The Hardware Journal Jan/Feb 2026

Message from the CEO Message from the CEO

Before Christmas HAI met with Minister Jack Chambers to discuss the market and the Minister’s new plans for streamlining infrastructure. It will need to be streamlined - soundings from the largest manufacturers in the country - the Building Product Sentiment Index - indicate that none are planning for more than 35,000 new homes in 2026.

One of the solutions to the housing crisis is to build one-off houses. Hopefully the Minister's plans will unlock this sector of the market. The numbers plummeted from 24,000 in 2006 to 5,300 in 2024. HAI have a survey in the field to assess what is causing this collapse and what can be done to get volumes moving again - it has been sent to members recently and your participation is welcomed. The results will underpin our campaign to unlock this significant market.

This edition features many thought-leading articles. One opportunity that many members do not avail of is Public Tenders. The level of business here is astounding and for many members this is money that we are leaving on the table. Having worked with a bid specialist for a number of years in a previous role, I would highly recommend seriously considering public tenders. And, from my experience it is better to employ a professional to help - see article from Dr Peter Brennan on page 52.

While we await the final year figures the latest Business Index figures for Quarter Three 2025 show a 5% growth in the quarter and overall, a 5% growth for the first nine months.

Households retain a huge savings bank - there is an estimated €160 billion in savings, the highest ever recorded. According to the latest figures from Banking and Payments Federation Ireland (BPFI) loans for home improvements were up by 10% in volume and 13% in Q2 2025 value compared to Q2 2024. They were valued at €228 million for the quarter.

The grant incentives for “above the shop” properties announced by Minister Browne just before Christmas are attractive. Due to begin in April the overall package is around €144k. At this point it is unclear if businesses can avail of the grant. HAI are lobbying that they are included.

The Irish Times property section is looking to speak to people who have either converted, or are hoping to convert, the area above a shop into a residential space. For anyone who has done this, or knows someone who has, and would like some good publicity - the contact is Fiona Reddan fiona.reddan@irishtimes.com

Rejuvenating empty homes continues to present a huge opportunity, especially this year. At the end of December there were 16,607 applications for the grant - with 12,096 approved and 3,066 paid out in 2025. For most of this 12,096 work will at least begin this year. There is also good news on the acceptance of HVO as a means to mitigate our carbon footprint, see page 23.

As we go to press preparations for The Hardware Show 2026 (15th16th Feb) are in full swing. We expect it to be the biggest and most successful on record. Bookings for attendees are well ahead of 2024, and we have an exciting list of exhibitors. Many thanks are due to Intact and the other sponsors for making it happen.

The Innovation Awards have been completely oversubscribed with so many new and innovative products and solutions. The Dragon’s Den element of the Innovation Awards with the shortlisted products is always highly competitive - as each participating company wants to win. As a sector everyone is excited about meeting customers and suppliers and looking out for new products and ideas. Our exhibitors are offering compelling deals on the days of the show, and many are also offering prizes and competitions to attendees. Entry tickets are free - as is the car park and tea/coffee

The President’s Ball on the night of the 15th is also filling upso if you are planning to go book now www.thehardwareshow.ie/presidents-ball/

Our Spring training programme is well underway - as well as our list of ever popular courses we have added courses on AI, and Coaching and we will add one soon on the roles and responsibilities of company boards..

Also, for training, we are recommending The Sales Apprenticeship Programme on page 10. An accredited and funded two-year programme, it comes highly recommended by merchants in the sector and other trade organisations.

Lastly, the team and I at HAI are looking forward to meeting you at The Hardware Show.

Martin Markey Chief Executive Officer - HAI

Blackchurch Business Park, Naas Road, Rathcoole, Co. Dublin, D24 C796 t +353 1 298 0969 e info@hardwareassociation.ie w www.hardwareassociation.ie @hardwareassoc

Published by: Hardware Association Ireland

Editor: Jim Copeland, editor@hardwareassociation.ie

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

Advertising Manager: Jim Copeland, jim@hardwareassociation.ie

Design and Production: Marty Maguire, minus 6, minus_6@icloud.com

Printers: GPS Colour Graphics Ltd, Belfast.

Distribution: MMS Mailing Services, Dublin.

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

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.

Hardware Conference 2025 inspires Irish retailers to accelerate advantage and embrace change.

Aerona R290 wins ‘Heat Pump of the Year’ 2025.

Builders Merchant Awards 2026: Meet the new judges.

Hybrid adhesives & sealants: why the trade can’t get enough.

Elvion: Elevate your water.

Kytun recognised for innovation as Performance Plus Aluminium Slate Trim takes top honour.

JJ Bolger Topline: Ireland’s newest fibo Collect serves two sides of the business.

Guy Cotten: Waterproof workwear for demanding use.

Is the liquid fuel industry finally getting its voice heard?

completes Atkins Bandon - Retail Excellence Agri-DIY Store of the Year 2025.

2026 is a special year for John Stafford & Sons.

Introducing the new Designline floor finishing profiles by Trojan.

A landmark year for DOSCO and Varian.

A cut above in robotic lawn care.

Saint-Gobain Ireland unveils their first solar farm.

Prestige by Fleetwood - a paint range all the stockists are talking about

features

9 COVER STORY: Minister for Public Expenditure Jack Chambers addresses the industry, sharing his thoughts of the importance of the sector in the delivery of national housing.

36 INSIDE INDUSTRY VIEW: Business and Profitability Consultant Dave Gavin explains why good buying can still deliver poor margin, and what merchants can do to stop the loss.

42 A VIEW FROM EUROPE: Thierry Coeman reviews The Retail Revolution, a new book which he says provides a candid explanation of how the retail process works from a buyer’s perspective.

44 MARKETING IN THE USA: Be Chosen - In the final step of her three-step system to help retailers reach their full potential with customers, Stefanie Couch shares how customer experience builds long-term value.

46 LOCAL RETAILING IN THE USA: In her latest series of articles, Gina Schaefer writes about her 'Big 5' - the metrics her team use to track, report on and measure the health of the business.

48 UK RETAIL INSIGHTS: Steve Collinge unlocks the top trends likely to define the home improvement industry in 2026.

business support

51 CLAIRE KELLY COACHING The lost art of listening. Coach Claire Kelly explores how in a world of constant noise, true listening is fading. Here, Claire shares why it matters more than ever for leaders and workplaces.

52 BID SERVICES Dr Peter Brennan shares his advice on how best to win a public tender - navigating the rules, procedures and supports.

54 MERCURY RETAIL SERVICES Garry Doyle shares how digital signage can help Irish hardware retailers turn footfall into higher basket value.

55 CORPORATE GOVERNANCE Sean Quigley, consultant at Quigley Coaching & Consultants, shares how Corporate Governance is key to business success for businesses of all sizes.

56 PINERGY Michelle McKenna, Head of Sustainability Partnerships, reflects on energy costs in 2025, what we can learn from them, and how retailers can prepare for the next winter season.

57 GALVIA AI Karina Kelly introduces Galvia AI’s new AI Adoption Accelerator - a new training and coaching solution for business owners looking to maximise the use of AI.

58 MAGICO Jillian O’Leary, Customer Success Manager, shares her advice to retailers on how to turn seasonal buyers into loyal hardware customers.

10 SALES APPRENTICESHIP: Empowering businesses through the Sales Apprenticeship Programme: a pathway to success.

50 HAI TRAINING SCHEDULE - SPRING 2026: Places are filling up fast on HAI’s classroom/virtual training for Spring 2026.

Robust solutions and innovative options in rainwater & drainage, from roof gutters to underground drainagewith flexible solutions for all customers and projects.

& OUTDOOR

A first look of the season at essential garden & outdoor solutions across all four seasons, including the latest garden machinery, growing media and shed ranges.

News & Products

DULUX EXTERIORS 2026

Dulux Ireland will continue to be a leader in the exterior paint category with a significant investment across TV, BVOD, digital, social, and in-store for their key brands: Weathershield, Cuprinol, and Hammerite.

Weathershield 'Happy Homes' TV Campaign

Weathershield returns to screens with its uplifting ‘Happy Homes’ campaign, celebrating the transformative power of exterior colour. This creative connects emotionally with Irish homeowners, showcasing how Weathershield can “Make your home happy, in any Irish weather.” Moving beyond functional messaging, it taps into the pride consumers take in their homes and highlights the beautiful colour range designed for Irish conditions.

This major investment ensures strong visibility across TV, VOD, digital, and social throughout the summer, supported by instore activation. This integrated approach will drive consumer demand and footfall to your stores during peak season, reinforcing Weathershield’s leadership in quality and colour.

New Weathershield Colours & Updated Guide

Seven new contemporary shades join the Weathershield colour mixing range, including deep greens Glendalough and Fethard Fog, rich blues Gormu and Farraige, and trending neutrals including best-seller Egyptian Cotton and Fanore Sands, plus Woven Willow, a sophisticated brown. Updated Colour & Product Guides are now available for in-store, offering inspiration for consumers and a practical tool for your paint category staff.

Super Garden 2026

Dulux Ireland are proud to continue sponsoring RTÉ’s Super Garden, showcasing their full exterior portfolio - Weathershield, Hammerite, and Cuprinol - with the promise of “a paint for every surface.”

Cuprinol & Hammerite Cuprinol’s There’s More to Life Outdoors campaign will inspire garden transformations, while Hammerite Ultima continues to set the standard for metal protection with water-based, directto-rust technology and 12-year durability.

Happy Homes start with long-lasting protection

MINISTER JACK CHAMBERS, GUEST OF HONOUR AS HARDWARE ASSOCIATION IRELAND HOSTS INDUSTRY YEAR END BREAKFAST BRIEFING

Hardware Association Ireland hosted Jack Chambers TD, Minister for Public Expenditure, to a Breakfast Briefing at the Castleknock Hotel in early December 2025 where leading industry leaders from across Ireland’s hardware and building materials sectors participated in a focused discussion about future plans.

The industry guests heard about the Government’s policy priorities for the coming year and the wider outlook for Ireland’s hardware and building materials industries. Minister Chambers outlined the newly published `Government’s Accelerating Infrastructure Report` and commented on its commitment to infrastructure development, improved supply chain reliability and a competitive environment for Irish businesses.

The industry leaders engaged directly with the Minister during an open question and answer session which addressed construction challenges, workforce availability, sustainability considerations and regional investment requirements.

Homevalue, Ann

Topline

Minister Chambers commented on the importance of the engagement, stating, “I appreciate the opportunity to engage with Hardware Association Ireland and to hear directly from the sector. Working together is essential to supporting a strong and competitive industry. I value the insights shared today

Eddie Kelly, Brooks Group, Martin Markey, CEO Hardware Association Ireland, Tara Brennan, President of Hardware Association Ireland, Jack Chambers TD, Minister for Public Expenditure, Myles Conlon, Access Plastics, Maryanne Quigley, Wallace's Homevalue Hardware.

Tara Brennan, President of Hardware Association Ireland, welcomed the Minister’s participation and added, “Today’s discussion highlighted both the strengths of our sector and the importance of Government partnership. We are delighted to have hosted Minister Chambers. Continued engagement with the Government is vital to addressing sector challenges and supporting future growth for our members.”

This now Annual Breakfast Briefing formed part of Hardware Association Ireland’s ongoing programme of engagement designed to strengthen collaboration between industry and Government during a period of continued economic and regulatory transition.

Chambers TD, Minister for Public Expenditure.

Jack Chambers TD, Minister for Public Expenditure at a Breakfast Briefing at the Castleknock Hotel in early December from l to r - Stephen O'Connor, Barrett's of Maynooth

Murray,

Tractamotors,

News & Products

UNITED HARDWARE CONFERENCE 2025 INSPIRES IRISH RETAILERS TO ACCELERATE ADVANTAGE AND EMBRACE CHANGE

United Hardware brought together over 200 independent business owners, managers, industry partners and sponsors for its annual conference at The Galmont Hotel, Galway, on Thursday 27th November.

Centred on the theme “Accelerating Our Advantage: Turning Change Into Opportunity,” the conference provided a dynamic platform for members of the United Hardware network to connect, share insights and explore strategies for thriving in a rapidly evolving retail landscape.

The event was hosted by renowned broadcaster and business commentator Ivan Yates, whose engaging style set the tone for a day of inspiration and practical learning. The conference featured a standout line-up of speakers, including performance psychologist Gerry Hussey, leadership expert and former Naval Officer Marie Gleeson, retail strategist Steve Collinge, retail design expert Peter Rigney, and AI consultant Denis Jastrzebski. The highlight of the day was a fireside conversation with former Leinster, Ireland and British & Irish Lions rugby captain Brian O’Driscoll, who as guest speaker shared powerful lessons on leadership, resilience, and adapting to change.

Attendees participated in interactive sessions and networking opportunities, as well as a progress update on the Homevalue brand transformation, delivered by Paul Candon, CEO of United Hardware. The conference also recognised the vital role of headline and supporting sponsors, including Siniat, Dulux and Calor, whose partnership continues to strengthen the independent retail sector.

This conference capped a period of significant achievement for United Hardware and its flagship Homevalue brand. In 2025, United Hardware was named a Deloitte Best Managed Company for the second year running, reflecting its commitment to business excellence, innovation and community impact. The group also advanced its national charity partnership with Barretstown, raising over €60,000 this year for the charity and supporting life-changing programmes for children and families affected by serious illness.

Commenting on the event, Paul Candon, CEO of United Hardware, said: “This year’s conference was a celebration of unity, adaptability, and the entrepreneurial spirit that defines our network. Our members continue to demonstrate how independent Irish businesses can turn change into opportunity, driving growth and innovation in communities

across the country. We are grateful to our speakers, sponsors, and every attendee for making this event a success and for their ongoing commitment to building a thriving future for Irish retail.”

With a network of over 200 stores and approximately 2,000 jobs supported nationwide, United Hardware remains dedicated to empowering local retailers, investing in innovation, and championing Irish business. The group looks forward to building on the momentum of 2025 and delivering even greater value to its members and communities in the year ahead.

SUPPORTING IRELAND’S BUILDING MATERIALS SECTOR TO DELIVER NATIONAL INFRASTRUCTURE

By Jack Chambers TD, Minister for Public Expenditure, Infrastructure, Public Service Reform and Digitalisation.

Ireland’s building materials and hardware sector plays a critical role in delivering national housing, infrastructure and climate objectives. From manufacturers and importers to merchants and distributors, the sector underpins every construction project in the country. As our population demographics change and grow, so too does demand for housing, public infrastructure and energy efficiency. Ensuring that the construction supply chain is resilient, productive and sustainable is a core priority for Government.

The Accelerating Infrastructure Report and Action Plan that I published in December sets out a practical framework to address long-standing barriers to infrastructure delivery.

While much of the focus is on planning, regulation and project execution, the reforms are also intended to provide greater certainty and visibility for the building materials sector, enabling businesses to plan long term, invest and innovate with much greater confidence.

At the heart of our approach is a recognition that reliable access to materials, components and products is fundamental to delivery capacity.

The work undertaken by the Accelerating Infrastructure taskforce I chair has clearly shown that a well-functioning building materials supply chain is essential not only for large-scale public infrastructure, but also for housing delivery, retrofitting and small-scale construction activity across communities.

Providing greater certainty for industry is a central objective. Stable, multi-annual public investment programmes will continue to underpin demand for building materials across housing and infrastructure. This certainty allows manufacturers, suppliers and merchants to make informed decisions on capacity expansion, stockholding, logistics and workforce development.

The Accelerating Infrastructure Action Plan places a strong emphasis on clearer project pipelines and improved coordination across public bodies and utilities. For the building materials sector, this translates into better visibility of future demand and reduced exposure to sudden fluctuations that can disrupt supply chains and pricing.

Recent experience has highlighted the vulnerability of complex supply chains to disruption. The Government’s reform agenda places a strong focus on improving coordination, reducing unnecessary delays and strengthening resilience across the system. Measures to streamline regulatory processes and reduce sequential approvals are designed to shorten delivery timelines and create more predictable demand patterns.

Earlier engagement across the value chain is also encouraged. Greater collaboration between designers, contractors and materials suppliers at early stages of project development can improve specification, reduce waste and support more efficient procurement. For merchants and suppliers, this creates opportunities to add value through technical expertise and product knowledge.

Productivity improvements are not limited to on-site construction. The building materials sector has a key role to play through innovation in products, manufacturing processes and logistics. The Government supports increased adoption of digital tools, standardisation and modern methods of construction - all of which have implications for how materials are produced, specified and supplied.

Off-site manufacturing, greater use of Building Information Modelling and improved data sharing can help suppliers align production with demand and improve cost control. The Accelerating Infrastructure Action Plan highlights the importance of digitalisation and data in supporting more efficient project delivery, with clear benefits for materials suppliers.

Skills availability affects every part of the building materials ecosystem. The Government continues to expand apprenticeships and training pathways, for construction trades and also for manufacturing, logistics and technical sales roles within the materials sector. Building capability across the full supply chain is essential to improving delivery outcomes.

Engagement with education and training providers will be critical to ensuring that skills development reflects evolving technologies, sustainability standards and new construction methods. Broadening participation and supporting workforce progression will strengthen long-term resilience.

The transition to a low-carbon economy places the building materials sector at the forefront of change. Reducing embodied carbon, improving energy performance and supporting retrofit programmes all depend on the availability and uptake of sustainable products. Hardware suppliers and merchants are central to informing customers, supporting compliance and driving market adoption.

The Accelerating Infrastructure Report also recognises the importance of public understanding and confidence in infrastructure delivery. Clear national priorities, consistent standards and transparent communication help create a stable environment in which the building materials sector can invest for the long term.

Delivering Ireland’s infrastructure ambitions requires close collaboration between Government, construction and the building materials sector. By improving certainty, reforming delivery processes and supporting innovation across the supply chain, we are working to ensure that the building materials sector remains strong, competitive and ready to support Ireland’s growth in the years ahead.

It was a great pleasure to meet members of the board, and some members of Hardware Association Ireland in 2025. I look forward to our continued collaboration in the period ahead.

THE SALES APPRENTICESHIP PROGRAMME: A PATHWAY TO SUCCESS

In today’s competitive business environment, companies face a unique challenge in recruiting and retaining skilled sales professionals. Sales is the lifeblood of any organisation, yet finding and developing talent in this area can be difficult.

The Sales Apprenticeship Programme, developed in collaboration with industry experts and supported by Mayo, Sligo, and Leitrim Education and Training Board (MSLETB), is designed to bridge this gap. Its mission is simple: to provide committed, adaptable, and highly skilled individuals who can drive growth for businesses across Ireland.

Designed by Industry, for Industry

Launched in 2020, this award-winning programme was created with direct input from employers to ensure it meets real-world business needs. Since its inception, more than 200 SMEs nationwide have benefited, upskilling existing staff and training new hires for successful careers in sales.

Programme Highlights

The Sales Apprenticeship is a two-year programme leading to a Level 6 QQI Major Award, combining academic learning with practical, on-the-job experience. Apprentices remain employed full-time while completing their studies through a blended learning model:

– 2 hours online per week

– 2 classroom days every 6–8 weeks

This flexible structure allows businesses to maintain productivity while apprentices gain essential skills.

What Will Apprentices Learn?

The curriculum covers essential and advanced sales competencies:

Year 1 Modules:

– Sales Fundamentals

– Marketing in the 21st Century

– Legal and Ethical Considerations

– Psychology of Sales

– Customer Service in the Experience Economy

– Sales Coaching

– Sales Forecasting and Budgeting

Year 2 Modules:

– Digital Skills

– Consultative Selling

– Thriving in a Multicultural Sales Environment

– Leadership Skills

– Action Entrepreneurship

– Showcase Project

These modules ensure apprentices develop expertise in both traditional and modern sales techniques, preparing them for success in a rapidly evolving marketplace.

Benefits for Employers

Employers enjoy significant advantages when participating in the programme:

– Zero training costs – Fully funded by the Government

– €4,000 employer grant per apprentice

– Flexible registration criteria

– Suitable for all industries and sales roles

– Helps attract and retain top talent

Companies of all sizes - from SMEs to large organisations - can apply.

The programme is ideal for both new hires and existing staff looking to upskill.

What Employers Say Jayne Wolfe, Sales Manager at Topline Heavins & Euronics, shares: “It’s a great opportunity to develop their on-the-job skills as well as progressing with a Level 6 qualification, and it holds a very good work/college balance too.”

Darren Vaughan, COO at Energywise Ireland, adds: “The training received is beneficial for professional development and greatly enhances our team’s overall performance. I wholeheartedly recommend this programme to other businesses aiming to develop their sales teams.”

Career Progression

Graduates of the Sales Apprenticeship gain a nationally recognised qualification and practical experience, opening doors to roles such as Sales Executive, Account Manager, Business Development Specialist, and beyond. Many also progress to higher education or advanced professional certifications.

Upcoming Start Dates

TIPPERARY - 2nd Mar 2026 Tipperary Education and Training Board (Thurles, Co. Tipperary)

KERRY - 23rd Mar 2026

Kerry Education and Training Board (Tralee, Co. Kerry)

MAYO - 20th Apr 2026

Mayo College of Further Education and Training (Swinford Campus, Co. Mayo)

CORK - 7th Sept 2026

Cork College of Further Education and Training (Bishopstown, Co. Cork)

LEITRIM - 7th Sept 2026

Mayo, Sligo, and Leitrim Education and Training Board (The Bush Hotel, Carrick on Shannon, Co. Leitrim)

LOUTH - Jan 2027

Drogheda Institute of Further Education (Drogheda, Co. Louth)

DUBLIN - Feb 2027 - City of Dublin

Education and Training Board (Whitehall College of Further Education, Dublin)

Find Out More

Weekly online information sessions provide an overview of programme content, employer grants, eligibility criteria, and the registration process.

Contact: salesapprenticeship@msletb.ie

Apprenticeship

National Sales Apprenticeship

The Sales Apprenticeship programme combines on-the-job, classroom, online and self-study. The apprentice continues to work full-time in your business and attends classes (2hrs online per week + 2 classroom days every 6-8 weeks) Classes are held in 7 locations nationwide (Cork, Dublin, Kerry, Leitrim, Louth, Mayo, Tipperary)

The Sales Apprenticeship programme combines on-the-job, classroom, online and self-study The apprentice continues to work full-time in your business and attends classes (2hrs online per week + 2 classroom days every 6-8 weeks). Classes are held in 7 locations nationwide (Cork, Dublin, Kerry, Leitrim, Louth, Mayo, Tipperary)

The Sales Apprenticeship programme combines on-the-job, classroom, online and self-study The apprentice continues to work full-time in your business and attends classes (2hrs online per week + 2 classroom days every 6-8 weeks) Classes are held in 7 locations nationwide (Cork, Dublin, Kerry, Leitrim, Louth, Mayo, Tipperary).

It is open to employers from all industry sectors, including small, medium, and l arge firms. Employers can avail of a €4,000 Employer Grant for each apprentice enrolled on the programme.

It is open to employers from all industry sectors, including small, medium, and l arge firms. Employers can avail of a €4,000 Employer Grant for each apprentice enrolled on the programme

It is open to employers from all industry sectors, including small, medium, and l arge firms. Employers can avail of a €4,000 Employer Grant for each apprentice enrolled on the programme

to register:

ie

2-year Programme

Developed by Industry For Industry

QQI Major Level 6 Award

For All Industries

Modules

13 Industry-Focused Modules

Suitable For All Industries Available Nationwide

Suitable For All Industries

Available Nationwide

€4,000 Employer Grant

& Develop TALENT

Recognised Qualification

&

Attract & Develop TALENT Internationally Recognised Qualification Flexible Registration Criteria

Registration Criteria

ees €4,000 Employer Grant Attract & Develop TALENT Internationally Recognised Qualification Flexible Registration Criteria Upskill & Reskill Existing Staff

Existing Staff

& Reskill Existing Staff

GRANT AERONA R290 WINS ‘HEAT PUMP OF THE YEAR’ 2025

The Grant Aerona R290 air source heat pump has once again been recognised for excellence in sustainable heating innovation as it was awarded ‘Heat Pump of the Year’ at Ireland’s Plumbing & Heating Awards 2025.

The judging panel for awards praised the bespoke design of the Aerona R290 and its ability to address the high moisture levels of the Irish climate. They also recognised the significant investment made by Grant into the development of the Aerona R290 heat pump.

Additionally, the judges were impressed by the aesthetically pleasing appearance of the heat pump, its ease of connection with only two cables, and the wide range of models with outputs from 4kW to 16kW available, which enables the Aerona R290 to suit most properties.

Commenting on the award, Barry Gorman, National Renewables Sales Manager, who accepted the award on behalf of the company said; “We are absolutely delighted that the Aerona R290 has been awarded Heat Pump of the Year at the Plumbing and Heating Awards. The positive response that this next generation heat pump has received since its launch has been amazing and it is great to see it getting this recognition. Designed specifically for the Irish and UK climate, the Aerona R290 really is proving itself to be in another league of innovation and efficiency.”

The Grant Aerona R290 was also recognised for its Outstanding Innovation at the Plumbing and Heating Awards 2024. The judging panel was so impressed by the heat pump

range, that a new award was created in recognition of its outstanding innovation and described it as ‘redefining heating innovation and sustainability’ and setting ‘a new benchmark for low carbon heating solutions.'

This latest recognition marks another milestone for Grant, underscoring the company’s dedication to developing forward-thinking, low carbon heating technologies for homes throughout Ireland.

Key features of the Grant Aerona R290 Heat Pump Range:

Innovative Design

– Designed for the Irish & UK Climate

– Environmentally friendly R290 refrigerant

– Ultra-low noise levels recognised by Quiet Mark

– Modern styling and colourway

Exceptional Performance

– Rated at -5°C air temperature and 55°C water flow temperature

– Five models with outputs from 4kW - 16kW

– Remote monitoring and management with the Aerona Smart Controller

Peace of Mind

– Designed by Grant to suit many types of property

– Design and onsite technical support

Visit www.grant.ie more information on Grant’s range of innovative heating solutions.

Follow Grant on Facebook @GrantIRL, X and Instagram @grant_irl, LinkedIn @GrantEngineeringULC and YouTube @GrantengineeringIE

Pictured L - R, William Comerford, Grant Technical Sales Representative, Glenn Clabby, Thermoparts (Award Sponsor) and Barry Gorman, National Renewables Sales Manager, Grant.

Grant Aerona R290 Heat Pump Range.

IN MEMORY OF NOEL MCCABE

I would like to pay tribute if I may to a great entrepreneur who led the way in the Wholesale/Cash 'n' Carry industry in Ireland in the 70's, 80's, 90's and beyond, who passed away on the 14th of December 2025, Noel McCabe of Noel McCabe Distributors in Dublin.

In my opinion, the closure of this business marked the end of an era in the electrical and hardware wholesale trade in Ireland when it seemed almost overnight big brands supplied direct to retail and the Cash 'n' Carry, particularly in the White Goods trade, lost their place.

The passing of Noel at 93 years marks a far greater milestone as I don’t believe this type of person from such humble beginnings still exists.

His energy, enthusiasm, generosity and joie de vivre were infectious and those of us lucky enough to have worked with him will testify to that.

He was the eldest of a family of eight and from a small two bed house in the North Strand in Dublin. His horse, Vanton, won the Irish Grand National in 1992 and then he lived till a terrific age of 93 years.

He suffered greatly with some physical issues and had many operations from a very young age, but his smile seemed to overcome all no matter what was going on around him and he never stopped and never gave in.

Most of his adult life was spent in the Hardware Trade from his years in Burke Bros to the opening of Noel McCabe Distributors

IN MEMORY OF HUGH WALLACE

In December the sad and shocking news broke that our industry colleague Hugh Wallace had passed away. Hugh was a good friend to HAI. He was the main speaker, and the main attraction when we ran our Empty Homes Roadshow a couple of years ago and he chaired our Innovation Awards in 2019, 2022 & 2024 as part of The Hardware Show.

Throughout the years he was an advocate of many HAI campaigns, a contributor to The Hardware Journal and a persuasive and engaging media presence. He was always generous in sharing his vast knowledge of building and architecture which he imparted with charm and humour. He will be much missed.

in 1976 and what an amazing 25 years was had there!

There were several changes in the VAT rates in Ireland and during those changes we could have opened 24/7 such were the crowds of customers from all 32 counties.

Those of us that had the privilege of working there will remember Thursday nights, when we opened till 8pm and there would be cars with roof racks fit for vans, trucks of all shapes and sizes including cattle trucks with manure still dripping down the sides arriving to collect their orders. But the atmosphere and the hustle and bustle were contagious, and we all enjoyed every minute of it.

That type of business is long gone and unfortunately most of the great characters that made it all happen have passed too. I will have many a glass of his favourite drink Creme de Menthe in his memory in the nights ahead. Goodbye Noel and Rest in Peace x

David McCabe

Quality electrical products for everyday comfort

Eco Green Ultra

Eco Green Ultra is one of FARHO’s most advanced heaters, now featuring built-in Wi-Fi for easy control in homes or commercial spaces. A larger display allows simple programming with six daily schedules, plus boost and lock functions.

App features: open-window detection, boost mode, anti-frost, Eco/Standard modes, and full Wi-Fi control via the Farho Heating app.

Maximo

The MAXIMO VERTICAL radiator from Farho combines sleek style with space-saving design. Standing 1.8 m tall, it’s available in 4- or 6-panel configurations, in anthracite or white, with wattages from 1.5 kW to 2 kW.

Smart and innovative, it features built-in WiFi, allowing full control via the free Farho Controls app—no central gateway required.

Nova Towel Rails

Nova Towel Rails come in white, chrome, or black to suit any bathroom. They feature a digital thermostat with Comfort, Eco, and Anti-Freeze modes, plus a two-hour Boost for fast heating. Built from quality materials and designed for easy fitting, they’re a stylish and efficient bathroom upgrade.

Ideal Water Heater

The perfect solution to provide hot water efficiently and cost effectively. They come in 6, 10, 15 and 25 litres capacities in an under-sink model and a 10 litre over sink model is also available.

These units provide hot water on demand in localised applications. This can be more cost effective than installing a traditional system. They are suitable for many different uses and locations.

Ideal Hand Dryer

Ideal Hand Dryers are perfect for any washroom, these hand dryers deliver hot air on demand. LED-illuminated and adjustable with an on/off switch, they feature touch-free motion sensors for a hygienic experience.

Stylish, compact, and built for frequent use, they’re cleaner and more cost-effective than paper towels, enhancing every bathroom visit.

Ideal Infrared Heaters

Ideal Infrared Heaters deliver instant, efficient warmth for domestic and industrial areas, including gardens and beer gardens, with no pre-heating required.

Pairable with motion sensors for extra savings, they’re lightweight, compact, and easily portable with a tripod stand.

Ideal Elements

eal Elements specialises in supplying high-quality domestic dual immersion and side-entry heating elements, available in a range of BSP thread sizes from 1½” to 2¼”.

Our elements are crafted from premium materials including copper, Incoloy, and titanium, ensuring durability and reliable performance across a variety of applications

A Legacy of Quality and Innovation

FARHO was founded in Asturias, Spain, in 1995, and last year marks three decades of dedication, progress, and shared achievement. Throughout the 30-year journey, they have proudly manufactured to the highest standards, supported by the deep industry knowledge and expertise they have cultivated over the years.

Present in Ireland since 2008, FARHO brings over 18 years of local experience, delivering reliable products that set industry benchmarks. By combining Spanish manufacturing excellence with insight into the Irish market, we continue to drive confidence and growth among customers and partners alike.

Intelligent Features That Make a Difference

In a crowded electric radiator market, the Eco Green Ultra stands out. Key features include:

• Full program availability for seven days a week

Eco Green Product Overview

Installers and wholesalers are always looking for heating solutions that deliver performance, efficiency, and easy installation. Farho’s Eco Green Ultra range meets all three, offering a smart, cost-effective system with built-in WiFi that has proven its value in homes, offices, and commercial spaces.

Unlike standard radiators, the Eco Green Ultra stands out for its combination of smart control, sleek design and reliable performance. Backed by Farho’s reputation for innovation and quality, it remains a favourite among professionals and end-users seeking a dependable heating solution.

Built for Professionals Who Demand More

Farho’s Eco Green Ultra blends intelligent control, energy efficiency and the reliability the brand is known for. This isn’t just another radiator, it’s a solution wholesalers can confidently stock and installers can trust to deliver consistent results.

For installers, the Eco Green Ultra simplifies the job. It comes complete with metal wall brackets, a cable, and a mounting template. Farho’s support teams are always on hand should assistance be required. The result is a product that’s simple to install, easy to recommend, and the go-to solution for any home or business in need of efficient heating.

Its slim, modern design integrates seamlessly into contemporary interiors, helping installers meet clients’ demands for both style and performance.

• Open-window detection to prevent wasted energy

• Boost Mode for rapid heat when needed most

• Anti-frost protection for peace of mind

• Multiple operating modes, including Eco and Standard

• Full Wi-Fi control via the Farho Heating app

These smart features translate into real energy savings and comfort, making the Eco Green Ultra an appealing choice for both professionals and end-users.

Intelligent Heating, Made Simple

With built-in Wi-Fi, the Eco Green Ultra brings smart, connected heating to any space. Schedules, temperatures, and modes are easily controlled through the Farho Heating app, whether at home or on the go.

For installers, recommending the Eco Green Ultra is straightforward: it delivers energy efficiency and consistent comfort while requiring minimal hands-on management.

Proven Performance

Technology only matters when it’s paired with efficiency and durability. That’s why the Eco Green Ultra is built from highquality materials and advanced engineering:

• Aluminium panels with corrosion-proof epoxy finish for maintenance-free performance

• Stainless steel AISI-304 heating elements for maximum efficiency and low energy use

• 100% oil-filled construction using Farhoil for even heat distribution

• High-quality ABS-VO flame-retardant end panels

This combination ensures fast, even heat, long-lasting performance, and peace of mind for both clients and installers.

ELECTRICS BODY

FRESH EYES. FRESH HONOURS. BE IN THE RUNNING

Fresh eyes. Fresh honours. Be in the running. That is the message to builders’ merchants across the island as Octabuild officially launches the 2026 all-island Builders Merchant Excellence Awards, with entries opening on 2nd February.

Now firmly established as one of the most respected programmes in the sector, the Octabuild Awards recognise merchants who are setting the standard for excellence – in how they operate, serve customers, develop people and respond to a rapidly evolving industry.

Founded in 1984, Octabuild is a group of leading Irish manufacturers - Bostik, Etex Ireland, Glennon Brothers, Grant Engineering, Gyproc, Irish Cement and Kingspan Insulationunited by a long-standing commitment to supporting excellence across the building, construction and DIY sectors.

For 2026, the Awards have been refreshed to reflect the realities of modern merchanting, placing emphasis on sustainability, digital capability and people, alongside core measures of operational and customer excellence.

Speaking about the launch, Mike Glennon, Chairperson of Octabuild, said: "The Octabuild Awards are your awards and designed to showcase what’s best in our industry. They remain a cornerstone of our engagement with the merchant sector. As the industry continues to modernise, our focus is on recognising the businesses and people who are leading the way - whether through innovation, sustainability or strong investment in their teams. I strongly encourage merchants of all sizes to take part."

Three new awards have been introduced for 2026: the Unsung Hero Award, celebrating behind-the-scenes contribution; the Sustainable Business Excellence Award; and the Digital Excellence Award, recognising meaningful progress in digital capability.

The judging panel has also been refreshed with four new judges, Phil Derby, Steve Collinge, Brian McIntyre and Lorraine Higgins, bringing an international perspective alongside expertise across merchant operations, strategy, sustainability and digital innovation.

Mike Glennon added "The entry process has been designed with busy merchant teams in mind. Clear guidance allows entrants to focus on showcasing genuine achievements, supported by practical examples and evidence of real impact."

Entries close on 31st March 2026, and winners will be announced at an Awards ceremony at a gala event in The Round Room at the Mansion House, Dublin on Thursday, 1st October 2026. Full details available at www.octabuild.ie/awards

Octabuild 2024 Award winner - Telfords Portlaoise.

Octabuild 2024 Rising Star – Luke Martin from JP Corry Dromore.

THE JUDGES

Phil Derby

Brian McIntyre

Steve Collinge

Lorraine Higgins

Octabuild Awards 2026 Judges.

HYBRID ADHESIVES & SEALANTS: WHY THE TRADE CAN’T GET ENOUGH

Let’s face it - no one’s got time to mess around with three different tubes when one will do the job. That’s where Hybrid Adhesives & Sealants come in.

They’re the game-changer that’s been taking over building sites across Ireland and the UK.

What’s the story with these Hybrids?

They aren't your average adhesives or sealants. Hybrids mix the best bits of silicones, acrylics, PUs, and epoxies - giving you serious bonding power, flexibility, durability, and chemical resistance all in one!

You can use them to stick, seal, fill, repair and get the job done - no swapping products, no messing about.

Why the Trade Is All In

In the last five years, hybrids have exploded onto the scene.

Across Ireland, tradespeople are sealing windows, bonding floors, fixing roofs and much much more - all with one product.

Hybrids are:

– Tough as nails – hold strong in any conditions

– Flexible – ideal for movement joints

– Weatherproof and UV-resistant

– Time-saving – one tube, multiple jobs

– Clean and easy to use – less waste, less hassle

Bottom line: they work, and that’s why the demand’s gone through the roof.

Boom in Builders Merchants Merchants love them too. Less shelf clutter, easier to recommend and great value.

According to GFK, hybrids are the fastest growing segment in adhesives and sealants in the Builders Merchant marketdoubling in size since 2019.

And it’s not slowing down. Why? Because tradespeople demand stuff that works, and hybrids deliver every time.

The New Name to Know: OB1®

Now there’s a new player in town – OB1® Multi-Surface Construction Sealant & Adhesive. One of the fastest-growing

hybrids in the UK, now hitting the Irish market hard.

What makes it different?

– Sticks to just about anything – even underwater

– Works on lead, PVC, glass, mirrors, fibreglass, timber – you name it

– No smell, no shrink, no cracking

– Paintable and food-safe

– UV, fungal and bacteria resistant

– Withstands temps from -40°C to +120°C

OB1 offers the ultimate bonding and sealing experience. Every saving counts, whether you’re quoting for a big job or trying to stay profitable on smaller projects, OB1 lets you cut your customer`s costs without cutting corners and in today’s market, that’s gold.

You’ll find OB1 in most good builder and DIY merchants.

Hybrids Are Here to Stay

Hybrids are only going one way - UP.

Builders Merchants are loving them, and tradespeople are saving time and money every day. If you're not stocking or using hybrids yet - it's time to get on board.

Find out more at www.ob1original.com

News & Products

ELVION; ELEVATE YOUR WATER

Elvion delivers beautifully designed, compact water treatment systems that transform everyday water into a source of comfort, efficiency, and wellbeing. With over 30 years of experience across Ireland and the UK, Elvion combines trusted technology with modern design to provide reliable water solutions for every home.

Working through the established Builders Merchants network, Elvion supports installers and DIY customers with high-quality, easy-to-install products that deliver real benefits. Their goal is simple: better water for better living.

Elvion whole-home Water Softeners eliminate limescale, protecting plumbing and appliances while improving comfort with softer skin and hair. Elvion drinking water solutions provide clean, great-tasting water straight from the tap, eliminating the need for bottled water, and supporting a more sustainable lifestyle. Customers also benefit from lower energy usage, reduced detergent consumption, and fewer maintenance costs.

All Elvion systems are built on proven performance, offering an excellent price-quality ratio. With local expertise supported by the wider network, customers and merchants can rely on dependable support and peace of mind. Elvion products feature compact designs and simple setup, ideal for both installers and homeowners.

Elvion Product Range:

– Water Softeners: Stylish whole-home systems, available in electrical and non-electrical models.

– Drinking Water Purification: Advanced filtration removing unwanted tastes, odours, and contaminants including chlorine, PFAS, and microplastics.

– Home UV Water Purification: Compact UV systems providing effective disinfection at a single tap, or throughout the home.

Elvion offers premium yet affordable solutions to suit all budgets, ensuring easy installation, simple servicing, and reliable performance. Contact them today to become a supplier of Elvion water treatment solutions and help your customers enjoy cleaner, safer, better water or visit them at Stand D65 at The Hardware Show 2026, RDS 15 - 16 February.

Email info@elvionwater.ie, www.elvionwater.ie or phone 061 210095 / 085 859 8580

Elvion ~ Better Water. Better Living

Mariena Cantwell, Business Development Manager, Elvion Water.

A MODULAR WORKWEAR SYSTEM THAT PUTS EVERY TOOL EXACTLY WHERE YOU NEED IT

Blåkläder ToolRig™ is a complete modular workwear platform including trousers, belt, harness, straps, tool pockets, pouches and accessories. Built around a flexible rail and mounting solution, it lets you place, move and mount pockets exactly where they work best. One system. Endless setups. Rig everything - from yourself to your car, bags, site or workshop. The job has changed. Tool carrying hasn’t.

Traditional tool pockets lock tools into fixed positions. The weight sits on your hips - day after day. That leads to strain on your back, hips and knees, and wasted time on the job. The average craftsman loses hours every year just looking for tools. Blåkläder ToolRig™ is built to reduce physical strain, remove disruption and bring order to a faster, tougher workday.

1. Ergonomics - carry smarter

Carry only what you need. Spread the load. Move pockets around your body depending on the task. Less pressure on hips, back and knees. More energy left when the day is done.

2. Efficiency - waste nothing

Tools stay close, sorted and ready. No digging. No searching. Less wasted movement. When everything has its place, work flows better.

3. Flexibility - adapt instantly

No two jobs are the same. Blåkläder ToolRig™ adapts. Slide pockets 360° around your waist, swap setups in seconds, and move your rig from trousers to van, wall, trolley or toolbox.

Throw away the manual

The Blåkläder ToolRig™ system doesn’t play by the rulebookand neither should you. Think beyond our pockets and pouches. Want to clip a level to your lunchbox? Go for it. Add a bottle holder to your belt? Do it. 3D-print your own mount. This is your rig. Make it personal.

Want to start rigging? Get in touch via email irishsales@blaklader.com or phone 01 5242616

Visit Blåkläder at Stand B49/B60 at The Hardware Show.

KYTUN RECOGNISED FOR INNOVATION AS PERFORMANCE PLUS TAKES TOP HONOUR

Donegal based roofing and rainwater specialist Kytun has picked up the Most Innovative Product Award for its Performance Plus Aluminium Slate Trim at the 2025 Pitched Roofing Awards, reinforcing its position as one of Ireland`s and the UK`s most forward-thinking roofing manufacturers.

Held in November 2025 at The Midland Hotel in Manchester, the awards celebrate technical excellence, innovation and best practice across the pitched roofing sector. Kytun also sponsored the Best Use of Slate for a Domestic Project category, reflecting its long-standing commitment to quality slate detailing and the installers and designers who deliver it on site.

Innovation driven by real-world roofing challenges

The pitched roofing sector is undergoing a clear shift. Traditional mortar-based solutions are increasingly being replaced by dry fix systems that offer improved durability, faster installation and consistent performance over time. At the same time, pressure is growing around sustainability, waste reduction and long-term compliance.

Performance Plus was developed to address these challenges head-on, delivering a continuous dry fix solution for slate and tile roofs, removing the need for additional materials or multiple installation stages. By combining form, function and speed, it creates a cleaner roof edge and a viable alternative to traditional methods that are vulnerable to weathering and failure. For installers, the benefits are obvious: Performance Plus can reduce installation time by up to 50%, enabling efficient installation without compromising finish or performance. The system installs cleanly, creates consistent alignment along the verge, and eliminates the variability often associated with mortar applications.

Performance, durability and long-term good looks

Performance Plus has been cleverly engineered for both speed and longevity, so Kytun can confidently provide a 30-year warranty as standard.

Aesthetically, the slim aluminium profile provides a sharp, uniform finish that complements both contemporary and traditional builds: an increasingly important consideration as homeowners and designers place greater emphasis on detailing.

From a performance perspective, the use of aluminium also supports wider industry movement towards durable, lowmaintenance materials that perform consistently over time.

Sustainability as standard, not an afterthought

The Roofing Awards judges highlighted innovation and sustainability as key factors in Kytun’s win, and rightly so. By reducing material waste, removing wet trades from the verge installation process, and extending product lifespan, Performance Plus aligns with more responsible building practices. Aluminium’s recyclability further strengthens its sustainability credentials, supporting circular economy principles increasingly valued across residential and commercial construction.

This focus is not isolated to a single product. Kytun’s broader dry fix roofing systems range reflects a manufacturer-led approach to sustainable innovation, one that starts with real installer feedback and ends with practical, compliant solutions that stand up to scrutiny.

Supporting excellence across the industry

Kytun’s sponsorship of the Best Use of Slate for a Domestic Project category reinforced its ongoing support for craftsmanship and technical skill within the roofing industry. The category showcased how high-quality materials, thoughtful specification and skilled installation can deliver outstanding results, particularly in slate roofing where detailing matters.

Speaking after the event, the Kytun team highlighted the awards as recognition not just of a product, but of a wider commitment to performance-led design, manufacturing quality and installerfocused innovation.

Setting the benchmark for modern dry fix systems

Winning Most Innovative Product at the 2025 Pitched Roofing Awards positions Performance Plus as a benchmark for modern verge solutions - one that reflects where the industry is now, and where it is heading.

As regulation tightens, sustainability expectations grow, and time pressures on site increase, solutions that combine speed, durability and clean detailing are no longer optional. They are becoming the standard.

For Kytun, this recognition signals more than a successful awards night. It underscores a clear mission: to design roofing systems that perform better, last longer and make life easier for the professionals who install them.

L - R The Kytun team who accepted the award on the night were, Ian Goodwin Internal UK Sales Lead, Terry Goodwin, Operations Director, Pauric Hilferty, Sales Manager and Una Goodwin Factory Manager.

JJ BOLGER TOPLINE: IRELAND’S NEWEST FIBO COLLECT SERVES TWO SIDES OF THE BUSINESS

JJ Bolger Topline has become the latest company in Ireland to transform its concrete operations with a fibo Collect systemand the first to use a single installation to serve two sides of the business. With a fully automated batching setup and a unique pivoting conveyor, the new solution supports both customer collections in the builders’ providers yard and fast, precise production in the precast facility.

JJ Bolger Topline - Enniscorthy, is a family-run Builders Providers and precast manufacturers. They have become the second company in Ireland to install a fibo Collect system, redefining how concrete production can serve multiple sides of a business.

The fibo Collect will play a major role in simplifying and speeding up production in the precast yard.

One System. Two Operations.

What makes this installation unique is that the machine will serve both the Builders Providers Yard and the Precast Manufacturing operation. Thanks to a robotic pivoting conveyor, the system can automatically switch between batching for customer collections or for internal use in the precast shed.

Convenience for Customers, Efficiency for Production

For the Builders Providers side of the business, fibo Collect opens up a new level of convenience and flexibility. Customers can collect as little as 0.25m³ of concrete, mortar, and screed in 10 minutes or less.

There are three easy ways to pay: directly at the terminal using a card, in-store via barcode, or with a reusable RFID tag available to purchase in-store.

In a major step forward for customer service, Bolgers plan to offer 24/7 collections for those using card or RFID payments, an invaluable feature for contractors working on night roadworks or for those commuting to early jobs.

The consistency and quality of fibo Collect’s automated mixes mean contractors can pour immediately upon arrival, saving time on site while ensuring durability.

More Automation. More Possibilities.

Looking ahead, JJ Bolger Topline are also exploring new ways to use the fibo Collect system for aggregates-only batching, customers will soon be able to purchase various batched stone and sand mixtures conveniently in one-tonne bags.

By combining their precast expertise with fibo Collect’s precision technology, JJ Bolger Topline are creating a more efficient, customer-focused operation, across two sides of their business, embracing the future of concrete production.

For more information contact Sean Walsh at sw@fibointercon.com

WATERPROOF WORKWEAR FOR DEMANDING USE

Guy Cotten has been delivering high-performance waterproof workwear designed for professional environments for over 60 years. Trusted by the civil engineering, agricultural, food processing and commercial fishing industries, the brand has built a strong reputation for durability and reliability. The yellow fisherman’s oilskin by Guy Cotten embodies the credibility of the brand, a heritage that continues to be reflected in the logo today.

Technical Innovation That Performs

Innovation is central to Guy Cotten waterproof ranges. Advanced technical fabrics, welded seams, reinforced stress points and ergonomic designs deliver workwear that performs day after day. Comfort, fit and freedom of movement support workers in carrying out their tasks more efficiently and help to reduce fatigue. This makes the range ideally suited to industrial environments where protection, comfort and durability are essential.

Reliable Supply and European Manufacturing

CH Marine is proud to bring this French, EU-manufactured range to Ireland. Guy Cotten guarantees consistent supply and full product traceability, key advantages for retailers seeking dependable waterproof workwear solutions. Manufacturing within the EU ensures full control over quality, materials and production standards, providing confidence and long-term continuity for suppliers and end users.

Dedicated Women’s Waterproof Workwear Range

Guy Cotten’s women’s range reflects a forward-looking response to an evolving workforce. Offering improved fit, comfort and freedom of movement without compromising on protection, it provides a practical and commercially relevant addition for trade and retail partners.

Supporting Retailers Across Ireland

CH Marine, as the official Irish partner for Guy Cotten, supports the brand’s distribution to hardware and trade suppliers nationwide. They are actively seeking to onboard new retailers who want to offer high-quality, European-manufactured waterproof workwear to their customers. Meet Sebastien and Finbarr at The Hardware Show Stand B68. To learn more or discuss partnership opportunities, email info@chmarine.com, phone 021 4315700 or visit www.chmarine.com/guycotten

IS THE LIQUID FUEL INDUSTRY FINALLY GETTING ITS VOICE HEARD BY GOVERNMENT?

In the last five years Firebird Heating Solutions, OFTEC members and TAZCH members have been advocating the use of HVO (Hydrotreated Vegetable Oil) in home heating. It’s a simple, easy and seamless way to start to decarbonise the 700,000 homes in rural Ireland using liquid fuel. At Firebird they are advocating a 20% blend of HVO with 80% Kerosene. This is the equivalent of decarbonising 150,000 homes in Ireland overnight! The blend is literally a drop-in replacement for the homeowner and delivers a real reduction in Greenhouse Gas (GHG) emissions.

However, Firebird say that the Government have been slow to act. This is a missed opportunity with the 2030 climate target deadline looming ever closer.

To their credit, the Government have made three financial changes which show that they do have an intention

in pursuing renewable liquid fuels as a solution to the climate issue in Ireland, namely they:

1 Reduced the VAT rate for home heating HVO to the same level as Kerosene at 13.5%. This, however, is still not the low rate of 9% that homeowners pay for heating their home on gas or electricity.

2 Have indicated that HVO will be exempt from carbon tax, now and into the future.

3 Massively reduced the excise duty on heating HVO to €0.0325 per litre.

The Government are also now introducing a Renewable Heat Obligation (RHO) scheme. This is a new regulatory scheme that will require suppliers of fossil heating fuels like Kerosene, gas oil, LPG and natural gas, to ensure a growing percentage of the heat energy

they supply comes from renewable sources, such as HVO. The Government has approved the general RHO scheme and the drafting of the Renewable Heat Obligation Bill 2025, which provides the legal basis for the scheme. Initial renewable obligation targets set in the draft are modest: ~1.5% in the first year and ~3% in the second year, with the potential for more ambitious increases after a formal review, following the first few years of operation.

This is another small win for the liquid fuel industry. However, Firebird believe that this still lacks ambition. Firebird as part of liquid fuel industry, are ready for a target as high as 20%, today. Hence for the 700,000 homes using liquid fuel today, they could make a sizeable impact on the reductions of Green House Gas emissions.

For further information visit www.firebird.ie

FESTIVE PRODUCTIONS LAUNCHES ITS CHRISTMAS COLLECTION

Festive Productions has launched its 2026 Christmas collection, delivering a seasonally focused range designed to assist retailers maximise Christmas sales later in the year. The collection builds on proven best sellers while introducing new product developments and exclusive licensed ranges for the year ahead.

New for 2026, the range includes traditionally festive colour themes developed to reflect classic festive styling that remains highly recognisable to customers. These themes have been designed to sit alongside existing ranges, allowing retailers to refresh their ranges while maintaining continuity with established lines.

For the upcoming season, The Otters Brook Collection is also being launched including a distinctive range of premium Christmas products, designed to bring a more considered, design-focused

approach to festive retail. The collection features a carefully curated selection of decorative pieces and room-based Christmas items, aimed at customers looking to dress their homes with subtle seasonal styling rather than traditional novelty décor.

Rooted in home interiors, the Otters Brook Christmas range focuses on products that work seamlessly within living spaces, offering retailers an opportunity to appeal to customers seeking a more refined festive look. The collection has been developed to sit comfortably alongside existing interiors ranges, making it suitable for lifestyle stores, garden centres and homefocused retailers.

Retailers can arrange appointments to view the wider range at Festive Productions’ showrooms at its head office in Cwmbran, South Wales, which are now open.

Contact David McCabe by email: david@candg.ie, phone 00 353 86 803 2311, or visit www.festive.co.uk

BUFFALO BRUSHES: BUILT FOR THE TRADE, ENGINEERED TO LAST

Buffalo Brushes have rapidly established themselves as a premium choice for professionals seeking durability, performance, and smart merchandising solutions. Designed with the trade in mind, the range combines robust engineering with practical innovation, making it a standout in today’s competitive brushware market.

At the heart of Buffalo’s success is the Tuff-Lok bracket system, an unbreakable, tool-free connection that guarantees a secure fit between handle and broom head. This patented design enhances reliability and also simplifies assembly, allowing retailers to stock and display products unassembled saving up to 50% floor space. For merchants, this means higher turnover from a compact footprint, while end-users benefit from

a product that’s virtually indestructible under heavy-duty conditions.

Quality is evident in every detail. Buffalo brooms feature dense bristle fills for superior sweeping power, whether tackling fine dust indoors or debris on rugged outdoor surfaces. The unique mix of natural and synthetic fibres ensures flexibility and strength, while varnished, chamfered wooden stocks deliver a professional finish and longlasting resilience against wear and moisture.

From platform brooms to hand brushes, the Buffalo range covers every application - from construction sites, workshops and agricultural settings, to domestic use. Coupled with eyecatching point-of-sale stands, Buffalo

doesn’t just clean floors; it elevates retail spaces and drives sales.

Gary Auld, Sales Director of ATKO says, “Our appointment as Buffalo’s distributor reflects a shared focus on quality, reliability, and sustainable growth for merchants. We are ideally placed to help merchants gain a resilient range, coupled with responsive local support.”

In short, Buffalo Brushes are Trade Tough, Built to Last, and backed by a lifetime guarantee on key components. For retailers, they represent a smarter way to stock and a sharper way to sell.

Stocked and supplied in Ireland by ATKO Group Ltd. Phone +44 (0) 28 9448 7831, email sales@atko.co or visit www.atkogroup.co

CARDFOX EXHIBITS AT THE HARDWARE SHOW

CardFox is one of Ireland`s only fully independent payment consultants and will be exhibiting at The Hardware Show on February 15th & 16th from Stand L3

CardFox is not just another payments tied sales agency but instead works on behalf of its clients and does not favour any one bank. In contrast CardFox utilises 15+ different processors/ options from the market where pricing comparatives are only part of the issue. They also do a full Terms & Conditions analysis, as the devil is always in the detail when it comes to payments.

For companies in general and visitors at The Hardware Show who would like detailed information with regard to:

– Visa mitigation schemes which can reduce the cost of accepting commercial debit cards by 50%+ (even if you have been refused access to this scheme a re-engineered application may be successful).

– See a live demonstration of new 21st century fintech which can now facilitate payment links/requests to your customers WITHOUT using Visa or MasterCard hence avoiding their

fees. Instant A2A Pay BY Bank is now the B2B payment method of choice in the UK and is being used by HMRC Customs for collection of business taxes as a prime example.

– Customer not present payment, made 100% secure? Access the most secure digital payment method available which can remove ALL charge back and fraudulent payment risk.

– Instant receipt of funds into your existing business bank account - have increased visibility of your customers efforts to pay than traditional EFT/bank transfer.

– Reduce costs, increase security, access funds more quickly and reduce debtor days?

DO NOT MISS THIS OPPORTINUTY TO SOLVE ALL YOUR BUSINESS PAYMENT ISSUES.

All attendees registering for a Demo of Instant A2A Pay BY Bank at Stand L3 will enter a draw for 2 corporate hospitality tickets to Punchestown Racing Festival on Sat 2nd May.

HIGHTOWER TELESCOPIC PAINT BUCKET SYSTEM AT THE HARDWARE SHOW

Hightower Painting Products Ltd, the Irish based company set-up by Inventor Keith Mc Grory, have chosen The Hardware Show 2026 to relaunch their award winning and globally recognised Hightower Telescopic Paint Bucket System, invented and manufactured by Keith, who is based in Waterford.

The truly unique and innovative tripod and roller bucket system is extendable in height and is moveable. This painting tool allows for hassle free painting at both ground level and at a height. The all in one, quick-release roller tray and paint bucket includes a painting tool tray, roller grid and paint brush magnet, lightweight bucket with disposable liners making cleanup a breeze.

The Hightower System has received awards for its innovation in Ireland, Germany and the USA where it won `The Retailers Product of the Year 2023`, at the National Hardware Show in Las Vegas, one of the biggest hardware shows in the world. Hightower Painting Products Ltd have also partnered with Allway Tools in the USA who distribute the Hightower System throughout North America. Further information is available from Keith at 0871351158 or at keith@hightowerpainting.com

News & Products

TREND JOINS THE HARDWARE SHOW 2026 FOR THE FIRST TIME

Trend will exhibit for the first time at The Hardware Show this February, reinforcing its commitment to the Irish hardware and builders’ merchant sector. At Stand F27, visitors can explore Trend’s leading products and see effective merchandising layouts designed to boost customer engagement and sales. Retailers will also have the opportunity to meet Trend’s sales and merchandising teams for expert advice and product insight.

About Trend

Since 1955, Trend has grown into a globally recognised manufacturer of tools and accessories, known for precision engineering and continuous innovation. While the company now offers a broad range of carpentry solutions, it remains highly respected for its routing heritage, where its routers, jigs and cutters have long set industry standards. Trend’s mission is to provide tradespeople with accurate, reliable and safe tools that improve efficiency on every job.

PPE

Trend’s PPE range is designed for today’s safety-driven worksites, offering solutions from disposable masks to full face and head protection. Each product delivers appropriate filtration and comfort depending on the task and material. Good visibility, airflow and compatibility ensure that professionals and DIY users can work safely without slowing productivity.

Sawblades

Trend offers more than 200 sawblades compatible with most major machine brands. The range includes tungsten-tipped blades for clean, durable cutting and PCD-tipped options for abrasive materials. Whether for fast ripping or fine finishing, users can choose a blade tailored to the task. An online compatibility checker helps customers quickly identify the correct blade for their machine.

Abrasives

Trend’s abrasive range delivers long life and consistent results across sanding and finishing work. Meshbacked options offer

excellent dust extraction, while film-backed versions provide durability and uniformity. Available as discs, sheets, belts and rolls, the products fit most common sanding machines.

Jigs

Trend’s jigs are valued for their accuracy and timesaving design. The Pro Worktop Cutting Jigs include patented features that maintain precision in tight spaces, while specialist jigs - such as Belfast sink and draining groove models - support professional kitchen installation. For doors, the classic Hinge Jig and the adjustable AnyDoor Jig provide flexible solutions, supported by additional Strike and Lock Jigs for consistent hardware fitting.

Routers and Cutters

Routers remain central to Trend’s identity. The compact T1 handles trimming and profiling, while larger models such as the T14 deliver power for demanding work. Trend supports its routers with a wide range of accessories. Its cutter collection, exceeding 2,500 products, is engineered for precision across cabinetry, furniture making, decorative work and CNC applications. Cutter sets make selection easier for users at all experience levels.

Hand Tools and Accessories

Trend also offers pocket hole jigs, hole cutters, measuring tools, sharpening systems, planer blades and jointing accessories including biscuits, dowels and loose tenons. Drill guides and alignment tools help ensure clean, repeatable results.

Looking Ahead to February

Trend’s first appearance at The Hardware Show strengthens its presence in Ireland. Visitors to Stand F27 can expect product demonstrations, expert advice and a clear view of how Trend’s tools and support can help both retailers and tradespeople succeed.

Storefit, with headquarters in Cork and with an office and distribution centre in Dublin, is one of Ireland’s leading suppliers to the hardware retail sector. Recently, one of Storefit’s clients, Atkins Bandon won the Retail Excellence Agri-DIY Store of the Year 2025.

Storefit, with their in-house manufacturing and skilled installation crews, delivered on schedule and to the highest professional standards. This project reflects Storefit’s continued commitment to quality workmanship and reliable retail fit-out solutions.

Working with designer Peter Rigney of Rigney Forge Ltd. and the client Mark Wolfe to ensure a seamless delivery from concept to completion, the outcome was magnificent and truly deserved to win the Retail Excellence award.

The design demonstrated exceptional attention to detail and was carefully developed to meet the demanding operational requirements of a modern hardware retail environment. Every stage of the project was carried out in full compliance with health and safety regulations and strictly in line within the designer’s specifications.

The completed store has significantly enhanced the Atkins brand presence while improving overall store functionality and performance. The client expressed great satisfaction with the efficiency of execution and the robustness of the outcome. This project stands as a testament to Storefit’s technical expertise and dedication to excellence within the hardware industry. Storefit looks forward to delivering similar high-quality solutions for future projects. Visit Storefit at Stand F7 at The Hardware Show.

For further information visit www.storefit.com

STOREFIT COMPLETES ATKINS BANDON RETAIL EXCELLENCE AGRI-DIY STORE OF THE YEAR 2025 A UNIQUE PORTFOLIO OF EXCITING CONSUMER BRANDS

Stafford Lynch is a leading sales and marketing company which brings together a unique portfolio of exciting consumer brands under a philosophy centred around superior sales, excellent service, extensive distribution reach and outstanding support to our brand principals.

They distribute Energizer and Eveready Batteries and Torches as well as Autocare ranges ArmourAll, STP, Jelly Belly and Podium Red Bull.

They offer full product training on the different levels of Energizer Batteries to help you select the correct product mix for your store. They have a Nationwide Van Sales Team. They also distribute Carex, Andrex, Kleenex and Bacofoil brands from their distribution centre in Ballycoolin.

Visit them at Stand L15 at The Hardware Show.

For more information visit www.staffordlynch.ie

CT1 SHOWCASES SOLUTIONS FOR THE CONSTRUCTION INDUSTRY AT THE HARDWARE SHOW

C-Tec, the manufacturer of CT1, is a leader in the Sealant & Construction Adhesive Industry specialising in high quality and exclusive problem-solving products for the construction and maintenance sectors including CT1, BT1, PGB, BW1 and FC1.

C-Tec will be showcasing its full range of products and building lasting partnerships that ensures merchants have the solutions that their customer’s demand at The Hardware Show in the RDS Simmonscourt on Sunday 15th and Monday 16th February.

CT1 with its unique TRIBRID® Technology provides excellent adhesion on virtually any material in most applications. It is a preferred solution for trades people nationwide in every sector of the construction and maintenance industries including roofing contractors, joiners, window suppliers, kitchen fitters, bathroom installers, as well as specialist fit out and building companies.

As a sustainably minded manufacturer and supplier of sealants and construction adhesives, including CT1, BT1 and PGB, they achieve multiple accreditations including EMICODE EC1 PLUS and ISO14001, and are compliant with BREEAM, LEED and WELL Environmental Build Regulations. They are solvent free and odourless solutions, and some of the most ecologically advanced and environmentally compliant products on the market. They are also some of the healthiest choices for home use, landscaping and commercial projects, especially clinical and food preparation environments.

2026 IS A SPECIAL YEAR FOR JOHN STAFFORD & SONS

As John Stafford & Sons celebrate their key milestone of 80 years in business, they remember their founder and former managing director, the late John Stafford Senior.

Well known for his generosity and down-to-earth friendship within the industry, John worked very hard to develop the business which survived many national and international events. The business never moved out of family hands and is owned and run today by Brendan Stafford, John's son. As they say 80 years on, many customers become good friends!

The success and continued growth of the business is down to the hard work and dedication of the staff and the continued

Visitors to the CT1 Stand A56 at The Hardware Show can expect live demonstrations on the full range of products and solutions, expert advice, project support, and exclusive offers on the perfect solutions for tackling every type of project.

For more information contact ireland@ct1.com or visit www.ct1.com

support of a large loyal customer base throughout Ireland. Plus the simple formula of offering quality products, delivered by a dedicated team of professionals with value for money and above average margin opportunity for retail partners as a key to their continued expansion and strong growth. Their motto of `quality brands trusted service`, can be seen in their new showroom and warehouse facility on two acres in Enniscorthy.

They are proud of the friendly atmosphere customers will experience on their visit – there you will find over 2,000 products, many of which are manufactured and sold under the company’s own brands Protool and AC Brooklyn. The company also has exclusive distribution of other well-known strong selling brands.

As they look towards the next 80 years their responsibility is clear, to keep the business relevant and listen to their customers at all times. It’s important to embrace best practice to reduce the impact business has on the environment and nature. Brendan says “We look to the future with excitement, as we continue to grow”.

For further information visit www.stafford.ie

COMBILIFT'S 100,000TH FORKLIFT RAISES €100,000 FOR GLOBAL CHILDREN’S CHARITY

Global materials handling leader Combilift has celebrated a major manufacturing milestone by transforming its 100,000th forklift into a powerful force for good, raising and donating €100,000 to the United Nations International Children's Emergency Fund to support children in crisis worldwide.

To mark the production of its 100,000th forklift, Combilift launched its largest-ever worldwide competition, offering the exclusive 100,000th “Golden Prize” multidirectional Combi-CBE. All proceeds raised were donated to *UNICEF Ireland’s Children’s Emergency Fund.

The campaign generated €56,500 in ticket sales, and at a cheque presentation ceremony, Combilift announced it had topped up the total contribution to an impressive €100,000, underlining the company’s long-standing commitment to corporate social responsibility.

Speaking at the handover, Combilift CEO and Co-Founder Martin McVicar said: “This campaign was designed to celebrate a major manufacturing achievement for Combilift, and also to make a meaningful difference beyond the factory floor. By supporting UNICEF, we are supporting one of the world’s most effective humanitarian organisations and helping children who need it most.”

The cheque was formally presented by Martin McVicar to Owen Buckley, UNICEF Ireland’s Head of Corporate Partnerships, and Michaela Plunkett, Business Development Manager, in Monaghan.

Owen Buckley welcomed the donation, saying: “As we enter the winter season, our priority is ensuring children affected by war and natural disasters have access to warm clothing, safe shelter and continued education. This generous contribution from Combilift will help UNICEF respond quickly to urgent needs.”

The winning ticket was purchased by Kareen Farrell, who travelled to Combilift’s headquarters in Monaghan to receive the one-of-a-kind 100,000th Combi-CBE “Golden Forklift.”

The Golden Forklift was first unveiled at the IMHX Exhibition in the UK before embarking on a European trade show tour, attracting strong international interest and reflecting Combilift’s global customer base and shared commitment to positive social impact.

Visit https://combilift.com/win-a-truck/ for more information.

* UNICEF does not endorse any company, brand, product or service.

Combilift and UNICEF Ireland.

Martin McVicar and Kareen Farrell.

Winner of the 100,000th forklift at Combilift's HQ.

INTRODUCING THE NEW DESIGNLINE FLOOR FINISHING PROFILES BY TROJAN

Trojan’s latest Designline floor finishing profiles combine sleek design with unmatched functionality, offering a seamless transition between different flooring surfaces. These premium profiles feature wood effect endgrain inserts, meticulously crafted to mimic the natural grain and texture of real wood, ensuring a cohesive and aesthetically pleasing finish. Ideal for both residential and commercial spaces, the profiles provide durability, and easy installation with a screw fix option and or simply peel & stick adhesive fix. Whether used for level expansion joints, or uneven threshold transitions, Trojan’s Designline range delivers a high-end look while maintaining superior performance. Elevate your flooring projects with a flawless, wood-inspired finish that blends style and practicality.

For retailers, the entire curated spectrum of up to 30 colours is condensed into a single, compact 1.25-metre display stand. This innovative approach maximises showroom impact while minimising operational burden. It drastically reduces waste from obsolete stock, ensures you only order what you sell, and prevents capital from being tied up in slow-moving inventory. Ultimately, Trojan provides unparalleled customer choice in a way that also drives profitability and sustainability for your business.

Precision Meets Possibility: The Polimark Difference For the home craftsperson, DS Supplies also offer a duo of exceptionally versatile materials - delivered with a user-friendly edge.

1. Tekni Glass: Light, Redefined. Forget wrestling with large, precarious sheets. Polimark’s Tekni Glass comes pre-cut to a range of practical, popular sizes. This isn’t just any glazing:

– Crystal Clear: For perfect visibility in cold frames, cabinet doors, or protective covers.

– Elegantly Opaque & Frosted: The ideal solution for creating privacy, diffusing light beautifully, or adding a modern, finished touch to bathroom screens, garden room windows, or interior dividers.

It’s durable, easy to handle, and designed for a perfect fit from the moment it arrives, turning a complex glazing job into a simple, satisfying installation.

2. PVC Corriboard: The Unlikely Hero.

Light as a feather yet strong as an ox, pre-cut PVC Corriboard is the multi-tasking superstar you didn’t know you needed. Its twinwall ribbed structure makes it rigid, waterproof, and incredibly easy to work with. Imagine creating:

– Shed interiors & lightweight fencing

– All-weather garden signage & raised bed liners

– Protective layers in workshops or behind shelves

– 100% Recyclable: At the end of its long life, every piece of Tekni Glass and PVC Corriboard from Polimark can be fully recycled. They are actively contributing to a circular economy, ensuring your project doesn’t become a future burden on the planet

– Made with 100% Renewable Energy: This is the silent, powerful differentiator. The entire manufacturing process is powered by renewable sources. From the moment the raw materials are transformed to the moment the pre-cut sheet is packed, the carbon footprint is meticulously minimized.

This means that the greenhouse your customer builds, their garden shed or the partition they create is functional and beautiful - it’s a product of clean energy and responsible thinking.

To appraise these collections please visit the DS Supplies Stand B35 at The Hardware Show or visit www.dssupplies.com

A LANDMARK YEAR FOR DOSCO & VARIAN

2025 marked a transformational year for DOSCO & Varian, with both businesses officially coming together under one roof following two major moves. DOSCO relocated from its long-established premises, dating back to the 1960s, into a new state-of-the-art facility, before Varian joined the business from Dublin in October 2025.

DOSCO & Varian would like to sincerely thank all customers for their patience and continued support throughout this transition. The result is a stronger, more efficient operation, designed to better support customers into the future.

Top 1% Worldwide for Sustainability

DOSCO & Varian are extremely proud to announce the achievement of the EcoVadis Platinum Badge, placing the business among the top 1% of companies worldwide for sustainability performance. This recognition reflects the company’s ongoing commitment to responsible manufacturing, ethical sourcing and continuous improvement, with sustainability remaining a key focus throughout 2026 and beyond.

Guaranteed Irish Finalists

Adding to this momentum, DOSCO & Varian have also been announced as finalists in the Guaranteed Irish Business AwardsFamily Business of the Year, taking place on March 4th in Dublin. This nomination represents a very exciting time for the business and its wider team.

Driving Sales Through Store Refits & Merchandising

Throughout 2025, DOSCO & Varian made a significant investment in in-store presentation, supported by a full-time merchandiser working nationwide. A considerable amount has been spent on shop refits, including new shelving systems, bars, hooks and refreshed branded sections.

The focus has been on creating clean, modern and eye-catching displays that help retailers generate impulse purchasing while ensuring DOSCO & Varian ranges stand out on the shop floor. DOSCO & Varian are very happy to speak with customers about upgrading existing sections or introducing new in-store displays tailored to individual store layouts.

New Products & Expanded Ranges

Visitors to The Hardware Show will see a wide range of new product launches across multiple categories. The DOSCO & Varian Home range continues to grow, with new additions including cotton rugs, entry into the bathroom mat category and further homefocused products designed to meet everyday consumer demand.

One of the most exciting new launches is a 10-metre solar panel cleaning brush. With homeowners investing heavily in solar panels and often having no effective way to clean them, this product addresses a growing need. Dirty solar panels can lose up to 30%

efficiency, and this solution offers a simple and practical way to maintain performance.

DOSCO & Varian are also expanding into professional window cleaning, further strengthening their offering across cleaning and maintenance categories.

Strong Growth Across Key Brands

DOSCO & Varian continue to see strong growth across key brands that fit naturally within their core product segments. The focus remains on working with strong, trusted brands that complement the DOSCO & Varian range and deliver real value to hardware retailers.

In 2026 Dosco and Varian became a proud distributor for HG products in the Irish hardware industry. HG products are highly complementary to the DOSCO & Varian cleaning range, further strengthening the overall offering and helping retailers build out a cohesive, well-merchandised cleaning category in-store.

In addition, the introduction of Rentokil pest control products in September 2025 has been met with a very positive response from customers.

New Showroom

DOSCO & Varian are very excited to announce the opening of an impressive new showroom and would like to invite all customers to visit.

The showroom has been designed to showcase the latest products, new ranges and emerging trends, while also giving customers the opportunity to see DOSCO & Varian’s brush manufacturing machines in action.

This provides a unique insight into Irish brushware manufacturing, proudly carried out on the island of Ireland. DOSCO & Varian look forward to welcoming customers to the new facility and demonstrating the full breadth of their product offering in a modern, purpose-built environment.

DOSCO & Varian look forward to welcoming customers to visit Stands H10 & H11 at The Hardware Show 2026 and to their new premises, where investment, innovation and Irish manufacturing remain at the heart of the business. For further information please visit www.doitwithdosco.ie

CAMSAW DISTRIBUTORS LTD AND SEGWAY NAVIMOW: A CUT ABOVE IN ROBOTIC LAWN CARE

Camsaw Distributors Ltd is widely recognised as a trusted supplier within the garden machinery sector, with a strong focus on quality products, technical support and long-term partnerships. In 2023, the company took a significant step forward with the introduction of Segway Navimow robotic lawnmowers to the Irish market, marking a new chapter for lawn care technology in Ireland.

Robotic mowing is no longer a niche category. Across Europe, demand has grown rapidly as homeowners, landscapers and commercial operators seek efficient, sustainable and reliable solutions. Camsaw’s decision to partner with Segway reflects both the maturity of the market and the growing demand for advanced technology in the hardware and garden machinery sector.

While Segway is best known globally for its innovation in personal mobility and robotics, its Navimow range represents a major leap forward in robotic lawnmower design. The latest models being introduced to Ireland, including the Navimow i206 AWD (All Wheel Drive), Navimow i210 LiDAR and i1220 LiDAR, showcase the very latest in robotic navigation technology.

These machines utilise advanced LiDAR (Light Detection and Ranging) technology, meaning they do not rely on a constant view of the sky to operate. This is a significant advantage in the Irish environment, where gardens often feature trees, high hedges, buildings and shaded areas that can interfere with traditional satellite-based systems. By using LiDAR to map and understand its surroundings in real time, Navimow is capable of navigating and cutting even the most complex garden layouts with a high level of precision.

Unlike traditional boundary-wire systems, Segway Navimow eliminates the need for perimeter cables, significantly simplifying installation and reducing ongoing maintenance. Thanks to its advanced LiDAR technology, the system does not require an external antenna, allowing for a true drop-and-mow experience. For both retailers and end users, this represents a highly user-friendly, future-focused approach to robotic mowing that removes many of the traditional barriers.

From a retail perspective, Camsaw Distributors Ltd has placed a strong emphasis on retailer education and after-sales support as part of the Segway rollout. Recognising that robotic mowers represents a significant shift for many retailers from traditional petrol and electric equipment, Camsaw is investing in structured training programmes, comprehensive technical resources and ongoing support to ensure its retail network is fully equipped to manage every aspect of selling and supporting robotic mowers.

This approach aligns closely with broader trends within the Irish hardware industry, where technology-driven products increasingly require a consultative sales process and strong technical backing. By supporting retailers at every stage - from product knowledge through to customer handover - Camsaw aims to ensure a positive experience for both retailers and end users alike.

The introduction of Segway by Camsaw Distributors Ltd represents more than just a new product launch; it signals a broader commitment to innovation, quality and progress within the hardware sector. As robotics and smart technology become increasingly embedded in home and garden maintenance, Camsaw’s partnership with Segway positions both the company and its dealer network at the forefront of this evolving market.

Retailers interested in learning more about the Segway Navimow range or becoming a stockist can contact Camsaw Distributors Ltd at sales@camsaw.ie or on 057 862 3809. See Camsaw on Stand C49 at The Hardware Show.

ENRICH YOUR SOIL WITH SEAWEED

Farmyard manure and seaweed were both traditionally considered great options for gardeners, as they were readily available and low cost. Good compost enriches soil with organic matter, enhances moisture retention, improves drainage and supports beneficial microorganisms that help plants access nutrients. It also helps balance soil structure, making it easier for roots to spread and take hold, which contributes to healthier, more vigorous plants.

Grow with Goulding Seaweed Enhanced Compost with Seaweed and Chitin

At Hygeia, they have worked to develop their new Grow with Goulding Seaweed Enriched Compost, fortified with key ingredients, seaweed and chitin. Seaweed is rich in essential trace minerals and micronutrients, promoting better nutrient absorption, stimulating growth and promoting stronger roots in fruit, vegetable and flowering plants. It also improves soil structure by helping to improve soil aeration, water retention and drainage, creating a healthier and more fertile growing environment for great results, season after season.

Chitin, which is a molecule found in crab shells as well as other crustaceans, interacts with soil microorganisms and plants, triggering beneficial responses. It enhances resistance to attacks from pests and diseases, and boosts resilience for a strong recovery from any damage. Chitin acts as a natural fertiliser that delivers proteins and minerals into the soil, supporting the growth of beneficial microorganisms and promoting a thriving soil ecosystem.

Grow with Goulding Seaweed Enriched Compost which is made in Ireland, has a perfect blend of added macro and micronutrients, including nitrogen, phosphorus, potassium (potash), magnesium, copper, boron, molybdenum, manganese, zinc and iron for the early development of plants, as well as other

trace elements and amino acids. It’s suitable for use with indoor and outdoor pots, containers, beds and lawns.

To learn more visit www.hygeia.ie or check them out on social media @Hygeia_group

See Hygeia on Stand A38 at The Hardware Show.

CANDLE SALES CONTINUE TO GROW

Leading Irish candle brand Murphy & Barrett are offering Ireland's hardware retailers an excellent opportunity to stock the Murphy & Barrett candles range. Displays including the wooden candle FSDU’S and Nightlights hods as shown at a special introductory discounted price.

Murphy & Barretts look to nature and the Irish countryside for inspiration in creating their scents. They draw on long-standing expertise, sourcing both candles and fragrances from across the globe, carefully curating each element to create a superior and cohesive collection. From subtle, calming notes to richer, mood-setting scents, their assortment is designed to suit a variety of lifestyles, interiors, and occasions.

Candle sales continue to grow significantly enhancing everyday living, bringing warmth, comfort, and atmosphere into any space giving excellent incremental sales to hardware stores.

Murphy & Barrett candles are available from Solv-X who also supply 15 other non-food categories as shown in their recently upgraded website www.solv-x.com. Retailers can register to order online and/or phone 042 9377055 to arrange for their local Solv-X sales representative to visit their store and arrange merchandising of carefully considered planograms, developed to maximise visual impact.

New customers can enjoy 20% off their first order across the M&B range by registering today and using code MURPHY20.

SAINT-GOBAIN IRELAND UNVEILS FIRST SOLAR FARM

Saint-Gobain Ireland & UK has taken a major step toward its carbon neutrality goal with the launch of its first photovoltaic (PV) solar farm at the Gyproc facility in Kingscourt, Co. Cavan. This pioneering project, delivered in partnership with Activ8 and SSE Airtricity, underscores their commitment to shaping a more sustainable future.

As a leading manufacturer of plaster and plasterboard products, Gyproc, as part of Saint-Gobain Ireland, has always prioritised sustainability, innovation, and safety. To advance this vision, they installed a 2.5 MW solar farm on a former landfill site, an ambitious renewable energy project that demonstrates how industry can repurpose land for positive environmental impact.

The construction sector faces increasing pressure to reduce carbon emissions and transition to cleaner energy sources. For Gyproc, the challenge was to decarbonise operations while finding a suitable location for a large-scale solar installation without disrupting production.

“This is a big leap forward on our journey to a net-zero carbon future for Saint-Gobain in Ireland,” said John Crosse, Saint-Gobain’s Supply Chain & Circularity Director. “Producing clean, renewable energy, that frees up electricity for the grid, from a farm that is clearly visible on our own land is a proud moment for our team and a clear demonstration of our commitment to sustainability.”

The new solar farm will supply approximately 15% of the facility’s total electricity needs, significantly reducing reliance on non-renewable energy. This initiative reflects Saint-Gobain’s purpose of “Making the World a Better Home” and their determination to lead the way in creating a greener, more sustainable future.

Speaking of the partnership Martin Mulholland, Director of Commercial Operations at Activ8, said: “Saint-Gobain’s passion for sustainability challenged us to think differently about how renewable energy could be delivered on this site. Working in partnership with SSE Airtricity, we’re extremely proud to have designed and delivered a solution that transforms previously unusable land into a productive renewable energy asset, a first of its kind for us and a strong example of how collaboration can accelerate decarbonisation.”

STAYING AHEAD WITH PAYMENTS TECH

From taking secure card payments anywhere on the shop floor to using AI to guide ranges and pricing, a handful of technologies are already improving counters, yards and websites across Ireland.

Mobile devices becoming payment terminals

Software point-of-sale (SoftPOS) brings the security of card terminal payments to a standard mobile phone. It’s a gamechanging innovation, allowing the expansion of low-cost yet highly multi-functional devices onto the shop floor.

It’s an affordable way to bring payments to the customer.

“While on the shop floor, staff can check stock, place orders and take payments from a single device,” says Scott Frisby, Head of Strategy at Elavon Europe.

For independents, SoftPOS suits pop-up counters, click-and-collect, and deliveries. For multi-branch stores, it helps move payment to the point of selection when tills are backed up - all with familiar hardware and an app linked to the payments platform.

AI anticipating consumer purchases

Artificial intelligence (AI) plays two main roles when consumers go online to research what’s available before making a purchase. First is time saving – for example consumers researching tools for their latest DIY project and keeping it in their price bracket.

The second is the ability of an AI agent to understand its user and recommend things they didn’t even know they wanted or needed.

“The second role - which we’re beginning to see more of - is the ability to get to know you and begin to recommend things that you may not be aware you want,” says Scott. “It involves AI understanding things like your style, preferences, frequency of purchase and budget range.”

While the first generation of machine learning recommends items similar to what you’ve already looked at online, this next generation presents you with alternatives based on collective searches from other people who’ve looked at the same things.

AI as driver of retailer decision making

First-party AI apps are helping retailers use their own data to power AI-driven features on their websites, such as personalised recommendations, targeted marketing and improved customer service. Subscription-based models open this kind of technology up to even the smallest online trader.

This brings the collective wisdom of the world to your website and allows you to keep across trends and adjust stock accordingly.

Elavon provides efficient, reliable payment solutions tailored to your business. Contact Peter Cooke, peter.cooke@elavon.com or 087 167 6215 or visit elavon.ie to learn more.

U.S. Bank Europe DAC. Registered in Ireland – Number 418442. Registered Office: Block F1, Cherrywood Business Park, Dublin 18, D18 W2X7, Ireland. U.S. Bank Europe DAC, trading as Elavon Merchant Services, is regulated by the Central Bank of Ireland.

Why good buying still delivers poor margin

In the hardware and builders’ merchant sector, margin pressure is nothing new. Every owner understands the challenges - supplier price increases, wage costs, energy, transport, and finance. When margins disappoint, the blame almost always lands in the same place.

“Bad buying.”

Sometimes that accusation is justified. Poor buying decisions, weak scale, or a failure to negotiate properly will absolutely hurt margin. But in many of the businesses I’ve worked with, buying was not the real issue - or at least, not the whole story.

In fact, one of the most damaging patterns I see is this: a hard-won buying gain is quietly given away at the point of sale, often without anyone realising it is happening.

Once that happens, the effort put into negotiating better cost prices becomes meaningless.

Where Margin Is Really Lost

Buying and selling are often treated as separate disciplines. Senior management focuses on supplier terms, rebates, and price lists. Selling, meanwhile, happens at the counter, on the phone, or on site - fast, reactive, and under pressure.

Many management teams don’t fully understand the dynamics of face-to-face selling in a trade environment. What drives the price a customer is willing to pay is rarely just the number on a price list. Urgency, familiarity, trust, availability, service, and confidence all play a role - as does how the product and the business present themselves.

When pricing underperforms, the explanations are usually familiar:

– “The margin is too high.”

– “We’re too expensive.”

– “The customer expects a discount.”

Repeated often enough, these assumptions become accepted truths - even when they are not.

Most margin leakage is behavioural rather than strategic, and the pressure is being felt across the sector.

According to research published by MRA Building Market Reports on 10 November 2025, 76% of merchants surveyed identified squeezed margins as their single biggest challenge, ahead of online competition, supplier price increases, and staffing issues. This confirms that margin pressure is not anecdotal - it is an industry-wide reality.

Discounting Without Being Asked

Across most stores I’ve worked in, discounts are regularly given without the customer ever asking for one. Poor store standards often undermine the perceived value of products and the confidence of the people selling them.

In one store, staff insisted customers expected a discount - yet very little was priced. Customers had to ask the price of almost everything. Staff saw what they believed was a large margin, felt uncomfortable charging it, and discounted automatically. A bad discount culture had formed, driven not by customer demand, but by uncertainty.

Life at the trade counter is often misunderstood by those removed from it. Staff sometimes have to deal daily with aggressive, dismissive, impatient and sometimes uninformed customers - usually under significant time pressure.

In one instance, a regular customer intimidated a young staff member by walking behind the counter uninvited, selecting tools himself, and aggressively demanding the “best price”. Despite the shelf prices being very competitive - confirmed later through mystery shopping - the maximum discount was applied automatically. There had been no training on handling awkward customers, no confidence in holding price, and no clarity on acceptable margin. The discount was not strategic. It was defensive.

Behaviour Changes When Visibility and Understanding Improves

Most margin leakage is not deliberate. It is habitual. When staff can clearly see margin, understand what “good” looks like, and feel supported by management, behaviour changes quickly.

Across more than 50 stores, I’ve seen:

– Up to 15% improvement in sales margin with key individuals

– 7%+ margin uplift at organisational level

– Stronger pricing discipline and fewer overrides – Better customer conversations - not fewer sales

How Do We Stop the Loss?

The solution is not a single price list or system change. It is leadership, training, communication, standards, and reporting working together.

– Training - Structured and In-House

We must stop assuming people automatically know how to sell, price, and protect margin. Years ago, shop apprenticeships existed to teach these skills. Today, many staff are expected to learn by observation alone.

Training needs to be structured, ongoing, and reinforced through regular in-house coaching. Pricing confidence, customer psychology, and handling difficult interactions are learned skills - not instincts.

– Communication and Observation

Leaders need open lines of communication with those at the point of sale. Time spent observing, listening, and asking questions builds understanding and trust. Before criticising discounting behaviour, it is essential to understand the pressures staff face at the counter.

– Store Standards Create Value

Store standards are not cosmetic - they are commercial. Clean, faced-off shelves, visible pricing, stock rotation, and clear margin drivers at the trade counter all reinforce value. When a store looks professional, staff feel more confident charging a fair price, and customers are more willing to pay it.

– Reporting, KPIs, and Recognition

Reporting is essential in supporting and driving margin - but only when it has meaning. Producing reports that people do not understand achieves nothing.

Effective reporting means honest, accurate figures, clearly explained, reviewed weekly and monthly, and followed up. KPIs give people something to aim for. Recognition - whether financial or simply acknowledging good performancereinforces the right behaviours.

Inside Industry View

People protect what they understand.

They improve what they are measured on.

They repeat what is recognised.

Why This Matters in Hardware

Hardware and builders’ merchant businesses are uniquely exposed to margin leakage. High SKU counts, mixed retail and trade customers, long-standing relationships, and constant price comparison mean decisions are made quickly and under pressure.

Without clarity and confidence at the counter, margin is lost one transaction at a time.

The hardware businesses that protect margin best are rarely the cheapest and rarely the biggest. They are the most disciplined. They train their people, set standards, communicate openly, and use reporting as a tool to supportnot punish.

Margin is not lost in one bad deal.

It is lost in hundreds of small, well-intentioned decisions made every week.

The good news is this: once you can see it clearly, you can fix it.

Dave Gavin currently works as a business and profitability consultant, he partners with organisations in the merchanting, DIY, retail and supplier sector to strengthen commercial performance. He helps leadership teams understand where value is created, improve margin discipline, and ensure their operating model and workforce are aligned to deliver results. Recent projects include supporting multi-branch groups such as HPC and Core Builders Providers to improve operational efficiency and drive margin growth.

Dave's approach is grounded in real experience: more than 25 years owning and leading a multi-branch builders’ providers and contributing at industry level through board roles with Homevalue and Hardware Association Ireland. He leads with a people-first ethosclarity, accountability, and empowered teams.

HAI Corporate Partners

CASH MANAGEMENT

Brink’s Cash Services

CORPORATE PARTNER

Customer Services 0818 111 330 nationalservicecentre@brinks.com www.brinks.com

CREDIT & FINANCIAL MANAGEMENT

Credit Risk Brokers

James Riordan 01 491 6007

james.riordan@creditriskbrokers.com www.creditriskbrokers.com

PKF Brenson Lawlor

Ian Lawlor 01 668 9760 ian@pkfbl.ie www.pkfbrensonlawlor.ie

ECOMMERCE AND IT SUPPORT

Agility Software Ltd

David Malcolm 01 253 0282

david@agility-software.com www.agility-software.com

Core Tech

Galvia AI

Karina Kelly 083 0905945

karina@galvia.ai www.galvia.ai

Intact Software

Mark Gurney 042 933 1742 mark.gurney@intactsoftware.com www.intactsoftware.com

.ie

Seán Tobin 01 236 5400 stobin@weare.ie www.weare.ie

Klipboard 01 5457100 hello@klipboard.com www.klipboard.com

Magico Paul Montwill 065 6864580 pmontwill@magico.com www.magico.com

Premio eCommerce

Michael Morrissey 021 245 5022 michael.morrissey@premio.ie www.premio.ie

Geraldine Quinlan Burke 025 41400 geraldine.quinlan@coretechnology.ie www.coretechnology.ie

StudioForty9

Gerard Keohane 021 239 2349 ger@studioforty9.com www.studioforty9.com

HAI Corporate Partners

ELECTRONIC SHELF LABELS

Katie Kirwan 01 295 4844 katie@digi.ie www.digi.ie

ENERGY MANAGEMENT

DCS Group

Caroline Sugrue 066 7181836 carolinesugrue@dcsgroup.eu www.dcsgroup.eu

Michelle McKenna 087 383 7301 michelle@pinergy.ie www.pinergy.ie

FIELD SALES & MARKETING

CPM Ireland

akelly@cpmire.com www.cpmire.com

WASP Technologies

Richard Baird 086 2857843 richard.baird@wasptech.com www.wasptech.com

INSURANCE

Brown & Brown

David Lombard 021 4730005 david.lombard@bbrown.com www.bbrown.com/.ie

Margin Investments Ltd t/a NFP

Kevin Whelan 01 6672644 kevin.whelan@nfpireland.ie www.nfpireland.ie

LOGISTICS

Dachser Ireland

Melissa Barr 01 401 3333 melissa.barr@dachser.com www.dachser.ie

Woodland Group

Lee McMullen / Shauna Dunne 01 8111500 lee.mcmullen@woodlandgroup.com shauna.dunne@woodlandgroup.com www.woodlandgroup.com

MATERIALS HANDLING

Combilift

Anthony Rooney 047 80500 anthony.rooney@combilift.com www.combilift.com

Henley Forklift Group Ltd

Peninsula Business Services (Ireland) Limited

Michael Gombart 1800 719 215 michael.gombart@peninsula-ie.com www.peninsulagrouplimited.com/ie

TSA Consultants

Tommy Smyth 021 4634154 tommy@tsaconsultants.ie www.tsaconsultants.ie

Mark Kenny 01 6209200 sales@henley.ie www.henley.ie

PAYMENT SERVICES

Elavon Merchant Services

Peter Cooke 0818 202 120 peter.cooke@elavon.com www.elavon.com

HAI Corporate Partners

RECRUITMENT

Tactical Talent

Vinny Kelly 01 9079192

info@tacticaltalent.ie www.tacticaltalent.ie

SECURITY SYSTEMS

CSC Covert Security Consultants

Declan Cassin 0818 273274

info@cscsecurity.ie www.cscsecurity.ie

SeaChange

Eamonn Condell 045 856028 / 085 2524679

Eamonn.condell@seachange-intl.com www.seachange-intl.com

Securitas Technology Ireland

Denise McCarthy 086 1916327

denise.mccarthy@securitas.com www.securitastechnology.com/ire

SHOPFITTERS/RACKING SYSTEMS

OHRA Racking Solutions

Seamus Coyle + 44 28 8224 7858

coyle@ohra.de www.ohra.ie

Shop Equipment Ltd.

Padraig Downey 087 8135242

Padraig_downey@sel.ie www.shopequipment.ie

Storefit Shopfitters Limited

Eamonn Brien 021 4344544 eamonn.brien@storefit.com www.storefit.com

Store 2000

Paul Bennett 087 2332402

Paul@store2000.ie www.store2000.ie

TELECOMMUNICATIONS SALES & INSTALLATIONS

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.

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, www.hardwareassociation.ie

• 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 Pages in each issue of The Hardware Journal

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

• Preferential rates and early access to event sponsorship and networking opportunities

IP Telecom Sales Team 01 6877777 sales@iptelecom.ie www.iptelecom.ie

• 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.

THE PAINT RANGE EVERYONE’S TALKING ABOUT

In recent months, Fleetwood say that there is a clear shift taking place at paint counters. Customers are no longer simply browsing colour cards or asking for a “good white,” they’re arriving informed, with screenshots, colour names and specific requests. Increasingly, the paint they’re asking for is Prestige by Fleetwood.

They say that what began as a premium paint launch has quickly become one of the most talked-about ranges in the market, driven by a combination of designer credibility, standout colour palettes and a strong digital presence that continues to fuel customer demand.

Customers are asking for it by name

Stockists are reporting a growing number of customers coming in already familiar with Prestige, whether through social media, interior design press or word of mouth. Many arrive knowing the exact colour they want, having seen it used by designers such as Arlene McIntyre or Róisín Lafferty, or featured in online interiors content via Fleetwood Paints social channels.

This level of awareness is changing the dynamic at the counter. Rather than being sold a product, customers are actively seeking it out, often willing to trade up to a premium option because they understand what sets it apart: exceptional depth of colour, a refined matt finish and performance that suits modern homes.

Online momentum driving in-store demand

A key factor behind Prestige’s rise has been its strong online activity. From project features and designer collaborations to real homes shared across social platforms, the range has built a recognisable identity well beyond traditional paint marketing.

News & Products

For hardware retailers, this digital visibility translates directly into footfall. Customers are no longer discovering Prestige for the first time in-store as they are arriving already engaged, informed and confident in their choice. It’s a powerful example of how online inspiration is now shaping in-store purchasing behaviour.

Designed to stand out in store

To support this demand, Fleetwood has invested heavily in how Prestige is presented at retail level. New colour displays have been designed to showcase the collection as it deserves to be seen, curated, considered and clearly premium.

Rather than overwhelming customers with endless options, the displays encourage confident decision-making, highlighting the depth and cohesion of the palettes while reinforcing the designerled nature of the range. For stockists, this elevates the paint department visually and positions Prestige by Fleetwood as a clear step up.

Performance that backs up the hype

Of course, talk only goes so far if performance doesn’t follow and this is where Prestige by Fleetwood continues to win loyalty. With formulations such as Prestige Air-Purifying Scrubbable Matt and Prestige Multi-Surface Matt, the range is designed for real homes and real use.

Decorators value the ease of application, durability and consistency, while homeowners appreciate finishes that stand up to everyday life without compromising on appearance. It’s a combination that reduces call-backs, builds trust and encourages repeat purchases.

A commercial opportunity for stockists

As customers become more design-aware and performanceconscious, premium ranges like Prestige by Fleetwood offer genuine commercial value. Higher perceived quality, strong brand recognition and clear differentiation at the counter all contribute to healthier margins and stronger customer relationships.

It’s no surprise, then, that Prestige by Fleetwood is fast becoming a paint range all the stockists are talking about.

For retailers interested in joining the growing network of Prestige stockists, speak to your local Fleetwood rep to find out more about availability, displays and support.

Prestige by Fleetwood. Fine Paint.

A View from Europe

Resetting the retail-supply balance The Retail Revolution - book review

In this issue our friend and colleague Thierry Coeman reviews a recently published, and in his view outstanding, retail book, The Retail Revolution, which he is confident will resonate strongly with a key segment of the sector.

Rarely does the Home Improvement & DIY sector offer such a clear and candid explanation of how the system truly works from the buyer’s perspective. It is precisely this vantage point that gives The Retail Revolution its greatest strength.

Author Fiorella Origlia draws on hands-on experience from both sides of the playing field: first as a hardware buyer at Adeo and Kingfisher, and later on the supplier side at the German brand Hailo, renowned for its household storage and access solutions. This dual perspective allows her to decode the mechanics of DIY retail decision-making with rare precision.

The publication of this book coincides with a pivotal moment for the Home Improvement sector. The industry is facing unprecedented pressure from multiple directions. More importantly, Origlia’s work does not merely diagnose these challenges; it provides concrete tools to understand them and, crucially, to respond with intent and direction. The author succeeds in cutting through the complexity of these challenges by sharply exposing the true drivers behind buyer decisionmaking.

Across ten clearly structured chapters, she equips readers with the foundations needed to design a future-proof transformation roadmap. The reference book culminates in a powerful threephase retail transformation plan that bridges theory and practice,

guiding suppliers on their journey from transactional vendors to fully fledged strategic partners.

The Funnel Effect

Today’s transformation in DIY retail is shaped by four fundamental forces: geopolitical instability, socio-demographic shifts, climate change, and the accelerating pace of technological innovation. Together, these forces have profoundly reshaped how retailers organise, prioritise, conceive and act.

Some retailers have moved decisively ahead of their suppliers, fundamentally altering traditional power dynamics and collaboration models. This advantage is driven largely by their willingness to share, analyse and exploit data; an evolution increasingly powered by artificial intelligence. The most advanced retailers have thoroughly mastered these pillars and now possess deep insights into consumer behaviour, both in terms of home improvement projects and purchasing decisions.

To acquire and leverage this knowledge, they have invested heavily in sophisticated tools, processes, and systems; elements that Origlia meticulously dissects in the third part of her book. For suppliers, the challenge is not merely to access similar insights, but to align their internal structures and operations consistently with this new reality.

Too often, contends the author, negotiations are still conducted using techniques from the classic “sales trick box,” gradually eroding trust and credibility. Buyers are confronted daily with key account managers, commercial directors or sales agents who, often unconsciously, cling to sometimes outdated negotiation patterns, prompting defensive reactions rather than constructive dialogue.

The real breakthrough lies in understanding and mastering the internal decision-making process of each retail organisation. Origlia captures this elegantly through the concept of the “Expertise Ecosystem.” The supplier’s challenge is to build a counterweight that is equally balanced and equally powerful. Those who successfully navigate this funnel evolve into strategic partners, a status reserved for the happy few.

The Kraljic Matrix

In Part Two, Chapter Four, Origlia provides valuable insight into how retailers systematically map, segment and leverage suppliers using the Kraljic Matrix.

Developed by Hungarian economist Peter Kraljic, the founder of strategic procurement management (Harvard Business Review, 1983), this model segments purchasing strategies along two axes: profit impact and supply risk. Within DIY retail, this framework proves particularly relevant, as each quadrant is governed by specific KPIs, ranging from process costs and margins to purchase prices, inventory turnover, service levels, and out-of-stock ratios.

These metrics enable retailers to respond effectively to seasonality, supply risks, and broader supply-chain disruptions. When combined with category management, the Kraljic Matrix becomes an even more powerful strategic instrument.

Origlia’s analysis is sharp, directional, and engaging. She clearly demonstrates how suppliers can improve their positioning within this framework, while encouraging them to conduct a reciprocal analysis of their retail customers. This surprising “reverse matrix” allows suppliers to prioritise accounts with clarity and deploy resources more effectively. One of the most striking insights from this exercise is that supplier positioning often varies significantly from one retailer to the other, revealing untapped strategic opportunities.

Retail Value Patterns

Chapter Seven represents the true climax of the book: how does a supplier become not just relevant, but indispensable?

Here, Fiorella Origlia unveils the retailer core logic by identifying three dominant value patterns: cost reduction, revenue growth, and risk mitigation.

A View from Europe

Mastery of these three interdependent drivers leads to a pivotal shift; the retailer begins to listen, opens up, and becomes receptive to the ten value patterns through which suppliers can

genuinely create competitive advantage. Amongst these ten proven ways to create meaningful retailer-relevant differentiation are the unique product specifications that competitors don’t offer, manufacturing processes that are really hard to copy, exclusive distribution channels, unique go-to-market strategies and brand heritage that competitors cannot easily replicate. These serve new target groups like seniors or eco-conscious target audiences and add to a unique company culture.

In six clear and actionable steps, Origlia then delivers a practical blueprint for sustainable differentiation.

From Good and Better to the very best option

The Retail Revolution is far more than just another must-read. It can confidently be described as an excellent guide for any supplier determined to avoid strategic blindness and seeking to combine competitive advantage with tangible commercial impact.

Those who embrace its principles can rapidly reposition themselves, reset their approach, and excel on the road to 2026 and further on. This book offers a compelling pathway from old-school and traditional selling to proactive, co-creative development, a logical evolution from simply doing the job to achieving operational excellence across the board.

So yes, magic does exist in DIY retail. May this ambition become reality for many.

The Book, The Retail Revolution, is available on this link via Amazon, www.amazon.com/dp/B0FQK5YJ56, at a preferential rate for readers of The Hardware Journal until 23rd February. Author Fiorella Origlia is contactable by email at fiorella@la-revolution.fr or visit www.la-revolution.fr or on Linkedin: Fiorella Origlia

Fiorella Origlia, author, The Retail Revolution.

Marketing in the USA

Step 3 - Be Chosen: Why customer experience builds long-term value

Customers do not just choose the cheapest option. They choose the business that delivers consistent, memorable experiences. Being chosen is not only about winning today’s sale. It is about creating loyal advocates who return, tell others, and build your long-term brand value.

3 Key Actions

1 Build consistency into every customer interaction, online and in-store.

2 Deliver moments of service that surprise and delight.

3 Do the unscalable at the right times to create brand storytellers who spread your reputation.

Quick Start 30 Day Plan

– Week 1: Write down one simple service promise, such as “Every customer gets a response in under 5 minutes.” Share it with your team.

– Week 2: Add one small, unexpected gesture to every transaction, such as carrying bags to the car or sending a thank you follow-up.

– Week 3: Collect and publish three customer stories or testimonials that show reliability.

– Week 4: Create a simple checklist of service standards and review it with your team weekly.

Small actions compound into long-term loyalty. Even a quick follow-up call or thank you note can create a story customers repeat for years.

Why Being Chosen Matters

– 64% of customers say customer experience matters more than price¹.

– 73% say a good experience is what makes them loyal².

– In Ireland, 77% of people research local businesses weekly³.

In Article 2 we saw how being seen puts you in the conversation. In Article 3 we saw how being known builds recognition and reputation. Article 4 is about what happens next. Once people find you and know you, how do you make sure they choose you? The answer is customer experience.

Two of my favorite books shaped how I think about this. Will Guidara’s Unreasonable Hospitality shows that success comes from thoughtful touches that make people feel seen and valued. Ken Blanchard’s Raving Fans argues that “satisfied customers” are not enough. Both remind us that the real goal is to create loyalty so strong that people cannot help but talk about you.

What Great Customer Experience Looks Like

– Consistency: Every channel, whether in-store, online, or by phone, delivers the same reliable help.

– Responsiveness: Customers never feel ignored. Even a fast acknowledgement builds trust.

– Follow-through: Promises are kept every time. Reliability is proven by action.

– Delight: Small gestures make big impressions. Carry a bag to the car. Offer quick advice. Celebrate a customer’s project publicly.

– Environment: Your store and your team set the tone. Do people leave saying “that was easy and friendly” or “that was stressful and confusing”? A bright, clean store with organised aisles, clear signage, and a team that greets people warmly leaves a very different impression than a dim, cluttered space where customers struggle to find help. The hum of forklifts, the smell of fresh-cut wood, and the difference between being welcomed at the door or ignored all become part of what customers remember.

Customers do not just remember what they buy. They remember how the store made them feel.

Proof from Zappos

Even giant companies lean on the same principles independents have always excelled at. Zappos became legendary not because of shoes, but because of service. Founder Tony Hsieh built the company on the belief that creating happiness would create loyalty. One call lasted more than ten hours. Another time, flowers were sent to a grieving customer.

These acts cannot be done for everyone, but they became stories that spread worldwide. That is the same opportunity local businesses already have. Independents are closer to their customers and can often deliver a more personal touch than any global brand.

Hardware Example: Going Beyond the Transaction

I have seen this same principle play out in hardware. A contractor once arrived late in the day, needing supplies to finish a job before a storm rolled in. Instead of turning him away, the store owner stayed open, helped load the truck by hand, and made sure he had everything he needed to keep working. The job was saved, and that contractor told the story to others in town.

One unforgettable act like that can be worth dozens of new customers. Research shows that customer stories spread faster and last longer than paid ads, because people trust what their peers share far more than what they see in marketing4

The Building Blocks of Being Chosen

1 Be Consistent

Customers want to know what to expect every time they deal with you.

– ROI: A 5% increase in retention can increase profits by 25% to 95%5

2 Be Responsive

Fast acknowledgement shows respect.

– ROI: Responding within 5 minutes makes you 21 times more likely to convert6

3 Be Proactive

Offer guidance before a sale. Publish tips, guides, and videos.

– ROI: 54% of buyers are more likely to purchase from companies that share educational content7

4 Be Trustworthy

Use reviews and testimonials to show that customers consistently choose you.

– ROI: Reviews make customers 3.3 times more likely to convert8

5 Be Memorable

Add hospitality touches that create stories worth sharing.

– ROI: Deloitte found emotionally connected customers are more than twice as valuable as highly satisfied customers9

Creating Loyal Advocates

Being chosen once is not enough. The real opportunity is turning customers into loyal advocates.

Advocates are buyers who do more than return. They share their story. They tell friends and family. They bring others into your orbit. They become your most powerful salespeople.

Small wins are what get you there. A thank you note. Remembering a name. Carrying lumber to a customer’s truck. Celebrating a customer’s project on your social media. These gestures turn a transaction into a story worth sharing.

And stories spread. Advocates multiply because their enthusiasm makes new customers want to become lifelong customers too.

Doing the Unscalable

Not every gesture can be repeated for every single customer. That is the point.

I grew up watching this first-hand in my dad’s hardware and lumber store. He often went above and beyond, no matter how inconvenient. One time, a woman needed materials delivered before a holiday gathering. Instead of waiting for the delivery truck, my dad loaded the order into his personal pickup, drove it out himself, and hand-unloaded every piece into her second-story attic so she could finish the project in time.

That was not efficient. It was not scalable. But it was unforgettable. She told that story for years, and so did we. It became part of the store’s reputation.

Marketing in the USA

Doing the unscalable means choosing moments where you go above and beyond, knowing you cannot do it all the time, but also knowing it will create a story that gets retold.

One handwritten thank you note, one late-night delivery, one follow-up call to check if the job got done. Small wins create stories. And stories create brand storytellers who spread your reputation farther than any advertisement.

The Risk of Standing Still

If you treat service and environment as afterthoughts:

– Customers drift to competitors who make them feel valued.

– Your brand becomes forgettable, competing only on price.

– You miss the multiplier effect of word-of-mouth loyalty.

The Payoff

When you focus on customer experience:

1 Customers come back, again and again.

2 You build long-term brand value that protects margin.

3 Satisfied buyers become lifelong customers who recruit others into your brand.

Tying It All Together

Visibility gets you in the game. Article 2 showed why you must Be Seen because referrals are no longer enough and customers research before they buy. Article 3 explained how to Be Known by building recognition and reputation through consistency, stories, and proof.

What gets you to Be Chosen is how customers experience your business: the consistency of your service, the atmosphere of your store, and the stories you create when you go above and beyond. When you put all three steps together - Be Seen, Be Known, Be Chosen - you move from being just another hardware store to becoming the obvious, trusted, and preferred choice in your market.

Start small this week. Pick one customer and do something they will never forget. That story will travel farther than any advertisement.

Stefanie Couch is the founder of Grit Blueprint, www.gritblueprint.com, a brand and visibility strategy firm helping hardware and building materials businesses become unmistakable category leaders. She created the Grit Blueprint Framework, Be Seen. Be Known. Be Chosen, and combines her family hardware store roots with Fortune 500 sales and marketing leadership to help independent retailers, distributors, and manufacturers grow. Using AI-powered tools such as voice agents, search optimisation, and content automation, she helps clients increase visibility, strengthen customer relationships, and drive measurable growth. Connect with her on LinkedIn or at stefanie@gritblueprint.com

Local retailing in the USA

Defining your OSATOverall Satisfaction Rate

In this series of articles, Gina Schaefer writes about her “Big 5” - the metrics her team uses to track, report on and measure the health of their business.

I bet like us you’ve experimented with a variety of methods to measure customer satisfaction over the years. Methodologies have come and gone, tools and technologies have morphed and improved. And frankly, it’s sometimes too complicated for what we need.

Some of the methods I’ve seen employed include:

– secret shopping programs (both in person and on the phone)

– focus groups held at various intervals – semi-annual surveys with several (or too many) questions – stationing an employee at the door, clipboard and questions in hand

While I think each of these options have merit, we have finally settled on a very simple, easy to administer option on our Big Five scoreboard. We call this our OSAT Score (Overall Satisfaction Rate).

Defining OSAT

Our OSAT score is based on how many customers rate us a 5 out of 5 for their overall customer experience based on a one question survey.

The entire team loves this method of collecting real-time feedback because it’s so EASY. There is nothing to print, to distribute or to collect from the customer.

Cashiers know that every transaction they complete could result in feedback – both positive and negative and that their interactions with the customer put them in charge of this process.

If we all agree that they, meaning the cashiers, are the first and last touch point with a guest, what better way to end that touchpoint than on a high note that can be documented in a few small steps?

How it's administered

The survey is linked at the bottom of the customer’s receipt with the option of going to a URL or scanning a QR code.

That question is “How satisfied are you with the service you received today on a scale of 1 to 5 with five being the highest? You can see from the graphic I have included here that there are multiple questions, but it is the final question that provides the score we focus on.

And while we do get analytics on the other questions, we focus our attention on the overall rank received from the customer.

Data

Collection

The customer is asked to provide their name and contact information but providing those details is not a requirement to complete the survey. We don’t do anything with the contact information beyond using it for any follow-up requested via the survey.

Which leads me to the follow up.

If a customer would like us to contact them regarding the survey or anything else they might have in mind, they do have to provide their contact information. There is no way for us to trace the survey back to any credit card information for contact, etc.

Local retailing in the USA

Customers want to be contacted for three main reasons.

Reason #1

Not surprisingly, I am always touched when someone provides their name and phone number because they want the opportunity to tell us in greater detail how much their shopping experience meant to them. Not only do we get glowing praise to share with the teammate, but we also get a meaningful interaction with a customer which is never a bad thing.

Reason #2

Something went awry and they want to pass on a big frustration or complaint. It happens! We have also found over the years that the faster we follow up, the more likely we are to diffuse the situation and make it right.

Years ago, a wise teammate told me that the best way to deal with an upset customer is to make them believe that they are the most important person in the world to our business and that what they experienced was completely unacceptable. I’ve found that to be a good method when making these calls.

And my husband likes to add “Our job is to make the customer think they are right, even when sometimes they aren’t”.

While that might sound a little cheeky – it’s meant to teach the team that sometimes we screw up and sometimes the customer does. Belittling, arguing or rebutting will get us nowhere.

Reason #3

And the third reason customers provide their contact information could be because they either work for or own a business and they would like to discuss opening a business account with us. These opportunities can also lead to future sales and an ROI that is unanticipated.

Regardless of why we need to follow up, doing so quickly and professionally is our main goal.

Reporting OSAT scores

Our Operations Manager is tasked with reviewing the OSAT scores on monthly store visits with the store Managers and Assistant Managers. We hope those conversations are always positive and, in cases where there is room for improvement, a plan is documented.

Formally, the scores are shared during our monthly leadership team meeting which also includes our back-office team. This is an opportunity for the HR, Finance, Marketing, Buying and Inventory teams to discuss how their roles can improve and/ or support the scoring happening at the store level. That might be the most valuable point here after measuring customer satisfaction. If, for example, the buyer understands that customer satisfaction can be correlated with the items they are stocking (or forgetting to bring in) then they can play a part in elevating the score. The disconnect happens when leaders think that the store managers or cashiers have to provide all the solutions.

Finally, I personally love that comments can be shared with the entire team and can be moments to shine the spotlight on a deserving teammate.

Bonusing for OSAT

Each store manager has a goal of hitting an 85% or better target for each quarter to receive credit in their bonus bucket. We rounded out the year with a score of 86.8% with more than 2,423 surveys received.

One data point to celebrate was the increase in the “Assistance Received” score which rose from 76% in 2024 to 87%meaning 87% of the people who took the survey said they received meaningful assistance.

Trickle down, up and around

A retailer’s week is full with a never-ending task list. Some big, some small. But they all add up to completing responsibilities that help us take care of the customers who help us keep our doors open. Somehow that needs to be measured. We do that with our OSAT score.

We want to service the neighbourhoods we operate in and grow the value of our company which is now owned by 130 or so of our employees. To me, that makes the responsibility that much greater.

Strong team members, leaders and owners are going to have high OSAT scores, because it means that at all levels, we have done the work of connecting us to our purpose.

Good companies are always talking about, thinking about, and working to improve customer service. We are no exception and I think any hardware retailer would nod along to that.

This quote from our CFO summed up the on-going quest to our team perfectly when he said, “If you think you offer really great service, but you have a low OSAT score, then you don't have really great service."

Gina Schaefer, founder of

Ace Hardware stores, is a dynamic keynote speaker with nearly 22 years of experience in community-building and business transformation. She grew her business from one to 13 locations, empowering over 130 co-owners. Gina’s engaging talks focus on creating positive corporate cultures, effective succession planning, and empowering women in business. She inspires audiences with her compelling stories and actionable insights, motivating them to drive change and achieve success in both business and life.

Unlocking the trends likely to define the home improvement industry in 2026

The Home Improvement industry enters 2026 in a very different place to where it stood just a few years ago. The extraordinary demand spikes of the pandemic era have faded, cost inflation and increasing labour costs have reshaped margins, and both trade and retail customers are more time-poor, better informed and far less tolerant of friction.

Across builders’ and plumbing merchants, DIY retailers and specialist distributors, the same challenge keeps surfacing: how to deliver a faster, simpler and more predictable service to customers, while operating in a cost environment that exposes every inefficiency.

Looking across the UK and Europe, six trends are already shaping the markets and as we progress deeper into 2026, they will become impossible to ignore.

1. The Branch Is Being Re-engineered, Not Replaced Predictions of the death of the physical branch continue to miss a fundamental truth: location still matters, and it always will in the Home Improvement sector.

What is changing is not the existence of branches, but their purpose. The most effective branches are no longer designed primarily as stock holding, transaction locations. Instead, they are being reshaped around three core roles: local fulfilment hubs supporting fast availability, problem-solving centres where staff expertise adds real value beyond price, and where relationships unlock long-term loyalty.

Routine transactions including re-ordering, pricing, product specification and basic stock checks are increasingly moving to digital channels. What remains in-branch are the interactions that genuinely benefit from human involvement: product specification queries, product substitution, complex orders and relationship management.

Branch after branch and shop after shop, the same issues remain: product layouts, staffing models and KPIs still reflect transaction volume rather than customer value. In 2026, the re-engineering of branches will become less about cost reduction and more about unlocking productivity. Those who succeed will design branches around speed, fulfilment and expertise, not simply throughput.

2. Convenience Becomes the Battle Ground Price will always matter in the Home Improvement sector, but its relative importance is now beginning to shift. Increasingly, convenience determines the retailer or merchant who wins the order.

Across multiple retail markets, convenience has quietly overtaken marginal price differences as the most reliable driver of loyalty. A customer who saves time, avoids disruption and reduces uncertainty will often accept a small price premium.

However crucially, convenience cannot just be bolted on. Same-day or next-day delivery only works when stock accuracy is high, branch processes and transport capacity are properly aligned, and staff are trained. Poor execution in any one area quickly undermines the entire proposition.

Image created by ChatGPT.

In 2026, convenience is no longer just a tactical initiative, it’s a strategic discipline and those who still treat it as an add-on will feel it in lost share and ultimately eroded margin.

3. Digital Maturity Becomes the Industry’s Dividing Line

Most retailers and merchants now have some form of digital ordering capability. What matters is how deeply digital is embedded into the operating model. In 2026, the gap between digitally mature businesses and digitally superficial ones will be impossible to hide.

Digitally mature operators use their platforms to reduce manual workload in branches, improve pricing discipline, strengthen customer retention through ease of use and increased share of wallet from existing accounts. Their systems are properly integrated with their ERP, pricing, credit management and fulfilment operations, allowing data to flow cleanly across the business.

Less mature organisations still rely heavily on phone calls, emails and manual intervention for basic tasks. This creates unnecessary friction for customers and absorbs valuable staff time that could be deployed far more productively.

Digital is no longer an experiment, a pilot or a side project. It is an operational requirement and in 2026, it becomes a margin protection and efficiency tool, and those who fail to recognise this will find themselves increasingly exposed.

4. Data is a Strategic Asset

In 2026, data is increasingly being used to support practical, day to day commercial decisions, including local range optimisation, more accurate demand forecasting, identification of unprofitable business, smarter credit management and better-informed supplier negotiations.

Crucially, this shift does not require complex platforms or investment in AI; the biggest gains come from improving the visibility of existing data, consistency and discipline.

A recurring challenge in our industry is always data quality. Inconsistent product descriptions, product and case dimensions, fragmented customer hierarchies and unclear pricing structures all limit the value data can deliver. Too many businesses rush toward sophisticated analytics before addressing these fundamentals and we all know the old IT adage ‘garbage in and garbage out’.

Those who invest time and resource in getting the basics right will unlock competitive advantage from the existing information they possess. In 2026, data will quietly become one of the most valuable assets on a company’s balance sheet.

Steve Collinge

5. Range Rationalisation Becomes a Profit Strategy

In 2026, we’ll see more businesses adopting a disciplined approach to range, characterised by fewer overlapping SKUs, deeper availability on core lines, clear good-better-best architecture and greater localisation by branch or region.

This is not about limiting customer choice; it is about respecting how customers actually buy. Carrying excessive range ties up valuable working capital, increases operational friction and often results in poor availability of the products that customers matter most.

For suppliers, this shift raises the stakes. Gaining in-store listings becomes more competitive, but also far more meaningful. Those who can demonstrate excellent availability, consistent quality and genuine commercial partnership will stand out. Range rationalisation, done well, is not defensive, it is one of the most underused profit levers in the sector.

6.

People and Expertise Become the True Differentiator

In 2026, basic order-taking will continue to decline as a primary function. What increases in importance is problem-solving capability, the ability to help customers navigate product choices, technical challenges and time constraints. This shift places greater emphasis on staff training and product knowledge, clear role definition, empowerment rather than supervision and the retention of experienced staff.

The risk lies in digitising existing processes without redesigning team roles. When people are left managing exceptions without clarity or authority, frustration and attrition quickly follow.

The opportunity is significant. Businesses that redeploy experienced teams toward higher-value customer interactions, such as product specification support, project inspiration, guidance and account development, strengthen customer relationships in ways that technology alone cannot replicate.

The Strategic Choice in 2026

These six trends are not independent forces; they actually reinforce each other. Digital maturity enables better data - better data supports range rationalisation - range rationalisation improves convenience. Convenience strengthens relationships - strong relationships allow people to deliver more value.

The strategic choice facing Home Improvement businesses in 2026 is whether to acknowledge these shifts and act decisively, or to continue operating with structures and assumptions inherited from an era that has now passed.

Those who move with clarity, re-engineering their branches, prioritising convenience, developing their digital capability, leveraging their existing data, rationalising ranges and empowering their people, will define the next phase of this industry.

Those who hesitate will find 2026 far more challenging than it needs to be, not because the market is slow or broken, but because their operating model is.

Steve Collinge is an international speaker, retail commentator and industry influencer. He is Managing Director of Insight Retail Group Ltd and Executive Editor of Insight DIY, and works extensively with merchants, brands and suppliers across the UK and Europe to help successfully digitally transform their businesses.

HAI Training Schedule - Spring 2026

Places are filling up fast on HAI’s classroom/virtual training schedule for Spring 2026.

Our Spring training schedule kicked off with the inaugural B2B Supplier Sales: How to Sell at Trade Shows virtual workshop on January 28th.

The session brought together sales reps from across the sector preparing for The Hardware Show 2026 and other key trade events this year. This interactive half-day workshop focused on practical techniques to attract decision-makers, structure effective stand conversations and generate quality leads.

Thank you to all who participated and contributed to a highly engaging and productive start to the programme.

The lost art of listening

We live in the noisiest era in human history, and yet one of our most important human skills is quietly disappearing: the art of listening.

Listening is now firmly established as a leadership essential, a must-have ‘soft skill’. It appears in values statements, engagement surveys, CVs and competency frameworks. Leaders are encouraged to listen more, seek feedback and create space for voices. And yet, beneath the language, a more uncomfortable question remains: Are we really listening?

Most of us believe we are good listeners. We may stay quiet while others speak. We nod, make eye contact, offer reassurance. But internally, something else is often happening. We are forming opinions, making assumptions, preparing responses, or moving quickly towards solutions. Or perhaps thinking about something else entirely.

It’s not just a workplace issue. Many of us have asked a loved one, “How was your day?” while already preparing to talk about our own, only then to be asked “Are you listening to me?” We may be hearing the words, but our presence is elsewhere.

Now consider what it feels like to be on the receiving end. Think of a time when someone interrupted you, spoke over you, finished your sentence or quickly told you what you should do. Did you feel valued? Heard? Supported?

In coaching conversations, people often describe this experience as ‘pushing water up a hill’. When it happens repeatedly, they rarely speak louder; instead, they become quieter. They stop caring as much. Research in 2025 shows that 75% of employees who felt unheard were less engaged and effective in their work, with clear business consequences.

This disengagement is a simple human safety response. Feeling ignored or dismissed does not invite contribution. Over time, people stop trying. In organisations, the quietest voices are often not those with the least to say, but those who have learned that speaking up is not worth the effort.

Now imagine a colleague knocking on your door asking, “Have you got a minute?” You’re under pressure, working to a deadline, already stretched. Before they speak, your thoughts may jump to I don’t have time for this.

Imagine that colleague is there to hand in their notice. A distracted response, swift acceptance, or quick return to your screen may close the conversation immediately. They leave feeling unheard.

What you may never discover is that they didn’t want to leave. They wanted development, challenge, progression, or simply a conversation about their future. Instead, you’re dealing with recruitment, training and lost momentum - all rooted in a moment where not listening closed a door rather than opened one.

Now imagine your first thought when they knocked the door was I hope everything’s okay. Your instinct is to fix, to help. Michael Bungay Stanier describes this as our Advice Monster - the part of us that leaps into action the moment someone appears to have a problem. The urge is understandable. It makes us feel useful. But it also shifts attention away from the person in front of us.

Coaching brings something distinct here. It develops the discipline of listening: managing reactions, suspending assumptions, and listening beyond words, including what is left unsaid. People are not rushed towards solutions. They are given space to think, reflect and feel understood. Often, clarity emerges not from advice, but from being deeply heard.

The good news is that listening can be practised. It begins with small shifts: choosing curiosity over certainty; asking questions instead of offering solutions; allowing silence to do some of the work. I’ve always liked that silent contains the same letters as listen. Or simply asking “Tell me more” is enough.

In our world that is louder, faster and more distracted than ever, listening is not a soft skill. It is a critical one. Because the quality of our listening shapes the quality of our conversations, our relationships, our leadership and our culture.

And perhaps the most useful question for any leader is not, “Am I listening?” but, “What is it like to be listened to by me?”

You can book Claire’s upcoming “Core Coaching Skills for Managers and Leaders” Workshops on page 50 or contact Claire at www.clairekelly.ie or at hello@clarekelly.ie

Bid to win

How best to win a public tender

Tendering for public contracts is often considered as a chore – a menial and often solitary task that is seen as complicated, cumbersome and unlikely to deliver a profitable outcome. In many cases this is because companies are not aware that professional advice on tendering is available: we offer such support.

Companies that win tenders on a regular basis have a different attitude. They use the leverage of their track record, feedback from unsuccessful bids and pricing strategies to pitch to win: and they do on a regular basis.

The difference in approach is quite apparent when someone like myself as part of a tender evaluation team reviews and scores submissions.

The winning bid usually correctly understands and interprets the public body’s requirements and puts forward a comprehensive solution that goes beyond mere compliance. Clear project plans and a fully justified and resourced delivery team are convincing. Smart tenderers have a working knowledge of their competitor’s pricing strategies.

The company that does not see the strategic value of tendering goes through the motions without doing any basic research, cuts and pastes a tender submission that scores badly, ignores feedback, and continues to quote at an uncompetitive level. If there is no commitment at senior management level poor quality bids get the same response: "Dear Sir, I regret to inform you"…On the other hand, where there is senior management support a company’s ‘Win Rate’ improves.

Up your game

Where does your business fit in the tendering game?

Are you a total novice? Or a business that secures a significant proportion of its turnover from public contracts? Let’s look at the main reasons why some companies are more successful at tendering than others.

The Market:

Including commercial semi-State companies, tenders valued over €25 billion for works, supplies and services were advertised in Ireland in 2025. If one counted the value of the Northern Ireland market and National Development Plan commitments, tenders to a value of some €150 billion can be expected to be awarded over the next five years. So there is a growing and predictable market. Successful tenderers are the ones that carry out forensic research about expenditure

DR PETER BRENNAN Director, Bid Services/Public Procurement Services

trends in their sector. For example, if you are in the retrofitting industry do you know how much is planned to be spent on public buildings over the next five years and by whom? This is publicly available information. Start researching as to how you can meet the senior officials who have a mandate to spend.

Your solution:

In proposing a bespoke solution you need to have a comprehensive understanding of what is being procured and why. The public sector is risk adverse. So if you delivered a comparable solution that is proven the likelihood of that option finding favour is high: provided of course you communicate its benefits and features clearly. Drawing on previous successes is the surest way to gain more public sector work.

The maths exam:

All tenders are scored. The company with the highest score wins. Simple, really. That said, it is easy to lose marks. Tender evaluators will deduct marks, for example, if you did not fully address an award criteria in sufficient detail; or if parts of the guidance provided were ignored; or if the communication of your messages was messy and not compelling. To get in the ballpark of an A+ score appoint a bid writer. As a priority find someone in the business who actually enjoys writing and is comfortable with getting familiar with the nitty gritty of what can be complex tender documents. The secret sauce in bidding is to have a skilled bid writer on your team.

AI:

The majority of tenderers use AI to support their tender submission. AI can identify win themes; draft content; identify key risks; and indeed highlight many other essential ingredients for a potential winning bid. Yet we have not seen one successful tender that relied entirely on AI. The reason being that AI, at least insofar as tendering is concerned, should be seen as an enabler and nothing more. Your prospects of winning will be enhanced not by AI, but by applying your judgement and especially the constructive feedback you get from unsuccessful bids.

Make a profit:

What was the profit margin on the last public contract that you won? Don’t know? Then you have a problem. As in the private sector, you will not win unless your price is competitive. Rely on feedback in pitching a price. Beware that the typical profit margin on public contracts is much lower than in the private sector.

The rules:

Because we are in the Internal Market, procurement is governed by rules set at EU level. To win you need to have a firm grasp of the Rules of the Road. If your business is covered by a regulator you must comply with set standards and operating procedures. Tendering is no different.

eTenders:

All contracts valued over €50,000 are advertised and managed on eTenders, the Government’s public procurement portal. In my experience, many companies are not fully registered on eTenders, www.etenders.gov.ie. If you are correctly registered you will get a push notification every time a tender goes live in relation to the categories you have identified. You must master eTenders’ functions as all tender submissions have to be uploaded onto this platform. We can support you with navigating eTenders.

Below the radar tenders:

No one will confirm it, but we estimate that the vast majority of tenders in Ireland are valued under €50,000 and are usually sent to just three potential bidders directly and are not advertised to the wider market on eTenders. Purchasing Managers/Budget Holders have total discretion as to whom the tender will be sent to. It is in your control as a business to target these decision-makers. If public sector tendering is a priority it would be a good idea to develop a contacts database

Business Support

of the key public sector officials who are responsible for your line of business. And network with them. We can help you source the decision-makers.

Training and know-how:

Like with any business, it is important to keep up to date and build up your know how. A significant reform of procurement is in the offing. So track developments on the website of the Office of Government Procurement, www.gov.ie/ en/office-of-government-procurement/. New rules on sustainability were announced last July. With at least 5% of award marks now allocated to green public procurement do you know how to get an A+ in this area? On our website, www.bidservices.ie, you can access (free of charge) a nine-module Tender Excellence Training Programme. We have also published podcasts on current topics, including Green Public Procurement. We have published the only textbook on tendering on the island of Ireland: Public Procurement: Rules of the Road (available on Amazon)

Find out more:

We can provide professional tendering support to members of HAI. With our assistance, our clients win most of the tenders they bid for. Not a bad track record.

Contact Roisin Mallon for an initial consultation at roisin@bidservices.ie

Digital signage in Irish hardware: Turning footfall into higher basket value

Hardware retail has always been built on strong fundamentals: knowledgeable staff, trusted local service, and products customers genuinely need. But in today’s market, even the best-run stores are under pressure. Customers are shopping around more, margins are tighter, and competition for attention has never been higher.

That’s why digital signage is quickly becoming one of the smartest tools available to hardware retailers - not as a “nice-to-have”, but as a practical way to improve customer conversion, increase basket value, and create new supplier revenue streams. And importantly, for many hardware stores, digital signage is still at an early stage, which means the opportunity is wide open for retailers ready to lead rather than follow.

Why digital signage works in hardware

Hardware retail is uniquely suited to digital signage because customers often need prompts, reassurance, and reminders while they shop. Many purchases are planned, but just as many are influenced in the moment:

– “Do I need the stronger adhesive?”

– “What’s the right paint for this job?”

– “Should I grab gloves, goggles, mask?”

– “Is there a winter deal on salt or fuel?”

In other words, customers are constantly making decisions in-storeand digital signage helps guide those decisions at exactly the right moment.

Unlike printed Point of Sale, digital signage allows you to change messaging instantly, run targeted supplier campaigns, support seasonal ranges, and communicate service offerings clearly, without cluttering the store environment.

Seasonal selling: the right message at the right time Hardware retail is heavily influenced by seasonality and real-world events: weather shifts, storms, cold snaps, gardening peaks, and DIY periods. Digital signage allows retailers to react quickly with relevant messages, such as:

– “Storm season essentials” (torches, batteries, generators, power banks)

– “Winter heating and comfort” (insulation, draught proofing, dehumidifiers)

– “Safety reminders” (PPE and ladder safety)

– “Weekend DIY bundles” (paint + rollers + tape + dust sheets)

It also allows retailers to tailor content by day, time of day, location, or even department, helping stores run smarter promotions that match customer behaviour.

The golden mile: countertop digital signage at the point of decision

One of the most exciting developments for hardware retail is the rise of small countertop digital signage - compact screens designed

GARRY DOYLE Managing Director, Mercury Retail Services

specifically for the golden mile, right at the counter where buying decisions are finalised. They’re also an ideal, cost-friendly way to introduce digital signage to your store without a major upfront investment.

Mercury Retail Services now supplies 15.6” countertop portrait digital signs, mains or battery operated, managed via a central content management system. For under €500, retailers can have a complete countertop digital signage solution including CMS access, giving them the ability to update messaging instantly and run promotions professionally. These screens sit neatly beside the till or service counter and can be used to drive fast-moving, high margin add-on sales. This is one of the highest-impact placements in the entire store because it’s the one place every customer passes through. If you’re looking to increase basket value without disrupting the store layout, countertop signage is an easy win.

Supplier promotions and “share of voice” revenue Digital signage isn’t just a cost - it can become a revenue generator. Many hardware retailers are now exploring the option to offer suppliers paid share-of-voice, where key brands feature on screens for a defined period.

This supports supplier partnership funding while keeping promotions consistent, professional, and measurable. Instead of multiple paper posters competing for attention, retailers can run clean, rotating campaigns that look modern and drive higher conversion.

Simple rollout, big impact

For retailers sitting on the fence, the key thing to understand is that digital signage doesn’t need to be complicated.

A good rollout typically starts with:

1 One high-impact screen near the entrance or promotional zone

2 A clear seasonal campaign plan

3 A counter “golden mile” screen to drive add-ons

4 A system that makes content changes quick and easy

Content can be fully managed by the retailer, by Mercury Retail Services, or a mix of both. The most important rule is consistency: a screen that changes regularly stays noticed. A screen that doesn’t, becomes wallpaper.

Our state-of-the-art content management system now manages nearly 50,000 hours of content in Ireland every day, supporting a wide range of nationwide and local brands.

To explore how digital signage can drive higher basket value and stronger customer conversion in your hardware store, contact: Garry Doyle, Managing Director, 01 281 8110, sales@retailservices.ie or visit www.retailservices.ie

SEAN QUIGLEY Quigley Coaching & Consulting

What is Corporate Governance?

Corporate Governance is key to business success

Corporate governance is a broad term that includes the oversight of an organisation’s business by its board of directors. It has become more important in recent years as businesses have become larger and more complex. Corporate governance applies to many different types of organisations, including small businesses. The question you may be asking yourself is whether corporate governance applies to your small business? The answer is yes.

Why Is Corporate Governance Important for your Business?

While small businesses may not be as complex as a large corporation, they still benefit from good corporate governance practices. At its core, corporate governance refers to the systems, structures, and processes that guide how a business is directed and controlled. It encompasses everything from decision-making mechanisms to internal checks and balances that ensure a company is operating transparently, ethically, and in line with its objectives.

Many organisations have a board of directors who have ultimate responsibility for ensuring effective governance is in place. For many this responsibility is enshrined in company law and other legislation. However, for some small businesses, corporate governance might not involve formal boards or complex compliance teams, but the principles remain the same.

What is the role of a board of directors in corporate governance?

The board of directors is responsible for overseeing the management of the business and ensuring that it complies with all applicable laws. They also have a fiduciary duty to act in the best interests of all stakeholders and customers. Typically, when businesses run into difficulty, the root cause can often be traced back to weaknesses in corporate governance. And when this happens the focus will be on the role of the board. Ignorance is no defence! The consequences can be extremely serious.

Corporate governance can help to ensure the continued success of the business and its employees. Some of the key areas that corporate governance can impact include:

– Financial stability of the business;

– Leadership and management of staff;

– Risk identification and mitigation;

– Compliance with relevant legislation or regulation (for example, tax laws).

Corporate governance helps small businesses create and delegate proper authority within your business – this helps your staff understand which decisions they can and can’t make on their own.

Corporate governance also means developing policies and procedures to help you meet your business goals. Procedures help communicating steps to achieve goals for your staff, and proper policies should complement your business goals and objectives.

Good policies and procedures provide at least three beneficial outcomes in a business:

1 They provide legitimacy to a decision;

2 They guide behaviours through an agreed process;

3 They reduce risk within your business.

Key Principles of Corporate Governance

The foundation of any good governance strategy lies in a few universal principles that apply regardless of size or sector. These principles include:

– Accountability: Ensuring those in leadership positions are answerable for their decisions and actions.

– Transparency: Promoting open communication and access to accurate information for internal and external stakeholders.

– Fairness: Treating all stakeholders equitably. This includes employees, customers, suppliers, and investors.

– Responsibility: Upholding ethical business practices and acting in the best interest of the company and its stakeholders.

– Risk management: Identifying and mitigating potential threats to the business proactively.

– Compliance: Adhering to legal, regulatory, and industry standards.

No matter what the size your organisation is, every business can benefit from having good corporate governance practices. Ultimate responsibility for that resides with the board.

In my experience too many boards come up short in their effective oversight and governance. Generally, this is not through a lack of willingness to do the right thing, but through a lack of knowledge and awareness of what they need to pay attention to.

For more information about Corporate Governance training or consultation for your organisation and management team, contact quigleyseanj@gmail.com

Energy costs after the storm: What 2025 really taught hardware retailers

Last winter was calmer than the one before it. Energy prices didn’t dominate headlines, emergency supports faded, and retailers assumed the worst had passed.

That assumption is understandable - but risky - a shift to a new operating reality. Prices eased, but volatility did not. Bills stabilised, but unpredictability remained. For hardware retailers, energy has quietly transitioned from a background utility to an operational variable that rewards attention and punishes neglect.

The Lesson Most Retailers Missed

The defining feature of 2025 wasn’t how high prices were, but how unevenly they impacted retailers.

Two stores of similar size and trading hours could receive vastly different bills. And it wasn’t down to the supplier - it was exposure: contract type, heating control, demand peak, and usage patterns.

Retailers who understood when and how they used energy adapted quickly - and saved. Those focused on unit rates wondered why lower prices didn’t bring lower bills.

That gap is now structural.

Energy costs are no longer dictated by total consumption, but by when electricity is used and how exposed the business is to volatility – a significant shift from pre-2022.

The Quiet Compounding of Margin Pressure

Energy will not surpass labour or stock as a retailer’s largest cost. But it has one dangerous characteristic in a tight-margin environment: it compounds quietly.

A small inefficiency repeated across long opening hours, cold weather periods, and multiple stores erodes margin relentlessly. It can’t be renegotiated mid-term, flexed day-to-day, or easily passed to customers.

Last year showed how quickly these inefficiencies accumulate.

Independent retailers are especially exposed. With fewer internal resources and less buying power, they face a higher risk of sitting on poor-fit contracts or unmanaged heating and demand. For multisite-operators, a small inefficiency replicated across several locations becomes material very quickly.

The

False Comfort of “Stable Prices” Complacency is now the sector’s biggest risk.

Energy markets may look calmer, but the drivers of volatility are embedded. Grid investment, network constraints, and the electrification of heat and transport are raising the sensitivity of energy bills.

Waiting for “clarity” or more price stability before acting means carrying avoidable risk. Once volatility returns to the headlines, options narrow and decisions become reactive.

What Better Positioned Retailers Did Differently

Retailers who ended last year in a stronger position tended to share three behaviours:

1 They treated contracts as commercial decisions.

Renewal timing, flexibility, exposure to peak pricing, and risk tolerance were all actively questioned.

2 They moved beyond efficiency into control.

Most retailers have already upgraded lighting. The next stage of savings comes from heating schedules, zoning, and avoiding high-cost periods. These changes require attention, not major capital.

3 They invested in visibility. Even basic metering changed behaviour quickly. Once managers could see when energy was being used, waste became obvious and action became easier.

None of this required complex systemsonly focus and follow through.

A Real Example from the Irish Market

A midsized retailer with several stores reviewed energy annually, had upgraded lighting, and paid bills on time. On paper, nothing seemed wrong.

Once usage data was analysed, two issues surfaced:

– Heating was running long before opening and long after closing.

– Peak demand often coincided with network charge periods, inflating bills regardless of the unit rate.

By adjusting heating schedules and managing loads more proactively, the retailer reduced costs significantly - without changing supplier or investing heavily in equipment. Savings came from control, not cheaper electricity.

That distinction matters.

Three Questions Every Hardware

Retailer

Should Ask Before Next

Winter

1 Do we know when our peak demand occurs?

If not, the business is exposed to charges it cannot see.

2 Are we optimising contract structureor just chasing the headline rate? Price matters, but risk matters more.

3 Are heating and energy systems aligned with trading reality? Many stores heat empty buildings longer than they heat customers.

Energy Is Now an Operational Discipline

Energy management is not a technology challenge or an ESG exercise. 2025 showed that it’s an operational discipline - just like stock control or labour planning. Top performing retailers treated energy as something to review, question, and adjust. Energy volatility is no longer exceptional. It is part of the operating environment. For Hardware Association Ireland members, the message is clear: energy is a lever. And how deliberately it is managed will shape performance in the year ahead.

KARINA KELLY Enterprise Development Lead

Accelerating AI Adoption for the Hardware Sector

“It was an excellent experience. I would recommend this program to anyone looking to explore AI solutions tailored to their specific needs.”

- Conor Fitzsimons, Woodies DIY

Across the hardware sector, the conversation around the use and benefits of artificial intelligence has grown significantly, yet many businesses remain unsure how to take the first step. To address this, Hardware Association Ireland and Galvia AI are launching the 2026 AI Adoption Accelerator - a focused three-week programme built for HAI members who want to understand where AI can support their business and how to begin in a structured, low-risk way. The goal is simple: to provide confidence, direction, and a commercially relevant starting point for AI adoption.

About Galvia AI

Galvia is a Galway-based company delivering AI solutions to businesses across Ireland, the UK and Europe. The Galvia platform connects a businesses siloed data from sales, inventory, customers, suppliers, finance, marketing, etc. into a single view. From this unified foundation, it provides real-time analytics across KPIs, inventory, and customers, and more importantly, AI-driven predictions and actionable alerts and prompts - supporting faster, better decision-making to drive revenue and growth.

The Accelerator: A Practical and Accessible First Step in AI

The AI Accelerator is guided by a clear principle: AI delivers meaningful results when it is grounded in commercial objectives, not technology for its own sake.

The programme blends group learning, individual guidance, and hands-on data review to give participants genuine insight into AI’s potential. During the Accelerator, members work with Galvia’s AI specialists to identify where AI can unlock measurable value in their business.

Week 1: Group Workshop (In Person)

A half-day session covering AI foundations, practical business applications, legal considerations, real-world case examples, and a hands-on workshop where participants begin drafting an AI Opportunity Statement tailored to their organisation.

Week 2: Individual Data Discovery Session (Online)

A two-hour one-to-one session to refine your AI Opportunity Statement, clarify objectives, define success measures, and review existing systems and data. The output is a concise summary document and a clearly defined AI Opportunity Statement aligned to a specific commercial priority.

Week 3: Data Review and Feasibility (Online Under NDA)

Participants may share a sample of data with Galvia in advance of this two-hour session. Galvia’s technical team reviews the data and presents a data-led demonstration to illustrate potential value and feasibility. Participants complete the session with a validated, actionable starting point for an AI project.

“Galvia’s Accelerator was invaluable as an introduction to the world of AI. It explained in user-friendly terms how we can use AI to drive our business forward in the coming years, and gave us a roadmap of next steps to take.”

- Tom Millen, Bents Garden and Home, UK www.bents.co.uk

Connect With Galvia at The Hardware Show

The Galvia HAI AI Adoption Accelerator begins on 21st April and is limited to ten places. The Galvia team will be attending The Hardware Show, where members can learn more about the Accelerator and the Galvia platform. Alternatively, you can contact Karina Kelly on karina@galvia.ai

Video: Watch an introductory message from John Clancy, CEO, Galvia AI https://drive.google.com/ file/d/1QcBllCoIrdW2bkzDyiz khRD_7vmDg9yl/view

Across the hardware sector, there’s growing interest in AI, but also uncertainty about where to start and what will genuinely deliver value. That’s why we’ve partnered with HAI to launch the AI Adoption Accelerator for 2026, starting on 21st April

This is a focused, three-week programme designed as a practical, low-risk first step. It helps you understand where AI can support your business commercially, what data you already have, and what a realistic starting point looks like.

We have 10 spaces available on the programme. We’ll be at The Hardware Show on Stand J1 on the 15th and 16th of February, but if you’re interested now, we’d love to speak with you ahead of that.

You can contact Karina at karina@galvia.ai to learn more or to discuss whether the Accelerator is a good fit for your business. We hope to speak with you soon.

Turning seasonal buyers into loyal hardware customers

For hardware retailers, peak trading doesn’t arrive just once a year. While many sectors focus on festive surges, hardware has its own rhythm, driven by weather, project cycles, and seasonal demand. Spring in particular is a high-intensity period, with increased demand for garden equipment, building materials, tools, and home improvement supplies.

When one seasonal peak rolls straight into another, it can feel like there’s little time to pause. But even during busy periods, at Magico we find that the retailers who step back to assess, learn, and refine are the ones best positioned to grow sustainably.

Based on firsthand experience working with hardware retailers, Magico’s Customer Success team has identified practical strategies for using seasonal peaks to strengthen customer relationships

1. Capture Insights While the Season Is Still Active

Seasonal peaks provide valuable, real-world insight into how your business performs under pressure. The key is capturing those lessons while they’re still fresh.

Ask questions such as:

– Which product categories moved fastest during the season?

– Which products, promotions and offers performed best?

– Were there recurring stock issues, delivery delays, or customer pain points?

Hardware retail is highly practical and needs-driven. Even minor inefficiencies during a peak can have a much larger impact than expected. Recording these insights in real time ensures they’re not lost once attention shifts to the next busy period.

2. Acknowledge Customers During HighDemand Periods

During seasonal peaks, customers are often task-focused. Whether they’re trade professionals working to deadlines or homeowners tackling home improvement projects, they value efficiency but they also remember good service.

Acknowledging customers during or immediately after a peak period helps reinforce loyalty:

– Thank customers for their business via email or SMS

– Offer a small follow-up incentive such as a once off promotional code

– Provide trade customers with tailored acknowledgements or account-specific offers

These gestures don’t interrupt busy operations, but they help differentiate your store from competitors competing for the same seasonal spend.

3. Retain Seasonal Shoppers Beyond the Immediate Need

Many customers who shop during seasonal peaks are mission-driven, they arrive with a project in mind and leave once it’s complete. The opportunity lies in turning those one-off visits into ongoing relationships.

Hardware retailers can re-engage customers by:

– Sending follow-up communications with product care advice or safety guidance

– Recommending product add-ons such as accessories or maintenance items

– Offering reminders tied to seasonal upkeep or future project planning

– Encouraging sign-ups to trade accounts

By offering practical, helpful information, you position your business as a trusted partner rather than just a supplier.

4. Refresh Messaging Without Slowing Momentum

Even when trade remains strong, it’s important that in-store and online messaging evolves with the season.

Spring and early summer are ideal times to:

– Update signage and displays to reflect current projects and conditions

– Rotate featured products based on demand patterns

– Adjust tone of voice from urgency to guidance and inspiration

Messaging such as “Spring Projects

Sorted,” “Tools for the Season Ahead,” or “Built for Busy Months” speaks directly to customers’ needs without requiring a lull in trading.

5. Plan Ahead While Demand Is Visible

One of the biggest advantages of reviewing performance during an active season is clarity. Demand patterns, staffing pressures, and stock movement are visible in real time.

Use this period to:

– Refine stock forecasting for future peaks

– Identify products that justify deeper ranges or earlier ordering

– Improve click-and-collect, delivery, or in-store workflows

– Set priorities for automation, merchandising, or staff training

Even incremental improvements made now can reduce pressure during the next seasonal surge and improve customer experience when it matters most.

Making Seasonal Peaks Work Harder

Busy periods are inevitable for hardware retailers, but the real advantage lies in what’s learned from them. By capturing insights, strengthening customer relationships, and refining operations while demand is high, retailers can turn each peak into a stepping stone rather than a stress point.

At Magico, our experience working closely with Irish hardware retailers shows that combining seasonal insight with the right eCommerce strategy consistently drives online growth, stronger loyalty, and long-term commercial resilience.

The most successful hardware retailers aren’t just reacting to seasonal demand, they’re using it to build stronger, more resilient businesses year after year.

Visit www.magico.com for further information.

Leading the way in Ireland

With over half a century of experience, Pipelife is one of Ireland’s leading manufacturers and providers of plastic piping systems. They specialise in the extrusion of polyethylene (PE) pipes and offer industry-leading products for the heating and plumbing, water pressure, electricity, cable ducting, gas and agricultural sectors.

In 2025, Pipelife expanded its product portfolio and market footprint through the acquisition of MFP. This strategic move was an excellent fit for Pipelife Ireland’s extensive catalogue, enabling them to strengthen their offering in roofing, rainwater, and exterior cladding systems. As a result, they have significantly increased their sales presence across Ireland, the UK, and Mainland Europe, reinforcing their position as a leading solutions provider in the building industry.

Offering the systems you need

With its extensive selection of rainwater systems, Pipelife is also a household name for premium PVC-U roofing products for new construction and home renovation projects. Thanks to Pipelife’s reputation for high-quality finished products, technical excellence and competitive pricing, the company has become one of the leading suppliers of PVC-U plastic building products.

Their selection of fascia boards is used to cover existing timber in new construction projects, complete replacements, and renovations. their PVC-UE Cladding Systems can be installed vertically, horizontally, or diagonally over brick, block, masonry, and timber-framed walling to provide a stylish and protective external facing for structures.

uPVC fascia, soffit, window boards, external cladding, and gutter systems are just a few of the many products Pipelife provide. Their materials come in a broad range of profiles and colours to fit any construction project and provide homes, businesses, and industrial structures with character and unique identity.

They also boast an extensive range of rainwater systems – Xtraflo, Niagara, Hi-Cap, Half Round, Square and MiniFlo - with a wide choice of traditional and modern profile designs, as well as a range of colours to suit all tastes and applications.

Some examples of these are:

– Hi-Cap, a semi-elliptical profile with a high capacity suitable for large roof areas.

– Niagara Ogee, a traditional Ogee-style profile - probably one of the highest capacity domestic PVC - U Rainwater System on the market.

– XtraFlo, a 170mm semi-elliptical System, for large Commercial/Industrial buildings, which links to a 110mm downpipe system.

The Pipelife Roofline product line is rounded off with a wide variety of rigid PVC-UE construction profiles and co-extruded cellular foam.

Looking to the future

An initial capital investment of €30 million is now well underway to expand and upgrade their production facility at Little Island, Cork. Once completed, it will rank among the most modern facilities within the Pipelife Group. By the end of 2026, 35 stateof-the-art extrusion lines equipped with the latest automation technology will be operational, delivering an annual production capacity of over 45,000 tons.

This unprecedented investment in machinery, equipment, staff, and services sets a new benchmark for the industry in Ireland and positions their operations as a world-class manufacturing hub for years to come. It also reinforces Pipelife’s long-term commitment to the Irish market, ensuring that their size, modernity, and extensive product range continue to make us a highly desirable supply chain partner for leading builders, installers, and merchant groups nationwide.

Contact us

If you would like more information from a member of their team, please call +353 (0) 21 451 0600, 021 488 4700 or email them at ireland@pipelife.com. You can discover the full product range at www.pipelife.ie and www.pipelifeeco.ie

Wavin rainwater systems help Irish merchants keep projects moving

Spring is around the corner, and with it comes the risk of heavier, prolonged rainfall meaning both contractors and homeowners want dependable guttering that’s quick to specify and easy to install.

Wavin’s guttering includes hydrodynamic running outlets that can handle up to 30% more rainwater than other similarly sized systems, ideal for managing higher flows without overcomplicating the design.

The range also uses wide, retained seals designed to deliver a secure, watertight fit, while allowing flexibility for thermal movement, a practical reassurance for customers given Ireland’s variable conditions.

Wavin fittings feature concealed sockets to hide rough cut downpipe ends for a cleaner finish, and the ‘Flexiclip’ seal jointing mechanism is designed to make it easier to connect gutter units to fittings using an expansion line and stopper for repeatable installation.

Wavin offers a portfolio of six rainwater gutter profiles suited to a wide mix of customers, from one-off self-builds and retrofits to larger residential schemes and commercial projects:

High Capacity Domestic Systems

– StormLine – an ogee profile with a high front edge to manage intense flows; serves roof areas up to 254 m² with one downpipe; compatible with hidden hanging brackets and connects directly to Wavin square or round downpipe

– DeepLine – a semi-elliptical system, serving roof areas up to 299 m² with one downpipe; available in Anthracite Grey for contemporary builds.

Standard Capacity Domestic Systems

– SquareLine – a square-profiled system for domestic applications serving roof areas up to 178 m² with one downpipe.

– RoundLine – a half-round profile which serves roof areas up to 163 m².

Industrial and Commercial Profiles

– SuperLine and RoofLine – these profiles are suited to industrial and commercial use offering high volume removal rate that can serve roof areas up to a maximum of 317 m2 with one downpipe.

Declan Conlon, Sales Director at Wavin Ireland, said: ‘Wavin’s gutter range offers solutions for many building types and capacity requirements. Ease of installation, aesthetic features and product resilience means merchants can offer an excellent solution to customers.’

To find out more about Wavin’s rainwater guttering range, visit www.wavin.com/ie

Wavin announces further additions to new Tegra 600 Inspection Chamber range

Wavin Ireland recently launched an enhanced version of its Tegra 600 Inspection Chamber Range for gravity sewer systems, expanding its foul water drainage portfolio for the Irish market.

Built to last, with a lifespan of up to 100 years. The new Tegra 600 range is independently tested and certified to EN13598-2, meets Irish Building Regulations part H and is Uisce Éireann approved for waste water networks.

All the main chamber bases have now switched over to the new range which includes seven flow profiles and 27 base variants for maximum installation flexibility, including a new 180° base option with 110mm sockets. Designed for flexibility on site, the product is compatible with Wavin sewer smoothwall pipes in 110mm, 160mm, 200mm, 250mm, 315mm and in addition, in response to demand, Wavin will add a 160mm 45° cross base to the range.

With bases manufactured from up to 76% recycled polypropylene, the Tegra 600 supports sustainability targets without compromising strength or performance.

Declan Conlon, Sales Director, Wavin Ireland, said: “The improved Tegra 600 gives merchants a market leading, standards led solution for their customers.

With a wider portfolio and features including increased joint movement and a reinforced base, installers can expect an easier, faster and more reliable solution.”

To talk to Wavin about the Tegra 600 range, visit stand B15 at The Hardware Show or visit www.wavin.com/ie more information.

Brett Martin achieves certification for 250mm SN8 Pipe

Brett Martin is delighted to announce that their 250mm SN8 Pipe is now certified to European Standards. This new certification complements the existing certifications for their 110mm and 160mm SN8 pipes, further solidifying their commitment to providing high-quality sewer and drainage solutions.

Locally manufactured in County Antrim, the 250mm SN8 pipes are certified to European Standard EN1401-1 and hold the kitemark licence KM57368. Brett Martin’s Approved Sewer & Drainage System also comprises of SN4 and SN8 pipes in 110mm and 160mm, certified to European Standard EN13476-2. These Brett Martin pipes include a comprehensive range of fittings, including couplers, bends, chambers and junctions, which are also manufactured to or certified according to European Standards, ensuring a seamless and reliable system for their customers.

The newly certified 250mm SN8 Pipe is available in bale sizes of 12, under product code B25006SN8, providing convenient and efficient options for a variety of projects.

"We are thrilled to expand our offering with our 250mm SN8 Pipe now certified to European Standards," said Glenn Goodman, National Sales Manager. "This certification underscores our dedication to quality, and we are proud to manufacture these products locally in County Antrim."

In addition to this, Brett Martin’s Range of 315mm AJ’s (Access Junctions) and Inspection Chambers is specifically designed for the inspection and maintenance of underground drainage systems. These chamber assemblies are also locally manufactured in County Antrim and engineered to provide exceptional performance and simple installation, fully meeting the requirements of ROI Building Regulations Technical Guidance Document H.

For more information about Brett Martin’s underground solutions, call 048 9084 8999 or email sales@brettmartin.com

Slim Drainage Range from Galco

Drainage systems may not be the most visible part of a construction project, but when they’re poorly designed or hard to maintain, the consequences are obvious. With that in mind, Galco has introduced the new Slim Drainage Range, aimed at professionals who need a compact, easy-to-install system for tight spaces and light-duty use.

The Slim Channel system has a total depth of just 87 mm, making it suitable for areas where excavation is limited, or full-size channels won’t fit. Designed for A15 load class applications, it’s intended for pedestrian zones, patios, gardens, terraces, and around swimming pools.

Each channel is manufactured from durable polypropylene and weighs only 2.9 kg, allowing for straightforward handling and installation without specialist tools or machinery. The material is corrosion-resistant and offers a long service life under typical outdoor conditions.

A Smarter Fit for Modern Design

One of the key features of the Slim Range is its modular design. The system includes a corner quad element, allowing for 90° angle connections. This is particularly useful for layouts where drainage needs to follow architectural lines or change direction without complex fittings.

The grating options include two profiles: V-shape and Z-shape, both made from high-strength plastic with a click-lock system for quick removal and cleaning. The grates stay secure during regular use but can be lifted easily for routine maintenance, helping to reduce labour time on site.

Additional accessories such as end caps, outlet connectors, and four-way joints allow installers to tailor the system to specific project requirements without needing bespoke solutions.

Options for Heavier Use

While the Slim Range focuses on light-duty scenarios, Galco also offers versions suitable for B125 load class applications, such as driveways or small access roads. These options feature reinforced slot tops with aluminium edges or PVC grid grating, combining higher load capacity with the same installation flexibility.

Designed for Everyday Use

The Galco Slim range is designed with day-to-day usability in mind: lightweight, adaptable, and straightforward to maintain. It’s a practical choice for contractors, landscapers, and facilities teams working on projects where space is limited but performance still matters.

For further information visit www.galco.ie

Dargan garden machinery: Four seasons of proven performance

As the Irish garden machinery market continues to evolve, one trend is clear: customers are demanding equipment that delivers consistent performance, long-term reliability, and real value. Dargan Tools head into their fourth season supplying Dargan Garden Machinery to the Irish market, it is clear that the brand has firmly established itself as a trusted choice for both professional users and discerning homeowners.

From the outset, Dargan has been built around a simple principle – quality and durability without compromise. Over the past three seasons, this focus has resonated strongly with the trade, resulting in growing brand recognition and repeat demand across the country.

Dargan’s comprehensive product range has been a key factor in its success. By offering 18V battery, 20V battery, and petrolpowered machines, the range caters for every type of user and application. Whether it is compact battery tools for everyday garden maintenance or robust petrol machines designed for more demanding workloads, Dargan provides reliable solutions across the board.

Battery technology continues to be a major area of growth in the category, and Dargan has invested heavily in developing systems that balance power, runtime, and durability. The 18V

and 20V platforms offer flexibility and performance that meet modern expectations, while maintaining the solid build quality the brand has become known for. At the same time, Dargan’s petrol range remains a strong choice for users who require proven power and endurance.

Crucially, Dargan machines have earned their reputation the right way – through performance in real Irish conditions. From wet springs to long cutting seasons, the equipment has consistently demonstrated its ability to stand up to regular use, reinforcing confidence among retailers and end users alike.

As the brand enters its fourth season in Ireland, Dargan Garden Machinery is no longer a new name on the shelf. It is a proven, dependable option that retailers can stand behind with confidence. To mark the start of the season, the full Dargan Garden Machinery range will be on display at The Hardware Show on the 15th and 16th of February in the RDS, where visitors are invited to Stand F27 to see the products firsthand and discuss the range in detail. It promises to be an ideal opportunity for retailers to experience the quality and durability that continue to define the Dargan name.

Westland’s extensive portfolio supports every gardener

Westland’s mission remains clear: to champion gardeners, from those taking their first steps into gardening, to experienced growers who see it as a lifelong passion. By delivering trusted, high-performing brands across gardening, wildlife and outdoor living, Westland continues to support retailers with solutions that drive category growth and consumer confidence.

Reliable Lawn Performance Customers Can Trust

Westland Smart Seed offers a dependable lawn seed solution designed to meet the expectations of today’s gardeners while delivering strong retail performance. Developed using advanced seed technology, Smart Seed is formulated to establish quickly, grow evenly, and maintain a healthy appearance throughout the season.

Each blend contains high-quality seed varieties selected for resilience, helping lawns withstand common challenges such as heavy summer use, variable weather, and uneven growing conditions. The inclusion of Aqua Gel technology improves germination success by aiding moisture absorption, allowing it to soak up 400x its weight in water, reducing the risk of patchy results for end users.

Universal Compatibility and Leak-Reducing Performance

With FloPro

FloPro continues to strengthen its position in the garden watering category with products engineered for reliability, convenience, and lasting performance. Central to this range is the FloPro Cobra Hose, a standout offering that delivers exceptional flexibility and customer satisfaction, key drivers for strong retail sales. The Cobra Hose is designed with premium materials that resist kinks and twists, ensuring smooth water flow and a better user experience. The ultra tough hose is 20x times stronger than a typical fabric expanding hose and features a rigid expanding inner layer and a durable expanding outer layer, so even thorns are no match for the Cobra.

Comfort And Control with Kent & Stowe Sure & Grip Gloves

Kent & Stowe, renowned for its premium tools that help gardeners achieve extraordinary results, also excels with its Sure & Grip gloves. Designed for comfort, dexterity and durability, the gloves provide excellent grip in all weathers, making them ideal for a wide range of gardening tasks. With thoughtful design features, Sure & Grip gloves align perfectly with the Kent & Stowe brand values. They offer retailers a dependable, easy-tomerchandise accessory line that encourages add-on purchases alongside tools and watering equipment.

Trusted Wild Bird Care With Peckish

In wild bird care, Peckish Complete remains a key driver of category performance. As one of the most trusted bird food blends on the market, Peckish Complete is formulated to attract a wide variety of garden birds while delivering the nutrition they need year-round.

Supporting Retailers Nationwide

All products can be ordered 24/7 via Westland Live, www.trade.westland.com with easy top-ups through Westland’s weekly delivery service. Retailers can also access dedicated in-store POS and display solutions by contacting their Westland Account Manager.

With a strong mix of innovation, reliability and consumer appeal, Westland continues to champion gardeners, and support retailers, with ranges designed to perform season after season.

For more information, contact: marketing@westland.com

What growers need to succeed at every stage of growth

Growmoor Better Growing is a leading producer and manufacturer of high-quality growing media, proudly based in Northern Ireland and trusted by customers across the island of Ireland and in GB and beyond. From home gardeners to largescale professional growers, they supply reliable, performancedriven products designed to deliver consistent results. As a market leader in the UK their reputation is built on innovation, quality control and a deep understanding of what growers need to succeed at every stage of growth.

At Growmoor, customer service is at the heart of everything they do. They work closely with both retail and professional partners to provide dependable supply, expert support and products you can trust season after season. Their commitment to excellence, sustainability and continuous improvement ensures that when you choose Growmoor, you’re choosing a company that’s passionate about better growing today and for the future.

Big Congratulations to GroWorm their sister company! Growmoor were thrilled to celebrate sister company GroWorm’s latest milestone in having their full range of worm cast pouches, liquids plus, the Black Gold Peat Free and Peat Free Tomato Planter products now officially approved under the Organic Farmers & Growers (OF&G) Approved Input scheme.

This certification is a huge achievement and a clear testament to GroWorm’s dedication to sustainability, soil health and producing

top-quality, environmentally responsible growing solutions. A massive well done to the entire GroWorm team for raising the bar for organic and peat-free growing. Here’s to richer soils, stronger plants and a greener future!

For further information contact, Stephen Compton, Growmoor Bettergrowing, Ireland Sales Manager, M: 0044 (0) 7730 403802 or email stephen@bettergrowing.com

Visit Growmoor Better Growing on Stand B1 at The Hardware Show.

IITC launches new Satus Sheds range at The Hardware Show

Irish International Trading Corporation (IITC) will officially launch its latest product innovation, Satus Garden Sheds, exclusively at the upcoming Hardware Show, marking a significant expansion of the Satus product portfolio. The new shed range will be on display at Stand C12, giving retailers the opportunity to view the product first-hand, with a live on-stand competition offering the chance to win a Satus Shed completely free to celebrate the launch.

Already well known in the market for Satus fencing, postand-rail systems and gates, the Satus brand has built a strong reputation for durable, low-maintenance solutions designed for Irish conditions. The launch of Satus Sheds represents a natural extension of the range, bringing the same focus on strength, longevity and modern design into the garden storage category.

Manufactured from galvanised steel sheet with a durable powder-coated finish, Satus Sheds are engineered to deliver long-term performance with minimal upkeep. The range is wind tested, backed by a 15-year warranty, and designed to maintain its appearance over time. Clean lines and a contemporary Anthracite Grey finish ensures the sheds perform well and also look good in modern outdoor settings.

Standard models feature 0.6mm wall thickness, reinforced roofing, anti-condensation felt lining, integrated guttering with downpipes, and a secure five-point locking system. Solid polycarbonate skylight panels provide natural light, while additional roof supports allow for a snow load capacity of up to 100kg/m².

For customers seeking enhanced functionality, the Satus Premium Shed range includes switchable windows and vents for improved airflow, full anti-condensation lining to both walls and roof, internal shelving, and an integrated solar light. Designed with clean, modern lines and robust materials, the sheds combine a high-quality appearance with proven durability, delivering a premium, low-maintenance storage solution built to perform and look good long-term.

Retailers attending The Hardware Show are invited to visit IITC at Stand C12 to be among the first to see the new Satus Shed range on display. Follow @satusireland on social media for launch updates or speak directly with the IITC Sales Team at the show to find your nearest Satus stockist. The Satus range is exclusively distributed in Ireland by IITC, and available now by over 100 stockists nationwide!

For further information visit www.iitc.ie

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