The Hardware Journal May/June 2021

May/June 2021

The Official Magazine of Hardware Association Ireland

Are you offering a Home Energy Upgrade?

Plus Our Paint & Home Décor Supplement inside

www.thehardwarejournal.ie

EXTERIORS

Exteriors beautifully protected Dulux Exteriors has all you need for painting exterior wood, metal and masonry.

For more handy colour schemes, tips and inspiration, visit:

weathershield.ie

dulux.ie

Dulux, Dulux Exteriors, Weathershield, Cuprinol, Hammerite, Let’s Colour and the distinctive colour names are trade marks of the AkzoNobel group. © AkzoNobel 2021

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May/June 2021

both compelling and interesting.

The highly contentious debate on housing is back on the agenda. HAI have a working group looking at building costs and the impact of the new builds on our sector on page 35. We take an initial look at what the implications of all of this is on the costs of new builds - and it may not be what you think. From our viewpoint, as measured solely by purchasing patterns, home ownership is much preferable to rental. Those who own their homes are much more likely to invest in home improvements than those renting.

Also, in this issue Shane Kenneally has let us track the ups and downs of a major refurbishment of his house in Clonakilty.

During May we had a very successful meeting of the Member Services Sub-committee. A major recommendation is that HAI go ahead and launch The Certificate in Hardware and Merchanting as soon as feasible.

Tullamore Men’s Sheds had a burglary recently. Many thanks to Burg Wachter, Husqvarna and Sika who very kindly answered the call.

Finally, at last glance 95% of space at The Hardware Show in November is taken so if you have not booked, now may be the time.

EO eC th

With the effects of the vaccine roll-out beginning to subdue the virus and the re-opening of many businesses, there is definitely an air of Spring and its optimism about. It is great to see construction in particular residential construction back at full tilt. Normality is in sight but what this new normality will look like is anyone’s guess.

The debate on the nature of work is ongoing and may become contentious. It will be interesting to see if we end up with more home working or hybrid working or we all head back to our offices. The hybrid model could mitigate some of our housing shortages however as one Wall Street CEO said recently - “people don’t like commuting, but so what”. We will see.

Two trends we can be sure of - the move to digital and the move towards reducing our carbon footprint.

It was great to see Topline Rogers getting a mention as a progressive eCommerce business in a Sunday newspaper recently.

On 6th May last HAI hosted an online conference - Rebuilding our Future - Retrofitting. It was highly informative and thoughtprovoking. We carry a full report on pages 38-39.

Our sector has been a bright spot in the economy, and it will continue to be as demand continues. However, as we go to press it is experiencing chronic problems in supply. A confluence of largely global factors are at play. The closure of factories due to the pandemic, Brexit, Suez, early mild weather in Russia, storms in Texas, and a likely element of stock hoarding are all contributing to this bottleneck. And, as if this wasn’t enough it comes at a time when demand across the globe is soaring - in particular in the US. President Joe Biden’s $2 trillion recovery package - is resulting in US firms paying top dollar for materials. As night follows day, we are seeing price increases practically across the board.

In this issue we have the first of two interviews with another son of Mayo - Patrick Goldrick who began his career in 1962 with Joseph Murphys (Ballina) and Thomas Archers and retired in 2012 as MD of Cashbuild after a very successful career in both the UK and South Africa. Patrick’s story is

Martin Markey Chief Executive Officer - HAI

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contents Front cover: Are you offering a Home Energy Upgrade?

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc ISSN 2009-5481

36 news 6

Why MDF is the ideal product.

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Bostik Academy: ‘Better results through knowledge’.

10 In memory of Joe Coghlan – 1935-2021.

12 Grant launches new eLearning academy.

Published by: Hardware Association Ireland

14 The .ie Tipping Point Report 2021.

Editor: Jim Copeland, editor@hardwareassociation.ie

15 How the hardware industry can contribute to a circular economy.

Editorial/Feature Contributor: Aoife Kinsella, Aoife@hardwareassociation.ie

16 Solving the hand sanitising problem.

Advertising Manager: Jim Copeland, jim@hardwareassociation.ie Design and Production: Stephen Broad, ConceptRoom, stephen@conceptroom.co.uk Printers: GPS Colour Graphics Ltd, Belfast.

Distribution: MMS Mailing Services, Dublin.

17 WEEE Ireland deliver their new marketing campaign.

18 Book Review ‘Hammertime’ by Thierry Coeman.

20 Sonas Bathrooms Big Bathroom Survey.

22 Soil conditioner offers a sustainable, natural and organic solution.

23 Portwest launch their Summer collection.

ADVERTISING ENQUIRIES: To advertise in The Hardware Journal and reach the key decision makers in the industry please contact Jim Copeland at 01-298 0969; email jim@hardwareassociation.ie

© 2021 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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24 Retrofitting is ‘huge’ opportunity to transform homes, says SEAI. 27 New appointment at Soudal Ireland.

regulars 3

A Message from the CEO Martin Markey introduces the latest issue of The Hardware Journal.

26 NEW MEMBERS HAI

HAI welcomes its newest members.

28 CORPORATE PARTNERS A look at HAI’s corporate partners and the services they offer.

64 CAREERS IN HARDWARE

Padjoe Barry from Pipelife talks to The Hardware Journal about his career highlights to date.

May/June 2021

Paint & Decor 42 MESSAGE FROM THE EDITOR Jim Copeland introduces our annual Paint and Home Décor Supplement.

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43 laydex building solutions Teranna Composite Decking - the top choice for ecofriendly and low maintenance decking.

44 DULUX PAINTS A Dulux Paints news update, including the latest on their interior and exterior products and their training academy.

46 FLEETWOOD PAINTS Fleetwood Paints offer colour consultations online for stores.

profiles 32 Store Profile: topline murtaghs

Topline Murtaghs outline how they have come through Covid with healthy sales thanks to their flexible approach, innovation and an exceptional team.

48 PURDY BACKPACK Purdy launches its highly anticipated Painters’ Backpack and Purdy Pail into the market.

50 PAINT RETAILER’S VIEW Kevin Coghlan, former owner of award-winning store, MRCB Ltd in Dublin, offers his thoughts on paint retailing mid- and post-pandemic.

53 HOME DÉCOR TRENDS Ideal Home Magazine rounds up the top design trends reshaping your customer’s homes during 2020 & 2021.

54 unilin distribution Unilin launch their new Forester range exclusive to their Irish customers.

56 AXUS DÉCOR Axus Décor present their range of paint accessories born out of feedback from painters and environmentally conscientious innovation.

58 KILSARAN Kilsaran launch their new Merrion paving range for patios, pathways and balconies.

market intelligence 35 HOUSING A look at the significance of house-building for our sector and what makes up the constituent elements of the price of a house.

business support 66 RETAIL LOSS PREVENTION Michael Neary, Loss

Prevention Manager at Harvey Norman, provides readers with advice on the strategies and potential shortfalls retailers need to look out for to limit instore theft.

67 HOusehold savings Ian Lawlor from JPA Brenson

features

Lawlor advices readers to “Be Prepared” for consumers ready to spend their savings.

30 INDUSTRY INTERVIEW In the first of two parts Patrick

68 MAGICO ECOMMERCE Orla Cooney, General Manager

at Magico.com, offers advice on online retailing for both B2C and B2B eCommerce.

Goldrick talks to The Hardware Journal about his exciting career, crossing two continents and five decades and how it transformed the sector.

36 RETROFITTING A real-life perspective on home retrofitting as The Hardware Journal follows home-owner Shane Kenneally on his ambitious retrofitting plans for his Cork home.

COMMERCIAL FEATURES

38 REBUILDING OUR FUTURE A review of HAI’s recent Rebuilding Our Future Retrofitting Conference.

60 STEVE COLLINGE Steve reflects on consistant high

70 ROOFING products

demand in the UK for home improvement causing a fundamental shift.

A look at the latest innovative products and industry news in the sector.

62 THE HARDWARE SHOW 2021 With 95% of exhibitor space sold The Hardware Show 2021 is set to be another sold out event, plus a first look at the Show’s floor plan.

69 PLANNING PERMISSIONs A look at some of the more

pertinent details of Planning Permissions for 2020 from the Central Statistics Office.

May/June 2021

classified ads 76

a selection of classified ads

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News & Products

The Dulux Promise At Dulux, they know that shoppers require reassurance when purchasing paint for a home project. They also know that decorators need to trust that their paints will deliver a professional finish. They want to give them the confidence to trust Dulux to decorate their space. They want to reassure them that with Dulux they will be 100% satisfied. And they are doing this through their Dulux Promise. The Dulux Promise means that if a customer is not happy with the colour, coverage or finish of any Dulux branded product they have purchased, Dulux will replace it.

The Dulux Promise campaign launched in March this year and will be supported on TV and radio nationwide throughout the year. T&C’s will of course apply. Dulux will handle all queries directly so if you get any enquires in store please direct customers to visit www.dulux.ie/promise where they can learn more.

Retailers looking for additional information can contact their Dulux Sales Representative or the Dulux Technical Advice Centre on 021 422 0222.

Why MEDITE MDF is the ideal product With a large number of people predicted to make improvements to their homes this year, tradespeople can expect to be busier than ever.

Many homeowners are hoping to create extra storage space and expected to focus on carpentry jobs such as built-in cupboards, shelves, and wardrobes.

The demand to make such improvements means trades people & fabricators need to source professional, robust and versatile materials that will cater to their clients’ needs.

Working with MEDITE MDF Over the years, MEDITE SMARTPLY has worked to develop its leading MEDITE MDF range to allow designers, fabricators and carpenters to create spaces and structures that not only meet the design goals of the client, but also the vitality of indoor spaces. This innovative and versatile range is sustainably manufactured and provides professional, practical solutions for a variety of applications. For versatility, there is MEDITE PREMIER; for applications requiring moisture resistance, there is MEDITE MR; and for flame retardancy, there is MEDITE PREMIER FR and MEDITE FR CLEAR. The extensive range boasts outstanding machinability, strength, and uniformity, allowing fabricators to create standard and bespoke structures that meet the goals of a project. Many professional joinery companies have specified MEDITE PREMIER panels to create bespoke furniture for clients due to its versatility, excellent machinability and smooth finish. MEDITE PREMIER is extremely adaptable and can be

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used to make a variety of products such as tables, chairs and cabinets.

Typically, fabricators have used MEDITE MR and MEDITE® TRICOYA® EXTREME (MTX) MDF to create bespoke fit outs and furnishings as appropriate.

MTX can also be specified for internal and external doors to ensure a perfect, uniform finish throughout, with smooth, clean surfaces, ideal for painting over, that will remain weather resistant for up to 50 years.

Examples demonstrating the versatility of MDF can be found on MEDITE SMARTPLY’s recently launched members-only online community: meditemakesitreal.com.

MEDITE makes it real. Join the exclusive MEDITE MDF community for inspiration on your customer’s next project and opportunities to win exclusive prizes. Sign up at meditemakesitreal.com

May/June 2021

MEDITE makes it real

®

From windows and doors to tables and chairs. To kitchen cupboards, skirting and bespoke-crafted stairs. For dolls houses and toys, putting smiles on little ones’ faces. And planters and baskets in our beloved green spaces. The clocks, the picture frames that adorn living room walls. The desks for home working and learning in schools.

Engineered wood panels for imaginative builds, whether practical or playful, MEDITE® makes it real.

Join the MEDITE MDF community online to receive the latest updates and to be entered into a competition – sign up to receive a free gift.

Visit meditemakesitreal.com for more information.

Dreamers welcome!

News & Products

Bostik Academy: ‘Better results through knowledge’ Bostik is launching its Training Academy in June 2021 - in Swords Co. Dublin.

Bostik Academy is a new online and physical knowledge centre which has been carefully created for professionals in the Irish construction industry.

At Bostik Academy you will experience a tailored training programme that is perfectly matched to your needs and profession.

Bostik Academy offers product information on the complete Bostik product portfolio – from flooring and tiling products to their complete sealing and bonding range.

Information includes access to product presentations, installation videos, ‘How To’ videos, Technical Data Sheets and all relevant supporting information.

Bostik Academy presents a ‘state of the art’ Video Technical Centre with remote video training capability and targeted webcast broadcasts, as well as traditional hands on ‘on site’ training and practical demonstrations.

In addition, Bostik Academy offers tailored dedicated training programmes to you and your team.

Bostik have developed new and highly innovative products, which will be detailed and demonstrated at the Bostik Academy.

Their experienced trainers will present their full product portfolio, best application methods, key industry recommendations as well as current market insights and updates.

Their highly skilled Technical Team is available to support you in your everyday activities.

They are available to contact, as a key resource, to answer your technical questions and to support your everyday challenges.

They look forward to welcoming you to the Bostik Academy.

Bostik Academy ‘Better results through knowledge’.

Visit them at bostik-academy.ie

Leading brands available from Carl Kammerling International, with you every step of the way C29A00115_IrishHardware_1/4Page.indd 1

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04/05/2021 12:30

May/June 2021

Coming Soon

Bostik Academy is a virtual and physical knowledge centre, which has been carefully created, for professionals, in the Irish construction industry.

At Bostik Academy, you will experience a tailored training programme, that is perfectly matched to your needs and profession.

Bostik Academy represents a ‘state of the art’ remote ‘online’ training hub aswell as a traditional, ‘hands on’ product and product application training centre. In addition, Bostik Academy offers tailored and dedicated training programmes to you and your team.

Our experienced trainers will present our full product portfolio, best application methods, key industry recommendations as well as current market insights and updates. Our highly skilled technical team is available to support you in your particular project and your everyday activities.

Visit the Bostik Academy on bostik-academy.ie to view our installation videos, ‘How To’ videos and learn more about the training centre.

ON SITE TRAINING

Wall & Floor

WEBCAST & REMOTE TRAINING

Sealing & Bonding

TAILORED TRAINING

Waterproofing

PRACTICAL DEMONSTRATION

Masonry & Building Chemicals

VIDEO TECHNICAL CENTRE

Repair & Assembly

Bostik Industries Ltd., Newtown, Swords, Co. Dublin. Ireland Tel: +353 1 862 4900

bostik-academy.ie

News & Products

Men`s Sheds In Memory of create ten Joe Coghlan bug hotels 1935-2021 Joe Coghlan was very dedicated to the hardware business since the 1950’s.

He began working at Donaldson`s in Dublin, before deciding to open his own hardware store in Sheriff St. which was a complete failure. Not daunted or discouraged, Joe then went on to work for Joseph Corry & Sons and loved it. However, he still felt the urge to specialise in one aspect of the hardware industry. He narrowed it down to two choices, tools or paint. For some reason, probably the toss of a coin, he decided to specialise on paint, and went on to work for HGW for over eight years, before moving on to become the General Manager of Dod`s of Mary St. In the meantime, he joined the Irish Hardware’s training committee and went on to write the Advanced Paints and Wallpaper training manual.

Joe remained a very passionate member of Hardware Association Ireland and loved teaching his students in the College of Marketing and Design.

However, he always wanted to own his own business, and decided to have a go again, with the emphasis on quality products backed by superior product knowledge, and premium customer service. He opened Coghlan & Corbett with his partner Ned (a Painting Contractor) in Meath St. in 1979, which in turn became Coghlan`s Paints, with the addition of his wife Nora and son Kevin working alongside him. An opportunity arose in 1989 to purchase MRCB Ltd, and against all advice at the time, he went ahead and took it over. It became a real family affair with his other two sons, Dermot, and Eugene as well as Kevin’s wife Joan, joining the business.

MRCB is now owned by Colourtrend, and is still renowned for its service and quality today thanks to the long-standing commitment of the team in the store, who were tremendously loyal to Joe for over 25 years and share the same passion for quality products and service.

Joe passed away in February and like so many from our industry that have passed away recently will be greatly missed, may he rest in peace.

KC.

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Men’s Sheds welcome men of all ages, talents, and interests. A ‘Men’s Shed’ is a community based organisation that comes together to learn, share skills, and make long lasting friendships together. The Sheds encompass a wide range of experience and skills – from beekeeping, to singing, to photography. The majority of the men that attend the sheds have some form of expertise in woodworking, carpentry or building and there is nothing many of them enjoy more than getting stuck into a project that will both facilitate collaboration within the shed and result in an object that has a tangible benefit for its community.

In August 2020, Aramark Property joined forces with the Irish Men’s Shed Association (IMSA) to develop a project that would see ten bug hotels created and built for client sites managed by the company.

Bug hotels enhance local ecosystems by attracting a range of bugs, insects, bees, and butterflies offering them a suitable location to breed. A living environment with a live ecosystem, the bug hotels are undoubtedly an asset to any green space.

With traditional fundraising not possible due to the COVID-19 pandemic, the Irish Men`s Sheds Association (IMSA) received much - needed funding from Aramark Property to deliver this environmentally beneficial project to key clients.

The IMSA shared the brief with its affiliated sheds and solicited for expressions of interest to take part in the project, receiving an overwhelming number of applications. The finalists were announced in early September 2020 and the winning men’s sheds (MS) - Doon and District MS, Kiltimagh MS, Ballinamore MS, Killoe MS, Naas Town MS, Headway Dublin Men’s Shed, Rosses MS, Blarney MS, Clondalkin MS and Holywood MS - delivered the completed projects in early November. As seen in the photo, they produced some sterling structures, of which both the MS and Aramark Property can be very proud.

Whether it is helping business upcycle their waste and excess materials, or developing a more sustainable environment on their premises, the organisation is well placed to utilise the skills, expertise, and enthusiasm of almost 10,000 men in 450 sheds around Ireland.

May/June 2021

News & Products

Grant launches new eLearning Academy Continuing to lead the industry, heating technology manufacturer Grant has launched its new eLearning Academy for those working in the architectural, building materials, construction and plumbing and heating sectors in Ireland.

The new online learning platform currently features health and safety advice and a CPD (continued professional development) course, available to architects, engineers and BER assessors, as well as several product installation focused courses. The full course portfolio is suitable for architects, specifiers, BER assessors, plumbers, installers,engineers, electricians, builders merchants` and builders.

Renowned for its high-quality training, the launch of the eLearning platform is another step forward in demonstrating Grant’s commitment to innovation in providing on demand training and resources to those interested in continuous learning. Having welcomed those working in the trade and in the construction sector to its dedicated training facilities in Birr, Co Offaly for many years, Grant will continue to provide onsite training, once government guidelines allow. The new virtual training offering will work alongside onsite training to provide a hybrid solution for participants.

Featuring a portfolio of on demand and instructor led courses, the Grant eLearning Academy has been designed to provide an easily accessible platform to help those in the trade expand their knowledge of Grant products and gain valuable CPD points.

One course which has already received particular interest is a CPD approved course focused on the Grant Aerona3 R32 air to water, air source heat pump. This course has been approved for CPD by The Royal Institute of the Architects of Ireland (RIAI).

Commenting on the launch of the Grant eLearning Academy, Keith Scully, Grant Technical Sales and eLearning Academy

trainer said, “Having worked on the development of the new eLearning Academy for the last year, we are delighted to now see it up and running. Operating on its own dedicated platform, each course and resource has been carefully developed to the highest standard. It has always been a key priority to provide our dedicated network of architects, specifiers, installers, engineers, plumbers and merchants with all the necessary training they need to help advance their skills and knowledge on our industry and our innovative product range.”

Visit www.grant.eu for more information on Grant’s eLearning Academy and range of innovative heating solutions. Follow Grant on Facebook and Twitter @GrantIRL or Instagram @ Grant_IRL.

SPRING INTO ACTION WITH SIKA® FASTFIX ALL WEATHER Merchants preparing for the landscaping products season can help customers put a spring in their step with Sika Fastfix All Weather self-setting paving jointing compound, which is now available in a choice of five new colour options; Stone, Flint, Charcoal, Dark Buff and Deep Grey.

Sika Fastfix is ready to use with no mixing required and can be easily applied in all weather conditions, including in the rain.

It offers long term protection and a quick and easy solution for a range of applications including footpaths, stone setts, cobbles and Indian sandstone paving slabs. Created using a unique formulation containing Active Resin Technology, it’s hard-wearing, durable, won’t shrink or crack over time, and is suitable for use on joints from just 20mm deep.

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Helping to further enhance the appearance of external stonework, Sika Fastfix also acts as a natural barrier to prevent unsightly weed growth and keeps patios, driveways and paths looking well-maintained for longer.

Sika Fastfix is the ‘go to’ product for a variety of landscaping jobs as it is easy to apply and fast to set, allowing work to be completed quickly with professional results. Once opened it can be stored in water and reused to reduce waste and allow different jobs to be undertaken at a later date.

To find out more about Sika Fastix All Weather self-setting paving jointing compound, please visit www.sika.ie/ distribution or contact your local sales representative.

May/June 2021

BUILD WITH CONSCIENCE, IT’S MANNOK MADE CAVITY WALLS ELEVATED Achieve superior comfort and energy efficiency by building the inner leaf of cavity walls with Mannok Aircrete Thermal Blocks, Ireland’s best block for combined thermal, structural and fire performance.

Get in touch to find out more: mannokbuild.com | info@mannokbuild.com | 08000 322 122 TAILOR MADE PACKAGES AVAILABLE FOR SELF-BUILDERS. VISIT SELFBUILDWITHMANNOK.COM FOR DETAILS.

News & Products

Tipping Point Report 2021 The .IE Tipping Point Report 2021: Irish e-commerce and digital business in the Covid vaccine era, in partnership with Digital Business Ireland assessed the attitudes and responses to the Covid-19 pandemic of 1,000 Irish consumers and 500 retail and consumerfacing professional services SMEs. Key findings Despite a surge of patriotism in the initial six months of the pandemic, the majority of online shoppers have swung back from Irish SMEs to international retailers.

Those SMEs that have invested in their website or online store have reaped the rewards: most say they are busier than or as busy as they were before the pandemic.

The vaccine era but no return to normal While vaccines have laid down a path back to normality, all government and medical advice suggests that some economic restrictions and social distancing requirements are likely to be in place until at least the end of 2021.

Consumers seem to be mostly on the same page. 45% believe that life will return either mostly or completely to pre-Covid normality by the end of 2021 and 55% believe that life in 2021 will be mostly the same as life in 2020 or even more restricted.

The Covid consumer The way Irish consumers spend online and in-store is changing.

68% of consumers said they spent more online in 2020 than they did in 2019.

A sizeable 42% of consumers say they will do most of their shopping in physical, bricks-and-mortar stores in 2021, despite the current restrictions, down from 48% in 2020. Greater numbers say they will shop only for necessities in-store but buy most other products online (43%) or do most of their shopping online (15%).

While consumers are keen to support local businesses during the pandemic, international businesses continue to prove attractive.

Consumers view international retailers as more competitive on price, range and online experience, but they view Irish SMEs as more reliable and trustworthy.

The Covid SME 30% of SMEs now claim to sell their products via an online store, up from 25% in 2020. An increasing proportion of businesses recognise that a digital channel is key to their survival while the pandemic continues. Consumers are spending more online, and SMEs with an online store have benefited. 86% say they have experienced an increase in sales or sales enquiries from their online store since the pandemic began.

The number of Irish SMEs that have invested any sum of money in their online presence has grown remarkably: 55% have invested since the beginning of the pandemic, up from just 21% in 2020. Because of this investment, 78% of SMEs say they have been able to sustain pre-Covid levels of business or are busier than before, up from 46% in the summer of 2020. You can view the full report at www.weare.ie.

Tipping Point 2021 Irish e-commerce and digital business in the Covid vaccine era

Insights HERE AND NOW Local and global factors that are currently influencing consumer behaviour and Irish e-commerce.

1. ‘Buying Irish’ isn’t enough

2. Play to your strengths

3. Brexit: advantage Ireland?

In this edition of the .IE Tipping Point report, more consumers who reported doing the majority of their online shopping with Irish SMEs said they did so out of a desire to help local businesses through the pandemic. However, overall online spend has actually swung away from Ireland and back to international retailers.

Multinationals with globalised supply chains have many clear advantages over Irish SMEs. They can be far more competitive on price and range. In these respects they can be unassailable, and SMEs trying to undercut them in a race to the bottom are wasting their scarce time and money and potentially endangering their business.

While Irish SMEs no doubt prefer that Brexit had not happened, the UK’s withdrawal from the EU may actually confer local businesses with some advantages. SMEs should seek to exploit them and inform their customers wherever possible.

Crisis solidarity is not enough for a stable e-commerce strategy. Irish SMEs seeking to sustain their business through their online store can only retain their customers in the long term by consistently improving the online customer experience.

However, SMEs still have competitive USPs, such as trust and reliability. They need to focus on perfecting these advantages—for example, with personalised customer communications or faster delivery services— so that shopping local continuously generates benefits and value-adds for their customers.

For example, because many Irish SMEs ship goods entirely within Ireland, they can pass on cost benefits to consumers, who will not have to pay unforeseen customs charges. Delivery from within Ireland is also faster, as customers do not experience the recent delays associated with border inspections and customs checks on goods.

FUTURE TRENDS Short- and medium-term trends with the potential to shape the future of digital Ireland.

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4. Omni-channel is preferred

5. Virtual service delivery

6. No way back

Consumers are spending more online and intend to keep doing so after the pandemic.

Their in-store shopping routines have changed over the last year, and many now favour visiting shops at a certain time of the week, when they view them as safer or less crowded.

While Irish SMEs and international retailers remain locked in a constant struggle to win market share of online spend on physical products, this report shows that Irish online service providers have a clear advantage over their overseas counterparts.

The pandemic is a continuum, not a standalone event. Shifts in consumer and SME behaviour are still occurring, some now at a faster rate, others slower.

From a digital perspective, it is clear that the pandemic is having an accelerant effect.

This may help to accelerate a long-observed trend that suggests consumers now prefer to buy necessities online during the week—the ‘midweek convenience’— and save discretionary purchases for the weekend ‘experience’. If this behaviour becomes more apparent, bricks-and-mortar SMEs that have invested in an online store since lockdown will have a major advantage over their offline competitors after the pandemic.

However, services are still purchased only infrequently online by consumers. This may be because many Irish SMEs and professional services firms have not yet invested in the tools or methods required to make the consumer experience useful and seamless. Service providers should therefore begin by undertaking an internal assessment of their use and deployment of technology, and whether it is fit for purpose.

What we view as Ireland’s digitalisation tipping point may, therefore, be an accelerating downward spiral for those who fail to adapt as e-commerce and online interaction become the default. Local authorities and national decision-makers must consider these factors if their digital development plans are to be effective and relevant.

May/June 2021

News & Products

How the hardware industry can contribute to a circular economy Kerridge Commercial Systems say that the past 12 months have proved just how essential it is for hardware retailers and builders’ merchants to prepare for disruption. One term you might have encountered is ‘circular economy’ - it’s one of the core ways in which the sector can build resilience, while enhancing its environmental credentials.

A circular economy offers an alternative to a traditional, linear model that typically follows a three-stage process: make, use, dispose. Circular economies focus on reusing and recycling resources, therefore keeping parts, products, equipment and infrastructure in use for longer. Building equipment that’s built to last will benefit both the environment and your bottom line.

Those with Enterprise Resource Planning (ERP) software in place already have the tools to make those all-important first steps towards sustainability.

Warehouse management software, for example, can help businesses maximise available space. Increasing the capacity of your warehouse will lead to a more streamlined operation,

reducing the amount of time pickers spend searching for items while enhancing the lifecycle of any equipment you use for warehouse management.

Optimising the use of vehicles on the road is another major contributor to a greener future. Delivery management can go some way towards achieving this; optimising delivery schedules and better planning routes means your drivers can spend less time travelling between locations. This leads to reduced fuel costs and consumption, less wear and tear on your vehicles and, of course, a shift towards a circular economy.

There’s also the added bonus of being able to cut down on paperwork. Additional delivery management modules such as Kerridge Commercial Systems, K8 ePOD enables details to be stored digitally - no more printing physical documents and the paper waste this creates!

For more information on ERP software for hardware retailers and merchants, visit www.kerridgecs.com

SIKA® FASTFIX ALL WEATHER NEW RANGE OF COLOURS. CHARCOAL

FLINT

DEEP GREY

DARK BUFF

STONE

FOR JOINTS FROM JUST 20MM DEEP

ACTS AS A NATURAL BARRIER FOR WEED GROWTH

EASY TO APPLY – FAST TO SET

NO WASTE – STORE AND REUSE ONCE OPENED

ACTIVE RESIN TECHNOLOGY FOR ADVANCED DURABILITY

T: +353 (0) 1862 0709 | www.sika.ie/distribution @SikaIreland | Sika

May/June 2021

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News & Products

Nestflix: “Kestrel Cam” to Live Stream from Mannok Quarry Ireland’s very first “Kestrel Cam” has been installed in one of Mannok’s quarries and will be live streamed in the coming months so viewers can get an exclusive look inside an Irish Kestrel nest throughout the breeding season. The live stream was launched on World Earth Day to highlight the need to protect local wildlife and the wider eco systems, particularly with the Common Kestrel having recently been placed on the Red List as a species now at risk of extinction in Ireland.

Two discreet cameras have been installed in the nesting location under license from The National Parks & Wildlife Service (NPWS) and in partnership with Netwatch to enable Queen’s University to study the birds and to raise awareness of the need to protect the species and other wildlife across Ireland.

Speaking of the Kestrel Cam project, Mannok CEO, Liam McCaffrey, said, “ This initiative is part of our drive to protect and enhance biodiversity on our land and across our local region as an important element of our wider sustainability commitment, and we’re very pleased to be in a position to help highlight the need to protect our native wildlife and the recently red-listed Kestrels in particular. Our Environmental Team have worked very closely with Queen’s University’s Kez Armstrong and Netwatch’s John Kennedy to ensure the safe installation of the cameras, with the welfare of the Kestrels as the top priority. Live feed from the nest will be broadcast on the Mannok website for the duration of the project, together with a Kestrel Blog from Kez to keep people informed of progress and allow people to follow the story of the nesting pair of birds.

Oisin Lynch of Mannok’s Environmental Team, who has been working on the initiative for several months, explained what has been involved, saying, “As these are the first Kestrel nest cameras to be installed in Ireland it will give us important insights into the behaviours of the birds which we haven’t had access to previously. Our number one priority is the welfare of the birds, so there has been a great deal of collaboration with a number of wildlife groups and relevant licensing bodies”.

To view the Kestrel Cam live stream visit mannokbuild.com/ lestrel-cam.

SOLVING THE HAND SANITISING PROBLEM The advent of COVID 19 has meant that retailers had to urgently put hand sanitising facilities in place for their customers and staff.

From constantly needing to be refilled to simply not working, it was soon evident to many that the plastic bottles and dispensers on a stick were not up to the task and that there was a need for something better.

Irish company, Safe Hand San not only know of the problems but have rectified them.

Their initial offering was better than most, however reliability issues remained.

To meet that challenge, the company offered first-class support for all customers and thereby gained experience of hundreds of different use cases.

Armed with this knowledge they were able to develop the “GEN2” shown here. This highly improved model is installed at hundreds of retail sites across the Ireland, the UK, and much further abroad.

So, if you are not currently 100% satisfied with your sanitising facilities get in touch with Tom Hughes at Safe Hand San, tom@safehandsan.com, www.safehandsan.com, who will be delighted to assist with further information.

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May/June 2021

News & Products

WEEE Ireland deliver their new Marketing Campaign WEEE Ireland is actively delivering a selection of marketing campaigns ​on behalf of its industry members, to drive awareness of the importance of recycling electrical, lighting and battery waste. The pandemic encouraged WEEE Ireland to connect with customers in a different way under r​ estrictions.

As people’s habits were changing with more time spent online, they have been reaching people through ​increased public relations, supported by a digital and social media drive. View recent stories and news here www.weeeireland.ie.

They have been working closely with all Local Authority recycling centres, retail partners, including hardware stores and builders’ merchants to share the FREE recycling message across social platforms. While all shops and online sellers must comply with legal obligations to take back WEEE and waste batteries, WEEE Ireland hopes to encourage all retailers to use this as an opportunity to connect more with today’s

environmentally conscious customers.

Their social collateral also comprises the message of click, collect & recycle. WEEE Ireland encourage all stores to display the marketing collateral supplied.

The organisation recently conducted research which highlighted that some people are still placing WEEE in the black bin. In response, they have developed a brand awareness campaign called “Binning is Sinning”.

The campaign’s objective is to encourage people to manage WEEE more responsively through recycling. The advertising campaign is on all local and national radio stations, supported by a digital and social campaign on various news media.

Retailers can order marketing collateral for their store and see their latest news updates at www.weeeireland.ie/news or email operations@weeeireland.ie

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News & Products

Book Review ‘HAMMERTIME’

by Thierry Coeman The author, Thierry Coeman is a former Chairman of the Belgian DIY Association and author of numerous articles on the `ins and outs` of the Home Improvement Sector. He has been active during the last three decades as a facilitator in the relationship between retailers and suppliers and continues to play an active role in the industry through his international network.

This book Hammertime - Reshaping the Home Improvement Store - is an ‘essay of 26 pages’ in book format. Thierry delivers a framework which retailers and suppliers may consider to reshape the future Home Improvement Store, whilst taking into account the societal evolutions and trends regarding consumers’ behaviour.

‘Hammertime’ is a metaphor comparing the current situation in the Home Improvement Sector to the critical moment in an auction when decisions must be made.

Thierry says that “The Home Improvement and DIY Industry is facing numerous challenges due to fundamental transformations in its environment. The pandemic will continue to have a tremendous impact on the future of the Home Improvement store internationally.”

He suggests that a myriad of changes must be considered urgently in order to answer latent needs. The book analyses, in seven concise sections, the `causalities` which together require a renewed business model, entirely focused on service patterns.

The book is welcomed by key academics and retailers operating in the Home Improvement sector. It is presented as a thinktank and frame of mind publication to enable all stakeholders to activate their own tailor-made plan.

The book`s seven correlated sections create a symbiosis between the hybrid patterns of the physical and digital “Phygital” challenges that must be overcome. The sections contained in the book include: •

• •

• • • •

Coeman

A focus on the necessity to consider key societal factors which today and will tomorrow impact in the Home Improvement Industry Cornerstones which together create the fundamentals for a reshaped environment of the Home Improvement Store Analysis of key factors including Community, Do-it-Together and Total Solution Provider which will create new dynamics and interactions in store.

The 12 crucial functions to fulfil in order to respond to latent customer`s needs.

How retailers in the future can create competitive advantage through an extended service model How retailers and suppliers can reinvent their mutual advantageous partnership models.

Putting all the previous points into an ecosystem

Hammertime is available from the author at ¤25, on request via thierry.coeman@pandora.be, in hard copy or in a PDF version.

New ‘Price me’ App for Providing Quotes Regularly providing quotes to trade customers can be a difficult and time - consuming task especially from enquiries received online.

This is where the new ‘Price Me’ App becomes a timely solution - an app offering a straightforward way for builders and trade customers to send enquiries and Builders Merchants / Hardware stores to receive same and return quotes quickly and easily.

The goal of the App is to make it easier to communicate digitally and provide highly detailed and accurate quotes in a timely manner.

The App is designed by construction company, BK Engineering, and was originally founded on the core idea of supporting both trade customers and bricks and mortar merchants by providing them with a way to do business and engage more easily with each other online.

“We have strong relationships going back many years with our builders’ merchant suppliers. We wanted to create an app to connect with them, as time has become so important. In recent times due to Covid-19, we wanted to spend more of our time on site, but we didn’t want to lose that connection with them either.” Billy Kirwin, BK Engineering.

By allowing builders’ merchants and hardware stores to connect with their customers directly online, `Price Me` can help to give a competitive edge where businesses can continue to provide that “personal touch” that customers know and appreciate, by being able to respond to queries in real-time. The ‘Price Me app’ is fully live - for further information simply get in touch with Andrew Farrell at andrew@priceme.ie 18

Essay by Thierry

May/June 2021

News & Products

SONAS Bathrooms Big Bathroom Survey For the second year running SONAS Bathrooms, one of Ireland’s largest suppliers of bathroom products, have surveyed the nation to find out what is happening in the world of Irish bathrooms.

While Pinterest has reported bathing rituals as a hugely searched trend in 2021, 81% of us prefer a shower to a bath, less than 3% have a bath daily and 54% say they have a bath less than once a month. However, 89% of us still have at least one bath in our homes.

With Instagram awash with glamourous gold taps in bathrooms, two thirds of us are still opting for chrome, while a quarter (up 9% from last year) are fans of black taps to bring that designer feel to the bathroom.

Heads will nod in agreement at the fact that 59% of us haven’t enough storage in the bathroom. For those with bathroom cabinets, the most popular unit colours are greys, whites and blues.

Most homes have at least two WC’s and coloured sanitary ware is having a moment. While 83% still favour the standard satin white WC, one in ten braver souls would opt for a charcoal grey WC with 5% going for carbon black.

When planning their bathroom people still like to see retailer showroom displays to help choose bathroom products, with websites the second choice. 48% of respondents say they are likely or highly likely to purchase bathroom products online. Unfortunately for those in the market for a new bathroom, Covid restrictions has delayed plans for self-build or renovation for 68% of respondents, with 29% saying the delay is more than six months. The survey was carried out amongst 1245 respondents in Spring 2021.

For more information, please visit sonasbathrooms.com

Top Colours

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May/June 2021

News & Products

Soil Conditioner offers a sustainable, natural, and organic solution Titan® Seaweed Certified-Organic Soil Conditioner offers a sustainable, natural, organic solution that can reduce the reliance on chemical fertilisers and increase soil health and productivity. There is now an increased focus on both sustainability and reducing the environmental impact of agricultural practices. The EU Farm to Fork Strategy part of the EU Green Deal requires a 20% decrease in the use of Chemical Fertilisers by 2030.

Titan® Seaweed Certified-Organic Soil Conditioner is based entirely on Ascophyllum nodosum seaweed which is 100% Irish, natural and organic and is harvested sustainably near Arramara’s plant in Kilkieran, Co. Galway.

Ascophyllum nodosum survives through periods of great stress and it passes on this increased stress tolerance to the soils and plants to which it is applied.

The seaweed bioactive compounds help restore nitrogen and moisture levels and help promote seed germination. There is

additional research evidence that the Ascophyllum nodosum marine plant properties increase a plant’s resistance to drought and extreme temperature stress.

Nurturing healthy soil includes balancing economics and agricultural management practices to improve the soil’s physical, biological, and chemical characteristics. Today’s successful growers can achieve this balance by using Titan® Seaweed Certified-Organic Soil Conditioner.

The Conditioner is manufactured by Arramara Teoranta, an Acadian Seaplants Limited company and the leading supplier of premium kelp meal. Manufactured to exacting quality, safety and environmental sustainability standards, Titan® offers the finest marine plant soil conditioner essential to plant growth, health, and productivity.

For further information you can contact David Shortall directly at d.shortall@arramara.ie or 087-7854076, www.arramara.ie.

the No.1 in Outdoor Disinfection

•New formula – same great Jeyes!

•Removes limescale & rust •New bottle saves up to 50% on our carbon footprint** (**packaging footprint compared to previous tin)

PROTECTED HOME KILLS 99.9% OF BACTERIA & VIRUSES*

Available through Unichem www.unichem.ie

*enveloped viruses

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May/June 2021

FOR H RESUL AT

News & Products

Portwest launch their Summer Collection!

Portwest are delighted to announce the launch of their Summer workwear collection. Designed to keep you and your customers cool during Summer months, the range will ensure that the look is stylish as well as functional.

Portwest have Hi-vis options from their new PW3 range including both holster and non-holster shorts with the signature PW3 look. There are matching t-shirts and polo’s available also. This range is the perfect solution for retailers to add an extra boost for Summer months.

As well as workwear shorts and t-shirts, there are also a number of light coveralls and trousers available. Items such as the Iona Cotton Coverall are lightweight alternatives to year-round staples and even a light Painters range offers niche market protection to help cover all your customers’ needs.

Finally, the Portwest Cooling Range offers the latest innovation in helping minimise the risk of heat stress and UV rays to those working outdoors. Cooling vests, neck scarfs and beanies all help keep the body temperature down to ensure every worker feels as cool as they look!

For information about these or any of Portwests’ ranges, please call their sales office on 098 51712. Based in Westport, their friendly staff are available to help and they have Account Managers in each province that are happy to pay you a visit to discuss your requirements.

HUGE CHOICE OF

SUMMER WORKWEAR

www.charleshughes.biz | sales@portwest.ie | 098-51777

May/June 2021

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News & Products

Retrofitting is ‘huge’ opportunity to transform homes, says SEAI Upgrading home insulation is a central part of the Government’s Climate Action Plan.Irish homes are responsible for one quarter of overall energy use and 10% of greenhouse gas emissions.The plan is to reduce those emissions from six million tonnes in 2017 to less than four million tonnes by 2030 and to do so by retrofitting 500,000 homes.

Declan Meally, Sustainable Energy Authority of Ireland (SEAI), says more people have been working from home and are seeing the possibilities of what better insulation can do for their comfort and warmth. He also points to communities coming together to apply for group projects.

Some 500 communities have done this and more than ¤300m has been invested through the SEAI communities programme.

One example is at Saint James Avenue in the Liberties in Dublin. At a Co-operative Housing Ireland complex, contractors are replacing the gas central heating boilers in all 46 apartments with heat pumps. Doors, windows and

attic insulation will also be upgraded. Ciaran Carmody of Kingdom Installation is project manager of the works and says working on this type of cluster brings down costs and allows things to be done faster. The residents do not have to move out and work is being carried out in a way that keeps people Covid-19 safe.

Eoin Carroll, Policy and Communications Director with Co-operative Housing Ireland, says it is paying 40% of the cost. An SEAI grant covers half of that and 10% comes through other funding.He says it is a good investment as it future-proofs maintenance costs as a survey of members last December showed heating and fuel poverty is a real issue. Mr Carroll says the SEAI programme is attractive as it is a one-stop shop. Co-operative Housing Ireland has to deal only with Kingdom Installation which project manages everything. www.rte.ie/news/environment/2021/0422/1211346home-retrofit/

New NSAI Standard on Heat Pumps in homes The National Standards Authority of Ireland (NSAI) has developed and published a new National Standard Recommendation for the design and installation of Heat Pumps in homes.

This new Standard Recommendation is one of a suite of measures developed by NSAI in direct response to actions set out in the Climate Action Plan 2019, the framework that sets out how Ireland will achieve its ambitious decarbonisation targets.

Implementing this new Standard Recommendation will support the installation of 500,000 heat pumps in homes that are already suitable for the technology by 2030. These targets are set out in the Programme for Government.

NSAI CEO Geraldine Larkin said: “I am very pleased we have published this new National Standard Recommendation for the design and installation of heat pumps in homes. NSAI is playing its part to drive down carbon emissions by supporting actions on the supply chain for renewables, retrofitting homes and climate adaptation.

Damien English, Minister of State for Business, 24

Employment and Retail said: “I am delighted to support the NSAI in the launch of its new standard on heat pumps for homes in Ireland.

NSAI is playing its part with this new standard which will help public and private homes make the change to cleaner and more sustainable heating systems, and with a knockon effect of new job opportunities for those businesses involved in retrofitting works.”

The Standard Recommendation (S.R. 50-4:2021) concentrates on the types of heat pump that are installed in homes to provide heating and hot water and provides guidelines for the design, installation, commissioning, and maintenance of heat pump systems.

In 2018 the average dwelling emitted 5.2 tonnes of energyrelated CO2. 66% of this was from direct fuel use in the home. The sector must reduce its CO2 eq. emissions significantly to meet 2030 emissions reduction targets. https://shop.standards.ie/en-ie/standards/ s-r-50-4-2021-1210946_saig_nsai_nsai_2932704/ May/June 2021

The Grant eLearning Academy

Scan the w QR code belo and register today!

Grant Product Training. Anytime. Anywhere.

Our new online learning platform has been developed for architects, BERs, specifiers, engineers and those working in the building trade. Courses are completed virtually and will help you get to know our heating products.

For further information and to register visit the professional section of our website or scan the QR code above for direct access to the registration form.

Courses include an RIAI & RIBA approved CPD course on the Aerona3 R32 air to water, air source heat pump.

www.grantengineering.ie

News & Products

HAI IS DELIGHTED TO WELCOME ITS NEWEST MEMBERS Blaklader Workwear Ireland Ltd 33 Upper Fitzwilliam Street, Dublin 2 Contact: Gerry Nathan Email: Gerry.nathan@blaklader.com Phone: 087 1089476 Category: Workwear Distributor

Hardware & Marine Supplies Crossfarnogue, Kilmore Quay, Co. Wexford Contact: Sylvia Kehoe Email: sylvia@kehoemarine.ie Phone: 053 9129791 Category: Hardware & Marine Supplies Retailer

Cesco 92 Lagan Road, Dublin Industrial Estate, Glasnevin, D11 Contact: Brian Cassidy Email: brian@cesco.ie Phone: 01 8309689 Category: Electrical Products Distributor

LMA Lebeurre c/o Timoleague, Bandon, Co. Cork Contact: Peter Dunican Email: peter.dunican@lebeurre.com Phone: 087 9660561 Category: Workwear Distributor

Genfitt Mayo Ltd Knock Road, Kiltimagh, Co. Mayo.

Contact: Ronan Egan Email: ronanegan@genfitt.ie Phone: 094 9381377 Category: Agri Suppliers

Thornhill Brothers Hardware Ltd 3-4 Bridge Street, Skibbereen, Co. Cork Contact: Henry Thornhill Email: accounts@thornhillbrothers.ie Phone: 028 21013 Category: Hardware & Builders Merchant

Managing Your Money: - Card processing rates and Electronic Point of Sale (ePOS) - Debt collection advisory service - Credit insurance and credit risk management support

Membership built for you built for you Membership Cutting Your Costs: - License-free music

How can HAI Membership help you?

How can HAI Membership help you?

merchant, supplier or manufacturing business thriving. merchant, supplier or manufacturing business thriving.

Protecting You: You:Law & HR -Protecting Employment -- Employment Law & HR Health & Safety -- Health & Safety Hardware retail & builders merchant insurance - Hardware retail & builders merchant insurance

Moving You Forward: Moving You Forward: - Trade Journal Trade Show Journal -- Trade and Conference -- Study Trade Show Tours and Conference Study Toursand online training resource -- E-learning -- Sector E-learning and classroom online training resource specific training -- Industry Sector specific classroom training specific recruitment solution and job board website Industry specific specific online recruitment solution -- Industry retailing adviceand job board website -- Hardware Industry specific online retailing advice management development retail and builders merchant HardwareB2B retail andmanagement builders merchant management development -- Supplier sales training -- Business Supplier B2B sales management training Index of net retail sales - Business Index of net retail sales

Become aa member Become member To become a HAI member and to avail of any of the above

To become HAI member and to avail or of call anyon of the above services visita hardwareassociation.ie 01 298 0969 services visit hardwareassociation.ie or call on 01 298 0969

hardwareassociation.ie hardwareassociation.ie

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May/June 2021

News & Products

New Appointment at Soudal Ireland The appointment of David Farrell in the role of Managing Director is the beginning of a new chapter for Soudal in Ireland. For over 30 years, Seal Systems Ireland Ltd had been the sole distributor of Soudal products within the Irish construction sector. A fundamental belief in providing long term solutions to the highest standards has ensured constant growth, while earning respect from the most highly regarded specifiers in the market.

As a leading independent manufacturer within the sealant, adhesive, PU foam and building chemicals sector, Soudal continually invests in the future. The acquisition of Seal Systems Ireland Ltd has enabled a far greater synergy to be established between the two companies, officially moving forward as one.

Newly appointed Managing Director, David Farrell, brings extensive knowledge in the Irish and European hardware market, providing a wealth of experience that will help further establish the Soudal brand position and offering in Ireland.

David has previously held the position of Managing Director at Basta Wholesale, and before this he was Chief Operating

May/June 2021

Officer at United Hardware, equating to a total of 15 years’ experience in the industry when also combined with prior senior positions.

David said: “It’s an exciting time for Soudal in Ireland.

David Farrell, Soudal Managing Director.

As an industry leading manufacturer, there is huge potential to grow this global brand and for it to flourish in the Irish market. I have always worked with large brands in the hardware industry. Soudal has always been a hidden gem in Ireland, and now it’s our time to really shine.”

Recognised as a beacon of trust within construction and DIY markets across the globe, a profound love for innovation has been an essential factor in the evolution of Soudal – combined with a core value of maintaining strong relationships with customers. A strong brand is always a welcome reference point for end users trying to make the right choice for their project or application.

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HAI Corporate Partners

C o r p o r at e Pa r t n e r

Cash Management

Brink’s Cash Services

Denise McCarthy

1890 474 000 denise.mccarthy@brinks.com www.brinks.com

Credit & Financial Management

Credit Risk Brokers

James Riordan

01 491 6007 james.riordan@creditriskbrokers.com

www.creditriskbrokers.com

JPA Brenson Lawlor

Ian Lawlor

01 668 9760 ian@brensonlawlor.ie

www.brensonlawlor.ie

LCMS Ltd

Billy Nolan

087 2604625 billy@lcms2.com

www.lcms.ie

Contact us today to become a HAI Business Partner. info@hardwareassociation.ie or phone 01 2980969 28

ECommerce and IT Support

Intact Software

Mark McArdle

042 933 1742 mark.mcardle@intactsoftware.com

www.intactsoftware.com

.IE

Alan Finneran

01 236 5400 afinneran@weare.ie

www.weare.ie

Kerridge Commercial Systems

Noel Burke

087 1405 483 noel.burke@kerridgecs.com

www.kerridgecs.com

Monsoon Consulting

Ed Wyeth

01 4750066 ed.wyeth@monsoonconsulting.com

www.monsoonconsulting.com

Profile Technology Ltd

Peter McCullagh

071 9162122 petermccullagh@profteck.ie

www.profteck.ie

Sales-i

John Downes

0044 121 4891070 jdownes@sales-i.com

www.sales-i.com May/June 2021

HAI Corporate Partners

HR Support

Payment Services

AIB Merchant Services

Owen Ball

087 7715973 owen.ball@aibms.com www.aibms.com

TSA Consultants

Tommy Smyth

021 4634154 tommy@tsaconsultants.ie

www.tsaconsultants.ie

Insurance

Recycling Solutions

Dolmen Insurance Brokers Ltd

John Bourke

01 8022361 info@hardwarestoreinsurance.ie

www.hardwarestoreinsurance.ie

NEW

Logistics

Woodland Group

Lee McMullan

01 8111500 lee.mcmullen@woodlandgroup.com

www.woodlandgroup.com

Shopfitters / Racking Systems

tRetail

#WeGe

NEW

Miltek Total Recycling Solutions Cliff Power 083 0044858 ireland@mil-tek.com www.mil-tek.com

Johnston Shopfitters

Shane Brennan

01 4190419 sales@johnston-shopfitters.com

www.johnston-shopfitters.com

OHRA Racking Solutions

Ivan Terzic + 41 79 940 5095 info@ohra.de www.ohra.ie

Why become a HAI Corporate Partner?

By becoming a Corporate Partner, you can link your organisation to the pursuit of excellence and quality in the Hardware, Building Materials & DIY sector.

•

Preferential rates and early access to event sponsorship and networking opportunities

•

A preferential rate for exhibitor space at The Hardware Show

•

Positioning your company as a solution-provider for the hardware, building materials and DIY sectors

•

Access to all the latest industry news via regular emails and updates.

Hardware Association Ireland will help you to promote your company to all key decision makers in the sector with; •

A listing on the HAI website

•

The use of the widely recognised HAI Corporate Partner logo and a Corporate Partnership Certificate

•

A free listing with logo and contact details on The Corporate Partners Page in each issue of The Hardware Journal

•

A preferential member rate for advertising in The Hardware Journal, plus three free classified advertisements

May/June 2021

Want to find out more?

Contact us today to become a HAI Business Partner. info@hardwareassociation.ie or phone 01 2980969 29

Industry Interview

Going for the gold standard: In Conversation with Patrick Goldrick An exceptional work ethic and commitment to excellence took Mayo-man Patrick Goldrick to the top of the Hardware business in the UK and South Africa. On two continents over five decades, Goldrick was instrumental in transforming the sector.

Jim Copeland sat down (virtually!) with now-retired Patrick Goldrick, who described from his home in South Africa a career so extraordinary, that THJ has dedicated two special features to do it justice.

Part One: From the West of Ireland to Wickes UK How the mentoring and skills gained in his first jobs in Ballina laid the groundwork for a stellar career.

How did you get started in the hardware sector?

I grew up on a small farm in Moyne Abbey near Killala in County Mayo, walking to school and cycling to work. I never had secondary level or college education.

I learned by reading newspapers, listening to the radio, and once I started working, by talking to people and acquiring knowledge from reading the labels on various products.

My career in this industry began in 1962 when I left school at age 13. Back then, there wasn’t much to do in the west of Ireland. You could be a postman or join the police and I didn’t fancy either!

I got a job at the local wholesalers, Joseph Murphy, (Ballina), Ltd. and was there for four years, working with Peter Laing and Gerry Connor.

John Hackett, the Managing Director, was a man with a great business sense demanding high standards. He did not tolerate sloppy work and led by example, ensuring each task was completed correctly and on time. I learned a lot from his commitment, pace, and drive towards excellence.

Peter Laing introduced me to doing everyday tasks exceptionally well. This included sweeping the warehouse floor, and it was a big floor! Also, accurately checking many crates of aluminium saucepans, frying pans, kettles, and teapots in the stockroom.

I have spoken about, utilised, and remembered those basic tasks and standards on many occasions throughout my career.

Gerry Connor introduced me to stocktaking, which included checking consignments arriving at the Ballina Railway Freight Station. Murphy’s had access to a rail siding located behind the warehouses, and many wagons arrived daily, mostly with

30

cement and corrugated iron sheets of various lengths and gauges.

All wagons and their stock had to be counted and recorded each day before 10am; a task not relished, especially on a winter’s morning, but critical to ensure goods were received both on time and accurately. The physical stock on hand had to match the stock ledgers.

These skills served me well in South Africa decades later.

The same tasks were carried out in many Cashbuild Stores throughout Southern Africa, where sunshine replaced the frost!

When I finished my apprenticeship with Murphy’s, I went to Thomas Archer’s Ballina for a year, working with Dennis Michael and Billy Ryan. I soon realised there was a vast difference between a wholesaling business like Murphy’s and a busy retailer like Archer’s.

Archers sold a similar range of hardware and building materials, but also stocked timber, sheet materials, plumbing, sanitaryware, doors, and windows. But that was not the only difference.

The customer base was massive; from all walks of life, including farmers and contractors for different trades.

I enjoyed my time in Archer’s where the learning curve was steep. Efficiency and customer service were important and good product knowledge was vital. Identifying each customer’s needs, supplying the correct product, and explaining how to use the product were paramount.

And then you moved to the UK? I went looking for the money! I left Ireland in 1966 intending to spend two years in England, then go to Australia.

I was going to work with Gerry Connor’s brother in the car industry, but when I arrived, England was in chaos. There was a strike on in the Cowley car works, so I couldn’t get a job there.

They were shedding jobs rather than hiring.

May/June 2021

Industry Interview

I got labouring work as a stoker, and during the summer of 1966, worked as a fitter’s mate carrying tools around.

While he was doing all the technical stuff, I just handed him the spanner!

The following year, I joined Cooper’s, an offshoot of Selfridges in Oxford. During my few years there, I worked my way up from the stockroom to become a Sales Manager.

That was fantastic, getting to do purchasing, sales and running departments; at last using all my knowledge of products I’d gained at Murphy’s and Archer’s.

The customer service and good housekeeping standards stayed with me from my time in Ballina. It was about making sure that whatever you said you would do, you did, in a timely fashion and to the right standard. That was the work ethic that was bred into me and never left to this day.

It was important to get it right first time because I was in a strange land; 18-19 years of age and needing to pay for digs and save for train fare home. So, I had to make sure I kept my job and focus on it.

This applied to everyone like me: by all means go ahead and enjoy yourself, but you must be there for work when you’re expected.

Oxford was a wonderful city, with students and professors from all over the world. During the evenings I worked as a part time barman (extra money for a good social life!) in pubs frequented by university folks and locals.

Before leaving to work in London, I met Rosalind. We married two years later and went on to have four children and five grandchildren.

My first job in London was with a hardware and ironmonger’s business, J W Carpenter Ltd. They had a chain of stores across England, and I managed a few of them, including their flagship store in London.

These were interesting years in the UK; lots of political unrest, miners versus government leading to coal shortages.

Electricity blackouts several times a day. Eventually I was only able to work three days per week.

I never saw those times as particularly tough. If people wanted candles, you supplied them; same if people wanted gas lamps. It was all about keeping essentials in stock and getting on with it.

I was surprised by how I was allowed to get on with my job.

I was given responsibility, allowed to create margins, buy the quantities I wanted, set up new suppliers and import based on certain criteria.

Store managers had independence, provided we acted professionally and honestly. When meeting sales representatives, I could go have lunch with them (obviously no alcohol!), then return to the store to complete transactions and follow through with orders.

Some products were purchased two years in advance in anticipation of the January or July sales, often imported from two different agents. It was up to me to ensure I tracked everything through the processes and made the sale happen.

Once I had completed a task a few times, I was free to work away. If you delivered, you were given responsibility and the acknowledgement that you’d done a good job.

If I didn’t do a good job, I’d soon know all about it anyway! We used to call that ‘the DCM, Don’t come Monday’.

Tell me about your time in Wickes.

I joined Wickes and was there for 18 years until 1993. I started out as Assistant Store Manager of one of their big branches in Harrow.

I worked my way up to Store Manager to Division Manager to Operations Manager to Operations Director and MD of distribution.

I really enjoyed my time there and opened over 100 new Wickes stores, helping grow that business. That was where I cut my teeth in management throughout England. Wickes was a great experience and still is a great business.

When I joined Wickes, it had a very limited range, but a good focus, and every store was identical. In this way Wickes was ahead of its time.

The business was based on very high volume, modest margins, massive turnover, low costs and 99% cash.

After initial major capital outlay in setting up stores, shelving, racking, etc., operational costs were low as a percentage of turnover because of the high volumes.

What prompted you to move on?

Things began to change. I left Wickes when it took over several other organisations. I didn’t agree with everything that was going on and I was unhappy. So, we came to an agreement that I would leave.

After some time off, I got involved in other projects that didn’t work out the way I wanted. I started up a company called UBUILD, which didn’t succeed.

However, this was a valuable experience, because I learned there are limits and that you need to have a plan A, B, C and D. I believe it’s okay, when you’re a big organisation, to have just a plan A and B, but when you’re running your own business and the manager doesn’t turn up, who’s going to run the store? What plans are in place for cashflow? And anything else that might come up? I learned how exposed you can be running your own business.

By not getting it right, it hurt me a lot, because I had let the staff down.

Then a South African company came calling?

Part Two continues Patrick’s story in the July/August issue.

Patrick Goldrick.

May/June 2021

31

Store Profile

Emerging stronger, smarter, focused Topline Murtaghs is coming through Covid with healthy sales thanks to a flexible approach, openness to innovation, and an exceptional team.

Managing Director Colin Murtagh explains how this family hardware business reinvented itself to serve its community in tough times.

Topline Murtaghs didn’t let a pandemic hold back their plans.

Indeed Covid has been a catalyst for a transformation in customer communications and service, a brand refocus and store and market expansion.

For customers in Ashbourne, Meath and Dublin’s Sandymount, and now beyond, Murtaghs is The Home of DIY. Through many booms and busts, Murtaghs has always adapted, yet retains its identity as the local hardware store with the products and advice to guide their customers to get the job done with confidence.

Murtaghs began trading in 1887 and is a family-owned business now into its fifth generation.

Fast-acting Covid “The pandemic initially hit us hard, but customer and staff safety came first. We closed our doors in March 2020, pivoting quickly to enable orders for Home Delivery or Click & Collect,” says Managing Director Colin Murtagh, the fourth generation.

Within two weeks Murtaghs had launched a new website, www.murtaghs.ie so customers could order online and by phone or email. This prompt response accelerated the company’s growth and innovation plans.

“It was a very busy, stressful time, as we had to change how we did things, but every employee rose to the challenge to ensure customers received their orders.”

As an Essential Retailer, Murtaghs reopened in May 2020.

However, they continue to offer these convenient services.

32

Investment in IT was considerable, yet it represents essential future-proofing; Murtaghs can take orders and deliver nationwide.

An online Retail Grant from Enterprise Ireland helped fund a digital marketing agency to develop their eCommerce.

Now that Murtaghs is doing more business ‘remotely’, they’re bringing their renowned approachability to digital platforms. Social media has become an effective tool for community engagement and updating customers on news and offers.

Covid also prompted a branding review centred on Murtaghs’ ethos: nothing counts more than community; nothing achieves success more than a good team.

Murtaghs also progressed extension plans (within government restrictions), expanding their Ashbourne store to include a collection area for Click & Collect, an online orders zone, and a new Trade Centre which opened in April 2021.

“This dedicated shop for trade customers, stocking all the main trade brands, provides a separate offering of products and services especially for them.”

Store snapshots Though the two stores differ greatly in scale, their welcoming, helpful atmosphere is what customers notice first. Both are wellpositioned at the centre of their communities.

Ashbourne encompasses 7,000sq ft of retail, including the Trade Centre, plus a warehouse and spacious yard. Sandymount has 1,500 sq ft.

May/June 2021

Store Profile

Trade Centre Entrance.

Colin Murtagh, Managing Director.

“Space is a premium; we have to be clever, optimising every inch.

We regularly measure sales per square foot to identify what’s not working and change it quickly.”

Product range and services are dictated by customer demand.

Services include paint mixing and colour consultancy through partners in Colourtrend, Fleetwood and Dulux Paints, and key cutting.

Both stores feature Paint, Household, DIY, Seasonal (Garden, Christmas), Builders Supplies, Fuel, Agri-Equipment and Supplies, well laid out with clear sections for easy shopping.

“Our involvement in the Retail Excellence Ireland Awards helped us focus on merchandising and we always try to have vibrant and quirky window displays”

Supplyside economics “We stock well-known brands (Stanley, Makita, Evode, Fleetwood, Irish Cement, CPL, Colourtrend, Dulux, Ronseal, Gypsum), along with less recognisable names chosen for reliability and value. Maintaining strong brands and supplier relationships was an advantage this past year. The key is having good open communications and working together. We’ve teamed up with suppliers to boost joint marketing efforts; creating synergy.”

“For example, customer events have featured CPL Fuels advising on winter fuel, Colourtrend presenting colour consultations or Dulux running a trade, breakfast morning. We’re eager to get back to customer events post Covid.”

Valuing people “My motto: nothing is too much trouble and the customer is always right! So, we go the extra mile every day.”

Even down to the little things: smiling and saying thank you to every customer every time, loading products into the car, and if something isn’t available in-store, ordering it for them.

Exceptional service is only possible with great people. Murtaghs has a very diverse staff of 26, many being loyal employees for decades. Each has a key role in driving success and Colin cannot rate them highly enough.

“As Managing Director, the buck stops with me but I’m so lucky to have a great team supporting me. No task is too big or small for any of us, and we all support one another through thick and thin.”

“Covid strengthened this resolve. The last year has shown our staff will do whatever it takes to keep the business moving.”

“This kept us operating during what was a tough few months.

Ireland embraced DIY during lockdown, and thanks to our customers and staff, we were kept going.”

May/June 2021

Deliveries Covered.

Encouraging excellence For Colin, exceptional service comes down to giving staff ample time to learn; becoming familiar with products and comfortable with customers. And giving plenty of praise.

Murtaghs runs `Topline’s Customer Exceptional Service` programme for new staff, repeating it every couple of years for all employees.

“Bringing on and encouraging younger employees, blending youth with experience and promoting diversity, is crucial to futureproofing our workforce.” Which includes a fifth generation of Murtaghs: Patrick heads up online, while Ella combines work and college.

“If success is measured by how long we keep people, that would be my proudest achievement. They mean everything to me. Their ability to adapt to some serious changes due to Covid has been fantastic.”

Main barriers Colin believes this sector is blessed to have many long-standing traditional family hardware businesses. “The ability to provide for local communities in a friendly way keeps us ahead and unique.”

However, he warns that not keeping up with the times could make such stores extinct. “We are light years behind our grocery counterparts and need to learn from them and adapt.”

Brexit is the most obvious barrier, summed up by: price, duty, red tape, availability, delivery times and costs; among the massive issues facing all retail.

But the immediate challenge as the pandemic eases, is to continue providing great service to valued customers in a safe environment.

Less under Murtaghs’ control are product shortages and delays.

Supply chain issues stemming from Covid and Brexit form the biggest obstacles.

Murtaghs are working flat out to cope with incomplete orders and uncertain delivery dates to offer the best service possible.

Retailers should consider enclosed storage much more seriously to ensure having stock.

Over the longer term, Colin sees the customer shopping experience changing dramatically. Covid provided a taste of the future, forcing Murtaghs to be proactive.

Customer focus “We’re lucky to have a very loyal community base in Ashbourne, but we’re always pushing that boundary. Online has extended our market. We’re also actively growing our pool of regular trade customers through our Trade Centre.”

Murtaghs surveyed customers to identify what matters most.

Quality and quick availability at the right price came tops for retail 33

Store Profile

Innovative paint displays.

Merchandising excellence.

and trade buyers. Online shoppers sought reasonable prices and simple ordering.

Customer input, together with ongoing research, drives improvements and change. The Trade Centre was created in response to customer requests.

“Customers today want more sustainable products. For example; moving customers to Eco Wood Briquettes rather than Peat Briquettes.”

Consistent communications An annual Marketing and Promotions Plan forms the starting point for all promotional activities. “Things change rapidly in retail. We have a weekly promotions planner so we always know what categories we’re concentrating on.”

“Customers get a unified message across all channels: social media, website, e-newsletters, POS posters/electronic signs, promo shelf ends and prominent displays, plus flyers for quarterly Topline promotions (Spring, Summer, Winter, Christmas).”

Word of mouth in-store builds sales and staff are briefed daily on offers.

“Social media has transformed customer engagement. We have significiantly increased our Facebook and Instagram followers over the last couple of years. As an extension of our brand, all posts have a similar look and feel for instant recognition.”

Much effort goes in to ensure content is informative, engaging and not too product-heavy. Posts with Tips, How To Guides and anything related to staff are popular.

Industry intelligence Membership of the Topline (Amalgamated Hardware) has boosted Murtaghs’effectiveness and competitiveness.

“Topline have been a fantastic aid. Their professionalism and helpfulness helped make us the thriving business we are today.”

For the 120 affiliate stores, buying power is Topline’s major advantage, together with marketing, HR, operations callout, fitouts, technology and industry updates.

“Affiliations for example with our national trade representative organisation, Hardware Association Ireland help keep our finger on the pulse, I also get ideas from visiting other retailers, seek managers’ input, consider reports and analysis and often gut instinct.

I always seek innovations and watch for trends.”

34

Techno-retail Murtaghs constantly invest in their IT and recently replaced all their computers and introduced new hand scanners, signature capture and email invoicing.

“Accurate monthly Management Accounts delivers relevant current information, allowing us to make informed decisions to drive business forward faster. We cannot afford dead stock and must maximise space; computer-aided analysis of turnover vs space is critical.”

2021 and beyond Colin anticipates a strong 2021, but 2022 is difficult to gauge because “we had a good 2020 and 2021 to date. During lockdown, homes, gardens and spare rooms were painted and decorated. We could have an exodus abroad leaving less money for such projects in 2022.”

Murtaghs will continue developing online, trade and their Sandymount store, and restart loyalty and charity programmes.

Winning ways Colin proudly credits his staff who put in the hard work to win many awards including: 2017/2019 Meath Pride of Place Best Shop Front 2018 Meath Business and Tourism Award, Best in Retail Finalist, 2019 Top 100 Retail Excellence Ireland Awards 2020 Top 30 Retail Excellence Ireland Awards

Community means everything “We have a huge connection with our community, especially through our `Fab Friday` sale on the first Friday each month. 5% of takings go to a local charity or group. We look forward to resuming this initiative soon and hope to introduce an OAP shopping time.”

Murtaghs supports local GAA, rugby and soccer and teamed with a Men’s Shed in conjunction with Ash2020 to build planters celebrating Ashbourne’s 200th birthday.

Trendspotting

Our USP?

Colin’s predictions:“Online reached us a decade ahead of time through Covid-19. Embracing it will ensure we pass a thriving business to the next generation.”

“Hardware stores should be creating far more theatre and an incredible retail experience. `Stack ‘em high and sell ‘em` no longer inspires customers. An inviting environment and service, advice, product knowledge and the chance to touch and try a product does.”

“Augmented Reality Commerce; an interactive experience using real objects enhanced by computer (used by Dulux), will be prevalent in the near future.”

“Our great staff who make Topline Murtaghs tick!”

Top tips Every day is a learning day - be ready. With times and habits changing at a mesmerising pace, retailers must adapt while anticipating what’s coming down the track. Expect the unexpected.

Keep pace by investing in staff, online, digital strategy, technology, buildings, plant and equipment; watching trends, listening and visiting other stores in our sector. You don’t have to be first to do everything.

Copy a great idea and do it well. Shop local!

May/June 2021

Housing Costs

Rebuilding our Future - Housing As we know the supply of housing is critical to the functioning of our society, our economy and our sector.

Between the height of the boom in 2006 and 2019 our population grew by 700,000 - 17%. No developed country has growth figures like these. Unfortunately, during this time of a surge in population our economy spiraled downwards, and we had a lost decade. More recently, since the economy began to recover in 2015 and then grow from 2018, we have seen the number of households grow by 155,000 to the end of 2019.

During this period, we built 81,000 homes. Even allowing for differences in definitions and the overhang of some properties post-crash, we are left with a considerable shortfall.

Most experts agree that we need to build at least 35,000 homes per year, just to catch up. We are currently falling short of this and are unlikely to reach the required number any time soon.

This article will inform part of the Rebuilding our Future Housing plan.

In this article we look at two intertwined aspects of home building – firstly what is its significance for our sector and secondly what makes up the constituent elements of the price of a house.

Housing is a very contentious and polarising issue. It is difficult to find objective views on the solution. It is also difficult to find an independent assessment of the cost breakdown of building a new home.

For this exercise we decided to feature a notional three bed semi-detached traditional build 1,300 square foot newly built house in Naas on sale for ¤350k.

The figures are based on an average and some guestimates but should give a good baseline to work from.

Thank you to John Foley of Topline Doyle’s and Alan Hegarty of Ardale Group for their expert eye. Both John and Alan have experience as builders and as merchants.

Significance of building new homes to the sector.

According to our estimates building materials are ¤47k of a ¤350k build - see Chart 1. If 70% (estimate) goes through merchants and hardware shops = ¤33k + VAT = ¤37k per housing unit + ¤3K for other products for fit out. Each new housing unit is valued at ¤40k for our sector. Looking at 2020 there were 20,676 housing units built = ¤829m.

According to the CRO the sector is valued at ¤2,560 million.

So, ¤829/¤2560= 32%.

New builds account for one third of our market. Any fluctuation in this has a major impact. During lockdown at merchant level (¤829 /52) on new build the sector was haemorrhaging ¤15-16 million per week. Fortunately for most, the RMI part of the market took up the slack. But this shows just how exposed we are. If, we do reach the new build figure of 35,000 homes per year – this will deliver ¤1.4 billion turnover. That is how important new builds are at a business level, and how critical it is that there is a breakthrough.

May/June 2021

Cost attribution on a new build These figures are based on a notional three bed semi-detached traditional build 1,300 square foot newly built house in Naas on sale for ¤350k. They are averages – costs vary by local authority and in different parts of the country.

Chart 1 - Net Breakdown of Costs %

euro

VAT

12%

42,000

Developers Profit

15%

52,500

Sales and Marketing

1%

2,852

Construction Costs - Labour 70%

31%

108,891

Construction Costs - Materials 30%

13%

46,668

Levies

3%

10,500

Irish Water and Utility Connections

2%

5,996

Part V Costs

1%

3,921

Planning, prof fees and compliance

4%

13,838

Contingency

3%

9,236

Staff - legal and admin

3%

9,625

Finance and Banking

1%

1,880

Site Costs

12%

42,195

100%

350,103

Breaking it down further and drilling into the VAT component building materials net of vat account for about 12% of the cost. If this is largely the case even with price increases, the increases in price of materials alone are only part of the story and will have a modest impact on the selling price.

It seems that the government through VAT/PAYE and various levies accounts for almost 32% of the costs – the lion’s share.

The government’s share is almost 60% greater than the developer and almost three times greater than the costs of materials.

Chart 2 - Cost Breakdown by Participants %

euro

Government / Local Authority Take

32%

111,524

Developer

20%

71,361

Landowner

12%

42,195

Professional

5%

18,570

Construction Labour

19%

65,335

Materials

12%

41,117

Total

100%

350,103

So those who took on the business risk to build and those who worked on building projects accounted for 57% of the costs of the build. The other 43% was accounted for by government charges and by the price paid to the landowner.

35

Retrofitting

Retrofitting - A real-life perspective To give our readers an insight into a live home renovation/retrofitting project mid-pandemic, over the last few months HAI has been engaging with new home-owner Shane Kenneally, who in 2020 bought a rundown house just outside Clonakilty, Co. Cork. Over the next few issues we will update you on Shane’s progress with his home, some of the key developments and decisions he’s made, and his motivations.

In this issue we introduce readers to Shane, his new home, and his plans.

About the Homeowner A mechanic by trade Shane Kenneally and his wife Amy bought Dundeady House as their first home in June 2020 amid the Covid-19 pandemic.

Shane was excited to use his trade experience (having worked with West Cork Builders in Clonakilty for seven years when at school) to do up the house over the next six months.

His father is a builder and his uncle is a plumber. Shane was of the opinion that all would be completed in six months.

What prompted you and your family to choose that area?

I am from the Galley Head and Amy is from Clonakilty (approximately nine miles away). After going out for many years Amy fell in love with the area and we rented our first house out here.

The house we rented was old and cold but was a nice first starter, we got a rottweiler dog called Jess who is one of the family, and when we got married we moved to house number two and had two kids - Sean (4) and Hope (2). So basically for me there is nowhere else but the Galley and Amy wasn’t long feeling the same.

36

What prompted you to choose that particular house? Why a run-down house in need of works rather than a newer/brand new house?

The Galley Head is beside the sea and a special consideration area in terms of planning so building wasn’t an option, we had a site in mind and met the planners and before the meeting even began the planner told us that it wasn’t going to be positive.

We got an architect to review all previous applications in the Galley and she agreed it would be a lost cause. We had a May/June 2021

Retrofitting

long-term plan in place to save for the deposit and still pursue the planning option by the end of the year. There aren’t many houses for sale out here, this house was for sale in 2019 but we weren’t in a position to buy it. It came up again in June and I swore I was going to do everything I could to secure it.

We paid the booking deposit June 29th and received the keys on September 6th. This house was looking like one of our last options to live out here so we were delighted to get it.

What will it give you that you feel a new house in an estate wouldn’t?

I’m a country lad through-and-through and for me there is nowhere that comes close to the Galley. When we step outside the door in the morning we get the fresh smell of the sea. Everyone knows everyone and life is quiet and peaceful.

About the house: Dundeady House is a 13-acre coastal residence, located between the Long Strand beach and Galley Head (Shane’s childhood town) in Clonakilty. The residence is a two-storey, four-bedroom home in need of renovation.

It comprises three rooms downstairs - to the left a sitting room and to the right a living room and a small damp kitchen.

Upstairs comprises four bedrooms (two large, one medium and one small), a small bathroom and hot-press.

Over his six-month planned renovation process Shane plans to: •

Bring BER up from a G to B2, which he will do by:

• • •

• • • •

Drylining the walls and ceiling Insulating the attic Insulating between the joists between the first and second floor Insulating also for sound deadening Exterior insulation Installing new windows Taking up the floors downstairs and insulating, and then putting down new floors

• Build on a small extension out the back to become a kitchen come dining room.

•

Make changes to the existing first floor layout:

•

•

The room on the left will remain a sitting room opening into the new extension/dining room.

The room on the right will be a playroom and the old kitchen will be a bathroom/utility.

•

Make changes to the second floor layout:

•

•

Convert it to a three-bed - the small bedroom and tiny bathroom will be joined to form a big bedroom.

The medium bedroom will be converted into a bathroom and hot-press and move from the rear of the house to the front.

Next issue we will look at the first few months of Shane’s progress as his family home begins to take shape.

May/June 2021

37

Retrofitting Conference

HAI’S Rebuilding our Future Retrofitting Conference On 6th May, Hardware Association Ireland (HAI) hosted virtually “Rebuilding our Future - HAI’s Retrofitting Conference”. The Conference concluded a series of webinars focused on products for retrofitting that HAI has previously hosted. Over the last 11 weeks we had 12 manufacturers/suppliers take part.

With these, the aim was to replicate the in-store learning experience at a time when physical visits to merchants and shops wasn’t possible.

The purpose of the conference and the aim of each speaker was to look at how Retrofitting will shape our industry, the challenges facing us, and the opportunities ahead.

This is timely and momentum is building. There is a groundswell in public opinion towards upgrading their homes.

Almost 40% of homeowners are not happy with the heating in their homes - they believe that their homes are not warm enough and not comfortable. And this comfort factor is a key to understanding why consumers retrofit their homes.

In the last quarter of 2020 planning applications for home improvements rose by an astounding 45%.

At this point it is likely that any home improvement project will have a retrofitting element and with it the opportunity for HAI members to cross sell and upsell. It is very possible that energy retrofitting will grow and gain momentum as part of this boom in home improvements.

The government have ambitious targets, the plan is to retrofit 500,000 homes between now and 2030. And this strategy makes sense as housing accounts for 25% of our carbon emissions. Home energy retrofitting has been described by Minister Eamon Ryan as the workhorse of our climate strategy.

At present - 80% of our homes have a C rating or less and we use 7% more energy than the EU average.

38

Even with huge strides in wind energy, most of our energy is not renewable and is imported. By upgrading our homes there are considerable savings to the public purse, as well as benefits for the environment.

It is achievable. If we look at our success in electrical waste and our roll out of the WEEE directive - Ireland is now top of class in the EU. The conference was very well received by both those who tuned in and participants, and we would like to thank John Bourke of Dolmen Insurance, www.hardwarestoreinsurance.ie, who sponsored the morning.

HAI were delighted to be joined by three thought leaders and practitioners in their respective areas.

• William Walsh CEO of Sustainable Energy Association Ireland (SEAI) outlined the importance of the issue,

May/June 2021

Retrofitting Conference

•

•

the government’s targets, and their strategy to reach these targets.

Cathal Tyther of the Solutions Centre at the Credit Union spoke of the financial packages that the credit unions have on offer to enable retrofitting projects.

Paddy Sweeney Retrofit Energy Ireland Limited (REIL) outlined the practical issues involved and the pathway for both consumers and businesses.

A panel discussion followed with some interesting and thought - provoking issues dealt with.

A sample of some of the questions (with some paraphrasing) is below: Q. Will the slowdown in building push out the government’s targets past 2030?

A. It cannot. We will have to deliver more. And typically, more projects are carried out during the summer. A major improvement in policy is that budgets and funding is now multi-annual rather than the annual budgets that were previously in place. This gets out of the start/stop trap that meant that many companies could not invest in the sector.

Now companies can plan for continuous business for years ahead. The new apprenticeship schemes coming on stream also means that people can aspire to have a career as trades professionals in the sector.

Q. What are the implications for insurance when homeowners are having a retrofit job done on their house?

A. Homeowners need to ensure that the contractors doing the work are registered with SEAI. Q. Do the Credit Unions have preferential loan rates for homeowners undertaking a retrofit project?

A. Yes, and typically projects are funded by a mix of savings, a loan and the grant from SEAI.

Q. Where are products sourced?

A. In the majority of cases products for retrofitting are sourced locally so it is important for merchants and hardware shops to build relationships with contractors.

Q. Is there a push for deep retrofitting and if so, is this putting people off? Is perfection the enemy of what is achievable?

A. Originally the target was set at a BER rating of A2, this is now B2. B2 is a more reasonable solution for the homeowner.

Of homeowners who inquire about retrofitting 18% sign up for a full retrofitting project. A further 20-30% do some form of energy upgrade on their home. There is a lot of activity in the ¤5k price range and much of this is sourced from local hardware shops and merchants.

Q. HAI has 400 members with at least 600 warehouses and offices- there is a huge square meterage of roof space for solar panels etc. Should members be thinking of an energy upgrade on their own premises?

A. 75% of energy savings achieved have been in the commercial sector. If you are looking at this the Better Energy Community Scheme is the one to avail of. There is a 25% capital grant. Their approach is to look at energy saving ideas first and renewables later. And the ability to say that you have undertaken an energy upgrade on your own premises gives credibility to any business who is selling retrofitting products.

Q. At the Energy Conference last week the Behavioural Science team at SEAI revealed insights that proved that `retrofitting` as a term has little resonance with homeowners. And, in some cases, it is perceived as a negative term as it implies that something needs to be fixed. The term `home energy upgrade` is much better understood and received by homeowners. Should we use the term home energy upgrade in place of the term retrofitting?

A. Retrofitting is a legacy term – mainly from engineering.

Those who have undertaken a project call it a variety of things, however, most use the term ‘home energy upgrade’ and that is what we should all be using from now on.

Michael O’Donohoe, President of HAI concluded the conference by stating that home energy upgrades (retrofitting) present a huge opportunity for our members, and one that HAI members intend to tap into and be part of.

The entire webinar, including the full panel discussion, is available FOC for HAI members to view on the Hardware Education Hub. Email aoife@hardwareassociation.ie for access.

Q On a retrofit project with REIL – who sets the price? who manages the project? who sorts out the grant? who deals with the contractor?

A. All of these are managed by REIL. In most cases the homeowner pays 65% of the project.

May/June 2021

39

Are you getting the broadest Insurance Cover at the best available price?

Log on to www.hardwarestoreinsurance.ie to arrange an alternative competitive quotation for all your Insurance Needs. www.hardwarestoreinsurance.ie is a Dolmen Insurance brand.

John Bourke ACII Direct Dial – 01 8022361 Mobile – 086 8146236 E mail johnb@dibl.ie

Dolmen Insurance Brokers Ltd. is regulated by the Central Bank of Ireland.

Paint & Home Décor Paint & Home Décor Trends 2021

Paint & Home Décor

e g a s s A me

r o t i d E e h from t

This is our 5th annual edition of The Hardware Journal’s Paint & Home Décor Supplement. We seek to bring you, and by extension your customers, inspiration, trends, news, and products. Customers are shopping online and have continued to shop instore despite the health restrictions and that will only increase once we are back to more normal trading conditions. The interest in all things Paint and Décor continues to grow both for interior and exterior.

In this issue Laydex Building Solutions bring you their Teranna Composite Decking allowing your customer to design and build the deck of their dreams. The range is a top choice being eco-friendly and low maintenance.

Dulux Paints have introduced their Dulux Promise meaning that if your customer is not happy with the colour, coverage, or finish of any of their branded product they will replace it and handle all queries directly. They have also launched their new simplified retail colour card. Their Dulux Academy is going from strength to strength with their `Academy Live` platform committed to helping your instore teams to guide customers during the peak season and beyond.

At Fleetwood Paints they are responding to the world we all find ourselves in and are moving their colour consultants online for your customers. Their team of nine professional designers will provide free one-to-one online colour consultations for their hardware store stockists through the year. This personalised experience is tailored to your customers’ interior and exterior needs giving them the correct colour, paint and finish they need for their home.

Leading professional painting tool manufacturer Purdy have just launched their new Painter’s Backpack to the market.

First of it`s kind it has been designed to be the ultimate storing system for painting tools. Its ergonomic design with heavy-duty grips, rugged metal zippers and even weight distribution makes it comfortable to carry even when fully loaded. They have also launched their Purdy Pail, a one litre capacity paint bucket designed to make the job of painting even more satisfying and enjoyable for your customer.

42

We asked well know paint retailer Kevin Coghlan to give you some of his thoughts on paint retailing during and post pandemic. With over 40 years of experience specialising in the sector and dealing with both trade customers and consumers he is ideally placed to guide you through the many opportunities you have to make a lasting impression and possibly create customers for life.

Ideal Home Magazine, a bible for many homeowners, brings you some trends and key looks for your customers to follow in 2021. Predicted trends include creating a comforting and nurturing home by mixing modern with vintage ideas and maximising natural light. It appears that homeowners are choosing cosiness to make their home space as desirable as possible.

Manufacturers and distributors of high-quality flooring solutions UNILIN Distribution Ltd are introducing their new Forester range. This will sit alongside their highly successful Quick-Step and Elka brands. Forester will be exclusive to their Irish customers and serviced from their fully stocked warehouse in Newry supported by their excellent customer service colleagues.

AXUS Décor introduce us to Anthony White who heads up their sales team in Ireland and tell us about their goal to make decorating tasks easier while giving impressive results. Their brand ethos centres on product innovation and environmental considerations at always affordable prices making them a very competitive option.

Kilsaran’s new Merrion range of paving flags feature large visible contrasting stone chippings, offering a high-end finish similar to natural stone, granite, or terrazzo. Ideal for your customers` balconies, pathways, and patios they are pre-sealed with Kilsaran K-Seal for full protection and available in three unique finishes Pearl, Sapphire and Quartz.

Jim Copeland Editor – The Hardware Journal May/June 2021

Paint & Home Décor

Dulux Paints Ireland News Update 2021 Over the past year, Dulux Paints Ireland has been very focused on the continually changing landscape of the paint business in Ireland. As consumer shopping patterns have continued to change and evolve, Dulux has focused on these changing trends and opportunities so that when consumers step into store they are ready to make the right colour and product choices.

Giving consumers the additional reassurance they need when purchasing paint for their home projects, the Dulux Promise campaign launched in March and will be supported on TV and radio throughout the year. The Dulux Promise means that if a customer is not happy with the colour, coverage or finish of any Dulux branded product we will replace it. Dulux will handle all queries directly so if you get any enquires in store please direct people to visit www.dulux.ie/promise.

Inside the Home Launched earlier this year, the new simplified retail colour card featuring the Dulux core range of colours across key finishes in both a ready mix and colour mixing format is a must have tool to help shoppers on their paint choice journey. Choosing colour can be a struggle, but with the new format colour card and colour layout Dulux can help consumers overcome this barrier.

New for 2021, the Dulux Colour of the Year, Brave Ground is now available in Easycare Washable Matt along with Tranquil Dawn (Colour of the Year 2020). Both colours feature in the Easycare Colour of the Year palette of five colours which work beautifully together and makes colour choice even easier for consumers.

MODA has redesigned its five new palettes that introduce seven new colours to its capsule collections. Launched in Q4 last year, this luxury washable matt paint allows consumers to bring harmony to their homes. Made in Cork, MODA has a blended clay formulation with a soft-to-touch smooth finish. Its five capsule collections are designed to make navigating colour easier with each one offering a cohesive look that gives consumers complete colour confidence.

Dulux Trade Diamond Satinwood bases are now available so your customers can choose from over 2,000 colours for their woodwork. With advanced stain and grease resistant technology, this water based product is Dulux’s toughest satinwood finish yet.

The Dulux Visualizer app is a helpful tool to help consumers make the right colour choice. The new and improved version launched earlier this year has improved colour picker technology allowing consumers to take inspiration from everything around them. It also allows consumers to see the colours live in their living space and can save the visualisation as a video or photo.

Outside the Home When it comes to exteriors, Dulux continues to make things easy for your customers for both colour and product selection. Dulux have brought all their exteriors brands, Weathershield, Cuprinol and Hammerite together in one category - Dulux Exteriors - to simplify the customer journey. Dulux Exteriors reminds them that the outside of their home isn’t just about one surface, it’s all the surfaces and Dulux has a product solution for them all.

The new format Dulux Weathershield Colour card has lots of exciting changes for 2021. To help make outdoor colour choice and colour scheming as easy as possible for the customer, this years card groups exterior colours into complementary trios that work together across four themes developed for the Irish home by expert colour consultant, Cora Collins.

As consumers continue to invest in their gardens, Cuprinol is a must stock brand for retailers. Cuprinol Ducksback, with its advanced, wax enriched formula is ideal for fences and sheds.

Cuprinol Garden Shades has been specially developed to colour and protect sheds, fences and other garden wood. Garden Shades can also be applied on terracotta, brick and stone to bring beautiful colours to the rest of the garden.

Dulux Academy The Dulux Academy is committed to helping your teams with queries and with continued support for training with the ‘Academy Live’ online platform. Over the past few months, the Academy Live has been particularly focused on courses aimed at directly helping retailers and staff guide consumers during the peak season. Online training sessions have focused on the new format colour card tools launched this year and how to best use these in-store. Dulux look forward to welcoming store teams back to the Academy in Cork when the time is right and until then they will continue to add colour virtually through Academy live sessions If you have any queries on the Academy or would like to find out more please just email DuluxAcademyIreland@Akzonobel.com where the team are happy to help!

Retailers looking for support can contact their Dulux Sales Representative or the Dulux Technical Advice Centre on 021 422 0222.

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May/June 2021

Denim Drift TM

Calm Cloud

COLOUR OF THE YEAR 2021

BRAVE GROUND

COLOUR OF THE

TM

YEAR

2021

Brume

Tranquil Dawn TM

Due to limitations with the printing process, the paint colours portrayed are for representation purposes only. Please ensure you use a colour tester on the actual surface to be painted for accurate colour matching

Tranquil Dawn

We promise our paint will give you the perfect colour with a uniform finish and the coverage stated, or we’ll replace it. dulux.ie/promise Limited to 10L. Claims must be made within 6 months of purchase. Selected products only. Voucher issued for replacement product; proof of purchase required.

T&C’s apply: see dulux.ie/promise

Paint & Home Décor

Fleetwood offer colour consultations online for stores At Fleetwood Paints they know nothing can top the benefits of having face to face interaction with customers on the shopfloor and the importance of building good rapport between both business and customer.

It’s a busy time for home decor and those considering or beginning their decorating project are on the hunt for assistance on all aspects of design.

In coming weeks, Fleetwood envision a great influx of eager homeowners ready to take the next step after months of restrictions! Previously, they have had their interior design team host instore colour days for stores, to take the pressure off the sales team and promoting Fleetwood Paint and products.

The world we all find ourselves in now is at the forefront of change and traditional methods of working are moving online.

To speed up and assist in the buying process Fleetwood are now moving their colour consultations online for stores. These events can be booked through the marketing team at aisling.finegan@fleetwood.ie.

Fleetwood Paints work with a dedicated team of interior designers who advise on design and colour schemes for colour brochures and for residential and commercial projects.

The interior design team of nine designers (including their upcycling ambassador Aileen Hogan of Shabby.ie) who will provide free one-to-one online colour consultations in conjunction with Fleetwood Paints hardware stores throughout the year.

These online colour events will take place on Zoom or a WhatsApp video call and last approximately 30 minutes. The promotion of these online events will be conducted on hardware stores social media accounts, with bookings taken either by contacting the store or on social media messenger.

Already the success of these colour events is due to the oneto-one focus between designer

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and client with no distractions and also that they are conducted in the comfort of the client`s home. This personalised experience is tailored to your customers` interior or exterior needs giving them the right colour, paint and finish they need to begin decorating their home. From interior and exterior walls and woodwork to joinery and accessories, the Fleetwood design team for the first time, is in a position to work with every aspect of the space being designed. The design team offer a full professional service on all elements of interior design from new build to restoration work.

As ambassadors for the company, the team attend a comprehensive training course every year to keep up to date on all the technicalities of various Fleetwood paints and products so any queries your customers have, the designer has it covered.

To book an interior designer for your store please speak with the Fleetwood marketing team, aisling.finegan@fleetwood.ie or your local sales representative.

May/June 2021

WOODCARE

EXTRA PLUS VINYL MATT

ALSO AVAILABLE IN

SOFT SHEEN

DECORATORS CHOICE FOR OVER 35 YEARS IDEAL FOR NEW BUILDS EXCELLENT TOUCH UP

EXCELLENT COVERAGE

MAINTAINS CLASS O FLAME RETARDANCE*

For more information ask your local Fleetwood account manager or call 049-854 7209 Fleetwood Paints, Virginia, Co. Cavan. Fleetwood.ie Available 1ltr, 2.5ltr, 5ltr, 10ltr and 17.5ltr

Paint & Home Décor

Purdy launches backpack and pail Leading professional painting tools manufacturer Purdy® has launched the new and highly anticipated Purdy Painter’s Backpack into the market. The first painter’s backpack, it has been designed as the ultimate storage system for professional painting tools.

The Backpack hosts several dedicated pockets for a variety of tools including a pocket for roller frames and sleeves up to 18”, an external extension pole compartment, as well as slots for prep tools and a multitude of brushes; this also includes a detachable pouch specifically for transporting wet brushes and rollers - containing the paint within the compartment and saving clean up time on site or risking leakage to other tools. The Backpack can also be laid flat to ensure efficient access.

features are designed to keep your customer`s favourite brushes and rollers out of the paint, preventing them from becoming saturated.

The mini roller grid, moulded into the pail, will ensure excess paint is removed and that equal pick-up of product is distributed throughout for a flawless application. To reduce time on-site, the Purdy Pail is available with pail liners that come in packs of three which maintain the roll-off grid pattern of the pail and allow for quick colour changes and clean up once work is completed.

For more information on these products, please visit www.purdy.co.uk.

What’s more, there are external compartments and clips for personal items, water bottles; and an external USB connector to keep devices charged, that only requires a power pack to use. Ergonomically designed, with robust heavy-duty grips, rugged metal zippers, and even weight distribution, the Backpack is comfortable to carry even when fully loaded.

Purdy has also released its Purdy Pail, a one litre capacity paint bucket designed with different grip options to reduce hand fatigue, and a flexible bail handle to securely fit onto a ladder hook - improving safety.

An ideal addition to a decorator’s tool set, the Pail has been designed with a brush magnet, and an interior mini roller rest that fits up to a 4.5” mini roller sleeves. Both of these

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May/June 2021

WHEN YOU NEED ALL OF YOUR TOOLS WITH YOU. WE’VE GOT YOUR BACK.

The Purdy Painter’s Backpack Durable, functional and suprisingly compact with a host of smart features.

The first backpack designed for pros by pros.

YOU’LL BE HOOKED ON HANDS FREE. IT HANGS,YOU CLIMB

The Purdy Pail Multi-grip options reduce hand fatigue and perfect fit liners mean a quick clean up.

It does more so pros can too.

purdy.co.uk

Paint & Home Décor

Paint Retailer’s View We asked Kevin Coghlan, former owner of award-winning store, MRCB Ltd in Dublin, for his thoughts on paint retailing mid and post pandemic. important now that we take time to reflect on the past year or so and learn from the craziness. When the dust settles, it’s important to review our customer services and policies with the sales team and everyone who engages with our customers.

For instance, for each sale do we establish if our customer is doing the painting project themselves, or getting a professional decorator?

Kevin Coghlan.

Kevin has over 40 years experience specialising in the paints and wallcovering industry. Beginning his career in Dods of Mary Street at the age of 14, before joining his family’s businesses, Coghlan`s Paints and MRCB Paints, where they introduced many iconic paint brands such as Farrow & Ball, Paint Library, Benjamin Moore etc. to the Irish market, in their Dublin City centre showrooms. He also worked for Colourtrend Paints as Sales Director, and got to understand the manufacturing and marketing side of the premium paint business. Kevin has carried out extensive paint product and customer sales training on a regular basis for over 30 years with all their team members.

Paint sales are up, but who are our Customers?

There’s no doubt, 2020 was a great year for paint sales.

Because of the pandemic lockdowns and the fantastic weather, people took it upon themselves to decorate and spruce up their homes. We all know a lot of our regular customers, but what about the customers we had never seen before or who contacted us through social media or emails?

• • •

Did we engage with them and make them feel welcome?

Did we presume they have been to our stores before?

Have they just moved into a new home or new housing estate in the area?

These are opportunities to make an impression and possibly make customers for life.

First impressions are so important and can create a positive long-term relationship, if handled correctly. It was a crazy unprecedented year and at times extremely busy for everyone, with no time to really engage with the customers. It’s

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If they are painting themselves, have they painted before or are they complete novices?

If they are novices, it gives you a great opportunity to literally take them by the hand and explain everything in detail, from the quality and benefits of paint to the advantages of using a premium quality paint, applicators and tools etc. and perhaps increasing your add-on sales.

They will leave your store very impressed by your knowledge, and possibly somewhat confused, because they won’t have grasped it all. By the time they’ve finished the painting, they’ll have appreciated your expertise and made sense of most of what you taught them. They will remember you the next time they have a paint project.

You wouldn’t know any of this if you didn’t ask the questions or engage with them initially. Maybe they are experienced at painting and appreciate quality paints? Maybe they’ve used less expensive paints before, and understand you get what you pay for. This type of customer is happy to pay a premium for quality.

All too often, I hear products being offered based on price rather than benefits, performance, and application properties, and usually it’s because the salesperson hasn’t the training or knowledge themselves. If the salespeople doesn’t have the knowledge and understanding of the products they sell, you can’t expect them to be able to sell paint at premium prices.

We as retailers need to look at the level of training, (both product knowledge and customer service) given and offered to our teams. There are many moving parts in the retail paint industry (technological, environmental, social media and online) and we need to keep up with the rapid changes. This is an ongoing investment in your business and is essential to your success in the future.

2020 may have been a great year for paint, but how many May/June 2021

Paint & Home Décor

customers received top class service and advice? How many customers entered an independent paint retailer for the first time rather than going to the sheds? Will they be back? We may have got away with it last year, as it wasn’t like any other year in memory, but is it good enough going forward, or could we do much better?

When is a premium quality paint the right option for your customer?

Notwithstanding the current disrupted trading patterns with Covid-19 and Brexit let me try to explain why sometimes paying a little more saves your customer money in the long term. Not everyone wants or needs expensive premium quality paints. You have the person who just wants to refresh their house or apartment before putting it on the market for sale. You also have people who love to decorate regularly, so they don’t need anything to last or look good for that long.

When a customer browses paint shelves in a store, they can be forgiven for being confused, as paint cans are confusing.

Just because a can of paint is premium quality it does not necessarily mean it’s better for every application as outlined earlier. A question I was frequently asked by customers was ‘What’s your best paint‘? I could only answer by asking the customer further questions about what they mean.

•

Is it the best value?

•

Is it the best for washing and cleaning?

•

Is it the best for coverage?

•

Is it the best finish?

•

Is it the best for application etc.?

people paint simply to change the colour of their homes.

Premium quality paints generally use better quality organic and inorganic pigments which generally don’t fade or fade very little. This is particularly important outside, and more so with deeper colours. Quite often, premium quality paints are not that much more expensive than ‘regular’ quality, so it’s well worth while asking your customer relevant questions and giving the best advice as it will save them a lot of money in the long term. Also, lesser quality paints tend to break down much more quickly, leading to flaking, peeling and becoming unbound, which in turn costs more with the amount of extra preparation needed.

There are many more benefits to premium quality paints, such as scuff resistance, mould resistance, great touch up quality, more wipeable, more refined finishes, better flow and levelling, more environmentally friendly, higher volume solids, more frost resistant the list goes on!

Most people are not acutely aware of the prices as it’s not an every day item. It can often seem expensive to them when you add up everything you need for a proper painting job, but the opportunity you have is to `sell the difference` in price between regular paint and premium quality paint, because they will find, it’s not that much!

There is no one answer, nor is there one product that fits all the criteria. It’s very important to understand the questions as much as the products.

Generally, less expensive paints don’t cover well, or if they do, they won’t last long. If your customer has to give, for example, two coats of paint versus three coats of a less expensive option, you need to inform them before-hand so that they can value their time. Also, they will need more paint for that third coat which will add more cost. Also, if it doesn’t last as long, they will be repainting sooner, costing more money again, you can see where I am coming from here!

If your customer employs a Painting Contractor, it always works out much cheaper to purchase the best quality and most suitable paint for their needs, as the Decorator will charge them the same labour costs for applying two coats of paint irrelevant of the brand or quality. In fact, sometimes a Decorator may have to charge more if they have to apply a third coat because it`s not covering very well.

There are many forgotten or hidden qualities in premium quality paints, that the manufacturers and we as retailers sometimes don’t emphasise enough. For instance, a lot of May/June 2021

Irish based Hightower Painting Products gains 20 year USA & EU Patents for award-winning products.

Become a stockist now For further details email info@hightowerpainting.com or call Keith McGrory, Director of Sales on 087 1351158.

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Paint & Home Décor

Home decor trends to follow in 2021 The key looks updating interiors right now.

Ideal Home Magazine rounded-up the top design trends reshaping your customer’s homes during 2020 & 2021.

Unsurprisingly, the predicted trends to watch for this year are all about creating a comforting and nurturing home. From mixing modern with vintage, layering texture and maximising natural light, these are the top trends Ideal Home Magazine are informing homeowners to be mindful of throughout 2021.

Whether your customer lives by trends or feels totally unaffected, from popular paint shades to furniture choices, everything designed for our homes are influenced by a wider trend.

2020 proved a challenging year for so many. We have all spent more time at home and have therefore invested more in the comfort and luxury of our properties, ensuring they are somewhere we feel relaxed and peaceful.

The ‘Grandmillennial’ trend is a twist on the popular ‘granny chic’ style. It’s been on the rise throughout 2020 as people craved a sense of comfort and nostalgia for their homes – and it’s going to continue to grow. The key for this trend is adding layers, to create a space that welcomes relaxation and eases anxiety.

People choose this decor if they like simple, understated style and honest, unfussy pieces – but still want a home that feels relaxed and comfortable rather than overly minimalist.

Trend 3. Honest comforts

Customers are choosing pieces of furniture, patterns, cushions and accessories they might associate with their grandparents’ house matched up with a few carefully selected modern pieces.

Trend 2. Structured Simplicity

This is reflected in the emergence of these popular trends. Homeowners are choosing cosiness mixed with unique elements of their own personality, to make their space as desirable as possible.

Trend 1. Grandmillennial

Deriving from the Nordic trend this look is a `stripped back` style. The purpose is to create a calm, comfy, chilled-out space to relax in – it’s all about making homes a safe, inviting space to rest and regenerate. If your customer`s home is their haven, this trend is for them. It is a personal sanctuary that they can enjoy,

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that they don’t treat as a showpiece and nothing is reserved for best. Furniture feels comfortable and inviting with comfortable sink-into sofas and hearty tables to gather around. This is for customers who like a low-maintenance look with weathered woods, faded tones and time-worn finishes.

There is a consistent theme within the current trends, and that’s comfort.

Like never before people are looking to create a cocooning space in their home, to escape the outside world.

Layers of soft textures are a simple and easy trend to incorporate into their home decor. They can introduce different types of natural textures and materials in similar colour shades to add personality and character to a room without overwhelming the space with bright colours. Textures and tactile qualities are taking the place of bold colours for adding interest. Blankets, throws, cushions and rugs are a straightforward way of incorporating different fabrics and textures.

May/June 2021

Paint & Home Décor

4. Dried flower displays

6. Earth colours

and a calm subdued colour palette.

Combining the mindfulness elements of Scandinavian hygge and the Japanese theory of ‘wabi-sabi’ this trend finds effortless beauty in the simple things.

8. Cottagecore cosiness

A big trend to expect to see in 2021 is the use of dried flowers to decorate the home. A change from the usual green and vibrant houseplants, which are still as fashionable as ever, dried flowers last longer and don’t require any maintenance. From Pampas grasses and dried flowers to seed heads, their aesthetic has a wide appeal right now.

5. Roof windows

Using the colour palette provided by nature is one of the hottest colour trends for 2021. Earthy toned pigments are proving popular when it comes to selecting a bold shade for an accent wall, tiles or key furniture pieces.

Try to advise your customer to keep it subtle and not to overdo it. Suggest choosing one part of the room décor, such as one wall, a rug or the sofa cushions to introduce the colour, making sure that the rest of the accessories in the room complement it well.

7. Japandi

Homes filled with natural light are always high on a customer`s wish list.

Now more than ever, homeowners are opting to enhance the daylight in their homes by installing roof windows and skylights. This makes maximising natural light a viable option in the gloomiest of properties. Popular for modern kitchen extension ideas and also in home offices and open-plan living spaces, this trend is perfect for any suitable room.

As our customers spend more time at home and indoors ensuring a light and airy space will boost their sense of wellbeing, enjoyment, and productivity at home.

May/June 2021

Cottagecore is a trend that has emerged last year but continues to sweep social media. You can search #cottagecore on Instagram and Pinterest to see an influx of inspirational images championing this look. This homely look is perfect for places with character, whether it’s a period property or a country cottage.

The style is enhanced by traditional touches, such as parquet flooring, exposed beams and bare brick. Style with a mix of vintage and new home buys to add charm.

Ideal Home Magazine say that whilst trends change and evolve, they do so at different paces. Some are popular for years rather than merely a season. Take the Nordic trend, it has been influencing customers for years now and yet continues to surprise and delight. As long as your customer loves the look of their interiors, that’s all that really matters.

There’s been a strong Japanese design element running as an undercurrent through interior collections over the past few years. This is a mix of elegant Japanese minimalism and rustic Scandinavian simplicity. Japandi is a hybrid trend bringing together the best of these two much-loved styles. This trend is the one for your customer if their home is their sanctuary and they take a less-is-more approach with uncluttered spaces, clean lines

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Advertorial

Advertorial

AC5 PEFC/07-32-37

PEFC/07-32-37

EN 13329

Paint & Home Décor

Axus Decor Environmentally conscientious innovation Axus Decor decorating accessories are born out of suggestions and opinions of professional painters. For decades, the development team have been reaching out to the trade to learn about the frustrations they face. They carefully curate this information and use it to improve existing accessories and develop entirely new concepts.

When designing products, their goal is to make tasks easier while also giving results that will impress painter and client alike. Their range includes tools and accessories required for all stages of a project: •

Protective clothing and PPE.

•

Removal of existing finishes.

•

Preparation and repair of substrates to be decorated.

•

Application of paint or wallpaper.

•

Final clean-up.

The brand’s ethos centres on product innovation and environmental consideration. Both go hand-in-hand. By producing exceptional, long-lasting items, Axus Decor encourages painters to opt for highly reusable items over disposable ones or short-lasting ones. For example, their popular Flex-e-Bowl can be squeezed to remove hardened filler and used hundreds of times. It has already prevented thousands of plastic paint kettles from ending up in a landfill. Also, their new Arystox abrasives that feature a selfsharpening, ceramic grit for extended longevity.

Packaging, too, is far more eco-friendly than most on the market, with many products free from single-use plastic.

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Axus Décor`s accessories are always affordably priced making them very competitive mainly due to supply chain efficiencies that get the product from the factory to the painter with as few people in between as possible.

Many of Axus Decor’s employees have had considerable experience and exposure to painting. In Ireland, Anthony White heads up the sales team. Having managed paint stores in Meath and Kildare for over 14 years and having completed a painting apprenticeship himself, he knows the market inside out. Anthony can help add value to your paint department and is happy to discuss merchandising options.

Axus Decor is now looking for stockists in Ireland. Get in touch: anthony.white@axusdecor.com or 087 381 8356, or visit www.axusdecor.ie

Anthony White, Sales Team Head Ireland.

May/June 2021

PAINTING AND DECORATING ACCESSORIES

#olfaie

specialist

cutters & blades

AXUSDECOR.COM

Paint & Home Décor

Kilsaran launch new Merrion Paving Range Kilsaran`s new Merrion paving flags feature large visible contrasting stone chippings, offering a high-end finish similar to natural stone, granite or terrazzo. All flags are 40mm in depth for greater ease of application and are ideal for balconies, patio areas and gardens. Merrion’s clean edges and smooth texture mirror the latest design trends helping achieve a contemporary look to outdoor spaces.

All Merrion products come pre-sealed with Kilsaran K-Seal for full protection and include three unique finishes available including, Pearl, Sapphire and Quartz.

Adding to an extensive list of advantages of concrete paving over natural stone, the new Merrion Range is manufactured with a robust, high performance surface layer improving strength, colour retention and slip/skid resistance. The real benefits of these new paving ranges are the reduced installation time, the factory pre-sealed option that is readily available and cost saving that is achievable over choosing natural stone or granite.

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“There has been a growing appetite from our customers in recent years for paving products that are durable, easy to install, cost effective and easy to maintain. This is where our new Merrion Range comes in, the range is contemporary and offers a real alternative to porcelain or natural stone. With the recent pandemic, there is a global shortage of imported paving materials, now we can offer both quality and supply to our local markets” Roy McKeown Director of Paving & Walling Kilsaran.

For more information visit www.kilsaran.ie

May/June 2021

Steve Collinge

A fundamental shift Steve Collinge - International speaker, thought leader, retail influencer and commentator, MD Insight Retail Group & Executive Editor Insight DIY. 2020 was a very different year to any other in living memory.

Locked away at home, we were faced with a list of jobs and imperfections in our homes and gardens that we’d been avoiding tackling for years. With the two main excuses of limited funds and time no longer relevant, we were forced to pick up DIY tools and set to work; walls were painted, bedrooms and kitchens were transformed into offices and gardens became entertaining spaces.

But with stores forced to close their doors and long waiting times to even access websites, the task of improving our homes and gardens turned into a race as we scrambled to source the products we needed. Our time and money was spent desperately trying to get hold of the right emulsion paint colour the correct shade for the garden shed and the applicators to apply it.

Irrespective of whether we were home owners or renters, 2020 proved to be a year of quick and easy transformations, of painting rooms, finding storage solutions and tidying the garden.

This sharp rise in the households’ savings ratio in 2020 has been echoed across the G7 countries.

The Savings Balloon The three UK lockdowns had an unprecedented impact on the income and expenditure of individuals and the broader UK economy for households and businesses.

At the time of writing there has been a £186.1 billion increase in currency and deposits held by households, reflecting the record increase in the households saving ratio as the Coronavirus Job Retention Scheme and Self-Employment Income Support Scheme cushioned the fall in household income.

The household savings ratio (household savings as a proportion of household disposable income) increased from 9.6% in Q1 2020 to 29.1% in Q2 of 2020, a record high since the series began in 1987.

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May/June 2021

Steve Collinge

But the record increase in the UK savings does not capture the nuanced experiences of individual households and the extent to which this will affect Home Improvement and Gardening expenditure in the months and years ahead. This will partly depend on which households have seen their savings rise, and what those households plan to do with the increased funds they have available.

To get a handle on this, the Bank of England conducts a bi-annual household survey with NMG Consulting to gather data on households’ finances and their expectations for the economy. The 2020 H2 NMG survey was conducted between 25th August and 15th September 2020. At that point, 28% of those surveyed had accumulated additional savings as a result of the pandemic, while 20% had depleted their savings. Unsurprisingly, households whose savings increased due to the pandemic were much less likely to have seen their incomes fall (for example, because of furlough or unemployment) than households whose savings decreased.

The accumulation of savings was greatest for high-income households (see chart below). 42% of high-income employed households saved more during the pandemic, compared with 22% of low-income employed households. Retirees also saved more: 36% of them increased their savings.

Interestingly, at that time only 10% of the households that increased their savings (less than 3% of the whole sample) planned to spend the money they had saved. About 70% said they planned to continue to hold the savings in their bank accounts. Others planned to use their savings to pay off debts, invest, or top up their pensions.

A Fundamental Shift However, the results of this survey are not being reflected in what we’re seeing with regard to consistent, high demand both across the Home Improvement and Trade sectors in the UK. With quick fixes out of the way in 2020, the increase in our savings is giving many of us an appetite for something more ambitious, as we begin to focus on bigger, structural projects and longer term solutions to improve our living spaces.

The fundamental shift is away from the quick and easy painting, storage improvement and garden makeover projects and is leading to a significant increase in demand for new kitchens, bathrooms, doors and windows, home extensions and increased investment in our gardens.

May/June 2021

The findings taken from this year’s Rated People Home Improvement Trends Report, (www.ratedpeople.com/ blog/home-improvement-trends-report) are particularly interesting. From the rise of the home office, to the home improvements projects homeowners now value the most – they analysed more than 500,000 jobs on Rated People (UK’s tradesperson finder service) and spoke to thousands of homeowners across the UK to uncover the renovation and interior design trends that will dominate 2021 and beyond.

With gardens being a sanctuary for many of us in 2020, 39% of people got more into gardening during lockdown, and 64% of UK residents now say they wouldn’t buy a home if it didn’t have any outside space.

Many of the top gardening jobs completed in 2020 also made their way onto gardening wish lists for 2021. 47% of UK residents are planning improvements for their gardens this year, and the top jobs that we’re keen to tackle include: planting new flowers and trees, creating a vegetable patch; and installing a new shed, fencing or external lighting.

In Conclusion With extensions, new kitchens, new bathrooms, home offices and garden investment all on the cards, it’s clear where our increased savings are going to be spent in 2021 and as foreign holidays begin to look less and less likely, the fundamental shift we’re seeing away from quick fixes to structural investment is here to stay.

The knock-on benefit of this is already being felt across many associated product categories with sales of paint, tiles, doors, wooden flooring and lighting all seeing consistent increases in demand across both trade and DIY channels, all of which is positive news for our industry.

Steve Collinge is an international speaker, influencer, retail commentator and is Managing Director of Insight Retail Group Ltd and executive editor of Insight DIY. You can follow Steve on LinkedIn and on Twitter.

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Hardware Show

The Hardware Show on track to sell out for 2021!

With over 95% of stand space now allocated, Barleystone Paving, BW Hardware, Carl Kammerling International, John Stafford & Sons, Knauf Insulation, McLoughlinsRS, OZX Group, Regatta Professional, and Seal Systems are the latest suppliers to book their stands at this year’s much anticipated event.

the sector is keen to meet again face to face. If this pandemic has thought us anything it’s the power of face-to-face interaction and the importance of trade shows such as The Hardware Show to facilitate this interaction between supplier and merchant.

Opposite is our current list of exhibitors. Don’t miss your opportunity to join this list – Contact Margaret Andreucetti – Margaret.Andreucetti@eventhaus.ie today.

The support for The Hardware Show in November has been overwhelming especially when you take into consideration all the uncertainty in the world right now. There can be no doubt that

Store / Boiler

Disabled Toilets

Covered External Area

Covered External Area (to be retained)

Ladies Toilets

Gents Toilets

Plant Room

Bar Area Stairs No. 4

T7

T4

5

7

3.17m

2.5

UP

Coffee Dock

3

G35

K26

3

K27

4.5

K25

J26

3m 2

L24

2.5

2.5

2

2.5

L18

M14

L14

2.5

2.1m

5

K21

J22

K19

J18

K15

4

J16

3

3

K13

J14

4.5

4

4

K14

8

K10

4

4

12

4.5

4

M4

K4

M1

4

H18

4.5

H16

3

D27

D26

3

2.5m

3

2m

5 11.5

G12 4 10.5

K11

3

3.5

D22

3

3.5 5

F21

E20

K9

G8

6

6

3

3

J4

4.5

5

2m

H6

G6

7

4

4.5

4

2.5m

K1

J2

3

3

4

2.5m

H2

G2

4

4.5

3

D20

6.5

D16

5

7 3.5

G11

F13

E14

A24

A27

4

F10

G1 4

F2

6.5 6.5

B20

A18

11.5

E10

E13

D14

6

E11

D10

6

3

4

E6

3

D6

5.5

6.5

7

2.5m

C14

5

C10

7

6

C13

6

C11

7

7

5.5

7

3

7

D4

5.5

3.5

C6

2.5m

B14

5

B10

7

3.5

B6

5.5

A10

5

B9

A8

5

3

B5

A4

3

4

12

4

3.63m

A13

16

3.5

3

A7

2.5m

2.5m

2.5m

7

B2

5.5

2.5m

7

5.5

2

S1 2

5

A5 3

4

4

A1

2

5.15m

7

3.63m

A2 6.5

C2

3 7

6.1m

- UP

A19

A15

B11

5.5

7

7

5.5

6.1m

Escalator

A21 3

7

2.5m

Food Bar

UP UP

2

B3

4

Event Control Centre

A29

A14

3

7

8.55m

Lobby

10

4.5

7

B16

2.5m

E2

Store

3.63m 5

11.5

D15

2

Existing Escape Stairs (to be retained)

3

6

A22

5

7

12

3

G5

2

3

9

G7 3 2.5

HAI

7

2.5m

7 4

3.5

6.5

2.5m

F12

3

7

11.5

3.5

J6

K3

A31

3

3

3 5

12

H8

6

B22

C22

7

3.5

2

3

F14 6

6

6

G19

12 6

B26

A39 A35 2

2.5m

C26

2.5m

F18

2m

G10

H12

5

2

11

F23

3

G21

3

G14

H14

A43

UP

3

3

7

7

E22

3

1

Sub Station

4

3.3m 3

Stairs No. 6

B30

C29

6

11

G23

3

G18

4

7

K2 4

4

2m

M10

L12

2.1m

4.5

2.5m

2.5m

2

L2

11

E16

K16

2.5m

1

7

F20

H20

4.5

C28

B28 7

A47

8

6

4.5

2.5m

3

MH

6

3

E24

F25

5

4.5

3.5

2.5m

H24

G20

1

2.5

6

E28

3.5

7.5 4.5

11.5

11.5

4

M12

3

5.5

3

K22

6.5

2.5

J24

3

2.5m

2.5m

1

5

F27 3

G27

11

K23

4.5

L20 L23

1

External Smoking Area

3.5

K24

2.25m

AREA TO BE KEPT CLEAR

2.5

2.1m

M15 M16

M17

1

2m

G24

2m

M18

2.1m

2.5

1

5.5

G29 3

2.5m

M19

2m

M20 4

11

3 4

2.25m

TERRACE .000 5 =

3

3m

2.5m

3 2

4

2.5m

D28

E29

2

3

2.25m

M21

Store

H28

5

2.5m

3

A51

3

3

3.67m

19122

3

2.5m

J28

E30

A55

2m

5

F29

6

4

2m

K29

2.5

2

F38

2m

2

M22 2

Access Gate

2.5m

G31

6

2m

Stairs No. 5

2

2.25m

2

2.5m

M24

2m

2

M23

2m

Existing External Fire Escape Stairs (to be retained)

2m

EXHIBITION STANDS

2m

SOLD STANDS

2m

UP

UNSOLD STANDS

2

2

3.16m

T8

2

3.17m

2

3.17m

Store

2

A3

Stairs No. 3

UP

LIFT

Escalator Lobby

LIFT

Store

Store

Extended Entrance Lobby (to be retained)

Stairs No. 1

- DOWN

S8

Stairs No. 2

6

6

4 Escalator

2

S7

2

S6

S5

2

2

3

3

S4

S3

Reception / Entrance Foyer

HALL PILLARS

THE HARDWARE SHOW 2021

Ridge lvl 122 .58

120445

Soffit lvl 121 .48

V11 13.05.2021

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May/June 2021

Hardware Show

Exhibitors List: Ames True Temper Arc Building Products Ard Ri Marble Ashtown Trading Axus Décor Ltd B&G Basta Blaklader Workwear Ltd Bluewater Filtration LTD Bolle Safety Ireland Bolton Adhesives Bord Na Mona Bostik Botament Systembaustoffe - MC-Building Chemicals Brett Martin Bryko Build Box BW Hardware Canadia Flooring Cardboutique.ie Carl Kammerling International Calor Gas Classic Hardware CPL Fuels Ireland Ltd Credit Risk Brokers Cromar Building Products Crown Paints Curust Industries Ltd. Dargan Tools DEFE Flood Barriers DFE DoorWorks Dosco Draper Tools DS Supplies Ltd Dulux ECC Timber Products Expert Hardware Group Elite Fence Fleetwood Paints Flogas Galco Glennon Brothers Gold Crop Green Equipment Ltd. Guardian Distribution Halo Ltd Helske Energy Henkel Ireland Dist.

Herron & Son Hightower Painting Homeline Hultafors Group Ireland Hygeia Group Limited Instantor Intact International Tools Industries Irish Abrasives Irish Cement A CRH Company Irish International Trading Corporation

May/June 2021

Irish Wire Products I S Varian JB Key Jefferson Professional Tools & Equipment John Murphy Castlerea Ltd / Allgrip™ John Stafford & Sons Johnston Shopfitters Joseph Murphy Ballina Ltd. Karcher Ireland Kerridge Commercial Systems Limited Kilsaran International Knauf Insulation Larsen Building Products Laydex Building Solutions LMA – Workwear Locks & Hardware Mannok McLoughlin RS Mercer Agencies Mascot International Nostrand Ltd OHRA Racking Systems O’Neill Wholesale Barleystone Paving Origo OZX Group Passive House Systems Paul Small Wallcoverings Ltd Pipelife Ireland Limited Portwest Power Providers Ltd. PVC Fabrication Regatta Professional Reisser Ireland Ltd Rhino Distribution Ronseal Ireland Saint-Gobain Construction Products Ireland SME Sales Ltd Solv-X Products Solvall Ltd. Stafford Fuels Sterling Safety Workwear Ltd. Soudal Ltd T/A Seal Systems Ireland South Coast Sales Synergie Building Systems Tec7 - Contech Building Products T.I.Midwood & Co Ltd (TIMco) Toolbank Ireland Tucks Fasteners & Fixing TW Clarke Ltd. United Hardware Uppercross Enterprises Limited Unilin Flooring Vendek Ltd. T/A Powerline Wavin Westaro Hosing Limited Westland Horticulture Whiteriver Group Wood Mouldings Xtratherm

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Careers in Hardware

Careers in Hardware Since the launch of www.hardwarejobs.ie, Ireland’s first and only hardware industry-specific job board website, HAI has been highly active in promoting long-term career opportunities in the hardware industry to students, school leavers and jobseekers alike. Going by feedback from visitors at careers fairs like Ireland Skills Live and from career guidance counsellors the interest in the sector is higher than ever.

For this issue of The Hardware Journal we spoke to Padjoe Barry, National Sales Manager at Pipelife Ltd about his career to date.

What were the main ‘career decision’ milestones in your life so far?

I joined Pipelife (or Quality Plastics as it was known back then) in 2004. I had only recently left Chadwicks Plumb Centre in Cork for Shires Bathrooms when I was approached by Billy Dowling (ex Area Sales Manager Quality Plastics) about an opportunity to join the company and taking me back to my roots of heating and plumbing. He must have done a good job as I am still here 17 years later!

At the time Quality Plastics was owned by the Horgan Family and they certainly were very helpful to me in my early days.

Being taken over by Pipelife in 2007 was a game changer as they brought us up to the next level with continued investment and development of the company.

Does your job allow you to have a lifestyle you are happy with?

Yes, very much so. I enjoy the day-to-day interactions that I have with our customers, whether it be calling into a local merchant or meeting a plumber on site or back in the office with the staff at work.

I have built up some great relationships with customers and co-workers over the years and this is something that I certainly appreciate.

What are your main tasks and responsibilities?

I’m a salesman through and through and so my main focus would always be on sales. This is my bread and butter.

My other duties include managing our sales and technical teams and making sure everyone is singing from the same hymn sheet.

Also, with the introduction of new technologies into the heating and plumbing sector this has challenged us to stay ahead of the game and offer heating solutions that are best suited to today`s new build homes!

We are determined to offer contractors and installers the skills, support and service they need to thrive in the renewable heating sector.

What aspects of your education have proven most important for your job?

Real life experience…starting my career with Chadwicks Plumb Centre Cork and seeing first-hand the day to day running of a business.

What do you really like about your job?

It keeps me on my toes, no two days are ever the same. And these are certainly exciting times for Pipelife. We recently opened our new distribution and training centre in Dublin, expanding our sales force and offering training days at both or Cork and Dublin renewable training centres.

We are certainly planning for the future and looking forward to better days ahead!

Have you undertaken, or do you plan to undertake any further training as part of your job?

Yes, you can never sit still. Whether that be in business or life.

You must always be forward thinking!

With the ever-changing landscape of the heating sector there are always new products/technologies coming online that we need to keep up with.

What advice would you give to someone considering this type of job or similar in our sector?

Be true to yourself. Always be open to new ways and willing to learn. Challenge yourself, and take yourself out your comfort zone!

What is your pet peeve at work?

Getting caught to empty the dishwasher!

For more information or to start advertising your vacancies with Hardware Jobs visit www.hardwarejobs.ie or contact Aoife at aoife@hardwareassociation.ie.

What are the main challenges?

Covid has certainly changed the playing field and the last year has been tough, but as a company we have managed to get through this and are very optimistic about the coming months and years.

64

Padjoe Barry, National Sales Manager at Pipelife Ltd. May/June 2021

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Business Support In Partnership with

Retail Loss Prevention Following his recent Hardware Association Ireland Webinar, Michael Neary, Loss Prevention Manager at Harvey Norman, provides readers with advice on the strategies and potential shortfalls retailers need to look out for to limit instore theft.

Retail is an incredibly fast changing and always exciting sector.

The methods criminals employ to steal from retail are always evolving. The constant challenge is to be able to identify these methods and put systems in place to protect against them.

Here are some of my tips and strategies.

•

•

Clever merchandising has also a part to play. Do not put highly desirable goods in blind spots on the shop floor or have them near the door. Do not overstock shelves and keep displays tidy and well ordered. A theft from a well fronted display is easily spotted.

•

Make sure staff and management understand your company policy on dealing with a shoplifting situation.

•

Monitor local social media sites to see if your stolen goods are being sold there. Alert Gardai if you have suspicions.

•

First thing in the morning and last thing in the evening are always the most dangerous times for theft. Staff will have a lot of duties to carry out at these times and criminals know this. This is when they will target you.

•

A good CCTV system is very important for both Loss Prevention and Health and Safety. Make sure the shop floor is well covered with a good camera view on the front door.

•

When goods are delivered to your store have a ‘’drop zone’’ clearly marked inside your back door which is under a CCTV camera. If there is ever a dispute over a delivery you can review the delivery. Always time and date the paperwork so you can find it quickly on CCTV. Do the same for goods outwards.

•

66

The best way to prevent theft is to have staff on the shop floor greeting and looking after customers. The last thing a shoplifter wants is to be approached and drawn into a conversation with a sales team member. Engaging with a potential shoplifter will deter a large proportion of retail theft.

Burglary of retail premises is also a major problem. The positioning of Passive Infra Red sensors (PIRs) is vitally important. Make sure the PIRs are never blocked by stock or by posters. A good idea is to do a weekly early morning ‘’floor walk’’. As you walk around your store and your

Michael Neary Loss Prevention Manager, Harvey Norman

loading bay make sure the PIRs are picking you up. They will blink red when they see your movement. Have the system serviced as recommended by the installer.

•

Change alarm codes regularly but especially when a key holder leaves the business. Have a reputable security company on alarm call at night. If an alarm activates at night have the security company meet your key holder at the site. A lone key holder should never enter the business at night.

•

Talk to your local Crime Prevention Garda. They are a mine of information and are only too willing to be of assistance.

•

Keep a record of all incidents.

•

You need to be aware of Invoice Redirect Fraud. This is where fraudsters will try and change the banking details of one of your suppliers. When you then make a payment the money goes to the criminal not your supplier. If a supplier tries to change their banking details, it must be signed off by the business owner or a senior person. Only change details after speaking to someone you know at the suppliers.

•

Another scam is when a large order comes in to your business. The ‘’customer’’ will ‘’mistakenly’’ overpay by a large amount. They will ask you to refund the overpayment to a different bank account or credit card than the one used to make the payment. In the end the original payment will turn out to be a fraudulent one and you will be at the loss of the amount refunded and possibly the goods if you have shipped them. If in doubt call the Gardai they have had a lot of success combating this type of fraud.

•

Do not take card payments over the phone unless you have a system in place for making sure that payment is secure.

If I was asked to highlight the most important factors in the fight against retail crime, I would suggest training and communication. Knowledge is power in the fight against crime!

Michael Neary is the Loss Prevention Manager at Harvey Norman. If you would like to contact Michael regarding his services You can reach him at michael.neary@harveynorman.com May/June 2021

Business Support In Partnership with

Ian Lawlor JPA Brenson Lawlor

Be prepared! (‘Cos there’s a wall of money heading your way)

Anyone who knows anything about scouting will be familiar with the scout’s motto; ‘be prepared’. Having heard that motto, someone asked Scouting founder Robert Baden-Powell the inevitable follow-up question. “Prepared for what?” “Why, for any old thing,” he replied.

Well, we can be a bit more specific than that. Like the rest of the country, at JPA Brenson Lawlor we are more than hopeful that the awful scourge of Covid-19 looks to be on the wane and socially and economically we’re heading back to something like normal. Actually, I’m avoiding using the term the ‘new normal’ as I think we all want to get back to the ‘old normal’ as quickly as possible, albeit with the exception of using Zoom (occasionally, but not all the time) and there’s no harm in washing our hands more regularly.

But while we and our businesses have been locked up, something interesting has been going on in the economy.

Presumably as we couldn’t do anything, go anywhere or spend anything the nation has been saving. A lot. Irish households saved twice as much in 2020 compared to the previous year according to figures from the Central Statistics Office, totalling a massive ¤28 billion. That’s roughly equivalent to the Gross Domestic Product (GDP) of Latvia (population 1.9 million).

Our savings are, very roughly, equivalent to the median household income (¤43,000) in this country for nearly 650,000 households. This is known as a big ‘wall of money’.

Fund managers are fond of saying that past performance is no indication of the future…but, in this instance, I believe that based on past Irish consumer behaviour, that it’s most likely that this ‘wall’ is about to be spent. Herein lies a big opportunity for HAI members. This may be a golden opportunity to put your hand up for a decent chunk of that income.

businesses like yours should not wait for the bank vaults to open. Now is the time to try to lock in that spending. And how? Get consumers to spend their money with you now.

Don’t let it be frittered away on fancy meals and foreign holidays.

The key is to give an incentive to purchasers to spend money now on products that you can deliver in the future. At JPA Brenson Lawlor we understand the supply problems your industry is having between delays and shipping costs from China.

The massive increase in timber prices (and we’re now reading how all-time high corn prices – yes corn! – are impacting on items from insulation items to wallpaper paste), and even a ship blocking the Suez Canal are all conspiring to make hardware pricing certainty highly uncertain.

My advice is to advise your customers of these issues, explain that you want them to get the best deal, and all you ask is for a booking deposit. That means you are locking in your sale now and your customer should ‘feel the love’ of you taking care of their interests. It’s no different to booking an airline flight.

You’re booked in weeks if not months in advance, for ‘the best deal’!

So, as the scouts say, ‘be prepared’, and take the initiative now. When it becomes clear that we’re finally, finally away from the horror of Covid, the (gold) rush will be on, but hopefully HAI members will have the early mover advantage.

As business advisors to a wide range of businesses across many sectors, it’s my well-informed (I hope) view that

May/June 2021

67

Business Support

In Partnership with

eCommerce will continue to gain momentum For 2021 and beyond, it is a certainty that eCommerce will continue to gain momentum, even as customers make a welcome return to brick and mortar stores.

However, some shoppers may prefer to stay online even into the medium term. Retailers must develop a concrete plan to tackle this new hybrid shopping model.

Key Learnings for the Hardware Industry • CSO statistics identify that retail sales transacted online (from Irish registered companies) increased to 13% in February 2021, from 11% in January 2021 - the highest proportion of Retail Sales transacted online since May 2020 (13%).

• Your customers want to shop local. 39% of a McKinsey survey respondents indicated that they are now ‘more likely’ to buy from local/independent brands, following the pandemic. This sentiment is reflected in the Irish market, with an abundance of ‘Buy Irish’ and ‘Click Green’ initiatives raising awareness and generating traction.

• There is huge scope for the B2B market. According to global e-commerce news and research organisation Digital Commerce 360, and the findings of their latest B2B survey, more than one-third of all B2B buyers will buy more online in 2021.

The Benefits of Online Trading 2020 was a crucial year in the eCommerce sphere, with many businesses converting their stores online during the pandemic, to remain operational and trading.

But what are the benefits of Online Trading for the Hardware Industry?

B2C Benefits Expand Online Ease of expansion. Investing in an online channel is a viable option for those who physically can`t expand their premises, it`s also undoubtedly less risky and more cost effective.

Flexibility The ability to respond during a crisis. The Covid-19 pandemic spotlighted retailers who had quickly transitioned to trading online.

Increase your Customer Base.

Be where your customers are. Utilise Paid Digital Marketing to target customers who are actively looking for your products, regardless of their location.

Increase Brand Awareness According to ROI Revolution, a substantial rise in the digital research conducted by consumers prior to purchase, has occurred. Having a transactional site increases the probability of your business being selected.

68

Orla Cooney General Manager, Magico.com

Maximise Customer Intelligence Target new customers with Digital Marketing, while simultaneously using online store analysis to garner valuable insight into your customer’s needs and buying habits.

B2B Benefits Transform your Sales Environment.

Dual B2C/B2B functionality allows trade customers to log into the B2C platform. There, product offerings and special account trade pricing will be re-configured automatically, specifically to them.

Add Value to your Trade Customers.

Trade Customers can input orders as required, as often as necessary directly through the website.

Increase effectiveness of your Sales Representatives.

Free up your sales representatives’ valuable time by minimising admin and travel. They can concentrate on where they excel, introducing new products and developing and maintaining relationships. Sales representatives can virtually visit trade customers and showcase their product catalogue, while logged into the online store, replacing the need for bulky, costly catalogues that need constant updating.

Reduce Order Entry Errors Significantly reduce order entry errors with customers placing orders directly. Eliminating errors from order entry, guarantees the avoidance of returns/re-delivery, thereby further reducing costs and securing customer satisfaction.

Valuable Trade Customer Information Make key trade customer information, including order history readily available to your sales representatives. Armed with that precious knowledge, they can easily identify what products your trade customer purchased previously and imperatively what they have not!

The new and improved nature of online and analytics reporting benefits business procedures at all organisational levels.

Owners, Managers, Buyers, Sales Representatives, and online store administrators can view order levels and product popularity, enabling smart business decisions.

It’s clear that Online is here to stay, presenting a new set of opportunities and challenges for the Irish Hardware market. One that should be grasped wholeheartedly, by the launch and/or finessing of their eCommerce platforms and capabilities, as their customers move towards online and want to shop increasingly from Irish businesses going forward.

Orla Cooney, General Manager, Magico.com

May/June 2021

Planning Permissions

Planning permissions residential analysis 2020

Summary - Residential 2020 In the year 2020, planning permissions were granted for 44,538 dwelling units, compared with 39,242 units for the same period in 2019, an increase of 13.5%. However, in quarter 4 2020 planning permissions declined by 21%. During this period planning permissions for extensions increased by 25%.

one-off houses accounted for 26%, multi-development houses 33% and apartments 41% (28%, 38% and 34% respectively in 2019). Overall, floor area planned remained stable, with a small decrease of 0.6%. Total floor area planned in 2020 was 8,271,000m². Of this, 59% was for new dwellings, 31% for other new constructions and 10% for extensions.

Number of dwelling units approved in 2019 and 20201

DWELLINGS BY REGION (Floor Area Planned ‘000m²)

1

Houses

Apartments

Total

Year 2019

19,651

19,591

39,242

Year 2020

18,314

26,224

44,538

% change

-6.8%

33.9%

13.5%

Quarter 4 2019

4,899

7,195

12,094

Quarter 4 2020

4,432

5,104

9,536

% change

-9.5%

-29.1%

-21.2%

2019 and 2020 revised due to additional information.

The growth comes from an increase in the number of apartments, with 26,224 units being apartments (59%); 13,022 being multi-development houses (29%) and 5,292 being one-off houses (12%). In 2020, the only area experiencing growth overall are apartments up 34% on 2019, while multi-developments and one-off houses decreased by 7% and 6% respectively. Of the total floor area planned for new houses and apartments, May/June 2021

There has been an overall slight decrease in floor area planned of 0.4% compared to the full year 2019. Dublin, the Mid East, and Midlands (which account for 64% of the total) showed growth, while all other regions experienced a decline.

Additional information kindly supplied by Cedral, ETEX Ireland.

69

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May/June 2021

Advertorial

Advertorial

SUNLITE® Multi-Wall for superior thermal insulation and light transmission SUNLITE® Multi-wall by Palram, a world-leading manufacturer of extruded thermoplastic sheets and panel systems, is a flat polycarbonate sheet that features a cellular structure with at least two walls and connective ribbing. This multi-wall structure creates insulating air spaces (cells) that help reduce thermal (heat) energy penetration, resulting in a cooler area in the summer and a warmer area in the colder months.

In short, SUNLITE’s structure yields an energy efficient, rigid, impact-resistant sheet that is significantly lighter in weight than solid polycarbonate, acrylic or glass sheets. SUNLITE® multi-wall offers substantially better energy efficiency than any single-layer sheet.

Popular applications of SUNLITE® multi-wall polycarbonate sheets are exterior roofing, glazing, wall or building cladding, interior partitions, displays, and POP merchandising displays.

Main Benefits • High thermal insulation • Lighter weight than solid panels • Excellent rigidity and impact resistance • Available with a variety of colour and light transmission options • SolarSmart™ tints that reduce solar heat gain with greater

clarity than standard tints or colours • Superior structural durability • Weather and UV resistant • Blocks virtually all UV radiation • Easy to handle and install • High fire performance rating Typical Applications • Architectural building cladding, roofing and glazing • Skylights and sidelights • Conservatory roofing • Covered walkways • Sunrooms, patio and pergola roofing • Illuminated signage and backdrops • Decorative partitions • POP merchandising displays • Polycarbonate greenhouse panels 74

PALRUF® corrugated PVC sheet for industrial and agricultural roofing and exterior cladding PALRUF® also manufactured by Palram, is a corrugated PVC panel which combines excellent resistance to chemicals, fire and impact, resulting in an extremely durable roofing solution.

PALRUF® PVC panels withstand harsh chemical environments where conventional roofing can quickly corrode, which makes it ideal for long term use in demanding industrial applications such as chemical plants stores, mines, ports and more.

Main Benefits • PALRUF® Panels do not corrode – ideal for seaside

projects, mines and livestock farms.

• Fire resistant – self-extinguishes and meets the highest

standards in the field • Suitable for curved roofing • High impact strength – resists hail, wind and snow loads • Excellent chemical resistance – withstands a wide variety

of chemicals • UV resistant – does not yellow or fade for years • Weather resistant – stands up to harsh weather conditions Typical Applications • Coastal industrial units and warehouses • Chemical and Pharmaceutical plants • Mines and Metal Processing facilities • Livestock shelters • Food manufacturing and storage • Covering for conveyors structures in chemically aggressive environments For further information please contact, Irish International Trading Company, T: Cork 021 4705800 / Naas 045 888300, Email info@iitc.ie, www.iitc.ie.

May/June 2021

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Classified Ads March/April 2021

The Official Magazine of Hardware Association Ireland

Enhanced advertising opportunity for your business The Hardware Journal Classified Ads

Specialist credit insurance Brokers for your sector

Do you have Credit Insurance?

If so, do you need an expert to simplify things?

At no extra cost, Credit Risk Brokers will help HAI members get better value from their trade credit insurance.

If not, contact us anyway to avail of a free debtor book review & risk assessment.

Contact James Riordan 00353-86 6019200 james.riordan@creditriskbrokers.com

Save time, money and reduce risk by having Brinks Cash Services collect your lodgements directly from your store Our Services include: • Low Cost Cash Processing fees- make significant savings on bank charges • Secure Cash/Cheque Collections directly from your premises • Free Delivery of Coin/Note floats with collections • Full range of smart safe-end to end solutions supplied

Avail of a brand new Affinity Deal for HAI members For further information contact Brinks Cash Services Ireland Denise McCarthy T: 087 7614 656 E: Denise.Mccarthy@Brinks.com

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BUSINESS FOR SALE

Business Brand for Sale

Long Established family-owned Home Improvement Centre in the Limerick Area for Sale.

Approximately 2500 sq.ft Freehold. Owner Retiring.

Replies in confidence to editor@hardwareassociation.ie

Well established Hardware/DIY Brand for Sale.

Excellent market penetration Replies in confidence to editor@hardwareassociation.ie

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Draught Excluders PVC & Aluminium Angles Tile & Bath Trims Floor Edges Step Nosings NEW 40mm Slotted Angle 11A Greencastle Parade, Clonshaugh, Dublin 17

T: 01 8470134 E: hycraft@eircom.net

To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication.

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May/June 2021

Classified Ads Accountants and Business advisers The hardware sector specialists - nationwide Nobody knows the hardware sector better than us. We are the nationwide leaders in the sector. We specialise in maximising your business profits.

We advise on buying and selling hardware companies. We are experts on tax and succession planning. We excel at tax efficient hardware business restructuring and we provide efficient compliance services.

And we’re only a phone call away Call Ian Lawlor or Michael O’Leary today.

T: 01 – 6689760 E: ian@brensonlawlor.ie E: Michaeloleary@brensonlawlor.ie JPA Brenson Lawlor, Donnybrook, Dublin 4

Award winning sales software that allows you to take control of your business.

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July/Aug Issue News & Product Features Commercial Features on: - Heating & Plumbing

Complete business management solutions Fully integrated Cloud-based software,to help you grow your business.

- Plasterboard/Insulation - Business System For more information contact

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Your business. Your way.

To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication.

May/June 2021

77

Classified Ads Mil-tek waste balers and compactors for cardboard/plastic polystyrene solutions are designed to minimize waste for companies of all shapes and sizes. We service all types of recycling equipment nationwide and carry all consumables including banding bags spares.

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083 00 44 858 www.mil-tek.com

Revised Deadlines for issues of The Hardware Journal in 2021 July/August Publication date: Fri July 23rd Copy deadline: Fri June 25th

September/October Publication date: Fri Sept 10th Copy deadline: Fri Aug 20th

November/December (Includes The Hardware Show Official Guide) Publication date: Wed Nov 10th Copy deadline: Friday Oct 15th

weare.ie

05569-IE-Kickstart-our-Business-FINAL-Proof-02.indd 1

20/01/2021 12:15

Your HR Business Partner Since 1991, Tom Smyth & Associates has assisted employers in Ireland meet their Human Resources objectives. Both Irish and International employers across the country trust us to support their HR, IR, Employment Law and Health & Safety functions.

61 Midleton Road, Midleton, Co. Cork.

Phone +353 21 463 4154

www.tsaconsultants.ie Email info@tsaconsultants.ie

LCMS offer end to end Credit & Debt Management designed to increase cash-flow within businesses.

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To advertise to key decision makers in the industry, contact Jim Copeland at 01-298 0969 or email jim@hardwareassociation.ie Classified advertisements (text plus logo) can be emailed to: jim@hardwareassociation.ie and are to be prepaid, at least two weeks prior to publication.

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May/June 2021

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