WED Spring 2024

Wholesaler & Electrical Distributor

W& ED SPRING 2024

Heads or Tails

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Start 4 th Ma s rch 2024

Give your customers the chance to win prizes with Acti9 Active!

Get in touch with us today to see how your branch can take advantage of the latest prize draw from Schneider Electric!

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Scan the QR code below, or contact your local Schneider Electric sales manager to find out more.

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Participating electrical wholesale branches will receive an ACTIVATE point-of-sale kit, plus bespoke Acti9 merchandising for their trade counter.

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Guided tour of our innovative Grenoble facilities**

Virgin Experience Day egift cards

Hello Fresh vouchers

Free sustainability audit**

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se.com/uk * Terms and conditions apply **The guided tour and sustainability audit prizes are subject to additional validation from Schneider Electric and are only available to registered contractor businesses, with 10 employees or more. Full details can be found in the terms and conditions.

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CONTENTS Wholesaler & Electrical Distributor

INSIDE 04 NEWS

06 NEWS

Legrand announced as latest EDATA Data pool sponsor

NMBS calls to employers to recruit more apprentices

with 12 Interview Nick Dyersmith, director at R&M Fixings & Supports

pirates in the Red Sea to WhatsApp - EDA’s 10 From quarterly State of the Sector surveys

18 The ultimate pricing strategy for wholesalers

EDITORIAL

ADVERTISING

Editor Lisa Peake lisa.peake@purplems.com Tel: 01732 371 579

Sales manager Haydon Rainsford haydon.rainsford@purplems.com Tel: 01732 371 572

PRODUCTION

MANAGEMENT

Production designer Lorna Reekie lorna.reekie@purplems.com

Managing director Steve Hardiman steve.hardiman@purplems.com

Production designer Rob Tremain rob.tremain@purplems.com

20

28

FOCUS ON: CABLING

FOCUS ON: HVAC

Modern-day methods: Save time by switching from terminal strips

The sector must challenge the myths surrounding heat pumps

© Purple Media Solutions Ltd 2023. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means electronic, mechanical, photocopying, recording or otherwise without prior permission of the publishers.

W&ED is published by Purple Media Solutions Ltd. Registered in England. Registered Number 5949065.

Registered Office: The Old School House, St Stephen’s Street, Tonbridge, Kent TN9 2AD, UK, Tel: 01732 371 570.

Connector Small POS Packs

Push Wire, Lever, and Quick Connectors, now available in Small Point of Sale Packs of 10!

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Wholesaler & Electrical Distributor

AWEBB WELCOMES NEW MEMBER WESTMINSTER ELECTRICAL WHOLESALERS AWEBB are delighted to announce that Westminster Electrical Wholesalers will be joining their market leading buying group on March 1, 2024.

Westminster Electrical are a passionate and trustworthy family run business established by ex Chelsea and Crystal Palace footballer Micky Droy in 1984 and are still family run to this day. After almost 30 years of wholesaling in Greater London, they opened a second branch in Welwyn Garden City in 2012, expanding their operational capability and increasing their economies of scale in order to serve the people who matter most – their customers.

CEF ANNOUNCES SPONSORSHIP OF ‘ALL ROADS LEAD TO ROME’ CEF has announced their sponsorship of the ‘Dodd1e’5 Gr4nd S7am’ team and their upcoming ‘All Roads Lead to Rome’ challenge, in support of the My Name’5 Doddie Foundation. The event will see the team cycle from Edinburgh to Rome to raise money for the charity and its contributions to MND research.

Starting in Murrayfield, Edinburgh on February 28, the riders will visit all of the six nations stadiums on their route, including Dublin, Cardiff, Twickenham, Paris and ending in at Rome’s Stadio Olimpico on March 9.

EDA ANNOUNCES NEW APPOINTMENTS TO BOARD OF MANAGEMENT The Electrical Distributors’ Association welcomes new representatives to its Board: Keith Avenell, managing director at 3 Line Electrical Wholesale, and Tom Barton, Director of Supplier Relations, Edmundson Electrical Ltd. Keith joins to represent the AWEBB buying group on the EDA Board, replacing Andy Johnson, managing director at LEW Electrical Distributors, who stepped down in December 2023 after 10 years’ service. Tom Barton takes over from Edmundson’s Richard McCartney, who served on the Board since 2020.

Glyn Prestwood, Stearn Electric Co Ltd, returns to the EDA Board after a break of three years.

Charlie Lacey, former MD at Stearn Electric Co Ltd, resigned from the Board and Presidency in December 2023, having taken a role outside the UK’s electrotechnical sector.

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UPDATE

The projects, people and trade issues making the news

Construction industry accounted for 12 per cent of administrations The construction industry accounted for 12 per cent of administrations in 2023 – the second highest sector in the UK – according to analysis by full-service law firm Shakespeare Martineau.

A total of 1,641 businesses, 200 of which came from the construction industry, filed for administration last year – marking a 22 per cent increase compared to 2022 and a 91 per cent rise in comparison to 2021. Retail, construction, hospitality, manufacturing, and real estate were the worsthit sectors, collectively accounting for 59 per cent of the administrations.

Regionally, Greater London led the way with 22 per cent of the filings, followed by the North West (14 per cent) and South East (12 per cent), data from The Gazette Official Public Record has revealed.

While January (76) was the quietest month, administration numbers leapt to 177 in October – the most recorded for 43 months (185 in March 2020).

With administrations nearing pre-Covid levels (1,794), an insolvency and restructuring expert

has warned that sustained difficult trading periods combined with rising geopolitical tensions means we could see more businesses failing throughout 2024.

Andy Taylor, partner and head of restructuring at Shakespeare Martineau, said: “The significant uptick in the number of companies filing for administration in 2023 underscores the challenges faced by businesses amid changing consumer habits, financial pressures, and geopolitical uncertainties.

“In the labyrinth of economic complexities, the retail sector in particular is bearing the brunt, noted by the collapse of major player Wilko. There has also been a reduction in housebuilding, which has a knock-on effect in the construction and real estate sectors.

“Many predict the rate of inflation to continue its downward trajectory in 2024, perhaps even approaching Bank of England’s target of 2 per cent. If that trend continues one might anticipate something like three interest rate cuts in 2024, which will hopefully stimulate growth.”

For more information, visit shma.co.uk.

LEGRAND ANNOUNCED AS LATEST EDATA DATA POOL SPONSOR Legrand Electric Ltd is the 16th leading manufacturer to announce their sponsorship of EDATA, the electrotechnical sector’s data pool which is managed by the Electrical Distributors’ Association. The 26 sponsors, a mix of manufacturers and wholesalers of various sizes, have each pledged their support to the data pool which offers EDA Wholesalers and branches free access to information and images on 200,000+ products sold through the supply chain.

“Legrand has been a member of the EDATA data pool since 2021, but this recent decision to upgrade our commitment to sponsor level comes in response to the positive feedback we’ve received from our wholesaler customers about the data pool,” explains Jeff Platt, sales director – Cable Management at Legrand, adding: “As sponsors, we take our seat on the EDATA Steering Group and can contribute to its long-term strategy for the good of the sector.”

Margaret Fitzsimons, CEO at the EDA, said “Legrand is an important brand for this sector and this endorsement lends further weight to our work. It is thanks to their commitment, and their fellow EDATA sponsors, that access to the

data pool is free to every EDA Wholesaler and their branches.

“EDATA is about helping businesses benefit from efficiencies that standardised, high quality data can deliver to every point in the supply chain. This is not just about driving sales from manufacturer to wholesaler, and wholesaler to contractor, but also about improving the accuracy and traceability of product information during a building’s lifetime.”

EDATA is growing steadily with over 80 leading brands signed up to share their high quality product data with electrical wholesalers.

For more information, visit: www.eda.org.uk/ etim-edata/edata

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CMP’S double delight at EDA Data Awards

Leading manufacturer of cable management solutions, CMP Products had plenty of reasons to celebrate at the recent Electrical Distributors Association’s (EDA) Data Awards after it walked away with two major awards.

The Cramlington-based business received the Overall Data Quality award for 2,000 stock keeping units (SKUs), while the other was a Gold Standard Data Quality award. Both were for its work within the EDA’s E-DATA Pool – an initiative established to allow manufacturers to share their product data with wholesalers and specifiers throughout the UK.

The EDA is a trade association for electrical wholesale distributors in the UK, and has a membership of over 250, which represents more than 75 per cent of the market. Its E-DATA Pool has over 220,000 SKUs live for wholesaler members to access, 25,000 of which are CMP products. Jade Appleby, CMP’s marketing manager said: “We’ve put a lot of hard work into delivering top quality product data for our customers and we were all delighted to be recognised for this by the EDA.” “Looking forward, we have exciting plans for the next phases of our digital data-journey during 2024, including improvements to our website and the finalisation of our new product information management software.”

The 5th Annual Digitalisation and Data Awards were held at the America Square Conference Centre in London. Over 200 delegates and EDA representatives attended the event, which also included presentations and discussion on developments in digitalisation and Artificial Intelligence.

For further information on CMP Products visit: www.cmp-products.com or call 0191 265 7411

Announcing Net Zero Lighting Conference Organised by The LIA and Recolight held at 15 Hatfields Conference Centre, London, Thursday May 2, 2024.

The agenda highlights net zero focused manufacturing practices within the lighting industry which covers: strategy, materials, energy, packaging, and best practice delivered from a variety of key players and experts in the industry.

The day will kick off with a welcome from Ayça Donaghy, CEO of The Lighting Industry Association, followed by an assessment of lessons learned and successes in minimising carbon footprint in their own organisation by Nigel Harvey, CEO of Recolight.

The conference places emphasis on the practical steps that lighting manufacturers can take to reduce the carbon emissions of all parts of their operations to contribute to the low carbon economy. The two organisations have come together to organise this conference in recognition of the vital importance of this topic to our industry, drawing upon their combined expertise.

Commenting on the news Ayça Donaghy, The LIA CEO said: “The LIA are pleased to announce our collaboration with Recolight as we collectively drive the industry to

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achieve Net Zero. The move to a net zero economy is no longer an option, it is an imperative. Specifiers and customers are increasingly demanding substantiated proof of green claims, be they embodied carbon, circular economy capability or wider life cycle assessment.

Governments will not be far behind. Manufacturers need clear routes to follow, expert help and cross industry coordination. Now is the time to move from speeches to action, where auditing carbon becomes as second nature and as comparable as our audited financial accounts. What you can measure you can manage. Net zero is our responsibility.”

Nigel Harvey, Recolight CEO added: “2023 was the hottest year ever recorded – we all know that the climate crisis is the defining issue of our generation. Every organisation needs to be working towards net zero. But the challenge is significant. Recolight are delighted to team up with the LIA to help our industry get to grips with this vitally important task.”

By joining forces on this issue, the LIA and Recolight will help the members of both organisations and the wider industry as they seek to fully decarbonise.

Learn more and register to attend at: https:// www.thelia.org.uk/page/NetZeroConference

NOAH Enterprise seeks to help the most disadvantaged in Luton and Central Bedfordshire by providing a practical, empowering and caring service to homeless people, particularly those who are temporary or entrenched rough sleepers; and those who are marginalised, socially excluded or have fallen into poverty.

Knightsbridge, a leading manufacturer of lighting and wiring devices, is closely aligned with the work of homelessness charities and is donating £9,500 from the December sales of its Weatherproof range sales to them.

For donations to NOAH Enterprise, please visit: https://noahenterprise. org/how-you-can-help/donate/

HDM Solar, one of the UK’s fastestgrowing wholesalers of renewable energy products, has announced a major £10.2m funding boost led by a multi-million pound equity investment from Angel Invest in Berlin and supported by UK based DF Capital.

This funding is another significant step in the development of the company and its ambition to be the UK’s leading renewable energy equipment wholesaler.

Recolight are delighted to announce that 15 companies joined Recolight in January 2024, 12 of which transferred from other schemes.

And during 2023, a total of 20 other companies joined the Recolight WEEE scheme.

The Recolight WEEE scheme now has 220 Producer Members, the largest number since Recolight was founded in 2007. They range from the world’s largest lighting companies to small start-ups.

Thorn Lighting has become the latest manufacturer to sponsor EDATA, the electrotechnical sector’s data pool. Their commitment brings the total number of sponsors to 25, comprising a mix of manufacturers and wholesalers of various sizes.

The sponsors’ pledges means that the EDATA Data Pool can continue to develop: making high quality product data available at no cost to EDA wholesalers and their branches.

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Wholesaler & Electrical Distributor

THORN LIGHTING: LIGHT + BUILDING 2024 Located in the Forum Messe Frankfurt (Forum 0 / A10), at Light + Building 2024, Thorn presents a world of indoor and outdoor solutions with sustainability, connectivity and efficiency at the core. Through unique digital tools, we invite you to come and take a walk with us and explore the application areas of sports; urban and architectural; road and street; office and education; and retail and industry.

In each dedicated space, through our interactive concept, visitors can learn about the products available to transform their refurbishment projects or new build spaces.

Thorn’s team of dedicated and passionate lighting experts will be on hand to provide an immersive tour experience.

Saurabh Pandhi, Vice President of the Thorn Brand said, “Finally, Light + Building 2024 is in sight. Over recent months and years, we’ve worked hard behind the scenes to ensure our customers and partners have the best solutions to hand. Solutions that are sustainable, controllable and go above and beyond traditional lighting.

“With an expanded portfolio, it’s impossible to bring it all. But we’ve tried. Visit us between 3-8 March to explore ‘The City of Thorn’. An entirely new digital concept that will allow us to demonstrate our solutions like never before. We look forward to seeing you there!”

Register at https://connect. zumtobelgroup.com/db/invitation/ lightandbuilding

Mike Cullom PG20

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UPDATE

The projects, people and trade issues making the news

NMBS calls to employers to recruit more apprentices The National Merchant Buying Society (NMBS) is calling on employers in the builder’s merchant sector to take advantage of government funding to re-skill staff and onboard new recruits.

The Government provides up to 95 per cent funding for employers to hire someone new or upskill an existing employee, allowing them to grow talent and develop a motivated, skilled and qualified workforce.

NMBS is working with construction apprenticeships specialist LEAP to train scores of builder’s merchant apprentices each year to help address the skills gap in the construction sector. The apprentices are distributed across NMBS member companies, providing a mix of fresh talent entering the construction industry and experienced professionals looking to enhance their skills and advance their careers.

NMBS has been a key player in supporting the Builders Merchants Federation’s (BMF) ambitious pledge to have 15,000 apprentices across its membership by 2030. This initiative, launched in June 2023, aims to address the skills gap in the building materials industry and maximise the use of levy funds across the sector.

One outstanding example of the success of this recruitment campaign is 18-year-old Ethan Edwards from Colchester: “I feel that I am building a strong foundation for my future career, and that I have a lot of options and opportunities ahead of me,” he said.

The apprenticeships are tailored to the specific needs of the builder’s merchant industry and construction sector.

For more information, visit: www.nmbs.co.uk/ hire-an-apprentice/

SKILLS SHORTAGE UNDER SCRUTINY AT NEW ANNUAL EVENT A brand-new major event for the electrical industry will focus on skills, safety, and solutions.

Given the serious consequences of not having enough skilled, qualified and competent workers to deal with an increasingly electric future, there is an urgent need to attract new talent to the industry. This topic will be just one of several key issues under discussion at the Electrical Installation Seminar on Tuesday, April 23, hosted by Electrical Safety First.

With a theme of Switch on to the big issues, the seminar will also explore making people’s homes safer, putting the spotlight on the quality and consistency of EICRs (electrical inspection condition reporting). A rapid-fire session will feature presentations on emerging technologies and trends such as low carbon technologies (LCT) and prosumers electrical installation (PEI), and the importance of understanding safety considerations.

Held at IET London on Savoy Place, the free half-day event brings together a range of industry actors including manufacturers, wholesalers, awarding bodies, electrical contractors, government representatives, insurers, housing associations, trade associations, certification bodies, and fire and rescue services.

Marketing partners for the event are ECA, NICEIC, JTL, and EAL. For more information and to book a free ticket, go to https://www.electricalsafetyfirst.org.uk/seminar

EDA Update

Focus On: Lighting

“The survey results help EDA businesses understand the common themes, headaches, and opportunities that the sector is experiencing.”

“Wholesalers shouldn’t be afraid to lean on manufacturers for support. They can provide advice on the items that should be incorporated. ”

Mark McManus PG28

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CONNECTS SPEED WITH RELIABILITY AND CONNECTS MIKE WITH AN EARLY FINISH Switching to SpliceLine push-in wire connectors save you time, money and hassle on installations. So, you can get the job done and get moving faster. Look out for Ideal connectors next time you stock up with any electrical wholesaler.

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Wholesaler & Electrical Distributor

COVER STORY WISKA

TAIL KIT SOLUTIONS Amendment 2 Tail Kits from WISKA

F

or a number of years now the requirements for wiring compliant consumer units have changed significantly, most recently with the 18th Edition Amendment 2. One aspect of the installation that generates a number of questions is cable entry into the consumer unit.

As an expert in cable glands and entries WISKA is the perfect manufacturer to help guide you through the best options available, with a comprehensive range of Tail Kit Solutions WISKA have the products and expertise to ensure you remain compliant. Let’s explore some of the cable types and the WISKA products available to use…

standard grey and now white to better match the colour of domestic consumer units.

As well as cable glands WISKA also offer an innovative grommet solution – the TKS 32.

The TKS 32 took the industry by storm in 2017, winning Domestic and Residential Product of the Year at the Electrical Industry Awards.

Designed, developed, and tested in WISKA Germany this M32, IP66 rated solution comes with multiple entries for 16 or 25mm tails and 10 or 16mm earth.

The sleek low-profile design allows for a flush fitting against the consumer unit, which looks great and allows you to save on space. It’s dual moulded component that requires no tool or locknut. Simple and easy to install yet still offering an excellent level of strain relief in accordance with EN 62444. The TKS 32 is also flame-retardant (glow wire tested 960 degrees).

Simply push the TKS 32 into your entry point, pierce the membrane and insert your cables.

Make sure the outer sheath is stripped at least 50mm for ease of entry.

TWIN AND EARTH CABLES

METRE TAILS WISKA offers several solutions for 2 x 25m tails and 1 x 16m earth. The first is the TKE/P40/ RD a complete kit with an (ESKV) M40 gland, locknut, sealing insert, blind plug and reducer.

This solution can be used with consumer units that have either an M40 or M32 knockout. All of WISKA’s cable glands are made of 100 per cent polyamide and offer IP68/69 protection, have a unique clamping cage with strain relief to EN 62444 and are glow wire tested to 750 degrees. The sealing inserts ensure cables are secure and protected. Alternatively, WISKA have recently launched a new wider entry M32 tail kit solution The TKE/P32+, allowing 2 x 25m tails and 1 x 16m earth to be installed into an M32 sized cable gland. This makes for a sleeker finish compared to the bulky M40 with reducer.

Furthermore, the TKE/P32+ is available in the

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WISKA have a number of kits and solutions available for twin and earth cables, the first is a range of M20 cable glands complete with locknut and sealing insert. The M20 sizes offer solutions for 1 x 1.5mm, 2 x 1.5mm and 1 x 1.54mm. For 1 x 6mm and 2 x 2.5mm WISKA offer an M25 cable gland complete with locknut and insert and for 1 x 10-16mm WISKA offer an M32 cable gland complete with locknut and insert.

A full list of codes and names can be found at www.wiska.co.uk.

As well as cable glands WISKA also offer a range of grommets. The EMT-F is an IP66, flame-retardant grommet (glow wire tested 960 degrees) available in M16, M20, M25 and M32 sizes. No locknut required simple push into entry, pierce membrane and insert cable.

For added security the CLIXX grommet offers strain relief to EN 62444. The same high IP66/67 protection, glow wire tested to 750 degrees. Available in M16, M20 and M25 sizes CLIXX is quick and easy to install. No locknut or tool required, simple push into entry, pierce membrane and insert cable.

3 PHASE For many commercial and larger properties, a 3 Phase Tail Kit solution is required. WISKA’s solution, the TKE/P50 an M50 cable gland complete with locknut, sealing insert and blind plug. Suitable for 4 x 25mm tails and 1 x 16mm earth making it the perfect solution for this requirement.

So, there you have it! WISKA’s range of tail kit solutions for the wiring of 18th Edition Amendment 2 compliant consumer units. To find out more head to www.wiska.co.uk or call WISKA UK Ltd on 01208 816062. Alternative you can e-mail info@wiska.co.uk

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The ESKV Cable Gland

It’s just a gland right?

It might be just a cable gland but here at WISKA even the humble cable gland is designed and engineered to be the best it can be.

SCAN ME for more info

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Wholesaler & Electrical Distributor

EDA UPDATE

From pirates in the Red Sea to WhatsApp The EDA’s quarterly State of the Sector surveys provide insightful commentary into Q4 2023 Wholesaler and Manufacturer experiences

I

customers. Equal third with balancing staffing levels alongside rising wage bills

n January, April, July and October each year, the Electrical Distributors’ Association (EDA) invites EDA Member Wholesalers and Manufacturer Affiliates to have their say (anonymously) on a range of topics.

This research provides valuable insights into what’s happening in wholesaling and the supply chain. The survey questions are compiled by the EDA team together with a hand-picked group of senior wholesalers and manufacturers, each sharing insights and recommendations on topical issues affecting the sector.

The latest January 2024 survey attracted a robust response rate: 40 per cent of EDA Wholesalers responded, and 52 per cent of Affiliated Manufacturers.

COMMENTS FROM WHOLESALERS INCLUDED:

HEADACHES

“Bringing in new brands and creating stock profile for full range of products.”

In January, wholesalers shared their top three operational concerns as: 1. A downturn in demand 2. Customers paying more slowly 3. Increased exposure to bad debt For manufacturers, the same question produced this response: 1. Adapting to delays caused by piracy attacks in the Red Sea. Equal first with attracting and retaining staff 2. A downturn in demand 3. Complexities around the different sustainability/carbon assessment schemes and information required by

On other topics, the January survey revealed these insights from wholesaler respondents: • 33 per cent are planning to expand their workforce in 2024 • 8 per cent are experiencing customers paying later than expected in Q4 2023 • 61 per cent reported a higher volume

•

of customers settling invoices by credit card than they would typically expect 32 per cent reported they were increasing their stock levels

“The use of credit cards is increasing our costs and reducing margin.”

“Although in a downturn we are going on a very ambitious growth plan this year. We aim to increase in sales, procurement and warehouse staff.”

FROM OPEN BANKING TO WHATSAPP With credit card fees impacting on margin, the January survey introduced questions about open banking with just 11 per cent of wholesalers and 4 per cent of manufacturers using it.

Wholesalers are starting to see their customers take to WhatsApp as a preferred method of communication: 48 per cent of wholesaler respondents are using it to take customer orders. This group is exploiting the channel further to improve communications internally through creating groups and externally for sales promotion to customers, general marketing, responding to customer enquiries and providing customer support.

Manufacturers too are using WhatsApp: only 2 per cent of respondents are taking orders through the channel but many more are using it to promote their products and creating groups to smooth communication both internally and externally.

WHAT ARE THE SECTOR’S PERFORMANCE PREDICTIONS FOR 2024?

In January, wholesalers and manufacturers scored six out of 10, where one is not at all optimistic and 10 is extremely optimistic.

Margaret Fitzsimons, CEO at the EDA said “The survey results help EDA businesses understand the common themes, headaches, and opportunities that the sector is experiencing. It is important that the survey is anonymous so our Members and Affiliates can speak freely.

“Surveys are a powerful way to ensure that the association remains member-centric, responsive, and effective in meeting the evolving needs of EDA businesses. Here’s an example, our Survey drew our attention to wholesaler worries about late payments and

“

The survey results help EDA businesses understand the common themes, headaches, and opportunities that the sector is experiencing. It is important that the survey is anonymous so our Members and Affiliates can speak freely.

Surveys are a powerful way to ensure that the association remains member-centric, responsive, and effective in meeting the evolving needs of EDA businesses. ”

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bad debts. In response, we’ve partnered with the Chartered Institute of Credit Management to create a one-day course where EDA business can sharpen up their credit control knowledge and help protect themselves from that risk.”

CATCH THE NEXT SURVEY RESULTS The EDA’s Talking Shop Teams Dialogues, where the results of the latest survey are shared, are open to anyone from an EDA business.

Registration is via www.eda.or.guk

TALKING SHOP TEAMS DIALOGUES 11AM – 12.30PM Wednesday 24 April 2024 Wednesday 24 July 2024 Wednesday 23 October 2024 The EDA publishes the results of each survey on www.eda.org.uk where it can be downloaded from the Support & Resources section.

ELEVATE YOUR SPACE WITH DELIGO’S EXCLUSIVE POINT OF SALE BUNDLES!

D

eligo is excited to introduce an exciting opportunity for retailers looking to enhance their point-ofsale displays. Introducing their innovative Bundles (#SnapSendSpend), designed to effortlessly transform retail spaces into captivating showcases.

Immerse in 44 lines of cord end and other terminals, ensuring a comprehensive solution for displays.

Xiphos Bundle: https://discover.deligo. co.uk/Xiphos-Bundle Dive into the world of Xiphos with 31 lines of Tools, Blades, Drills, and Bits, all crafted to perfection under the Xiphos brand.

UNLEASH THE POWER OF BUNDLES The Bundles are curated assortments of high-quality products, strategically packaged to complement slat wall displays. Each bundle includes all the necessary items and accessories, ensuring a hassle-free and visually stunning point of sale setup. Elevate store aesthetics while enjoying the convenience of a ready-to-display package.

SNAP, SEND, AND SPEND - A REWARDING EXPERIENCE To make purchases even more enticing, Deligo is offering an exclusive opportunity to earn a credit note of up to £150. Customers can participate by following these steps: 1.

DISCOVER OUR BUNDLES Fixing Bundle - https://discover.deligo.co.uk/ Fixing-Bundle-and-Packs 90 packs of assorted fixings, 1 Header (Deligo or Xiphos), 25 slat wall stickers, ample slat wall hooks, and a squeegee for easy application of stickers.

Solar Bundle: https://discover.deligo.co.uk/solar-bundle Explore a variety of new products in the Solar Range, designed to meet diverse needs.

Terminal Bundle: https://discover.deligo.co.uk/ Deligo-Terminal-Bundle

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2.

3.

4.

Purchase a bundle: Choose a preferred bundle from the website and make the purchase using the stock code (e.g.

FIXING-BUNDLE).

Capture the display: Once the slat wall display is set up, take a snapshot highlighting its appeal.

Email the photo: Send the completed photo to marketing@ deligo.co.uk.

Claim the credit note: Deligo will promptly reimburse with a credit note corresponding to the selected bundle.

ADDITIONAL DISPLAY OPTION For added convenience, Deligo offers a cardboard display unit perfect for trade counters. Make products easily accessible and visually appealing, even in smaller spaces.

View the Deligo Bundles at: discover.deligo.co.uk/bundles

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Wholesaler & Electrical Distributor

A catch up with R&M As we begin to prepare for 2024’s Electrical Industry Awards, we take a look back at previous winners of the Wholesaler of the Year award. This issue, editor

Lisa Peake catches up with Nick Dyersmith, director at R&M Fixings & Supports

TELL ME MORE ABOUT YOUR ROLE AT R&M FIXINGS & SUPPORTS My role is extremely varied. Ultimately, I have overall responsibility for growing the business and ensuring the smooth running of the day-to-day operation at our sites in Southampton and Middenmeer (The Netherlands).

People are key to the success of our business. I oversee the management, development, and wellbeing of our people. I’m involved in the selection of suppliers and am accountable for product procurement, and quality control. Client relationship management is another really important part of my role. I may, for example, be involved in bids and contract negotiations, discussing upcoming project requirements with clients, and ensuring that we consistently deliver high levels of customer service.

WHAT DO YOU ENJOY MOST ABOUT YOUR ROLE? Where to start? There are so many aspects of my role that I enjoy. I like the variety, no one day is the same, which keeps things fresh and interesting. I love the feeling I get when we see a project through to completion (from the bidding stage right through to execution). I’m all about continuous

improvement so I enjoy looking for opportunities to increase profitability, create efficiencies, and find new ways to Support employee development and wellbeing. My role is ultimately all about people. I am a people person, and really get a buzz out of helping others.

HOW HAS THE INDUSTRY CHANGED SINCE YOU ENTERED? I entered the industry back in 1999, when we were placing orders using carbon copy paper and fax machines!

So much has changed…

The way that customers place orders has evolved, thanks to advances in technology. Everything has gone digital, which is a smarter and faster way of working and tracking. It is also useful for inventory management and auditing purposes.

The way that goods are delivered to clients has altered. For example, we used to operate a trade counter business so 50 per cent of goods used to be collected and 50 per cent delivered. Today, I would say we deliver 95 per cent to the client site (as opposed to client stores/warehouses or

The Electrical Industry Awards 2023 is sponsored by:

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collection) as it’s a much more efficient and cost-effective way of working for them.

We’ve also seen a massive upturn in offsite prefabrication in recent years.

(This is where electrical structures are assembled off-site and delivered to the client site as a whole, rather than individual components). There’s a skills shortage out there by way of electricians and plumbers. Contracting out some of the work so that it can be done off-site bridges that gap. It is also more cost-effective and provides factory-quality products, which is difficult to achieve on-site.

I also have to mention health and safety, which I’m pleased to say is a hot topic these days. Policies, procedures, and controls are much tighter now. This covers everything from top quality safety gear for our people, to stricter site security and access.

have chosen us for a variety of reasons: • Most of our people have worked with us for years. The wealth of product, service, industry, and market knowledge is second to none and a great benefit to our customers and suppliers alike.

• Being part of the wider R&M Electrical Group means we can offer a wider basket of products, such as cable and electrical consumables.

• We have an established operation in Europe. Therefore, our European clients can experience UK levels of service and order familiar brands/ products without having to deal with customs and formalities associated with the UK’s withdrawal from the EU.

R&M FIXINGS & SUPPORTS WON WHOLESALER OF THE YEAR AT THE ELECTRICAL INDUSTRY AWARDS IN 2019, WHAT DO YOU THINK SET YOU APART FROM THE OTHER FINALISTS? We were definitely in great company when it came to our fellow finalists.

However, I think that the judges may

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WHAT WOULD YOUR ADVICE BE FOR OTHERS THINKING OF ENTERING THE ELECTRICAL INDUSTRY AWARDS? We’re obviously delighted that we took the time and effort to enter! Not only does winning an award provide welldeserved recognition, both internally and externally, but it also offers the opportunity to stop and reflect on your achievements (something we often forget to do) and let’s you share your story with others in the industry. I’d say, go for it!

TELL US ABOUT THE LAST FEW YEARS AT R&M FIXINGS & SUPPORTS, HAS ANYTHING CHANGED SINCE WINNING THE AWARD? We’ve experienced significant growth in the past five years. Our turnover has nearly trebled, the pre-fabrication side of our business has exploded, we’ve seen an increase in the volume of customised solutions, we’ve specialised in more markets, and increased office space, our fleet, and employee numbers to name but a few!

Not only does winning an award provide well-deserved recognition, both internally and externally, but it also offers the opportunity to stop and reflect on your achievements

HOW IS R&M FIXINGS & SUPPORTS KEEPING UP WITH THESE CHANGES? We are heavily investing in our people (in terms of training and the creation of specialist roles) and our capability (hardware, software, tooling etc.). We’re having regular conversations with our clients, and evolving our services and product offerings, to ensure that we continue to meet their changing needs.

We were, in fact, one of the first to invest in pre-fabrication and we’re constantly monitoring industry trends, researching innovative products, and keeping our eye on the opportunities that will be presented by the evolution of artificial intelligence.

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We have relationships with some of the best-known/high-quality brand suppliers.

We offer a huge breadth of products for an increasing number of markets.

If the client wants something that isn’t in our core catalogue, we can always source it for them, quickly.

HOW DID IT FEEL TO WIN THE WHOLESALER OF THE YEAR AWARD? To receive this accolade, from industry peers, really was a fantastic achievement. Our people worked tirelessly to make R&M the successful business it continues to be today and this was a great way to recognise their hard work and determination. We are equally grateful to our customers and our suppliers for the support and loyalty they have shown our business.

WHAT IS YOUR FOCUS FOR R&M FIXINGS & SUPPORTS IN 2024?

Top of our list… to continue our efforts to grow the business, to continue to offer exceptional service, and to look at innovative new products and solutions for clients. We will also continue to leverage the global reach, expertise, products, and services from the wider R&M Electrical Group. This allows us to design and deliver electrical projects and solutions that achieve outstanding results for our customers, wherever they are in the world.

For more information on R&M Fixings & Supports, visit: rm-electrical.com/fixingssupports and for more on the Electrical Industry Awards, visit: electricaltimes. co.uk/electrical-industry-awards

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T h b o b re

Schneider Electric brings unprecedented visibility and connectivity

Meet the new standard for safety systems... the Acti9 Active Safety System Schneider Electric, the leader in the digital transformation of energy management and automation, has announced the launch of its Acti9 Active Safety System, the latest in the Acti9 range offering a digitally connected system with enhanced visibility at final distribution.

Key Features: • • • • • •

All-in-one protection Wireless connectivity Supports 18th Edition wiring regulations Reduced design and installation time Enhanced maintenance and operational resilience Notifications, alerts and diagnostics

Scan the QR code to learn more

se.com/uk

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The next generation of Acti9 Active The next generation of Acti9 Active, which features the hybrid Acti9 Active arc fault distribution board (AFDD), brings an innovative addition to the Acti9 Isobar P range of distribution boards, incorporating efficiency, safety, and best-in-class connectivity compliant with the latest wiring regulations BS7671 18th Edition Amendment 2.

Through alarms and pre-alarms the Active Safety System alerts and protects against electrical faults, providing electricians with the ability to detect a fault and work efficiently and safely to fix it. The Active Safety System consists of three elements that bring a simplification to what would be a complex connected system:

Acti9 Active device and Hybrid distribution board

EcoStruxureTM Panel Server

EcoStruxure™ Energy Hub

A single 36mm device that acts as an Active all-in-one breaker offering enhanced visibility and greater protection from arc-fault related fires.

The gateway allowing the connectivity down to the final circuit in the distribution board.

Helping businesses achieve sustainability goals with cloud-based energy management software, uniquely designed for buildings. Simply connect your energy systems and gain insights to conserve energy, reduce costs, and increase resilience.

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Historically, energy meters were used in distribution boards to show an aggregated view of multiple circuits. However, the Acti9 Active Safety System’s total integration of circuit protection, gateway, and software mean that for the first time enhanced visibility is available at the final circuit level. This allows electricians to be one step ahead of the electrical system so they can proactively address potential faults and issues before they occur.

Indeed, the level of information provided by the Acti9 Active improves operational resilience and reduces overall downtime for the electrical system. By seeing what is happening within the system itself, electricians and building owners have unprecedented control, allowing them to make informed decisions to achieve their energy efficiency goals and make changes to support their sustainability journeys.

“Acti9 Active is the first of its kind in the UK market. The product is a testament to Schneider Electric’s continuous commitment to innovation, efficiency, and sustainability. Acti9 Active is not just for electrical protection and safety; it’s a strategic investment for businesses aiming to embark on a greener and more sustainable journey.”

David Williams, vice-president for Transactional Business at Schneider Electric

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UPDATE

A simple guide to BS7671:2018 Surge Protection Devices offer advice on the requirements of BS7671

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here are still so many questions surrounding the use and application of surge protection devices, below details an introduction to what type of device is needed and when surge protection is required under BS7671.

WHAT TO INSTALL There are three types of SPDs depending on what you want to protect. If you are looking to protect a distribution board or consumer unit, it will be a type 1 or type 2 SPD. If you wanted to protect a specific piece of equipment, such as a fuse spur or single socket, it would be a type 3.

A Type 1 device would only be required where there is an external lightning protection system or the installation has an overhead supply. For all other circumstances, a type 2 device will be sufficient to provide adequate protection for distribution boards. Where protection against overvoltages is required for specific equipment, a type 3 device may be used to provide protection.

WHEN ARE SPDS REQUIRED Regulation 443.4.1: Protection against transient overvoltages shall be provided where the consequence caused by overvoltage could: i.Result in serious injury to, or loss of human life, or ii. - Deleted by Corrigendum May 2023 iii. Result in significant financial loss or data loss For all other cases SPDs shall be fitted to protect against transient overvoltages,

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unless the owner of the installation declines such protection and wishes to accept the risk of damage to both wiring and equipment as tolerable.

The requirement to install SPDs where the consequences could result in serious injury to, or loss of human life is the most onerous requirement. This will mean that any distribution board supplying electrical equipment that is installed to protect life or prevent injury will require an SPD. Indent three is similar to the previous requirement where an SPD should be installed

The requirement to install SPDs where the consequences could result in serious injury to, or loss of human life is the most onerous requirement. This will mean that any distribution board supplying electrical equipment that is installed to protect life or prevent injury will require an SPD.“

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where commercial or industrial activity could be interrupted, the requirement now is that an SPD shall be provided where the consequence caused by overvoltage could result in significant financial or data loss.

The basic position of section 443 is now that SPDs shall be installed. In practical terms, most installations will have distribution boards that require surge protection due to the indents above, so it would only be distribution boards that did not require surge protection, as no circuits outlined in regulation 443.4.1 were present. Then a discussion is encouraged between the electrical designer and the client to ensure that no unacceptable losses occur from overvoltage, while also considering the requirements to protect against switching overvoltages from regulation 443.4.2.

I hope this article has provided some guidance on the requirements from BS 7671:2018 amendment 2, if you have any further questions, please do not hesitate to get in touch. info@surgedevices.co.uk www.surgedevices.co.uk 01484 851 747

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BUSINESS

The ultimate pricing strategy for wholesalers

By Gary Haynes, CFO, OGL Software

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hoosing the right price to grow your revenue while remaining competitive is a key consideration for every business, no matter which sector they are in, but it may be more challenging when you are a wholesaler or distributor. So how can wholesalers leverage dynamic pricing strategies to remain profitable and competitive, especially during economic downturns and periods of inflation and rising costs?

From profits to market demand, there are several key factors to consider when choosing a product’s price. You first need a clear pricing strategy. A strategy that strikes a balance between generating revenue and providing value to customers is a process that will need to be adjusted when market conditions and customer behaviours change.

Pricing strategies should also reflect the unique challenges faced by wholesalers and distributors. Whilst it can be tempting to pick an arbitrary price or copy competitors, there

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are better options and planning out your pricing strategy more effectively could help boost sales. Careful planning to set up the right pricing strategy works to improve your brand’s reputation, which will make your business stand out from other wholesalers and distributors.

So, which pricing strategy is right for your business? This will vary depending on your business. Wholesalers and distributors supply to a wide range of industries, so your pricing strategy needs to reflect your own product and customer base. Below are just some of the best pricing strategies to consider, to help you find the right option. You may even find that a mix of methods is the best solution for you:

COST-PLUS PRICING This pricing strategy involves setting the price by adding a percentage markup to the production or manufacturing costs. So, for wholesalers, the initial cost to markup might be adding the price you paid for the product to its delivery costs.

VOLUME PRICING Volume pricing is particularly relevant to wholesalers, distributors and businesses that deal with large-scale purchase orders. With volume pricing, the cost per unit of your product decreases the more the customer orders. It’s a simple win-win by rewarding customers for making volume purchases. This encourages them to buy more so they can get a lower overall cost.

KEY VALUE ITEM PRICING This pricing strategy involves reducing the price of well-liked, high-value products while pricing less popular products at a higher price. This approach attracts customers through enticing deals, where they will more than likely purchase additional higher-priced items than the one they originally came to order.

COMPETITIVE PRICING This competitive pricing strategy is one of the most popular for wholesalers and distributors.

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It is also known as market-orientated pricing as it involves setting prices based on what competitors in the same market are charging for those same products.

PENETRATION PRICING This is a short-term pricing strategy that involves setting a low initial price for a new product to draw customers away from more expensive competitors. The goal is to attract customers and build brand loyalty, with the potential to raise prices later.

SKIMMING PRICING The skimming pricing strategy sets a high initial price for a new product, which is later lowered to attract a broader market.

DYNAMIC PRICING In a dynamic pricing strategy, prices are adjusted in real-time based on demand, competitor pricing and market conditions. It requires a solution that automatically sets prices on your website based on the data collected.

BUNDLE PRICING This pricing strategy encourages customers to buy more as products that are bought together are sold as a bundle at a lower overall price than if each item were purchased separately.

PSYCHOLOGICAL PRICING Psychological pricing involves setting prices that make customers think they are getting a bargain. Products that are priced with numbers ending in .99 or .95 are psychologically better in the customer’s mind than the next whole number. For example, products priced at £5.99 are perceived as more of a bargain than products that are £6 - even though the difference is just 1p.

KEY FACTORS TO CONSIDER BEFORE SETTLING UPON YOUR PRICING STRATEGY Before you jump headlong into setting up your prices according to the pricing strategy that you like best, it is wise to also consider the factors that will impact your profitability and success, which may mean that your selected strategy is not the one for your business after all: Profit visibility To gauge how well your strategy is working, you need to have a clear view of your profits on both a small and large scale. Enterprise Resource Planning (ERP) software, like Profit4, provides easy access to your finances, updated in near real-time. You can also drill down to see your profit margins for each product across your entire range of stock.

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Deligo is one electrical industry distributor that has grown from humble beginnings to an annual turnover of almost £15 million and over 96 product categories. It further expanded its product line, thanks to ERP, and continues to add more.

Supplier changes Your pricing strategy needs to be ready for any and all market and supplier changes.

Leveraging supplier relationship management software puts you back in control as whenever any of your suppliers’ prices change, you’ll be able to import them quickly – and see how the changes will impact your profits.

Electrical and electronic component supplier Switchtec began business pre-internet but grew by building its own eCommerce channel and integrating its accounts, stock purchases and website orders into its ERP solution.

Sales leakage When implementing a pricing strategy, it is good to keep an eye on your sales data, to get invaluable insights into what’s selling and what isn’t. You’ll be able to look closely at sales leakage to discover products and categories where sales have reduced using stock control and sales order management software. You can then make more informed decisions around pricing for those particular products going forward.

Touchstone Lighting is a supplier of over 2,000 different products for the electrical wholesale trade and prides itself on unrivalled product knowledge. Using a customer relationship management (CRM) system with its ERP solution, the company has gained customers thanks to its fantastic customer service.

BESPOKE PRICING Mangaing many different pricing structures can get confusing quickly without the right tools.

Sales order management software contains your entire pricing strategy in one place, streamlining the process for you.

ERP software can also empower your sales staff to make decisions on pricing that best fits the customer needs or situation whilst ensuring they remain within your agreed profit margins so they don’t sell at a loss.

Developing a robust pricing strategy can be challenging, especially when you have thousands of products and customers to consider, but ERP software and supplier relationship management solutions can streamline and simplify processes while giving you full visibility of your pricing and sales. Savvy electrical wholesalers are already growing their business, increasing sales, seeing stock volumes rise and attracting new customers through more efficient purchasing and stock management aligning them with the right pricing strategy.

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MODERN-DAY METHODS: Save time by switching from terminal strips Mike Cullom, Northern Europe sales manager of IDEAL Industries EMEA, discusses the benefits of switching from terminal strips to lever or push-in connectors when it comes to managing time, reducing costs and maintaining quality and how this benefits the electrical wholesaler

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hen it comes to the construction industry, there can be a tendency to ‘stick with what you know.’ With each generation, however, comes more willingness to embrace new and innovative technologies, since younger adults are known to adopt and use a greater breadth of technologies than older adults.

A well-documented skills gap is currently threatening the UK construction and trades industry, with the recently published UK Trade Skills Index 2023 report1 warning of “The Missing Million” – an alarming labour shortage that threatens the future stability of the industry unless more young people are recruited to plug the skills gap. According to the report, to keep pace with demand, 937,000 new recruits are needed over the next decade, with nearly a quarter of a million – 244,000 – being qualified apprentices. A total of 104,000 electricians are required by 20322, which is the most of the 11 trades recognised in the report.

To tackle the skills gap, younger generations are being encouraged to consider a career in the sector, with campaigns aimed at school leavers and young people promoting the benefits of apprenticeships.

FRESH THINKING As the electrical sector seeks to atract a younger – and therefore more tech-savvy – workforce, it’s likely that new recruits will be more open to new ways of working. Perhaps, in that case, it’s time to rethink some of the more traditional, tried and tested methods of electrical installation. Take the installation of terminal strips, for example. Many electricians and maintenance engineers will continue to use products and techniques they used when they trained, particularly when it comes to

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routine tasks like making connections. However, in a demanding sector where reconfiguration of electrical networks is a continuous requirement, it’s important to look out for beter, faster and easier ways of carrying out the work.

Installing terminal strips during an installation

cable in place. Choosing connectors with a stripping guide on the side to aid consistently accurate stripping of the cable prior to connection, along with a CPC port for relevant testing, ensures even greater accuracy and speed and ease of installation benefits.

or upgrade may seem like the simplest of tasks using the most utilitarian of generic products, so switching from terminal strips to push-in or lever connectors might seem like taking a leap into the unfamiliar, but there are significant time, quality, cost and consistency gains to be had by those open to change.

This standardised approach to making the connections ensures Gen II lever and push-in connectors deliver a fit-and-forget solution, as well as driving speed of installation. What’s more, connectors remove any margin for error, even for inexperienced electricians. This means that routine connections can be given to less experienced operatives on site, freeing-up the team’s most experienced professionals for more complex jobs.

CONNECTORS: THE WHO, WHAT, WHEN, WHY, WHERE AND HOW Gen II lever or push-in connectors from IDEAL Electrical typically allow electricians to secure cables in place in seconds through a simple strip, push and connect action, with no screwdriver or crimping required. This not only reduces installation time, but also delivers quality assurance for the completed installation. Firstly, it ensures that installations are consistently safe and compliant with current wiring regulations. The 18th Edition requires that traditional terminal strip connections should be accessible for annual inspections in compliance with BS EN 60670-22, which makes it difficult to select a suitable location for terminal strip connections, leading to non-compliance for many projects. Conversely, lever and push-in connectors are classified as maintenance-free when used in conjunction with an approved enclosure box, such as the In-Sure Box, so can be part of a compliant installation anywhere within the facility.

Secondly, using connectors rather than terminal strips ensures every connection is consistent because there is no variation in the tightening of the fixing screw that fastens the

OUT WITH THE OLD AND IN WITH THE NEW Connectors not only speed up installations, but they also reduce labour costs and free up the time of the maintenance team. What’s more, making the switch provides peace of mind as connectors remove any inconsistency associated with the tightening of terminal strip screws, thereby building value into the cost of the connectors by reducing the need for quality assurance checks and eliminating the risk of issues on the electrical network.

Whether Whether your customer is an experienced contractor that has always used terminal blocks or a recently trained electrician open to exploring the latest tools and technologies, by suggesting they switch to Gen II lever or push-in connectors from IDEAL Electrical, it’s possible for your customer to save man hours and achieve a more consistent and compliant installation – one of the marginal gains that contributes to a competive edge in these challenging times, but it also provides wholesalers with an opportunity to achieve improved margins.

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FOCUS ON CABLING

Don’t underestimate your role in new safety act Cables leader AEI Cables is advising its customers in the supply chain - from wholesalers through to installers - not to underestimate the importance of cables as part of the new Building Safety Act legislation requirements

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he new Building Safety Act legislation – introduced from October 2023 – makes new requirements for ‘higher-risk buildings’ which are those deemed to be of at least 18 metres in height or at least seven storeys containing at least two residential units.

Building owners should now have their building safety regime in place and any occupied higher-risk buildings should be registered with the Building Safety Regulator.

The systems in these buildings powered by electrical cables – including smoke and heat extraction systems – assist fire services in firefighting and a safe evacuation in the case of life safety.

Stuart Dover, general manager of AEI Cables, explains: “We are emphasising to our customers including wholesalers the important part played by electrical systems and cables that power these systems as part of this new initiative.

“We welcome the move to improve the safety of people and property but we should be aware of our role as a major part of the supply chain. We are happy to provide guidance and support on these issues as demonstrating competence is also a requirement.”

Under the terms of the Act, a Principal Accountable Person who fails to register an occupied higher-risk building ‘without a reasonable excuse’ will be liable to either a fine or imprisonment for a term not exceeding two years.

The Building Safety Regulator will oversee the safety and performance of all buildings, as well as having a special focus on high-rise buildings. It will promote competence and organisational capability within the sector including for building control professionals and tradespeople. This Act makes groundbreaking reforms to give residents and

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homeowners more rights, powers, and protections – to make homes across the country safer.

It delivers far-reaching protections for qualifying leaseholders from the costs associated with remediating historical building safety defects, and an ambitious toolkit of measures that will allow those responsible for building safety defects to be held to account.

It overhauls existing regulations, creating lasting change and makes clear how residential buildings should be constructed, maintained and made safe.

The Act creates three new bodies to provide effective oversight of the new regime: the Building Safety Regulator, the National Regulator of Construction Products and the New Homes Ombudsman. The National Regulator will oversee a more effective construction products regulatory regime and lead and co-ordinate market surveillance and enforcement across the UK. The NRCP has already started taking enforcement action under the scope of existing regulations.Many of the detailed provisions in the Act will be implemented over the next two years through a programme of secondary legislation.

Residents in high-rise buildings will have more say in how their building is kept safe and will be able to raise building safety concerns directly to the owners and managers of their buildings known as accountable persons and responsible for repairing the common parts of a higher-risk building, as defined in section 72 of the Act. The accountable person(s) will have a duty to listen to them.

If residents feel their concerns are being ignored, they can raise them with the Building Safety Regulator.

Dutyholders such as the Principal Designer and Principal Contractor under the Act will be required to manage building safety risks, with clear lines of responsibility during the design, construction and completion of all buildings.

Accountable persons will need to demonstrate that they have effective, proportionate measures in place to manage building safety risks in the higher-risk buildings for which they are responsible. The Building Safety Act is also clear that building owners and landlords will need to contribute to the costs of fixing their own buildings.

AEI Cables’ Firetec Enhanced cabling has been approved and certified by LPCB to BS8519 (Annex B), Category 3 Control in addition to Category 2 Control.The BS Code of Practice under BS8519 contains six categories of cables, three for power cables and three for control cables each covering survival times of 30, 60 or 120 minutes.

All AEI Cables’ products are supplied with approvals from independent bodies including BASEC and LPCB. It also holds approvals from organisations including Lloyds, the MoD, Network Rail and LUL and works to international standards around the world.

For more information see the AEI Cables website, tel 0191 410 3111 or email sales@ aeicables.co.uk.

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29/02/2024 13:00:39

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FOCUS ON LIGHTING

Boosting smart lighting sales Presenting wholesalers with a significant opportunity to increase sales and revenue, Chris Anderson, technical manager at Ansell Lighting, provides insight into the technology and explains how best to incorporate it into product offerings

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he popularity of smart lighting is rapidly rising as awareness of the benefits of the technology continues to grow. Offering users the opportunity to manage and customise the ambiance of their space as well as producing significant cost and energy savings, smart lighting is an attractive prospect for customers.

The concept of smart lighting has been around for decades but, as with all technologies, it has taken time for consumer interest and adoption to drive demand. Smart lighting can reduce lighting energy use and expenditure by up to two-thirds, so it’s no surprise that in an era of sky-high energy prices we are seeing demand increasing. But what is smart lighting and what should wholesalers and distributors be offering to their customers?

Smart lighting is an advanced lighting system that incorporates technology, connectivity, and intelligent features to provide users with enhanced control, energy-efficiency, and flexibility in their lighting environment.

Central to its appeal is the fact that smart lighting enables every single detail of lighting,

both indoors and out, to be programmed and automated. From the timings of operation to the colour, brightness, intensity, and combinations of lamps in use, smart technology enables the output of individual light fittings to be automated to the most minute detail, meaning that energy use is controlled to this exact level too.

According to Grand View Research’s Smart Lighting Market Size & Trends report, the global smart lighting market was valued at $15.05 billion during 2022 and is expected to grow at a compound annual growth rate (CAGR) of 22.1 per cent from 2023 to 2030.

For electrical wholesalers and distributors, this presents an excellent opportunity to boost sales and revenue and stocking a comprehensive range of smart lighting products should be considered to underpin continuing growth.

Wholesalers shouldn’t be afraid to lean on manufacturers for support when developing a smart lighting product range. They can provide advice on the items that should be incorporated so that the offering is

comprehensive and caters to the varying needs of residential, commercial, and industrial projects. From downlights to ceiling lights, bollards, and wall lights, almost all lighting types are available with embedded smart technology and with a variety of controls and sensors. Connectivity is a huge consideration here and it should be remembered that the lines selected should integrate seamlessly with other protocols and technologies.

Similarly, ensuring stock comes from trusted, quality manufacturers is key. Smart lighting products often collect data for effective operation, so wholesalers should ensure that the smart lighting solutions they offer prioritise customer data security. Features like anonymous sign-in, TLS 1.2 encrypted cloud

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Wholesaler & Electrical Distributor

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Wholesalers shouldn’t be afraid to lean on manufacturers for support when developing a smart lighting product range. They can provide advice on the items that should be incorporated so that the offering is comprehensive and caters to the varying needs of residential, commercial, and industrial projects.”

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benefits of smart plugs go beyond just lighting, giving connectivity to anything that is plugged into them. Ideal for floor and table lamps, they enable traditional fittings to be linked together, automated and controlled in the same way as a fully integrated smart lighting system.

Once product ranges are in place, the next area of focus should be on staff training and effective merchandising which are both crucial elements in driving sales. Awareness and understanding of smart lighting technology and its installation is still emerging and so installers may require support and guidance from wholesaler staff to help demystify the technology. Many manufacturers offer training programmes for staff which can be used to empower them with comprehensive knowledge about smart lighting technology. By having the ability to confidently articulate the features, benefits, and applications of smart lighting products, colleagues will then be able to build trust with customers, encouraging engagement and informed purchasing decisions.

Effective merchandising will also support staff to drive sales. Brochures, leaflets, or digital displays can be used to help customers understand the products whilst in-store displays will catch their eye and highlight key features and benefits. Some manufacturers may offer product point-of-sale boards or in-unit displays, which can serve as impactful additions to your merchandising strategy.

If feasible, live demonstrations are also a highly effective method of educating customers and driving sales, allowing installers to witness the seamless integration and control capabilities of smart lighting firsthand.

connections, OAuth 2.0, and transparent Privacy Notices will ensure the products meet high standards of privacy protection.

In addition to connected systems, wholesalers and distributors should also incorporate co-ordinating accessories such as smart bulbs, strip lighting and smart plugs into their range which can be used across a variety of applications.

Smart bulbs can be installed in existing lamps and light fittings and linked together to form a fully automated and controllable lighting system. Smart LED strips give installers the ability to add dynamic lighting effects and ambiance to any space and can be easily installed in various locations, such as under cabinets, along walls, or even outdoors. The

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FOCUS ON LIGHTING

Net Zero Lighting 2024 An exciting programme featuring leading experts in lighting and sustainability, organised by a unique partnership of The LIA and Recolight, has been unveiled for the inaugural Net Zero Lighting Conference 24

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he pivotal event is designed to help lighting manufacturers on their net zero journey. It takes place on Thursday, May 2, at 15 Hatfields, London. The conference places emphasis on the practical steps that lighting manufacturers can take to reduce the carbon emissions of all parts of their operations to contribute to the low carbon economy.

“This event is coming at a critical time for the industry,” said the event chair, Ray Molony. “The lighting community stands ready and willing to play its part in addressing the climate crisis and we hope this gathering of experts and sharing of information will be a major springboard on our collective journey.”

The programme addresses seven vital areas: 1. Strategy: Tim Bowes and Oliver Wallace of Whitecroft share their roadmap for achieving net zero by 2045. in consideration of net zero Taran Rai from Epson will present credentials. the approach taken by a leading The day ends with a panel The lighting community stands ready and IT company to attain net zero. discussion addressing willing to play its part in addressing the Nigel Harvey CEO of Recolight “Commercial Imperative or climate crisis and we hope this gathering of will share the organisation’s Environmental Responsibility?” experts and sharing of information will be a measures to minimise its carbon Commenting on the footprint, its successes – and the programme, LIA CEO, Ayça major springboard on our collective journey. challenges it has faced.

Donaghy said: “I am delighted 2. Metrics and measurement: that so many leading experts in Bob Bohannon head of Policy this field are willing to share their and Sustainability at The LIA knowledge and prowess with will give a summary of the differing metrics, 5. Packaging: Two case studies, a us all. It is already clear that the (including B Corp, LEED, EcoVadis, SBTi, Earthly, packaging materials supplier and a lighting event will be filled with essential information to Cradle-to-Cradle and TM65.2) Anton Borovy, manufacturer, will explore the world of help lighting companies as they collectively Certification Manager for The LIA, will explain sustainable packaging, and the steps taken work towards net zero.” how low carbon operations can drive great to reduce plastic use and incorporate And Nigel Harvey, Recolight CEO, added TM65.2 scores. sustainable materials.

“Achieving net zero is without doubt 3. Materials: Speakers include a 6. Transport: Andreas Adam, of Ledvance, challenging, with input and change needed representative from Wieland Nemco who will will deliver a case study highlighting their right across an organization. The broad range discuss how the incorporation of recycled pioneering sustainable transportation of both of presentations will address many of the metals into lighting products can reduce its luminaires to customers and its intake of raw challenges, giving delegates the tools they embodied carbon. materials. need to decarbonise their operations.”

4. Energy: This topic includes Angus Rose, 7. Best practice: The manufacturer’s For more information and register to of Ineco Energy, who will guide delegates Perspective will be presented by Irene Mazzei attend, please visit: thelia.org.uk/page/ through their successful implementation of a of Stoane Lighting, a pioneer in sustainable NetZeroConference solar project on a lighting factory. manufacturing. Rebecca Hatch of WSP will For more on Recolight, visti: recolight.co.uk explore the lighting specifier’s perspective

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Reuse | Recycle.

Giving you

WEEE Compliance.

REUSE Hub. WEEE Recycling. & more for Lighting

Recolight is the leading UK WEEE compliance scheme for lighting, taking on responsibility for its members’ WEEE compliance. Offering free integrated Lamp and Luminaire collection and recycling and the biggest UK-wide network of collection points for all WEEE lighting.

Recolight go beyond recycling, by offering circular economy services, facilitating the reuse of lighting equipment, and helping to avoid unnecessary recycling of surplus new lighting.

Working with the lighting industry, Recolight offer support and services to help their Producer Members transition to a Circular Economy.

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Wholesaler & Electrical Distributor

FOCUS ON HVAC

The sector must challenge the myths surrounding heat pumps

By Mark McManus, managing director, Stiebel Eltron UK

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ecently, global leaders came together at COP 28 to discuss action which would tackle the world’s most urgent and pressing environmental challenges. But, as the summit reached its climax, controversy emerged as wording to phase out coal, oil, and gas was inexplicably dropped from the conference’s deal. What ensued was a mass scramble of almost 200 countries on the conference’s final day as they looked to salvage a deal which would significantly reduce humanity’s impact on the planet. In the end, they just about agreed to include a move away from fossil fuels following furious condemnation on a global scale.

What’s clear is a widespread desire for greener initiatives which will safeguard the planet moving forward, with reducing carbon intensive fossil fuels top of the agenda. One such initiative is the decarbonisation of home and building environments, something which leading supplier of renewable heating products, Stiebel Eltron, is seeking to drive forward. Moving towards sustainable heating resources, such as the adoption of heat pumps in buildings, will significantly reduce a nation’s carbon footprint. However, the transition towards heat pumps is being hampered by misinformation around the technology’s ability to perform effectively when compared to a traditional gas boiler.

Solutions presented to consumers need to be practical, viable, and above all, an effective option which they can have

confidence will perform. So, it is up to the renewable heating technology sector to demonstrate to consumers why heat pumps tick all the boxes when it comes to changing their heating system.

A common misconception is that transitioning to heat pumps is prohibitively expensive, and while the initial installation cost can be higher than traditional heating systems, it’s crucial to consider the long-term savings and benefits. Being highly energy-efficient, they generate lower operational costs over time, while many governments and energy companies offer incentives and rebates which ease the financial burden of their installation.

Meanwhile, there are concerns that heat pump systems consume a lot of electricity, however this is not the case. A properly designed heat pump system will use around a third to a quarter less electricity than traditional forms of electric heating. This is because a heat pump should only need electricity as drive energy, with additional energy required gained from the air, earth or groundwater.

Then there is the notion as to whether heat pumps are too good to be true and can they really be as green as highlighted.

The simple answer is: yes. Heat pumps use renewable energy to generate heat, so no CO2 is created on site, and when combined with green electricity to drive them, none at all is generated. Heat pumps thus make a huge contribution to climate protection, saving around 2.5 tons of CO2 annually per system.

With 28 million households in the UK, this would

see savings of 70 million tons of CO2 each year if they were implemented in every home across the country.

This leads us to another concern that heat pumps are only suitable in new buildings, but the reality is that they can be successfully used to heat even the oldest properties. Modern heat pumps can be used in renovations, even with radiators, when design is appropriate.

Indeed, Stiebel Eltron estimates that more than 50 percent of existing heating systems could be converted to heat pumps without the need for major measures. Meanwhile, this could increase exponentially with greater will power from the government to drive forward measures to improve insulation and energy efficiency within buildings.

Meanwhile, another misconception is a heat pump’s inability to work effectively when air temperature is below freezing. However, heat pumps on the UK market today can work down to -25°C, with many designed with large surface areas allowing them to work better and more efficiently at lower temperatures.

The stark reality is that the negative myths surrounding heat pumps are largely unfounded and driven by the those with an interest in maintaining the status quo, no matter what the cost to the planet. Heat pumps will play a vital role in helping humanity rise to the present climate challenges and the renewable heating sector should demonstrate this.

For more information, please visit: www. stiebel-eltron.co.uk

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Moving towards sustainable heating resources, such as the adoption of heat pumps in buildings, will significantly reduce a nation’s carbon footprint. However, the transition towards heat pumps is being hampered by misinformation around the technology’s ability to perform effectively when compared to a traditional gas boiler.”

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Wholesaler & Electrical Distributor

& WED

Record year for heat pumps and solar panels in Scotland

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ast year saw more certified heat pumps and solar panels being installed in Scottish homes and businesses than ever before, with an 18 per cent jump on the previous record set in 2022. More than 30,000 solar panels, heat pumps and other renewable energy technologies were installed across the nation last year, according to figures from the MCS database of registered installations.

Scottish Government Grants for homeowners and social landlords will have helped drive this success, alongside the advice provided by Home Energy Scotland.

The vast majority of MCS installations registered last year were solar panels, at nearly 26,000. This is a 174 per cent increase

on 2020, when just over 9,000 certified solar panel installations were carried out. Heat pump installations soared by 113 per cent between 2020 and 2023, with grants of up to £9,000 available for installations. Deployment of heat pumps will need to continue to accelerate rapidly to meet climate change targets and to reduce households reliance on fossil fuel heating, a key driver of the cost of living crisis.

Nearly one in ten Scottish households (8.23 per cent) now have MCS-certified renewable energy in their homes, with more than 200,000 installations in total.

David Cowdrey, director of external affairs at the MCS Foundation, which compiled the figures, said: “To reduce energy bills and tackle

the climate crisis the rate of installations must continue to increase. This will need action from Westminster as well, to reduce the costs of electricity so that even more households can make savings on their energy bill by replacing a gas boiler with a heat pump.

Fabrice Leveque, climate and energy policy manager at WWF Scotland said: “More and more households are turning to heat pumps and solar energy to reduce their energy bills and carbon emissions. As well as grant funding, the Scottish Government must put in place long-term policies to phase out the use of fossil boilers, which is why it’s essential that the Heat in Buildings Bill is introduced this year.”

For more information, visit: mcscertified.com

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Wholesaler & Electrical Distributor

PUZZLE

BREAK

Crossword Puzzle

Time for a coffee break? Take five minutes away from the busyness of the shop floor with the W&ED puzzle page. This month’s theme is movies!

Across: 6. Who played park owner John Hammond in Jurassic Park? (7,12) 8. What’s the name of the skyscraper in Die Hard? (8, 5) 11. For what movie did Steven Spielberg win his first Oscar for Best Director? (10, 4) 13. For what movie did Tom Hanks score his first Academy Award nomination? (3) 14. What flavor of Pop Tarts does Buddy the Elf use in his spaghetti in Elf? (9) 15. The head of what kind of animal is front-and-center in an infamous scene from The Godfather? (5) Down: 1. What’s the name of the anthemic dance near the beginning of The Rocky Horror Picture Show? (3,4,4) 2. Who played Juror Number 8 in 12 Angry Men? (5,5) 3. In what 1976 thriller does Robert De Niro famously say: “You talkin’ to me?” (4,6) 4. What American writer/director starred in several iconic European-produced “Spaghetti Westerns”? (5, 8) 5. The theme from The Third Man (also called “The Harry Lime Theme” was performed on what instrument? (6) 7. In The Matrix, what colour pill does Neo take? (3) 9. Who played Mrs. Robinson in The Graduate? (4,8) 10. What pop vocal group performs at the wedding in Bridesmaids? (6, 8) 12. What are the dying words of Charles Foster Kane in www.printablesudoku99.com Citizen Kane? (7)

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Easy Sudoku Puzzles 10 Intermediate

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For last issue’s solutions, email us at lisa.peake@purplems.com

Across: 3 6. Who played park owner John Ham Jurassic Park?

8. What’s the name of the skyscrape Hard?

11. For what movie did Steven Spielb first Oscar for Best Director?

13. For what movie did Tom Hanks sc first Academy Award nomination?

14. What flavor of Pop Tarts does Bud use in his spaghetti in Elf? 15. The head of what kind of animal i front-and-center in an infamous s what instrument?

The Godfather?

To sponsor our W&ED puzzle page, email 7. next In The Matrix, does Neo take haydon.rainsford@purplems.com the blue pill or www.mathsphere.co.uk the red pill?

9. Who played Mrs. Robinson in The Graduate?

Sudoku 30 | SPRING 2024 @WED_magazine Puzzle 10. What pop vocal group performs at the 4 wedding in Bridesmaids? ® words of Charles Foster 12. What are the dying Puzzles.indd 8 24/02/2024 15:12:02

Wholesaler & Electrical Distributor

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MAGDUO - Two-Wire Fire Alarm System from ESP ESP’s MAGDUO Two-Wire fire alarm system is aimed at small to medium contractors, offering them a highly flexible and adaptable system that will save them time and money on the installation process.

Two-Wire fire alarm systems are based on standard conventional system technology. Unlike standard conventional four wired systems where the detectors, call points and alarm devices for each zone are wired on separate circuits, MAGDUO utilises intelligent Two-Wire technology, which allows all devices to be wired on the same set of two-core zone cables back to the control panel - enabling it to use a single circuit per zone both

for detection and to power the sounders. This advanced technology can reduce both installation and material costs.

In total ESP’s MAGDUO range comprises 25 individual products including 2, 4 and 8-Zone fire panels (available in a grey or black finish), as well as repeater panels – also in grey and black – with the 4 and 8 zone panels able to support up to eight repeater panels. A FlexiPoint detector is programmable to seven different modes including smoke and heat detection and there are various sounders, strobes and call points in the range.

With its adaptability, speed of installation and cost-effectiveness, MAGDUO provides an ideal fire alarm solution for a range of small to medium sized projects such as restaurants, retail outlets, schools, offices, apartments and hotels.

ESP is offering full training on the system to all wholesalers and installers.

www.espuk.com

Unicrimp’s essential cable fixings Unicrimp, part of the Scolmore Group of companies, offers a range of comprehensive cable accessories through its extensive portfolio of Q-Crimp products which incorporates more than 19 different product categories including a wide variety of suitable fixings.

The range encompasses a variety of screws, nails and extra security or lightweight fixtures suited to a wide range of applications. These include various options appropriate for both interior and exterior use.

Part of the Q-Crimp fixings range are the durable Squarelock Woodscrews, ideal for hardwood, softwood, chipboard and fibreboards. They feature a square recess which allows for greater rotation and a more positive fastening than conventional cross and slotted screws.

The shank of the screw grips the wood and reduces the change of splitting.

The Bright zinc plated steel screws are available in a variety of sizes to cover

Ultimate flexibility with Click GridPro The extensive GridPro range of interchangeable mounting plates and modules offers installers the ultimate in flexible, modular grid solutions, allowing them to create multi-function 1 to 24 gang plates which integrate with Scolmore’s vast Click wiring accessories range.

Unique to GridPro is the screw attachment feature, which means that no yoke is required for any modules when using 1-4 gang plates – the modules can be simply screwed directly onto the plates. This has the added benefit of allowing the installer to use standard back boxes.

Additionally, all GridPro modules have a clipping feature, which makes for easy removal and assembly.

The versatile GridPro plate can be populated to perform multiple tasks using a combination of GridPro and New Media modules. As well as a wide range of modules to choose from, all switch modules are 20A rated making them ideal for both domestic and commercial applications.

The full GridPro range is available to view on the Scolmore Gorup website as well as on the Scolmore Group app.

www.scolmore.com

all requirements – from 8 x ¾-inch to 10 x 3-inch.

Developments also include the Catenary Wire, Jack Chains and associated accessory products. Catenary wire is used to create an overhead catenary to support pipes, banners, cables and lighting, for example. The Catenary Wire range comprises two lengths of 3mm galvanised steel wire rope (50 metres and 30 metres). Included in the Catenary accessories range are 3mm zinc electroplated steel wire rope grips; 3mm wire rope eyelets; M8 zinc plated strainer adjustable rigging screws; zinc electroplated steel wire hook wall plates and zinc electroplated steel wire ring plates.

The Unicrimp catalogue which showcases the entire range of Q-Crimp accessories can be downloaded from the Unicrimp website as well as from the Scolmore Group app.

www.unicrimp.com

Novus – new dual voltage LED shaver light from Ovia Ovia continues to expand its range of lighting solutions and the latest addition is Novus - a 7W LED Dual Voltage Shaver Light, which joins the company’s growing domestic lighting category.

The IP20-rated Novus is available in a white and chrome finish and offers a cool white 4,000k colour temperature output with an impressive 450 lumen. It features a traditional design and is operated via pull cord switch.

Ovia’s Novus Shaver Light is suitable for domestic and commercial use.

www.oviauk.com

New Airmaster 4-inch extractor fans – now with Humidistats Airmaster already has an extensive offering of Domestic Extractor Fans including 4 and 6-inch options - switched, with pullcord or with timers, as well as an ultramodern slim decorative range in various finishes. Double insulated and safety fans for use within 0.6m of a bath or shower are further key features.

But now comes a new, state of the art, set of white or matt black 4-inch fans including humidistat versions. Both finishes include a basic fan, one with a timer and, top of the range, Extractor fans with a timer and humidistat as well as optional panel style versions of each.

Unique in white, are pullcord and silent timer fans. whilst in black there is a timer panel version.

Designed for wall or ceiling mounting, this new range, manufactured in ABS, features removable front plates for easy cleaning, high airflow aiding sanitation and hygiene, two to 30 minute timers, quiet running at 35 decibels and, of course, conforms to Part L Building Regulations. www.cedelectrical.co.uk

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LEDVANCE.CO.UK

LEDVANCE EVERLOOP THE FUTURE IS CIRCULAR Replace, don’t waste – in the interests of the circular economy, the LED light sources and drivers in EVERLOOP LED luminaires from LEDVANCE can be easily replaced and recycled if necessary. This means the luminaires themselves can remain in use almost indefinitely, less waste is produced and fewer resources are needed. A huge boost for sustainability.

Find out more about LEDVANCE EVERLOOP now at ledvance.com/everloop

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