTER just the latest product in the company’s efficiency class) and simple service thanks to a programmable user interface. leading e-idos range whiche-idos includes: in the company’s leading range which includes:

CALPEDA’S MÈTA WATER E-MPS BOOSTER Set is just thesubmersible latest product E-MPS The E-MPS is a multi-stage in the company’s leading e-idos range The E-MPS is s multi-stage submersible clean water pump with integrated which includes: clean water pump with integrated control that features a high efficiency

asynchronous single-phase and control that features a highmotor efficiency E-MPS has applications for water supply from asynchronous single-phase motor and The E-MPS multi-stage wells, tanksisorsreservoirs; forsubmersible gardenfrom has applications for water supply clean water pump withwater integrated use, irrigation and rain wells, tanks or reservoirs; forharvesting garden control that a high efficiency systems andfeatures other and use, irrigation and domestic, rain watercivil harvesting asynchronous single-phase motor and industrial applications. systems and other domestic, civil and has applications for water supply from industrial applications. wells, tanks or reservoirs; for garden E-MXA use, irrigation and rain water harvesting E-MXA A pressurised system with integrated systems and other domestic, civil and A pressurised system with is integrated pressure control, the E-MXA a multi-stage industrial applications. self-priming pumpthe thatE-MXA includes pressure control, is a multi-

stage self-priming pump that includes

pressure transducer, non-return a pressure transducer, non-return valve, controlled starting current andand valve, controlled starting current temperature. temperature. stage self-priming pump that includes

E-MXPtransducer, non-return aE-MXP pressure The controlled E-MXP multi-stage pump and is a valve, starting current The E-MXP multi-stage pump is a

pressured system with integrated temperature. pressured system with integrated pressure pressure control and equipped with the

control and equipped with the e-idos programmable software. Thanks to the the analogic pressurepump sensor, The E-MXP multi-stage is athe product analogic pressure sensor, the product pressured system with allows the user to setintegrated the re-start pressure allows the user toand setequipped the re-start pressure pressure control with the of an and can reduce or remove the need and can reduce or remove the need of an e-idos programmable software. Thanks to expansion tank. expansion tank. the analogic pressure sensor, the product e-idos programmable software. Thanks to E-MXP

allows the user to set the re-start pressure E-NGX and can or remove the need of an The E-NGX self-priming pump E-NGX reduce expansion tank. incorporates the brand new asynchronous

The E-NGX self-priming pump incorporates single-phase motor from the e-idos the brand new asynchronous single-phase E-NGX product and is equipped with motor fromrange the e-idos product range and The E-NGX self-priming pump a pressure transducer, non-return is equipped with a pressure incorporates the brand new transducer, asynchronous valve, controlled starting starting current and non-return valve, controlled single-phase motor from the e-idos temperature. current and temperature. product range and is equipped with

a pressure transducer, non-return For more more information For informationon onCalpeda Calpeda Pumps valve, controlled starting current and Pumps visit ie.calpeda.com, visit ie.calpeda.com, temperature. call 00353 (0)1(0)1 8612200 call 00353 8612200 or

oremail email info@calpedaireland.com info@calpedaireland.com For more information on Calpeda Pumps

E-MXA

visit ie.calpeda.com, HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 47 call 00353 (0)1 8612200 or A pressurised system with integrated PLUMBING & HEATING MAGAZINE | 59 email info@calpedaireland.com pressure control, the E-MXA is a multi-

PLUMBING & HEATING MAGAZINE | 59

Product News: BATHROOMS Bathroom Upgrades: Ideal Standard shaping the future of modern living, together Together for Better. For over 100 years, Ideal Standard has been focused on one single mission: to make life better for our customers.

We do this by bringing emotional meaning to functional perfection through considered design, always innovating to anticipate the demands and aspirations of modern living.

Staying true to our vision of shaping the future of modern living, we see ourselves as part of the universe of urban development,

building architecture and bathroom design.

In close collaboration with architects, designers, urban planners and research partners we develop solutions as part of architecture in its entirety.

We proudly bring our knowledge, skills and experience to create together, inspire each other and develop not just for today but for tomorrow.

Together we positively impact the future of modern living.

STUDIO ECHO

EVOLUTION OF A CLASSIC Simple, understated and elegant. Three decades after the launch of the original Studio range, Studio Echo is destined to become another design classic. Find out more at www.idealspec.co.uk

48 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

Product News Stafford, fully stocked and ready!

Stafford are fully stocked and ready for 2021 we are told. ‘The year 2020 was one of the most challenging years in decades – both in the Business sector and also in Personal ways – for all of us.

Positivity

‘As we begin 2021 we are all hoping soon it will bring positivity and certainty to the years ahead. As a local and long established 100% Irish owned business we have worked hard in the last 12 months to make our business Brexit ready.

‘The Stafford Company have the largest stockholding ever at the start of a year, and we are ready to fulfil our customers’ needs for the coming season and beyond.

‘We are excited about the many new launches for both Protool and AC Brooklyn, that are

planned for 2021. ’Online sales through our website, Stafford.ie have continued to grow and exceeded expectations and we see this trend continuing in 2021 and beyond.

‘Our friendly sales staff are always available to offer support for both existing and new customers.

‘Sign up to our newsletter now to get all the up-to-date information on new products, promotions and seasonal offers!

‘We would like to wish all our customers and friends in the trade a very Happy New Year.’

for the coming season and beyond.

We are excited about the many new launches for both Protool and AC Brooklyn, that are planned for 2021.

Online sales through our

website, Stafford.ie have Stafford are fully stocked and continued to grow and ready for 2021. exceeded expectations, we

see this trend continuing in 2020 was one of the most 2021 and beyond. challenging year in decades Ͳ both in the Business sector Our friendly sales staff are and also Personal for all of us. always available to offer

support For both existing and We are all hoping 2021 will new customers. bring positivity and certainty to the years ahead.

Sign up to our newsletter

now to get all the upͲtoͲdate As a local and long information on new products, established 100% Irish owned promotions and seasonal business we have worked offers! hard in the last 12 months to make our business Brexit We would like to wish all our ready. We have the largest customers and friends in the stockholding ever at the start trade a very Happy New Year. of a year, and we are ready to fulfil our customers' needs

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 49

The rise of ‘fast gardening’…

A trend to be ignored or a retail opportunity?

50 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

THE ROOM OUTSIDE

The addition of the word ‘fast’ can add considerable new emphasis and meaning to a word.

Take fast food, fast fashion and now, fast gardening, a term coined by Liam Kelly to describe aspects of what has been happening in this sector of late. So, what are the pros and cons and how should we respond?

First came ‘Fast Food’, which was typified by the fast service of the food itself and the fast consumption of same by busy people.

The definition is somewhat different now.

Where it may be still served quite quickly, it is now more often eaten at a leisurely pace, either in a restaurant itself or quite often, at home.

And it has obviously become more prevalent in recent times, perhaps as a source of comfort or a little variety for those stuck indoors.

Next came ‘Fast Fashion’, a term that was coined as a criticism of how the consumer had an unsatiable thirst for cheap new clothing that is soon discarded – and how this is being fed by the retailers who provided these clothes, and so on down the chain to the manufacturers.

This in turn raises huge ecological and ethical issues that are beyond my scope and level of expertise to comment on.

But it did make me coin a somewhat clunky phrase for what is happening in horticultural retail recently – ‘Fast Gardening’.

Gratification If we look to define its meaning, then ‘Fast Gardening’ is the modern consumer’s need for instant gratification where garden products are concerned.

Instead of the slow process of working with the seasons and the patience that ‘old-fashioned’ gardening required – an enjoyable process for many – these customers want and need everything to be in flower, in fruit, ready planted or ready mixed.

As much as many gardeners might be appalled by the idea, those in retail gardening must admit that this issue exists and needs to be addressed in one way or another.

The most obvious reaction for many who see themselves as true gardeners as well as retailers is to deny it, ignore it and not to pander to it.

But it is not going to go away.

How growing bedding is rewarding and economical How concentrated garden controls are much better value than pre-mixed ready-touse products And a host of other good reasons to return to traditional gardening.

But here I am not going to do that.

Instead, I think garden centres need to be cold-minded retailers and look at how they can better serve this new breed of customer, whether we agree with their sentiment or not.

After all, any interest in gardening is surely a good thing, regardless of how it is approached.

Let us look at a few areas where we can exploit this trend.

Pre-planted containers One of the biggest ‘winners’ in this change of purchasing is the increase in sales of preplanted containers, an area that has had huge growth (no pun intended) over recent years.

There are two main reasons for this, the first being the desire on behalf of some consumers who do not want to get their hands

too dirty but also want something to plonk immediately at their front doors.

The second is the huge availability of such planted containers in almost every size and price point from suppliers.

It is probably fair to say that the latter has been driven by the former but even still, it is nice to see the reaction by nurseries, where they saw the trend communicated via the retailer and seriously upped their game as a result.

There is also a movement by customers back towards the ‘Do-It-For-Me’ that we saw back in the days of the Celtic Tiger where many customers want their choice of plants planted into specific pots and possibly delivered by the retailer.

All of this is something that any retailer should be latching on to and tailoring space in their covered sales area to have a reasonable sized area for this category, albeit with a close eye on stock-turn and clearing containers that have had their day.

Big & bold colour Another trend that, like others, existed before to a degree, is towards large bedding plants, often in single pots.

For and against So, do we fight it or embrace it? There are many good arguments I could make as to why we should fight against this concept and ‘teach’ people how to garden.

Why we should show just how long a tomato plant really takes to grow and fruit How the ideal time to plant a rose is in autumn or early spring HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 51

THE ROOM OUTSIDE

many I have not focused on.

But one other area is in the increasing sales of ready-made items to decorate the garden.

There is a trend away from lines with difficult or awkward looking assembly towards those that are ready-to-go straight out of the box or can be bought already made up, brought from shop to car to garden immediately.

With furniture, barbecues and other garden leisure lines, again the suppliers have tried to make assembly instructions as easy and clear as possible, with many sections being pre-made in the factory already.

I think it is fair to say that some of this is driven by the easy-to-follow instructions used by other well-known assembly-focussed retailers.

This trend towards instant gratification stretches into all aspects of retail.

❜

Plants such as petunias, begonias and geraniums for example are being looked for ― in season ― by customers who do not want to wait until late summer to have a bold showing of colour from their favourite bedding plant.

Again, this is being well catered for by some wholesale nurseries and these lines can be sold at a premium, as they do not have the ‘known’ price tag of bedding packs or of ‘standard’ sized plants.

There was certainly a little hiccup last year with supply due to the pandemic but the need for such a product was still very evident – perhaps even more so.

Although sadly, the stock was not easy to source for obvious and understandable reasons. Hopefully 2021 will see a renewal of supply and an increase in sales – be prepared!

… and the rest It is not just bedding and instant colour that is benefitting from this new trend towards bigger plants.

There is also increased interest in larger specimens of most other plants as impatient gardeners choose not to wait a few years for plants to grow to an acceptable size but want them practically fully grown if nurseries would oblige and budgets would allow.

In reality, the movement is more towards a size or two larger than the norm, so shrubs and perennials that were sold in two or three litre pots are now looked for in a four or five litre size.

Or plants such as Japanese Maple for example that customers were happy to buy at 60cm high are now looked for more often as 100cm specimens or larger.

It is worth saying at this point that there

will always be a need for ‘normal’ sized plants. This is just a way of appealing to a different type of customer whose profile is on the increase.

It is no different that having a ‘Better and Best’ in a pair of secateurs for example.

It is more about giving the customer what they want, or at least the option, and the added benefit for the retailer is increased cash profit.

Ready-to-use gardening This very same trend is taking place with dry goods and garden care products too. There has been an increased interest in the wellknown ready-mixed and ready-to-be-used products for pest and weed control.

Also in pre-made boxes of flower seed as scatter packs.

The latter can be simply shaken into flower beds for summer colour. And there are also trendy mixes such as those for bees and wildlife or wildflower mixes.

These are less about instant gardening and more about easy-to-use and quick-topurchase lines that require less thought by the customer but fall into the same sales category and thought process.

For flower bulb sales the new vision of gardening has shown up in a slightly different but related way.

Customers now pick pre-mixed packets of bulbs based on the promise of a photograph on the pack more so than looking up different varieties themselves and choosing a bespoke mix from individual packs – this process is quicker and to many, more rewarding.

Ready-made garden décor This trend towards instant gratification stretches into all aspects of retail including

Respond in kind Those are just a few examples of how we can cater towards this new breed of gardening shopper, whose time, patience and attention span is much different to traditional gardeners, and retailers must respond in kind.

Those traditional gardeners are still around of course and there is a new generation of that breed on the rise too.

But that discussion is for another day. Do we need a call for ‘Slow Gardening’ akin to the ‘Slow Food’ movement?

Now, more than ever, retailers need to try to be all things to all people and keep every single potential customer who enters their shop happy.

You can call it pandering if you like but if we are doing things legally, ethically and correctly then we should only concern ourselves with one thing – and that is revenue.

Liam

About Liam Since establishing Retail Services & Solutions in 2007, Liam has become one of the most influential people within the retail side of Irish horticulture. His knowledge of the mindset and ethos of those in this sector, combined with his problem-solving ability, experience and hands-on work ethic make him uniquely placed to offer advice and help to those who need it. Key to his success is his knowledge of purchasing, pricing and sales combined with his understanding of layout, signage and merchandising, and how the interaction of these can lead to increased sales and profits.

Liam Kelly. Retail Services & Solutions. Garden Centre Design & Consultancy, 086 8221494, 059 9130176 lksolutions@eircom.net

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 53

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54 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

Same device When goods are received in, the device will then be able to be used to scan items into stock and then be sold using the same device.

Signatures can be captured using the handheld, both in the store and on the road for total versatility.

In a modern hardware store, the accounting system must not only be efficient in the background, but must now impress with a new and innovative technology to more effectively run the store.

As with the rest of the Profile accounting system, the app will be continuously developed with new features always being added and updated.

Support as always is second to none with the manufacturing, development, support and marketing of the software all done from one team in Sligo.

Results

www.profteck.ie 0800 0868 476

Profile has always been at the forefront of business management technology since 1980 and 2020 was no exception.

Passing their incredible fortieth year in business, Profile has been moving from new technology to even newer.

They have recently developed a cross platform application to run on a wireless scanning device or phone alongside their accounting software, suitable for any business to seamlessly add to their existing Profile system.

The application will run on almost any modern touchscreen scanning device which can be supplied by Profile if required and has an extensive list of features all designed to make the running of a modern store as efficient as possible.

Stock taking can be carried out throughout the year by section by simply scanning or picking an item and entering the quantity.

Stock checks can be swiftly completed by simply scanning your shelf edge label or item barcode and you can then print labels or proceed to order for either purchasing or for a sale.

sales@profteck.ie

If you feel like your system is standing still or not giving you the results you want to see, just look to Profile.

To see a demonstration of how the Profile system can bring your business into the next level, just give them a call or email on www. profteck.ie

ELECTRONIC BUSINESS SYSTEMS Prommt is the smart new way to request and receive card payments from your customers quickly, conveniently and securely.

Seamlessly Prommt works seamlessly with your existing payment provider and eliminates fraud, chargebacks and admin errors.

Quite simply, instead of your staff needing to take card details over the phone for orders, they send a secure personalised payment link via

email, text or chat.

Get paid faster, safer and smarter with Prommt.

This functionality is now fully integrated to Agility Software products and being used by increasing numbers of Agility clients.

Minimise Liam Phelan, Grange Builders Providers, said, ‘we had been using Prommt, as a way to minimise risky over-the phone payments, long before the Coronavirus emergency.

‘When the restrictions

Agility Software and Prommt sign a business partnership agreement came in, we were instantly able to eliminate cash on delivery (COD) payments and face-to-face transactions with a simple, secure online alternative we already had in place.

‘I anticipate that when we fully

return to normal trading, COD will be gone for good.’

Contact for a Demo on +353 1 253 0282

SOF TWAR E Sales // Purchasing // Inventory // Accounting // Reporting // Delivery

The complete EPOS system for DIY and Hardware suppliers Specialising in till systems with integrated card payments, back office software, stock control, purchasing, reporting and accounting.

>

Contact us to see how we can streamline your business 01 253 0282

agility-software.com

HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021 55

THE FINAL SAY

We’ve become more used to remote working but Jeff Haden has some interesting observations in this area. For starters, he tells us, research shows that less ‘face time’ leads to increased creativity, better problem-solving, and higher productivity.

Why smart bosses make remote employees communicate less, not more

I

around and refine ideas with one or two people before presenting them to the entire group.

f employees, have been working remotely, you’re probably concerned about the loss of actual face time. Not just in terms of leadership, but in those formal and (theoretically all-important) casual interactions and collaborations and ad hoc problem-solving moments among team members.

(You know, like when Mary runs into Mark in the hallway, he shares many struggles with a project, and her ‘outsider’ perspective provides the ‘AHA!’ breakthrough Mark desperately needs?)

Encourages

Substitutes

Fortunately, technology offers substitutes.

Slack. Teams. Zoom. Trello. Asana. Clockwise.

Calendly. Instant meetings, whether formal or informal, mean instant collaboration, instant problem-solving, and instant creativity.

Or not.

For one thing, meetings are definitely overrated. One 2012 study found that meetings make people dumber: When people were placed in small groups and asked to solve problems, their individual IQs dropped by an average of 15 percent!

The problem? The feedback, even if only implicit, that meetings are intended to enhance.

Examples: People who feel like a ‘junior’ member of a group experience temporary decrease in IQ. (As in most situations, confidence matters a lot.) People who feel their contributions won’t be valued experience a temporary decrease in IQ. And people whose contributions have been criticized, however gently, experience a temporary decrease in IQ. (Which then causes that person to feel ‘junior’, and that their contributions are less valued, making it even less likely they’ll contribute meaningfully the next time.)

In short: Not only are large meetings a waste of time for most of the participants, large meetings make it extremely unlikely to get the best from most of the people who participate.

Especially where solving problems is concerned.

Value

A 2015 Boston College study explored the value of connectivity and information flow in large teams. Fifty-one teams of sixteen people each were given the same task: to discover and piece together clues that would help predict a fictional terrorist attack.

Some teams had individuals share informa-

People who feel like a ‘junior’ member of a group experience temporary decrease in IQ

❜

tion with the entire team; think one big group chat.

Other teams required individuals to only share information with one or two other team members; those individuals could then pass that information received on to one or two more people if they chose.

As you would expect, the ‘mass communication’ teams did better at gathering and sharing clues, and as a result all had access to the same ‘data’.

Struggling

But then things fell apart. Instead of struggling to agree on a common theory of how the attack would take place – you would assume more people naturally means more opinions – the opposite happened: Those teams quickly settled on one (usually incorrect) theory. The problem wasn’t diversity of opinion. The problem was groupthink.

Because members of the less-connected teams couldn’t collaborate as easily, they were less likely to reach a quick consensus.

They had time to think. To create their own theories. To brainstorm on their own. To kick

56 HARDWARE & HOMESTYLE • NOVEMBER/DECEMBER/JANUARY 2021

As the researchers write: ‘Dense clustering encourages members of a network to generate more diverse information but discourages them from generating diverse theories; that is, clustering promotes exploration in information space but decreases exploration in solution space.’

Or in non-researcher-speak, brainstorming and initial problem-solving is much more effective when people first come up with ideas by themselves, or with one or two others.

That will lead to greater diversity in ideas, better analysis of the pros and cons of those ideas, and much greater odds of the larger group eventually identifying the best idea.

How to make your remote teams more effective Information still must be shared. Collaboration still must occur. Problems still must be solved.

Just be thoughtful about how you make those things happen.  Holding one short, daily ‘all-hands’ meeting to provide brief updates, status checks, etc.  Creating digital bulletin boards (Trello, MS Flow, Asana, etc.) so everyone on your team knows who is working on what, and how it’s going.  Clustering meetings instead of spreading them throughout the day so everyone can take advantage of large blocks of uninterrupted work time.  Creating collaboration ‘windows’ within which people are available for chats, calls, etc. (Very few conversations need to happen right now; too many people mistake ‘urgent’ for important.)

Then your meetings will be more productive.

And so will your employees. Engagement and responsibility aren’t created by constant connectivity.

Ownership starts with a feeling of control, independence, and authority. People care the most when they feel trusted to make things happen.

And when they have the time – the uninterrupted time – to make things happen.

By Jeff Haden, contributing editor, inc.@ jeff_haden

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