The Hardware Journal January/February 2017

January/February 2017

The Official Magazine of Hardware Association Ireland

BUSINESS TO BUSINESS MAGAZINE OF THE YEAR

BATTLEREADY New President on strengthening HAI, facing Brexit and the future of hardware

www.hardwareassociation.ie

OFFICIAL AUTHORISED BRIGGS & STRATTON DISTRIBUTORS

MERCHANDISE STANDS AVAILABLE Contact your Area Sales Rep For Details on 056 444 1988

STAND CONTAINS

Oil Filters, Air Filters, Fuel Filters, Spark Plugs, Engine Oil, Lawnmower Covers & More

EXTENSIVE RANGE OF SPARE PARTS AVAILABLE

ORDER ONLINE, BY PHONE OR VIA YOUR AREA SALES REP

DOYLE’S IMPORTERS & DISTRIBUTORS Shamrock Business Park, Dublin Road, Co. Kilkenny, R95 AP6F Ph: 056 444 1988 Fax: 056 444 1978 E: sales@doylesw.ie

www.doyles.ie

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January/February 2017

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Happy New Year from all the team here at Hardware Association Ireland. As I write this message, we’re counting down the days to the biggest Hardware Show in Hardware Association Ireland’s history and I can assure you that this show is one that I wouldn’t miss for the world… not just because it’s our show (!) but because it will be the hardware and building materials experience of the year, if not the decade, in Ireland.

We can back up the hyperbole; one of our aims is to raise standards in the sector, and we’ve created an unrivalled show that has unprecedented attractions and benefits to appeal to ALL in the industry. We want our retailers and merchants to bring all their staff to the show. There really is something for everyone to get excited about. Read our full Show Guide and register in advance – it will save time queuing. Go to www.thehardwareshow.ie and sign up today!

We had another significant reason to be in great form in the run-up to Christmas when we were notified that The Hardware Journal won Business to Business Magazine of the Year at the prestigious Irish Magazine Awards 2016. It was commended for its innovation and a real understanding of its readers’ needs, including new sections and services for its readers. The award was accepted by our publishers and partners, IFP Media, who together with the small team here at HAI, re-designed the magazine and re-focused the content 12 months ago. It’s such an honour to have industry experts judge the Journal as best in class. It’s worth repeating that this magazine is now the award-winning magazine for the trade and the official magazine of Hardware Association Ireland. A big ‘thank you’ to all those involved in putting it together.

This year sees us welcome a new President of HAI. I look forward to working with our new President, Kieran Burke, in continuing to enhance the Association and its services for the added value benefit of members. Read more about Kieran’s thoughts on the industry and plans on page 15.

Also, 2017 sees the introduction of a new governance structure for the Association and the introduction of five new members onto our Executive Committee – Dave Gavin (KCR Buliders Providers), Rachel Reddin (Kellys Homevalue Hardware), Padraic McGuinness (Albany Group), Mark Lohan (Brooks Timber & Building Supplies) and Michael O’Donohoe (Wavin). Many thanks for the support, time and efforts of the outgoing members - Paddy Kelly (Tegral), Alex Taylor (Uppercross Enterprises), Charlie Hamilton (Canadia), Kevin Myers (Dairygold) and Darren Fogarty (Topline Bolands) without whose commitment and wisdom we’d be all the lesser.

I never usually show partiality to a merchant or retailer whose profile is featured in the magazine but one of my favourite stores is featured in this edition, MRCB Paints in Cornmarket in Dublin, read about them on page 12. I’ve mentioned in the past that I do as much home improvement work as I can before I get in the experts and this is my go-to store for a makeover. It’s a handy walk up Dame Street from Dublin city centre and I can honestly get lost in the wealth of wallpaper flip books, paint catalogues and decorating add-ons that they have, all set in a no-nonsense environment welcoming to trade and end-user alike.

Finally, please come and visit the team in The Hardware Education Hub located in the centre of the Hardware Show, we’d be delighted to see you. There’s a smile, and a free drink, available! I’ll also be on the lookout for visitors who are prepared to have a chat with me on camera during the two days of the Show, looking forward to seeing you there!

Annemarie Harte Chief Executive Officer – HAI

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contents

January/February 2017

The Official Magazine of Hardware Association Ireland

BUSINESS TO BUSINESS MAGAZINE OF THE YEAR

BATTLEREADY New President on strengthening HAI, facing Brexit and the future of hardware

www.hardwareassociation.ie facing

FRONT COVER: The new HAI President, Kieran Burke.

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc

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ISSN 2009-5481 Annemarie Harte Chief Executive, HAI p 01 298 0969 or e annemarie@hardwareassociation.ie

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news 7 Published by: IFP Media Editor: Bernard Potter Design and Production: Barry Sheehan Advertising Manager: Bryan Beasley Administration: Sue Nolan Chief Executive: Rebecca Markey Printers: Johnswood Press IFP Media, Castlecourt, Monkstown Farm, Glenageary, Co Dublin. A96 T924, Ireland t +353 1 709 6900 e BernardPotter@ifpmedia.com

ADVERTISING ENQUIRIES: To advertise in The Hardware Journal and reach the key decision makers in the industry please contact Bryan Beasley at 01-709 6916; email bryanbeasley@ifpmedia.com © 2017 All editorial contents and all advertisments prepared by the publishers and Hardware Association Ireland HAI can accept no responsibility for the accuracy of contributors’ articles or statements appearing in this publication and any view or opinions expressed are not necessarily those of HAI, save where indicated. No responsibility for loss or distress occasioned to any person acting or refraining from acting as a result of the material in this publication can be accepted by HAI, authors, contributors, editor or publishers. The publication of advertisements does not constitute any endorsement by HAI, authors, contributors, editor or publishers of the products advertised. Readers should take specific advice when dealing with specific situations.

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NEWS & PRODUCTS Solus launches new retail experience. Doyle’s announced as distributor of Briggs and Stratton products.

regulars 3

A MESSAGE FROM THE CEO Annemarie Harte previews The Hardware Show.

11 NEW MEMBERS HAI welcomes its newest members.

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SMART SPACES Rooms available for hire at HAI HQ.

features 15

UNDAUNTED BY UNCERTAINTY First interview with new HAI President, Kieran Burke, Group Procurement Director, Grafton Group plc.

20 THE OUTLOOK FOR 2017 Industry leaders discuss the sector’s prospects.

22 INNOVATE OR EVAPORATE Internet insights.

market intelligence 6

BUSINESS INDEX The full year results on member revenue performance in 2016.

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profiles 12 MERCHANT PROFILE: PREMIUM PERFORMANCE Established in 1936, the name MRCB is wellknown in Dublin city for its unique heritage and dedication to premium paints.

18 SUPPLIER PROFILE: B&G

HAI CEO Annemarie Harte talks to Tom Cleary, Chief Executive of B&G, the long-established DIY and homeware distributor.

business support 23

FINANCE Financial statement compliance.

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LEGAL How an insolvent company can be wound up in court.

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GOOGLE Understanding your digital customers.

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CONTROLLING MARGINS Developing “a culture of cost accountability”.

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THE HR FILE What’s in yours?

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CREDIT INSURANCE How it can benefit your business.

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classified ads 29

A SELECTION OF CLASSIFIED ADS

The Hardware Journal named top B2B magazine

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The Hardware Journal recently scooped the Business to Business Magazine of the Year Award at the Irish Magazine Awards. The Hardware Journal won in the category for publications with circulations under 5,000 and was commended for innovation and a real understanding of readers’ needs. Pictured at HAI HQ are: Bryan Beasley, Advertising Manager, The Hardware Journal, IFP Media; Bernard Potter, Editor, The Hardware Journal, IFP Media; Rebecca Markey, Chief Executive, IFP Media; Annemarie Harte, CEO, HAI; Aoife Kinsella, Business Development and Marketing Manager, HAI; and Jim Copeland, Head of Member Relations, HAI.

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Business Index

RESULTS FOR 2016 A total of 156 member branches throughout the country now take part in the monthly business index, an increase of two on the previous quarter’s collection.

The sector, as a whole, recorded a 10% increase year-on-year but it was not without its peaks and troughs – a slow-down in growth in the traditionally buoyant months of autumn and a dramatic decline in July undoubtedly caused by the Irish summer being effectively over by the end of June.

Total member revenue for Quarter 4 2016 shows a 9% increase on the same period for 2015. The sector Quarter 4 year-on-year rise is broadly even across both regional and urban/rural areas. Monthon-month rises in sector revenue in October and November 2016 were then followed by a fall in December probably because we are experiencing such a mild winter.

The monthly moving average for Quarter 4 is largely consistent across the range of different member groupings. The month-on-month increase in sector revenue was especially consistent in Quarter 1 and Quarter 2 2016.

The annual review of 2016 indicates that both Q1 and Q2 2016 showed 13% growth on 2015; the year-on-year growth for Q3 and Q4 2016 was 5% and 9% respectively.

How to get involved The more retailers and merchants involved in contributing to the index, the more robust the data.

All raw data is kept confidential and never revealed to HAI. If you agree to participate in the monthly business index, you will receive an email from Behaviours and Attitudes, our research partner, once

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a quarter (usually at the start of the second week), asking for several pieces of information that will form the benchmark survey: • Number of employees; • Location of business; • What type of area your business operates in, i.e. to get an urban/rural split; • Annual sales turnover (less VAT) for your business for 2015 broken down by month; • Sales turnover per month for 2016.

Once this benchmark is complete you will only be asked for one piece of information each quarter thereafter, sales turnover per month for the quarter.

Please contact Jim on 01 298 0968 for more information and to participate.

What our members say Padraic Rogers, Owner, Topline Rogers, Ballymote, Co. Sligo “We at Topline Rogers are finding Hardware Association Ireland’s business index a great help to our business. It helps us to plan and to project where our business is going. It’s very timely for our industry, pity it didn’t happen years ago!”

Stephen Blewitt, General Manager Agribusiness, Aurivo “The monthly benchmarks help us decipher the areas where we are over or underperforming versus the industry. The fact that it is completely anonymous gives us the confidence to be totally open with the figures we provide.”

January/February 2017

News & Products

DOYLE’S NAMED AS BRIGGS AND STRATTON DISTRIBUTOR Double win: The Hardware Journal won the Business to Business Magazine of the Year Award at the Irish Magazine Awards, and IFP Media was named Publishing Company of the Year. Rebecca Markey, Chief Executive, IFP Media and Annemarie Harte, CEO, HAI are pictured with the awards.

THE HARDWARE JOURNAL WINS TOP B2B MAGAZINE AWARD The Hardware Journal, the official magazine of HAI, recently scooped the Business to Business Magazine of the Year Award at the Irish Magazine Awards, Ireland’s premier event celebrating world-class talent in Ireland’s professional publishing community.

The Hardware Journal was cited by the Awards judges in particular for “innovation with a real understanding of readers’ needs” and “developing new sections and services for its readers”.

The Hardware Journal is published by HAI in partnership with publishers, IFP Media.

Annemarie Harte, CEO of HAI, commented: “We’ve come a long way with the magazine’s design and content but fully intend to keep investing in The Hardware Journal and look forward to broadening its content and web presence in 2017”.

Rebecca Markey, Chief Executive, IFP Media, said: “This award is welcome as objective and independent recognition by publishing industry peers of what has been achieved by HAI and IFP Media over the past three years.

“The success of The Hardware Journal is attributable to the strategic direction and industry access provided by the team at HAI HQ, under the leadership of CEO Annemarie Harte and the HAI editorial board, combined with the publishing expertise and creativity of the editorial, advertising, design and production departments at IFP Media.”

January/February 2017

Doyle’s Importers and Distributors are delighted to be officially recognised as authorised distributors of Briggs and Stratton products in Ireland.

Dealerships and hardware shops will now have more access to Briggs and Stratton spare parts and accessories, according to Doyle’s, along with promotional and marketing support to help increase product sales on shop floors nationwide.

John Foley, CEO, Doyle’s, stated: “This partnership will further strengthen the existing relationship between Doyle’s and Briggs and Stratton, with customers benefiting from the improved service, product availability and shorter lead times.”

Ian Small, Sales and Marketing Manager, Briggs and Stratton welcomed the announcement: “We look forward to working positively with Doyle’s Importers and Distributors into the future.”

Michael Ganly, Managing Director, Ganlys of Athlone with David Reynolds, Sales Director of Solus at the launch of the new Solus retail experience display units.

David Reynolds, Solus, and Darren Fogarty, Managing Director, Topline Bolands.

LEADING LIGHTS Irish lighting company, Solus, has launched a new retail experience display solution, which allows customers to see exactly what Solus light bulbs look like when lit in various surroundings. Ganly’s of Athlone were the first outlet to feature the new retail experience display units. A national roll-out is underway.

The new Solus retail experience display stands are interactive and informative, the company says. The size of the display can be tailored to the space available. The customer is brought on a journey from Halogen and LED to the new premium Solus XCross Filament LED range.

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News & Products

HOMEBASE IRELAND REDUCES LOSSES BY 73% The Irish arm of Homebase has filed accounts which show revenues of €47.56m for the year ended 27th February 2016, up 8% on the previous year’s figure of €43.74m.

Like-for-like sales have increased by 13%, boosted by the closure of one store in the previous year when the figure was 4%.

Homebase states that sales of big ticket items helped to boost sales, along with “growth across all product categories”. Pretax losses have reduced by 73% to €2.4m, compared with losses of €9m in the previous year. Homebase currently has 11 stores in Ireland and employs 448 members of staff.

CONSUMER MOOD DIPS – ESRI The monthly drop in Irish consumer sentiment was sufficient to push the index to its lowest level since February 2015, according to the ESRI. The survey period did not see any dramatic developments that might signal any major deterioration in the financial circumstances of Irish households. However, there was a considerable focus on potential threats to the Irish economy posed by Donald Trump’s election in the US and the looming start of ‘Brexit’ negotiations.

At current levels, the ESRI noted, the consumer sentiment index is still consistent with a continuing increase in consumer spending but the flagging momentum of the sentiment index testifies to the absence of a ‘feel-good factor’.

The survey is signalling that, from a consumer perspective, the Irish economic recovery is not rooted as deeply as had been expected.

PH Ross is part of the HPC Group.

NEW PREMISES FOR PH ROSS Following the recent sale of the existing site and an adjoining site on Annamoe Road, PH Ross has entered into an agreement with Lidl Ireland to develop the site to incorporate a new, modern purpose-built heating and plumbing centre, a bathroom and tile showroom and new Lidl store. The first phase of the development was completed in January 2017 and the existing PH Ross business, which is marking its 40th anniversary, is now trading in the new, purpose-built Heating and Plumbing Centre on Annamoe Road. The second phase is due for completion in early June 2017.

The move is a timely way to mark PH Ross’s 40 years in business.

Commenting on the new development HPC’s Group Operations Director, Dennis O’Connor, said: “This investment demonstrates our commitment to, and confidence in, both our heating and plumbing business and our dedicated staff in Cabra. The team in PH Ross wanted to ensure that the key elements which have underpinned our success over the past 40 years were maintained when planning the new Plumb Centre and showroom. Providing the very best in customer service is top of our list and the very latest warehouse designs, computer software and operating systems will ensure that the customer will always get what they want when they want it.

As the saying goes, if it can’t be got in Ross’s it can’t be got!”

Irish-owned PH Ross is part of the HPC Group and has traded successfully on the Old Cabra Road in Dublin since 1977.

SEVEN FROM TEC 7

Tec7 has introduced a new range of professional cleaning products. The range contains seven products that cover hundreds of applications. It consists of: HP Clean – a cleaner for natural stains such as algae, mould and oils; CA Clean – for tough applications, but gentle enough to use on most materials;

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Scrub – a scouring cream; MultiClean – an all-purpose, fast-acting, foam-action spray; Tec7 Cleaner – on the market for a number of years, Tec7 Cleaner is a solvent-based, universal cleaner; Remove All – a cleaner/stripping agent that removes residues of cured Tec7, silicone, PU foams, paint, graffiti and varnish; and, Scarabee – a professional cleaning pad.

January/February 2017

News & Products Visitors to stand B19 at the Hardware Show will see first-hand the new Anthracite Grey colour option available in the heritage-inspired Cascade and modern Gloss Rainwater System ranges from Brett Martin.

GLOBAL DIY MARKET WORTH €538 BILLION BRETT MARTIN GEARS UP FOR HARDWARE SHOW 2017 Brett Martin Plumbing and Drainage is set to showcase new product developments and a growing portfolio of drainage solutions to builders merchants and retailers at the Hardware Show 2017 in Dublin.

Brett Martin Plumbing and Drainage representatives will be on hand to demonstrate the comprehensive range of underground, rainwater and soil drainage solutions on offer, including the innovative Cascade Cast Iron Style Rainwater and Soil System.

Visitors to stand B19 will have the opportunity to see first-hand the new Anthracite Grey colour option available in the heritage-inspired Cascade and the modern Gloss Rainwater System ranges. Brett Martin are confident that builders’ merchants, building contractors and installers alike will be impressed by its underground drainage range, including the new 315mm Shallow Access Chamber and 450mm Inspection Chamber.

Visitors to Stand B19 will have the opportunity to enter a competition to win a €500 Ticketmaster gift card.

In 2015, the DIY/home improvement world market turnover reached €538 billion, an increase of 3% compared to the previous year, according to the Global Home Improvement Report 2016 by fediyma.

North America and Europe combined represent 86% of this world market, although their joint population accounts for only 23% of the world population. The DIY markets of these two continents total €463 billion in value. North America and Europe reach 57% and 29% of the world market respectively. North America had the highest average DIY expenditure per capita in 2015 at €854.

Approximately 83% of the global DIY market (€447 billion) is concentrated in only eight countries: USA, Germany, Japan, Canada, United Kingdom, France, Australia and Italy. Moreover, the three major DIY countries in Europe (Germany, France and United Kingdom) represent 57% of the continent’s market.

The top 10 major DIY retailers worldwide are: Home Depot (USA), Lowe’s (USA), ADEO (France), Kingfisher (UK), Bunnings Building (Australia), Menards (USA), OBI (Germany), Sears (USA), Bauhaus (Germany) and Canadian Tire (Canada).

DIGITAL HEALTH CHECK UP The Q4 2016 IE Domain Registry (IEDR) dot ie Digital Health Index shows that 22% of Irish SMEs still have no online presence, an increase from the last Index published in May 2016. This is at a time when 90% of consumers go online to find information about companies and their products and services.

While more Irish SMEs are using social media, like Facebook, to connect with their customers (52% in October 2016 compared to 48% in April), most are still failing to follow through and leverage this connection by selling their goods or services to them. Only one fifth of Irish SMEs have web sales ability.

As a result, of the almost €9 billion that will be spent online in Ireland in 2016, only 26% will be spent with Irish online operators.

January/February 2017

HIGH AWARENESS OF ‘GUARANTEED IRISH’ LOGO In a recent survey commissioned for Guaranteed Irish by Amárach Research, eight in 10 respondents to the survey are aware of the Guaranteed Irish logo and awareness is highest among older age respondents (45-55+).

In total, 96% feel that buying from Irish companies with a vested interest in Ireland is just as important as five years ago.

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News & Products

Tessi’s van lock.

T-Rex.

TESSI’S NEW VAN LOCK Tessi has recently added its new van lock to the range. It features a concealed shackle which makes it resistant to physical attack. In addition, the hasps, bolts and lock itself are all specially coated to prevent any rust from forming. This lock is suited to trades or anyone who carries valuable tools or equipment in their van.

GILLAM STEPS DOWN FROM BUNNINGS UK & IRELAND BOARD John Gillam has stepped down from the Bunnings UK & Ireland board. The news was discovered in documents lodged with the corporate regulator, which confirmed that Mr Gillam stepped down as a director of Bunnings UK & Ireland on 3rd January, 2017.

Wesfarmers have confirmed that Mr Gillam will remain on call in an advisory capacity, continuing to chair the Bunnings Group Council, which was set up, following the acquisition of Homebase, to coordinate Bunnings’ activity across all markets. He will also join the Bunnings UK & Ireland advisory board, alongside Matt Tyson, Archie Norman and Michael Mire, and will continue to spend time in the UK and Ireland as part of his role.

Replacing Mr Gillam on the board of Bunnings UK & Ireland is the current head of Bunnings Australia and New Zealand Michael Schneider. Also appointed to the UK & Ireland board is Anne Mustow, company secretary, whose previous roles have included legal manager for Bunnings in Australia.

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Orange Gripper.

Frogtape.

KEYPOINT TREBLE – DISTRIBUTOR ANNOUNCES THREE NEW LAUNCHES Keypoint has been officially appointed distributor of Frogtape in Ireland. Frogtape Multi-Surface, Delicate Surface and Gloss and Satin Surface masking tapes are the only tapes treated with PaintBlock Technology. This technology is, Keypoint explains, a super-absorbent polymer which reacts with emulsion paint and instantly gels to form a micro barrier that seals the tape edges preventing paint bleed.

In an additional launch, T-Rex Tape, for indoor and outdoor use is also now available from Keypoint. Described by Keypoint as “ferociously strong”,T-Rex tape is an all-weather, heavy-duty tape.

It is double the thickness of standard duct tapes, the company states, and is designed to stick to rough, dirtier surfaces.

Finally, Keypoint has also launched its new Orange Gripper disposable gloves with a unique ‘tyre tread’ grip pattern. Made from ultra-strong nitrile, these gloves are highly resistant to snags and tears.

ARCHITECT ACCOLADES FOR DULUX Dulux Trade was recognised as having the Best Interior Design Product and the Best Renewable Product by the RIAI in the prestigious Architects Choice Awards 2016. Dulux Trade Diamond Eggshell, the architect’s choice for Best Interior Design Product, offers unrivalled durability with innovative stain repellent technology, according to Dulux. The Diamond range is also available in a matt finish.

Dulux Trade Cladshield, winner of the award for Best Renewable Product and part of the Dulux Trade Specialist range, offers exterior durability and protection for Plastisol-coated and coil-cladded buildings.

Its unique properties provide a tough and durable paint film that is suitable for application over previously painted and weathered cladding.

Dulux Trade Diamond Eggshell.

Dulux Trade Cladshield.

January/February 2017

News & Products

HAI IS DELIGHTED TO WELCOME ITS NEWEST MEMBERS Cloonan Hardware Ltd The Green House, William Street, Tullamore, Co Offaly Ph: 057 932 1468 Contact: Brian Cloonan Business: Hardware, DIY and Garden Store

Drew Brady Dove Mill, Black Dean, Church Lane, Deane, Bolton, Manchester, BL3 4ET, UK Ph: 085 859 0621 Contact: Gerry Fahy Business: Workwear Supplier

Kingspan Environmental Ireland Dundalk Rd, Carrickmacross, Co Monaghan Ph: 087 050 6592 Contact: David McDonagh Business: Manufacturer of oil, water, soild fuel and agricultural storage products

McKeogh’s Hardware Ltd Ballina, Killaloe, Co Clare, Ph: 061 376249 Contact: Rosemarie McKeogh Business: Builders Merchant , Hardware and DIY Store

Glennon Brothers Dublin Road, Longford, Co Longford Ph: 043 335 0800 Contact: Michael Minchin Business: Timber Saw Mills

January/February 2017

RUBI UK Ltd 16/17 Easter Park Industrial Estate, Ferry Lane, Rainham, Essex, UK Ph: 0044 1708 559 609 Contact: Justine Gibbs Business: Manufacturer and Distributor of Tiling Tools and Accessories

Sealtec Industrial Suppliers Ltd Sealtec House, Athlone Road, Longford Ph: 043 334 6411 Contact: Brian O`Hara Business: Hand and Power Tools, Fasteners, Welding Plant and Consumables, Abrasives and Plumbing

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Store Profile

Premium performance from MRCB The paint and wallpaper industry is a changing landscape of trends and styles, with a vast range of brands and companies competing for business. Kevin Coghlan, Managing Director of specialist paint store, MRCB, spoke to The Hardware Journal to discuss why premium brands paint a better retail picture in the long term.

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January/February 2017

Store Profile

Two window displays

by MRCB. Care and imagination are hallmarks of the store’s window presentations

The store interior.

Established in 1936 by Frenchmen Marcel Regent (MR) and Charles Bigoud (CB), the name MRCB is well-known in Dublin city for its unique heritage and dedication to premium paints.

Joe Coghlan bought the store, originally situated on Lord Edward Street, in 1989. At the time, as Joe’s son, Kevin Coghlan, the current Managing Director, recalls, many considered it a risky investment due to the company’s insolvent state.

“My father had a wealth of experience under his belt, having worked for HGW Paints (Dulux) and DODs of Mary Street. After setting up his own store on Meath Street by the name of Coghlan and Corbett, he believed he could resurrect MRCB and relocated the store to Cornmarket, a much more accessible location.”

Building business Thanks to Joe’s experience and reliable reputation, many suppliers were keen to work with him and support both MRCB and the Meath Street store. Staff were shared between the two shops, which had a positive impact from a cost-effectiveness point of view, although it meant staff had to work particularly hard when both stores were busy at the same time.

Eventually, as the business expanded, the decision was made to focus on the potential of the MRCB store and, in 2004, Coghlan and Corbett closed its doors, relocating its knowledgeable staff to MRCB to support the now flourishing reputation of the once bankrupt business.

The company bought the lot next to the original space to expand the January/February 2017

company and renovations, completed in 2009, saw the introduction of a dedicated design centre where customers are welcome to browse and peruse the many brands and colours of paint available.

“We found that our larger displays almost overwhelmed the customer so we decided to create the design centre. We focused on one central design concept so we could ease people into their choices in a calm environment. Since then, we’ve gradually introduced displays, including sliding panels which extend from the wall, offering a selection of colour schemes and paint finishes depending on customer preference,” Kevin explains.

Today, the shop comprises 6,500 sq. feet of retail area and a total space – including office, warehouse and basement – of 15,000 sq. feet.

MRCB has over 30,000 paint colours on offer from well-known, premium brands including Colortrend, Farrow & Ball, Sanderson and Crown Paints.

Colour code When it comes to choosing paint, Kevin notes that many decorators and painters recommend that their clients visit MRCB for the extensive range on offer.

“Many customers who come to us to discuss colour schemes are female; they have more of an eye for colour and care deeply about the overall look of a space in comparison to men who may be more laid back about it all! Some customers who come in have been to their local paint shop and bought samples and decided they want to try a 13

Store Profile

However, those levels were unsustainable and driven by the excesses of the boom. Now we can see people are more careful and considered with their purchases. The growth we are seeing now is more sustainable and based on a sounder footing.”

Digital competitors Like any retail business, staying competitive in terms of price is a constant battle. Kevin explains that online sales are a challenge for the industry as people are researching paint online and comparing prices in store.

“We have to adjust our prices to be more competitive with online stockists but the problem is that companies online don’t have all the overheads of city centre rents and staffing,” he says.

The company’s website is currently being revamped and MRCB’s online presence is top priority for 2017, with Senior Colour Consultant, Niamh Courtney, taking on the responsibility of building the brand across several digital platforms.

Award-winning team MRCB took home the award for Best Home and Design Shop in The Irish Times Best Shops 2016 awards.

higher quality brand for a more long-term result. We also have young families and professional couples who sometimes opt for low volatile organic compound (VOC) emission paints such as the Benjamin Moore brand, which offers asthma and allergy-friendly paints with 3,500 shades to choose from,” Kevin explains.

Paint vs paper While wallpaper was hugely popular in the Meath Street store in its heyday, the sector currently accounts for 20% of overall sales, with many people favouring paint and shying away from the added cost of hiring a contractor to hang the paper professionally.

“There’s a few more people using wallpaper for full rooms but not a lot. Modern houses tend to favour paint over paper but there’s still a significant amount of sales for feature walls using wallpaper.

This is usually discreet with the use of subtly textured wallpapers rather than extravagant patterns.”

Paint remains very much the consumer ‘go-to’ option and grey continues to hold the position of most popular colour over the last number of years, with a new more warm shade known as ‘greige’ gaining ground due to its complimentary beige hue, which ideally suits the cold Irish climate and natural light. However, future colour favourites are taking a darker turn, says Kevin.

“The trend is turning towards beautiful deep rich shades, such as Victorian greens and dark greys, which work beautifully with dark furnishings and rich wallpapers. People use these strong colours on walls and may decide to paint the floor white to create a contrast to traditional decor.”

The company took home the award for Best Home and Design Shop in The Irish Times Best Shops 2016 awards. Kevin attributes the win to his valued team, stressing the benefits of their vast knowledge and loyal dedication to MRCB over the years.

“We have 16 staff, the majority of whom are here over 10 years.

Our Technical Manager, Paul Bates, came from the original store so he has been with us 44 years, starting off in deliveries at the age of 16 cycling around the city! During the recession, we never let anybody go or cut wages because we value the expertise that our employees provide and decided to simply tighten our belts and work through the challenges.

“Our weekly staff training sessions certainly helped us win the award.

The award itself was welcome recognition for the service we provide and proved how valued we are by our customer base. People went out of their way and took the time to vote for us so we really felt proud of what we have achieved. Now, our aim is to continue on the same path in the future with our loyal customers beside us,” he adds.

Building business after the bust According to Kevin, one of the consequences of the downturn years has been a more cautious approach to spending by many customers today.

“We have a 50/50 split between trade sales and retail sales. Our sales dropped from peak figures in 2008 by about 40%. Although we have seen a substantial recovery, we are probably still trading between 15-20% below that boom-time peak at the moment.

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A typical space within the store where customers can browse at their leisure.

January/February 2017

Interview

Undaunted by uncertainty

– President on member services, Brexit and the future of hardware Kieran Burke, Group Procurement Director, Grafton Group plc, has been elected as HAI President for a two-year term, assuming the role at a defining time for the hardware industry and the country overall. In this interview, he discusses a range of issues including the reshaping of HAI to better serve its members and his priorities for the next two years.

HAI President, Kieran Burke.

The Hardware Journal: How will you approach your term

as HAI President?

Kieran Burke: The role is shaped largely by the four pillars of HAI’s strategic plan: • representation which includes advocacy and lobbying; • education, encompassing the development of business supports, training and courses; • market intelligence, which includes research and the development of the HAI Business Index; and, • the development of networking, through events such as the Hardware Show and the Hardware Conference.

My aim is to work with the Executive Committee and HAI staff to build on the achievements of my predecessors in delivering on the four pillars. When I exit my role as President, I’d like to leave HAI in a better place with enhanced services, within an improved business environment for members and as a stronger association overall.

How strongly do you feel the Irish merchanting sector is performing overall and are there any signs that the rural recovery is picking up pace?

In terms of trends, 2016 was the third successive year of market growth, following the extremely challenging years of 2008 to 2013.

Recoveries from previous recessions generally began in Dublin and the large conurbations around the country. While the downturn in the 2008-2013 period was far more damaging than a recession, I believe that the current uplift is following a broadly similar pattern to previous recoveries, i.e., rural growth is happening, but at a slower pace.

The solution for rural areas must be wider than just incentivising businesses; broader social regeneration is needed.

January/February 2017

15

Interview

The Irish economy is facing a lot of potential threats, with Brexit a particular focus of concern. As Group Procurement Director of Grafton Group plc, which has a strong presence in both the Irish and UK markets, what’s your assessment of the outlook in the short to medium term?

Predicting the outcome of Brexit at this point would be fortunetelling rather than forecasting; the key word is uncertainty. We know from our recent past that uncertainty leads to concern which leads to cautious behaviour in spending. However, as a counter to this, the fundamentals of our economy are sound, with a promising pipeline of commercial construction activity and a well-documented requirement for activity in new housebuilding.

So, amid the negativity, there are some positive pressures too.

The most immediate fallout from the Brexit vote has been the significant shift in the euro/sterling exchange rate. Having said that, it’s important to put that shift in context. Looking back over the last five years, it is interesting to note that the average exchange rate versus the euro for 2011 was 87 pence and for 2013 was 85 pence. So, to that extent the currency drift that we’ve seen so far is not unprecedented. Of course, these are early days and there’s no precedent for Brexit itself.

No businesses in Ireland will have greater concern about Brexit than those operating in the border counties. In my experience, these businesses have shown tremendous resilience and business acumen in facing currency challenges in the past. As the Brexit process unfolds, HAI will be strongly focused on ensuring that our members’ interests are represented and defended strongly and we will, in particular, make every effort to support border county businesses in dealing with the specific challenges that they may face.

In this context, I would like to add that while, obviously, HAI cannot influence exchange rates, one element of cross-border trading – VAT compliance or lack of it – is an issue where we can provide practical support to our members through liaising with the appropriate government agencies to seek effective enforcement and a fair trading environment for all.

What’s your assessment of how the Association has evolved in the last few years?

The organisation has become an even stronger voice for the builders merchant and hardware sector and this has been evident in a number of ways. Firstly, the Association’s lobbying and advocacy on behalf of its members has been exceptionally focused and intensive in recent years. For example, we consistently lobbied for an extension of the Home Renovation Incentive (HRI) scheme, so it was gratifying to see that the scheme was indeed retained and extended in Budget 2017.

Similarly, we made a carefully argued and specific submission in relation to the need to provide a stimulus for housebuilding throughout the country. Although it is early in the process, we welcome the initial measures taken by Minister Coveney and the Department of Housing, Planning, Community and Local Government to urgently address the housing shortfall. The housing challenge is complex and influenced by many factors and we will continue to monitor the ongoing response to the issue with a view to ensuring that the Government sustains its commitment to increasing the housing supply.

The demographics suggest we need 25,000 new houses built per annum and we have been building 10,000 to 14,000 in the past three years, so there is clearly a pent-up demand.

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We understand that you believe the provision to members of credible and authoritative market intelligence is one of the Association’s most important services?

HAI has, in recent years, made substantial progress in offering members vital market data and information and one of the most significant initiatives in this regard was the launch and development of the HAI Business Index. This facility is building a bank of useful data that was heretofore unavailable to our membership.

The participation of members in this innovative service through the provision of anonymised information, once a quarter, has been crucial to its success and I would urge those members who are not taking part to get involved at the earliest opportunity. Anonymity is protected and the Index, as it evolves, will be an increasingly important tool for the Association and its individual members. In the next few years, the Index will continue to develop as a credible source of information for members but members’ input is vital if this is to be achieved.

As well as engaging with HAI directly, do you think there are benefits to be had through industry engagement and networking?

With the time pressures that merchants face today, networking opportunities are limited, which makes it even more important to ensure their effectiveness. HAI recognises these realities and this has been evident in the greater scale and sharper focus of our key events in recent years such as the President’s Ball. The Hardware Show 2015 was a tremendous success and this year’s show will be the biggest in the industry’s history. The line-up of experts and industry leaders that participate in these events has been unrivalled in terms of industry knowledge, experience and relevance. These events have attracted big attendances, making them uniquely effective venues at which to meet colleagues from every sector of our industry and every part of the country.

Under the representative pillar of the strategic plan, what will be the key priorities that you will focus on this year?

The HAI’s lobbying and advocacy planning is guided by our members.

I want to emphasise how important it is that members get in touch with us and let us know what your concerns are. The issues will be different for each member and the Executive Committee’s job is to gather all the member views, assess them and prioritise the issues.

We then build our Budget Submission and our lobbying and advocacy plans around those issues.

Based on the feedback from members in the past year, our three primary advocacy priorities will be: • ensuring a strong follow-through on the HRI Scheme; • supporting faster development of the housebuilding sector; and, • seeking effective ways to speed up rural recovery.

As regards the HRI Scheme, we want to see the Government maintain and consolidate its commitment. Recent statistics from Revenue show an estimated 77,000 works have been registered with the scheme across more than 52,000 individual properties nationwide since it began. The estimated value of works put through the scheme is €1.228 million (HRI figures as of 31st December, 2016).

We want to see the scheme gain greater traction in rural areas and this is part of a wider concern on the part of the Association about the slow pace of economic recovery in rural Ireland. Builders merchants and hardware stores are an integral part of rural life and a bellwether for the rural economy. We have proposed a range of incentives that would assist our members and indirectly help to boost economic activity across the country, including a corporation tax allowance for building material stocks up to a limit of €50,000 in rural areas. The lack January/February 2017

Interview

of tax relief for stock, which merchants have invested in, is particularly challenging for businesses in struggling rural areas.

A strong clampdown on illicit trade in solid fuels would also have a beneficial impact for all the law-abiding hardware businesses across the country. The two main anomalies that must be addressed are the flow of untaxed product from outside the State to end users without the application of carbon tax or VAT and the sale of product, tax-free, for export from the State, which is subsequently not exported.

HAI is seeking the registration of all solid fuel traders as provided for in Government legislation. Effective enforcement of the law would be a major step forward in curbing illegal solid fuel sales. Furthermore, HAI is seeking that increased resources be given to Revenue audits to ensure greater compliance with the tax legislation. And a publicity campaign is needed to make the public fully aware of the devastating impact that the illicit solid fuel trade is having on the economy in rural areas.

Another major issue for hardware businesses and builders merchants in rural locations is the utterly inadequate broadband provision across large swathes of the country. State-subsidised rural broadband rollout is not scheduled to be completed until 2022. In 2017, a business without an internet connection is like a business without a phone or a postal address.

You say that you want to see further enhancements to services for members. Could you explain what you have in mind?

HAI has been developing a strong suite of educational and training services and the Association intends to both increase the depth and specificity of training and extend the range of programmes and courses on offer.

Classroom training has now been established on a firm footing. Our aim with the training we provide is to be sector-specific, with courses that members require and that are tailor-made for our industry, including topics such as credit management and improving profit margins. Last summer’s office move to the Naas Road means we now have our own training facilities in a convenient location which has enhanced our offering. We have also just completed a full revision of our online training, development and information provision through The Hardware Education Hub as we appreciate that many members may not be in the position to send staff off-site, and many areas of staff development lends itself to learning online.

There are many fundamental business services that the Association offers including Human Resource support, preferential rates on merchant card services, insurance quotes etc. We maintain a ‘listening’ process with members to ensure that our services are appropriate and relevant. We also ensure that the services we provide are the best we can negotiate, based on the strength of our membership numbers. These services will continue to be enhanced and refined over the course of the next two years.

HAI events have been going from strength to strength with The Hardware Show 2017 located in a much larger venue to satisfy demand for stand space. Is this evidence of a greater confidence in the sector?

We must remember the drop from peak to trough was close to 70%.

The growth experienced in the last three years has been an important antidote to the five previous years. I don’t believe we are yet back to a stage where we have a ‘normal’ market. So far, we may have recovered close to half of that 70% drop. So, there is a changed mood and I believe that the success of HAI events is reflective of not only the more positive attitude in the industry, but also the networking value of the events themselves. There is a renewed level of confidence but I think relief is the main emotion for those of us who have come through the collapse of the market in 2008.

January/February 2017

It’s important that we learn the lessons from the past. It would not take many wrong decisions to have us back where we were in the bad days. We need to show we have learned the lessons from the past and maintain the professionalism, cost-effective management and bottom line-focus that has stood the industry in good stead in recent years.

What in your view will be the most important driver of change in the industry in the next few years?

Even in the context of the major international political developments taking place, the development of our sector’s online presence is the greatest challenge ahead for all our members. Several have already established an online presence but at varying levels of customer engagement.

The competitive nature of the online market will only intensify in the years ahead. The key statistics are outlined in the ‘Innovate or evaporate’ feature in this issue (page 22) by our CEO, Annemarie Harte. It’s clear that our customers are spending a lot of time online so we need to have a strong presence there too.

We also have to consider the amount of time young people spend online and the implications this will have in shaping the customer profile of the next generation. This is our biggest challenge and HAI will be working with our members to keep them informed and up to date on the steps we all need to take to enhance our online presence.

A BUILDERS MERCHANT FOR LIFE After his Leaving Certificate, Kieran went straight into the business on August 1st, 1978 when he joined builders merchants, Heiton McFerran, where he went on to hold a variety of roles in finance, IT and project management.

Following the acquisition of the Heiton Group by the Grafton Group in 2005, he was appointed Commercial Director of the Grafton Merchanting business in the Republic of Ireland.

In 2016, he was appointed to his current position of Group Procurement Director with responsibility across the Grafton group of companies in the UK, Ireland, the Netherlands and Belgium, effectively overseeing £2bn sterling worth of materials. The role, he says, is primarily about facilitating the Grafton team in the different jurisdictions to work together to effectively leverage the group’s volume.

In a sense, he notes with a wry smile, he’s worked for the same company in the same business all his life – a testament to the unique appeal of the merchanting and hardware business, and the fulfillment and satisfaction it provides, despite the many ups and downs!

Want to learn more about whether e-commerce is suitable for your business? Struggling to understand where to start or what’s involved? Come to HAI’s workshop on Thursday 6th April. For more information visit www.hardwareassociation.ie/networking or call 01 298 0969.

17

Supplier Profile

B&G is embracing digital collaboration with its customers and is placing it at the heart of the organisation.

B&G finds success with tradeonly model

HAI CEO Annemarie Harte talks to Tom Cleary, Chief Executive of B&G, the long established DIY and homeware distributor, which is employing a trade-only business strategy and increased digital collaboration to drive its business.

B&G Ltd. is approaching 45 years trading in Ireland.

It remains a wholly-owned Irish entity and a fully committed trade supplier. As a result of the ever increasing requirement for better service and innovation, the company has grown extensively and now services over 500 outlets nationwide with a comprehensive product portfolio of household, hardware, doors, DIY and related lines. These products are marketed under B&G’s own brand names: Indoors, Tema and Picton. B&G also distribute a number of well-known partner brands such as Premdor, Haceka, Euroshowers, Dumapan and B!Organised.

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Digital collaboration In my CEO’s message in the previous edition of The Hardware Journal, I asked whether the industry would choose to make 2017 your digital year, so it was encouraging to hear that B&G is embracing digital collaboration with its customers and is placing it at the heart of the organisation. B&G have used the websites bghome.ie and Indoors.ie to gain insight into what consumers are searching for. As a result, the company is gathering vital information on trends and gaining valuable insights on how to develop its product lines. Now, the websites have grown and are being primed for an overhaul which will include B2B e-commerce functionality and will benefit both end-users and their customers.

January/February 2017

Supplier Profile

Tom Cleary, Chief Executive of B&G since 2014, says that the company is 100% committed to their customers, retailers and merchants and appreciate their longstanding loyalty. B&G’s strategy typifies ‘push and pull’, Tom explains: “Strategically we made the clear marketing decision to remain a trade-only supplier. In the B&G model, the final consumer transaction belongs to our customers. For many years, we have invested in digital and this is delivering some valuable insights as we map the consumer and customer journeys for our products.

“For a company of our size, scalability of our marketing investment is key, we can’t be all things to all people nor can we do everything we would like in one hit, but what we can do is to prioritise our resources around the key value points along the purchase journey. Our investment in product selection, packaging and point of sale is more focused so that we offer our customers the best sell-through propositions possible. We combine this with driving footfall through our digital offering and as we launch our state-of-the-art B2B e-commerce site we believe that our clients will at last benefit from this digital age. We call this project ‘Think Customer’, where we put our trade customers at the heart of what we do, be that face-to-face, digital or otherwise.”

3D printed interior decorative wall PVC tiling.

B&G’s innovation pipeline B&G has an active new products’ programme, achieving significant annual growth from the introduction of new products. This is all part of B&G’s customer-centric approach. There will be no shortage of innovation at their stand at The Hardware Show where they plan to introduce brand new designs in fire doors, in collaboration with Premdor. Tom says that the styling of the doors is “top notch”.

The shelving range, B! Organised, has clearly hit the sweet spot with the Irish consumer and the show will see the launch of new decorative shelving – shelving designed to look good regardless of whether it is holding anything or not!

There will also be the introduction of Dumapan 3D-design PVC panelling, amazingly-finished wall tiling for around-the-home, which Tom says, have to be seen to be believed! In addition, they will also launch the Slim-Line soft-close toilet seat range.

As well as the above, B&G will have some exclusive show promotional offers for all those visiting their stand.

Of course, 2016 has been a challenging year for everyone for a number of reasons including the uncertainty generated by the Brexit vote and the election of Donald Trump as US President. However, Tom sees cause for optimism and confidence in the signs of uplift in business that have been evident across the country, although more pronounced in urban areas. He also sees the gradual increase in construction activity as another positive.

“We’re growing as a company and we need to build and invest. We have strong relationships with our key suppliers and we work with them to deliver innovation to our customers.”

Long-term relationships with suppliers and customers are the cornerstone of the B&G philosophy. It’s a huge source of pride and a compliment to this business philosophy that many of the company’s original suppliers and customers are still its main business partners.

Veneer-match Portfolio doors.

The Slim-Line, softclose toilet seat.

If you have a story to tell as a supplier or manufacturer in the Irish market, please contact Annemarie on 01 298 0969 or annemarie@hardwareassociation.ie for more information.

January/February 2017

19

Outlook 2017

How will hardware fare in 2017?

The Irish hardware sector has welcomed the gradual recovery of the industry over the last few years. The Hardware Journal asked some industry leaders to share their insights on prospects for 2017.

Keith Giblin, CEO, Allied Merchants Buyers Association.

Overall, most domestic economic indicators continue to be positive, particularly in Leinster, according to Keith Giblin, CEO, Allied Merchants Buyers Association. ”Improved consumer confidence, the increase in disposable income and continued decline in unemployment are important factors. However, one key issue for growth of the hardware and builders merchant sector will be availability of finance to builders and those looking to purchase or build homes as we strive to create availability of housing to meet demand.

Other key external factors include uncertainty surrounding Brexit, the President Trump factor, currency fluctuations and the increase in cost of building due to rises in costs of materials, heightened regulation compliance requirements and shortage of skilled labour.”

Keith outlined business plans for Allied Merchants in 2017: “In 2017, the implementation of new software will be a key factor in achieving new levels of structured purchasing and improved communication between our partnered suppliers, our buying group, and our members. Online sales will experience continued growth but I believe expertise in conjunction with excellent customer service will prove to be extremely important in our sector. Elevated customer engagement, personally and digitally, will dominate. Product trends may depend on a merchant’s location, but I believe there will be continued growth in the areas of home heating systems and smart phone-linked in-house technology.”

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John O’Carroll, Head of Retail, Dairygold Co-operative Society.

Mark Lohan, Managing Director, Brooks Group.

Constructive progress Mark Lohan, Managing Director, Brooks Group, sees construction continuing to strengthen but believes that could have mixed implications for the hardware sector: “Commercial construction is really all about concrete, steel and glass and delivers very little into our sector. It will also be very interesting to see what housebuilding delivers to our sector.

I believe that, with the requirement to get houses ‘delivered’ quickly and the increased regulatory environment, new housebuilding will be characterised by engineered solutions.

“Therefore, it is far from clear what degree of benefit will flow to our sector from this increased activity during 2017.

We do not see revenue declining but find it difficult to predict a growth range. Therefore, we have decided to take the pressure off the sales line/market share aspiration. Instead, we are concentrating on three initiatives that will make our business better, by being more efficient in processing and delivering orders, and enhancing customer loyalty.”

Mark believes it will be a really interesting year. “The economy is growing in terms of value and in terms of population. There is a massive demand for housing and commercial space. The demand for engineered solutions will see a large uplift; our truss business will definitely see an uplift. The population is also ageing and there is significant personal debt in the economy, so house improvements will continue to be strong and flooring, insulation and sanitary ware will continue to grow.”

January/February 2017

Outlook 2017

Consumer confidence John O’Carroll, Head of Retail, Dairygold Co-operative Society is expecting significant growth in the co-op’s builders supplies business in 2017. “We will be targeting opportunities in both one-off builds and in the repairs, maintenance and improvements (RMI) business. One-off builds make a significant contribution to our business and this is attributable to existing relationships with our farmers and their extended families and our convenient geographical locations.”

He expects farm buildings to be an important business driver for the co-op. “With grant-aid schemes such as the Targeted Agricultural Modernisation Schemes (TAMS) and the Green Low-Carbon Agri-Environment Scheme (GLAS) underway, we expect to see further investment in extensions and new builds in 2017. We have a team of farm building experts strategically positioned in locations throughout our catchment area, who

Kieran Burke, HAI President and Group Procurement Director, Grafton Group plc.

consult with farmers throughout the duration of their building projects and we offer credit and loyalty bonus rewards.”

John believes Dairygold’s co-op status will offer an important customer communication advantage as the business develops throughout 2017.

“Our building specialist staff strive to offer customers the best price possible coupled with expert advice and friendly service. However, we are aware of the changing landscape in the builders supplies business with new and more sophisticated products and technological innovations coming on stream. We recognise that further upskilling of staff will be vital in the year ahead.”

Some buoyancy Kieran Burke, HAI President and Group Procurement Director, Grafton Group plc believes that the recent recovery has to be viewed as a welcome but tentative development: “The years of 2014-2016 have seen a recovery in the supply of building and related materials to the construction industry. This positive development is tempered by the fact that the recovery is coming from an historically very low base caused by the recessionary years of 2008-2013.

“The most recent upside in the trade element of the marketplace has been driven by RMI and commercial activity. The welldocumented issue of the lack of new housebuilds continues to be a factor for our industry. On the retail element, significant reductions in unemployment rates and improvements in

January/February 2017

disposable income, while modest, have helped to create some buoyancy in this sector of the market.”

Summing up, he added: “The macroeconomic metrics are positive with the country demographics supporting a new housebuild figure of 25,000+ units. However, the barriers to new build need to be overcome and, in the interim, I expect the RMI, commercial and retail sectors to continue to be the principal drivers. Finally, while the prospects for sustained growth within our economy remain positive, external factors, in particular the uncertainties around Brexit, pose risks.”

Weighing up Brexit Patrick Cassidy, CEO, United Hardware, echoes the cautious optimism of his peers, and is conscious of the impact of Brexit and other international factors on the growth of the construction

Patrick Cassidy CEO United Hardware.

industry here. “We are expecting continued growth for our members in 2017 with activity outside the greater metropolitan regions driving much of the improved performance. The new ‘Help to Buy’ incentive scheme introduced by the Government is likely to increase demand for new starter homes, breathing new life into the construction market, something which will be hugely important to builders merchants.

“Housebuilding is unlikely to match the expectations set by the media and will be predicated on Brexit-related developments, other global geopolitical factors, and local issues, such as access to skilled workers and costs. Housebuilding aside, we see the DIY, repair, maintenance and home improvement markets continuing to grow at a steady rate.”

Patrick identifies homeowners’ investment in improving their properties as a potentially important source of business in 2017. “As property prices continue to rise in line with forecasts, we are projecting a shifting focus from house buying to home improvements, with people reinvesting strongly in their properties for the first time in a number of years. With this trend in mind, we expect to see an increase in sales across paint and décor, garden, kitchen, and bathroom, as well as a greater emphasis on smart and energy-efficient products.”

He concluded: “Overall, our objective at United Hardware is to continue developing our suite of services in order to facilitate the long-term growth and expansion of our members. We will be focusing on areas such as improved pricing and access to new, exclusive products and categories throughout the year.”

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Business Support

Innovate or evaporate – insights from Ireland’s Internet Day

Ireland’s Internet Day, an annual event hosted by the IE Domain Registry (IEDR), took place in October at Dublin’s Mansion House. Focusing on the Irish SME community, the key themes of the morning were the emergence of e-commerce and approaches to help small businesses break into the online market, writes Annemarie Harte, CEO of HAI. I attended this year’s event with the aim of answer is: “No, but SMEs can use online to get getting some insights into the use of customers offline, i.e., get them into the e-commerce in small businesses, but store.” was stunned to discover from Dave Curtin, the CEO of IEDR, that, Broadband still a problem despite over 26% of all purchases • 26% of consumers shop Of course, for many businesses, being placed online, over 17% online at least weekly particularly in rural areas, (one in six) of Irish SMEs have broadband is still a key problem • 29% of SMEs have online ordering facilities no online presence at all. when it comes to going • ¾ consumers say they are more likely to purchase Of those who are offline, 55% online. Of the 17% of SMEs from a business with an online presence say they don’t think they need without an online presence, • 17% of SMEs are offline to be online in their industry, 27% cite the absence of a nor do they intend to in the • 55% of offline SMEs have no intention good internet connection as a future. With new innovations in to build a website in the future barrier for getting online. The social media, web platforms and Government is in the process • 27% of offline SMEs say it’s because they don’t mobile applications, there is no of implementing the National have a good internet connection. reason for any business to miss Broadband Plan with the welcome • DIY products account for out on the benefits of being online. announcement at Budget 2017 that 26% of global B2C products a total of €15 million will be allotted ordered online to deliver high speed broadband to rural Sales driver areas, with plans to roll out high speed According to research carried out by IEDR, broadband to rural areas by 2021. However, SMEs are very much aware of the power of a according to Emma Sinclair, MBE, this will not be website in “driving future sales growth” and “as a driver in enough. Ireland has a share of €9 billion in the digital market, generating sales”. However, figures also show that they aren’t despite over €490 billion spent across Europe. “Only 25% of availing of those benefits: Irish SMEs have the capability to sell online. There are so many • only 29% of websites have ability to take orders online; and, free online resources that can help you build a website. I’m a • only 25% have the ability to process payments online. massive believer in going to market before you’re ready; get out Allister Frost from Wild Orange Media said it best when he said to market quickly…You will be doing yourself a disservice if you “innovate or evaporate” – you have to keep moving forward. Our wait around for everything to be perfect.” world has been irrevocably changed by digital, and businesses To conclude, John Horkan, CEO of Horkan’s Group, stated the need to take advantage of the opportunities. stark reality: “Retail is changing. If we don’t start moving with it, we won’t be here in ten years’ time.”

How online adds up…

DIY sales thrive online

The hardware/DIY industry is an emerging industry in terms of digital implementation, however it was revealed that DIY products account for over 26% of B2C products ordered online.

Research revealed that Irish consumers have spent over €490 billion online across Europe, meaning Irish retailers are being left in the dust. Irish consumers are miles ahead of retailers in terms of online media and shopping, and the failure of businesses to keep up to date with consumer trends is risking even further loss of business. The loss of business and customer loyalty can become permanent and irreversible.

It’s simply no longer enough to have a physical store. According to Jorij Abraham from the eCommerce Foundation: “It’s crucial that a consumer can find you online”. One speaker asked the question: “Can a website replace in-person interaction?” The

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Key takeaways from the day • Get your business online to keep yourself competitive in the market –innovate or evaporate!

• Think MOBILE MOBILE MOBILE • When developing your online presence you need to focus on the consumer’s needs. What are they looking for?

• Video marketing is the way forward – it needs to be relevant to the product, quick and sharp

January/February 2017

Business Support

Financial statement compliance Paul Kelly looks at the impact of FRS 102 and Companies (Accounting) Bill 2016.

Most SME businesses have now gone through the process of preparing their first financial statements under FRS 102.

This new standard replaced current Irish and UK GAAP accounting standards for accounting periods commencing on or after 1st January 2015 (with transitional arrangements from 1st January 2014). It applies to all non-listed entities but also permits smaller entities to retain or apply the Financial Reporting Standard for Smaller Entities (FRSSE).

FRS 102 requires the basic principles essential for a fair presentation of the financial statements. A statement of compliance with the FRS 102 is required in the financial statements. However, it clearly states that a complete set of financial statements should include each of the following primary statements for the current period and for the comparable period: • Statement of Financial Position (i.e. the balance sheet) • Statement of Comprehensive Income (profit and loss account) • Statement of Changes in Equity • Statement of Cash Flows; and • Notes.

It is possible to retain the use of headings, Profit and Loss, and Balance sheet as those titles are contained in the Schedules to the Companies Act 2014.

The treatment of the following may change in the financial statements: • Fixed Assets; • Investments; • Goodwill • Financial Instruments including Directors current accounts; • Specific Provisions including bad debts and deferred tax; • Financial disclosures; and, • Employee benefits, key management and related party disclosures.

As a result of the above, comparative figures may change from those previously approved.

Each entity needs to assess if any agreements in place are based on financial results. These include debt covenants, management agreements and remuneration schemes. Agreements may need to be renegotiated as a consequence.

It will also have an impact for budgets, forecasts and tax planning. Financial institutions are now more familiar with these presentation changes and how they impact the interpretation of financial information. Companies will need to assess if their current accounting systems are adequate to meet the transition, and should include some staff training on accounting entries and reporting. Company tax liabilities could also be significantly impacted and it is important to consider their timing impact.

Companies (Accounting) Bill 2016 During August 2016, the Government published the Companies (Accounting) Bill 2016. This Bill, when enacted, will amend the Companies Act 2014 and will transpose the EU Accounting Directive into Irish Law. The Bill will introduce a small companies regime and a January/February 2017

micro companies regime in Ireland. It will allow for the use in Ireland of the small entities section of FRS 102. This replaces the FRSEE with effect from 1st January 2016.

It will also allow for the use of FRS 105, the Financial Reporting Standard applicable to the Micro-entities Regime by micro companies. FRS 105 also reflects the fact that very limited disclosures are required in micro-entity accounts. The thresholds for small companies are proposed to be raised to the EU maximum levels of: turnover not exceeding €12 million and balance sheet total not exceeding €6 million (See Table 1).

Table 1.

Micro Company

Turnover

€700,000

Balance Sheet

€350,000

10

Number of Employees

Small Company

Medium Company

€12,000,000

€40,000,000

Currently €8,800,000

Currently €20,000,000

€6,000,000

€20,000,000

Currently €4,500,000

Currently €10,000,000

50

250

A company that exceeds two or more thresholds will move to the next category. Large companies are ones which exceed two or more of the thresholds for a Medium company.

The Bill proposes to insert a new Part 26 with regard to preparing and filing with the CRO, by large companies, large groups and public interest entities active in the mining and extractive industries, including annual reports on payments made to governments.

Also included are other amendments to various sections of the Companies Act 2014. The Bill as initially proposed may change as it makes its way through the Houses of the Oireachtas prior to being finally signed into law.

As a company director, you are responsible for the implementation of, and company compliance with, laws and regulations and how these affect the preparation of your annual financial statements.

Please consult a financial/tax advisor to see how this information affects your business.

Paul Kelly is an Audit Manager at Byrne Casey & Associates, joining in 2005 and specialises in Audit, Corporate Finance and Business Due Diligence. Paul is a member of Chartered Accountants Ireland.

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Business Support Insolvency: proceeding by way of petition to wind up is not to be undertaken lightly.

Section 570 Notice

– winding up of a limited company In the third of a series of articles, Siobhan Kenny of Frank Murphy Solicitors looks at how a creditor can petition to Court to wind up an insolvent company – Section 569 of the Companies Act 2014.

Section 570 states that a company shall be deemed to be unable to pay its debts if: • a creditor…to whom the company is indebted in a sum exceeding €10,000 then due, has served on the company (by leaving it at the registered office of the company) a demand in writing requiring the company to pay the sum so due and • the company has, for 21 days after the date of the service of that demand, neglected to pay the sum or to secure or compound for it to the reasonable satisfaction of the creditor.

Section 569 provides that one of the circumstances in which a limited liability company may be wound up by order of the Court is where the Court is satisfied that the company is unable to pay its debts as they fall due (Section 569.1 (d)).

This provision is not new – it has been a part of company law since at least 1963 (Section 214 of the Companies Act 1963). The provision is intended to provide a means whereby an insolvent company can be wound up by the court in an orderly fashion. It was never intended to be a means of debt collection and the courts do not readily tolerate its use for such purpose. This means that if a petition is issued, served, and published the courts will rarely permit the petition to be adjourned and will be keen to bring the petition to a conclusion expeditiously through, if appropriate, the appointment of a liquidator.

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Statutory demand The first step in the process is the service of the demand. From the date of service, the company receiving it has a period of 21 days in which to respond and pay the demand. If it does not do so, it is open to the court to conclude that the company is unable to pay its debts – and can therefore be wound up.

Any notice of this description received has to be dealt with on an urgent basis. The best strategic response is to indicate to the claimant that the claim is disputed, and that if the notice is not withdrawn, injunctive relief will be sought. Do not ignore any such notice.

On expiry of the 21-day notice period, the next step available to the creditor is to petition to court for the winding-up order. This process involves a number of steps including the issue of court papers and the publication of carefully worded notices.

Proceeding by way of petition to wind up is not however to be undertaken lightly.

It can be expensive – it involves legal and other costs, court attendance, and a substantial investment of time. The petitioner will, for example, have to identify and secure the co-operation of a proposed liquidator before going in to court. The risk or cost has to be weighed against the potential return – and one of the first questions that needs to be asked is whether or not the debt in question is a secured debt. If not, having taken the trouble and incurred the costs of presenting the petition, the creditor may well find himself involved in a liquidation where all available assets of the debtor are claimed by secured or preferential creditors.

January/February 2017

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See, think, do, care

– Understanding your digital customers Google regularly uses an approach called ‘See, think, do, care’ with its advertisers. Jeff Harte and Prerna Gupta explain how it works.

This approach can be achieved using paid advertising, content marketing or information from people who have signed up to your service or purchased in the past. Collecting information from customers at various times in the path-topurchase cycle will allow you to understand their behaviour and target them effectively. Breaking down audiences into the most relevant stage in their purchase cycle will help you deliver the right message at the right time.

See In the ‘see’ phase, you’re talking to the largest addressable qualified audience, essentially anyone who is a potential user of your products or services. The goal is to build brand awareness and reach so that your business is top of mind when the customer reaches the consideration stage on their path to purchase.

Effective influencing at this stage is dependent on a good understanding of your customers, their demographics and their online activity, even offline habits. At this stage, you will be interacting before they have considered a purchase, so be present outside of the purchase cycle through local sponsorship or prospecting advertising activity.

Think The ‘think’ stage is about influencing the consideration of your target audience. One step further than ‘see’, it involves identifying the largest addressable qualified audience who have some commercial intent. Signals of interest include people reading articles/blog posts related to your industry or watching industry-related videos. These are opportunities to drive consideration towards your brand and influence the audience.

Relevant, concise and correct information/content will benefit your site. Depending on your business and target audience, there are many content methods that can be effective. These include blog posts with industry information or video tutorials, which can be the most engaging. You want to show up when someone does a “how do I…?” search. This content should be entertaining and easy to digest.

Do In ‘do’, the goal is to actually sell by acquiring efficient traffic and bringing a customer through the path-to-purchase to the point of conversion. Identify the largest addressable audience with loads of commercial intent so that you impact the purchase decision at the right time. ‘Do’ is where a lot January/February 2017

of business owners spend their time as their goals are often revenue-focused. It is easy to quantify “I spent x and got y in return”. However, neglecting other clusters will only serve to make ‘do’ activity less efficient. It is essential to use the ‘see’ and ‘think’ phases prior to the ‘do’ phase to ensure effective targeting.

Use pay per click advertising on commercial terms to maintain ‘top of mind’ position during the most crucial stage of a potential customer’s path-to-purchase.

Care Once customers have made two or more commercial transactions, you will want to move into ‘care’ mode, focusing on building customer loyalty and re-engaging with users who have purchased in the past. Retention of customers at this point is paramount.

If analysis demonstrates customers are buying similar products you may wish to implement a loyalty system or reward programme. Alternatively, if your business is focusing on a higher value item/service that requires greater consideration, it is recommended to offer a higher level of customer service. These methods can increase brand equity, awareness and word of mouth.

Measurement It is important to test, measure and iterate based on the reaction to your messages, but it’s even more important to do this correctly and tailor the analysis to the target audience. Measuring ‘see’ activity based on ‘do’ metrics, such as site visits, will always make ‘see’ look bad. In assessing ‘see’ activity, tailor your measurement and look towards metrics such as brand awareness.

This framework outlined here will enable you to segment your customers into a life cycle stage and interact with them in a way that makes sense for the level of relationship that has been built.

Stages aren’t exclusive of one another and there will be times where the same action can be taken in two stages.

Jeff Harte and Prerna Gupta work at Google as Sales Account Managers for Home & Garden advertisers.

For any members that have questions or comments for Google, they have kindly set up a dedicated email address for Hardware Association Ireland, it is hai-questions@google.com

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Controlling margin and costs: the benefits of tighter controls Companies that enforce an ongoing policy of strict margin and cost controls yield multiple benefits well beyond that of immediate short-term financial gains. Mark McArdle, Group Sales Director, Intact Software, offers some insights on developing “a culture of cost accountability”.

Focusing on key margin and cost drivers at a forensic level will enable you to spot inefficiencies in your processes, highlight most appropriate areas for investment, drive a culture of cost and margin accountability across your business and allow you to uncover opportunities or threats and take appropriate action.

I advise adopting a three-step holistic approach to ensure you set-up the right controls for your business and that they are managed correctly to drive long-term benefits.

(i) Set up role-based access levels and controls

(ii) Competitive purchasing controls

Step 1: Change management Without a major change-management effort, most people will keep thinking, planning and executing in the same ways.

Technology can enforce your controls but, without staff buy-in, any process change will still remain difficult to execute.

Step 3: Embed the new controls/metrics into your business With your metrics decided and agreed across the organisation, the next step involves setting up your business system to start tracking, measuring and reporting on these areas and, in some cases, alerting you or your team when exceptions occur. Post set-up, ensure key metrics are used as a measure of performance on an ongoing basis to ensure their importance is kept front of mind. Remember – what gets measured, gets done.

Help is at hand A project like this can seem daunting but key areas that can have an immediate impact on your bottom line crop up again and again. I have listed them below to help you on your journey to select the most appropriate margin metrics and controls for your business.

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From availing of system-recommended purchase orders, including alternative suppliers or cheapest price, to managing your rebates, you can maximise the margin available through the implementation of key system controls.

(iii) Margin-enhancing product set-up

Step 2: The right controls/metrics for your business You must include, but also look beyond, traditional accounting cost and margin drivers. To drive long-term gains, you need to look at the processes that contribute to those drivers and set up metrics to measure their performance. Every business is unique in some way – so make sure your metrics accurately reflect your unique way of working.

Where multiple sales people are processing transactions, it is not possible for a manager to monitor each and every sale. Use your system to control the scope users have to reduce pricing at an acceptable level for the relevant roles within your business.

When setting up products, you can stipulate the maximum discount allowed and the minimum acceptable margin. Whichever threshold is reached first will block the user from progressing with the transaction. This can be set to warn, stop, get confirmation or require authorisation. If you stock alternative products with a better margin, your system can highlight these to your customerfacing staff at the point of contact/purchase.

(iv) Display inflated cost to end users

Depending on the nature of the products you’re selling and the potential fluctuations of cost, you may need to pay closer attention to your costs and what information is displayed to the end user.

You can protect your margin by creating additional buffers on a user’s profile or on a product, so an inflated cost is shown.

(v) Effective reporting

For maximum margins to be attained, effective reporting can highlight low margin sales. Your system should have an audit trail so that, combined with reports, you also have the ability to see what is driving low margin sales by looking at who has done what, where and when.

(vi) Negotiate price lists per customer

By creating customer price lists, you can set individual discounts on regular purchases and standard prices on all other products, thus protecting your margin.

For more information on the benefits tighter business systems controls can have for your bottom line, email us at info@ intactsoftware.com or join us at the Tech Clinic at The Hardware Show on the 5th and 6th of March. To pre-book a personalised consultation, email: techclinic@intactsoftware.com January/February 2017

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The HR File – What’s in yours?

There are several must-have documents and records under employment law in Ireland.

The purpose of this article is to advise HAI members of these while also suggesting some useful HR templates to have available to management to assist in the processing of HR functions, writes Tom Smyth of HR Consultancy, Tom Smyth & Associates.

Critical documents Under the Terms of Employment (Information) Act 1994, an employer must, within eight weeks of an employee’s commencement, give the employee certain minimum terms and conditions in writing.

This requirement is generally met via a contract of employment. It is important to ensure that whatever contract template you use meets the list of minimum terms required by the act! This list is available to review at www.workplacerelations.ie or please contact our offices with any queries.

A safety statement is also legally required for each commercial premises. It must be customised to suit each location and its contents include naming those responsible for safety, identifying risks and hazards and providing mitigating solutions to reduce the possibility of accidents. This must be prepared by a ‘competent’ person who is experienced enough to accurately assess the dangers in the workplace.

A certificate confirming manual handling training is also required for each employee. It is expected that training is done by each employer so there is no reliance on training given in a previous role.

Working time records must be maintained accurately by employers so that if ever questioned or inspected, they can produce an accurate record of working time including start, finish and breaks. This has to be in an acceptable format of either a proper Time Management System (TMS) system or an OWT 1 Government form. Generally manual records, such as an augmented roster, will be acceptable, provided the employee signs off on their hours as accurate.

Pay slips must be provided to employees for each pay period. This should accurately set out gross pay and how it is calculated, all deductions and net pay.

An active work permit must be on file for any employee from a non-EEA country. For further details on this visit www.djei.ie

relevant notes of their interview. Keep these notes on file in case you are ever asked for feedback by a candidate or in case another vacancy emerges and you need to seek a reasonable quality candidate.

• Return to work – Absenteeism issues are one of the most common reason for calls to our office. An employer does have to be careful what information they seek from employees but we recommend developing a one-page questionnaire to fill in with their manager regarding the absence, their fitness to return to work and any other relevant information.

• Employee appraisal – We recommend that once a year, at least, you have a catch-up with each colleague. Having a set agenda for such a meeting via an appraisal template is always recommended. Constructively assess a colleague’s development against fixed skills or characteristics. Ask the employee to give you feedback on how they feel they are developing and whether your business, as their employer is meeting their expectations.

• Holiday request form – A simple one-page booking form that allows an employee select their dates, but also is very clear on what constitutes ‘approval’ of the dates, puts the onus on the employee to control the management of leave and avoids any confusion over verbally-requested days.

• Probation Progression Sheet – A typical probation period lasts circa six months. We recommend using a probation ‘tracker’ document that starts when an employee commences in the business. It sets outs the key learnings the employee must display during the probation period.

Useful HR templates While not legally required, the following templates are recommended for use to ensure clarity of communication and accurate record keeping in areas of HR that can cause difficulties between employers and employees.

• Interview summary – Even before you actually recruit someone you are open to possible legal action if a person felt they were discriminated against during the recruitment process. Very often interviews are informal, one-onone conversations with no witness or record of what is discussed. We recommend developing a single page template that lists four or five key attributes you seek in an employee so you can score each candidate and make January/February 2017

Tom Smyth is Managing Director of Tom Smyth & Associates, a HR consultancy, established in 1991, that, in association with HAI, gives Irish employers practical advice on HR, industrial relations and employment law issues.

As part of our relationship with HAI and its members, we are happy to discuss and prepare certain complimentary templates to assist your HR function. Please call us on 021-4634154.

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Credit insurance

– how it can benefit your business A previous article (“Keep credit risk under control”, The Hardware Journal, September/October 2016) explored how credit insurance can protect you from losses arising from bad debts and how it can be tailored to your business to complement your credit management.

James Riordan of Credit Risk Brokers advises us here of some of its additional features and benefits.

The credit insurance market contains a vast database of the most up-to-date financial and payment information on companies of all sizes both in Ireland and further afield.

James Riordan of Credit Risk Brokers

business are manifold and can help improve relationships and credit arrangements with both its customers and suppliers.

Importing on credit

Making the grade Stats from just one insurer indicate that they have currently underwritten insured credit limits on over 12,000 Irish companies.

This means that, most likely unbeknownst to them, a large proportion of Irish businesses (including HAI members) have been graded by one of the credit insurers. These ratings are regularly monitored by experienced underwriters and assessed, based both on their recent payment profiles and most up-to-date financial info. The grade assigned to the company by the insurer will, in many cases, generate an immediate limit response.

The direct practical benefits of this information pool for a

If a company is importing on credit, the likelihood is that the debt is insured. A specialist broker will negotiate with the insurers to ensure that your suppliers are obtaining the very best cover available on your business.

For example, sometimes an importer finds that their credit terms are restricted to 30 days. Very often this is because the supplier has credit insurance and the credit limit is not big enough to offer longer terms. A specialist broker can help to increase the credit limit, which then enables longer credit terms, and the importer may be able to sell the goods and get paid before having to pay the supplier.

Benefits of credit insurance:

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• If you invest in a credit insurance policy you can release your bad debt provision, thereby improving your balance sheet.

• Grow sales safely with your existing buyers and explore new customers, armed with both the best available information and protection against non-payment.

• Reduce the time spent by your credit controller(s) assessing your buyers/debtors.

Time-consuming credit assessments can distract your team from other tasks, the insurer will do the assessment for you.

• Sales growth will result in higher profits, which, in turn, will more than cover the cost of the policy.

• Make informed decisions based on quality information. Insurers already have grades in place on many buyers so credit decisions are made quickly and in many cases, immediately.

• Once a policy has been tailored to a business’s specific needs it can be agreed for up to three years in length, locking in a competitive rate for the years ahead.

• If you engage with the credit insurers you are more likely to obtain improved credit terms from your suppliers, thereby improving cashflow.

• All credit insurers offer a debt collection service and some cover the cost of this.

January/February 2017

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Smart spaces Rooms available for hire at HAI HQ If you need an easily-accessible meeting space on the way into or out of Dublin, HAI can offer you convenient and wellappointed rooms suitable for a range of requirements, from one-to-one to group facilities for up to 16 people.

Facilities A boardroom/ training meeting space for up to 16 people in aT-shape or in classroom style, with air-conditioning. A 62” state of the art screen is available with mini-Intel PC so you don’t have to connect a lap top. If you have a presentation or other documentation you want to place on the screen, all you need is a memory stick.

A six-person meeting space with tea/coffee/water facilities available. Ideal for a one-to-one meeting on the way into or out of Dublin. Alternatively, if you just need a pit- stop for refreshments, you are welcome to drop in as this space is available to HAI members free of charge.

€75 morning (9am to 1pm) or afternoon (1pm to 5pm) and €130 full day – HAI members. €100 morning or afternoon and €175 full day – non-members.

FREE to HAI members €50 morning or afternoon and €100 full day – non-members

Wireless internet access is available in both spaces as well as plenty of sockets, natural daylight and blinds.

Lunch is available, if requested in advance (24 hours’ notice) and starts at €4 per person for sandwiches.

Support

Directions to HAI Head Office

Location

From Dublin

On the city-bound side of the N7, more commonly known as the Naas Road, less than 1km across the border from Kildare. On the site of Johnston Logistics facing onto the Naas Road.

See the map for our exact location.

Junction 5 N7

From Naas

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When you visit us take the opportunity to learn more about HAI. To book either of the spaces, or for further information, contact HAI at info@hardwareassociation.ie or call 01 298 0969.

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