The Hardware Journal November/December 2025

IMPACT OF EMPTY HOMES IN 2026

Message from the CEO

Message from the CEO

As the evenings draw in and we are in the crucial countdown to Christmas we are looking forward to hopefully a busy season and 2026 is approaching fast.

Soundings from the marketplace are mixed - while consumer sentiment is dented, the latest figures for the Business Index show a growth in the market of 5% and at an anecdotal level most members spoken to are quietly confident about the next few months.

And in 2026 there will be a considerable body of work for the sector in the rejuvenation of empty homes. By the end of September there were 15,000 applications, with 11,000 approved. By regulation, applicants have 13 months to complete the project to draw down the grant - so most of these works will at least begin in 2026. The rejuvenation of empty homes is also a major step in meeting our climate objectives.

As we go to press it seems that there will be grant incentives for the conversion of “above the shop” properties. This is a very welcome development; it is at the early stages and HAI will continue to lobby persistently to see it come to fruition. The potential harvest here is similar to that in empty homes.

Next on the lobbying front will be the push to remove regulations blocking the building of one-off houses. This market has collapsed from 24,000 units in 2006 to 5,300 last year. If it had grown with the population 34,000 would have been built this year. Recent programmes on TV are highlighting the impacts of the decline of the population in rural Ireland. Much of this decline is due to a shortage of housing. We will highlight this critical infrastructure deficit and the inherent opportunity in meetings with politicians in the months ahead.

Preparations for The Hardware Show 2026 are well underway. Taking place on the 15th and 16th of February, there are now 180+ exhibitors signed up for what promises to be a great opportunity to do business and to network with industry colleagues. Visitor registration is now open. Find out more on Page 40.

In this edition we feature several industry events – Topline’s new warehouse launch, Octabuild’s annual Building Connections lunch and United Hardware’s United In Excellence Awards.

Dave Gavin contemplates some home truths about what it means to be an owner-manager of a builders’ merchant. If the conversations that HAI have had with members are to go by this topic will resonate with many - leadership can be a lonely place. The impact of a shortage of staff puts more pressure on the manager - this is especially the case as there is no immediate end in sight. Long term it can be very corrosive on both the business and the individual. And there are solutions and coping mechanisms – outlined by Dave. Vinny Kelly of Tactical Talent Recruitment and Claire Kelly (leadership coach) also touch on the area.

We profile both Central Key & Hardware Company and Bluestone Sales & Distribution Ltd; who delve into the reasons for their success.

Thierry Coeman talks about the competitive advantage of Nordstroms, a family-owned business in Stockholm, and Steve Collinge shares the likely impacts of AI on the sector.

While the year draws to a close, we all reflect that in 2025 we lost three good friends of HAI - Padraig Cronin, Greg Fry, and as we go to press the sad news that Hugh Wallace has passed away. Each were unique and talented individuals, all of whom were able to tackle complex issues with a light touch. They are and will be much missed – go raibh suaimhneas síoraí ar a n-anamacha

I would like to thank you for your support in 2025 and wish you a peaceful Christmas and a Prosperous New Year.

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

7 COVER STORY: The impact of vacant homes in 2026.

40 THE HARDWARE SHOW: Registration is now open for The Hardware Show 2026.

44 INSIDE INDUSTRY VIEW: Dave Gavin shares his experience as a builders merchant, and now as a business consultant, on the management of time, people, and yourself.

56 MARKETING IN THE USA: Stefanie Couch shares Step Two of her three-step system to help hardware and building materials businesses become unmistakable market leaders: Be Known.

58 LUMBER & BUILDING MATERIALS: Mike Dole shares his advice on how to understand profitability in the hardware/building materials and timber industry, and how salespeople can make or break it.

60 A VIEW FROM EUROPE: Thierry Coeman explores how Nordstroms are pioneering a Net-Zero future in DIY & Trade in Stockholm, and how sustainability evolves towards competitive advantage.

68 UK RETAIL INSIGHTS: Steve Collinge shares how AI at the trade counter is the next frontier for builders merchants, helping teams serve customers faster, smarter and better.

54 profiles features

industry profile

52 BLUESTONE SALES & DISTRIBUTION LTD Meet the dedicated sales team from Bluestone that operate throughout the country, ensuring all their customers’ needs are catered for in their own unique way, delivering a high quality of customer service and satisfaction.

business support

62 CLAIRE KELLY COACHING Leadership Coach Claire Kelly kicks off her series on coaching & leadership, exploring why thinking is a leadership skills we can’t afford to lose.

63 LEANBPI shares how European Digital Innovation Hubs are accelerating digital adoption for traditional businesses, providing flexible learning & scaling options.

64 MERCURY RETAIL SERVICES shares practical lossprevention tips for retailers preparing for the busiest shopping season of the year

65 GALVIA AI provide a helpful overview of how hardware retailers can unlock hidden value through AI.

66 TACTICAL TALENT With the shift in the recruitment market, Vinny Kelly details why merchants need to rethink how they are hiring.

67 DACHSER IRELAND creates 6,000 chemical pallet spaces at their head office in Dublin, focusing on improving the logistic balance sheet for their customers.

54 SUPPLIER PROFILE: CENTRAL KEY & HARDWARE COMPANY

One of Ireland’s leaders in keys and security hardware, Central Key & Hardware Compnay champions traditional service values; the master key to business growth.

DULUX AQUAMAX

Dulux are determined to make a positive impact on your business, your clients, their projects and communities while reducing their impact on the planet. They believe that every time you paint, there is an opportunity to make a positive difference. That’s why they are committed to developing innovative products and solutions that have lower VOC emissions, protect surfaces for longer and use renewable materials.

Dulux AquaMax range is water-based for use on interior and exterior wood and metal surfaces, giving your customers amazing value for money. In addition, the Satinwood and Primer undercoat have Ultra Low Volatile Organic Compounds (VOC’s) compared to traditional paints, making them better for the environment and consumers health. It has low odour too, for a more enjoyable decorating experience.

Aquamax is available in a range of products, including primer undercoat, gloss and satin finishes along with ready mixed colours and colour mixing options.

Dulux are delighted to share a short micro-learning course from Dulux Academy that highlights what makes Dulux

AquaMax truly unique. In this quick session, you’ll discover how it delivers exceptional performance and durability and why it’s fast becoming the go-to choice for interior and exterior trim projects.

For further information on this new product and to see what decorators are saying, visit www.duluxtradepaintexpert.ie/ en/products/aquamax-satinwood-colour-mix

HPC GROUP APPOINTS RICHARD McGUINNESS AS CHIEF FINANCIAL OFFICER

HPC Group, one of Ireland’s leading builders’ providers and home improvement retailers, is pleased to announce the appointment of Richard McGuinness as CFO.

Richard brings a wealth of experience across multiple industries, having held senior finance leadership roles in construction, manufacturing, and healthcare. He began his career in the finance department at Bostik, before progressing to 2468 Group in Ireland and the UK, where he served as Group Finance Director. He then joined Glen Dimplex, taking on a senior finance role, and later moved into the pharmaceutical sector with Kora Healthcare as Head of Finance, overseeing operations in Ireland, the UK, and Canada, with distribution into more than 40 countries worldwide.

Now stepping into his new role with HPC Group, Richard will oversee HPC’s

financial health and strategy supporting the Group’s continued growth trajectory.

Richard McGuinness, newly appointed CFO, said: "I’m delighted to join HPC Group at such an exciting point in its growth journey. The business has built a strong reputation in Ireland as a trusted builders’ provider and home improvement retailer. I look forward to working with Seán and the leadership team to strengthen our financial foundations and support the Group’s ambitious strategic plans."

Seán McNamara, CEO of HPC Group, commented: “We are very pleased to welcome Richard to HPC Group. His broad experience across sectors and his track record of delivering financial and operational excellence make him a valuable addition to our leadership team and the Board. Richard will play a key role as we continue to grow the business

and build on the success of our strategic plan."

Seán McNamara, CEO of HPC Group with Richard McGuinness, newly appointed CFO of HPC Group.

THE IMPACT OF VACANT HOMES

By the end of September this year there were almost 15,000 applications for the Vacant Homes Grant, 11,000 of which are approved. There is a 13-month window for completion of work to qualify for the grant. Even allowing for delays due to

infrastructure bottlenecks, the bulk of these 11,000 will be worked on in 2026. Rejuvenated empty homes will be a very significant market segment in many counties. In nine counties they are likely to be bigger than the number of new builds.

Department of Housing

TOPLINE MAKES MAJOR INVESTMENT FOR THE FUTURE

On October 23rd, Topline celebrated another seminal day in its Group’s 54-year history with the official opening of a new warehouse extension on its site in Naas, Co Kildare.

With one eye on future expansion and the other on the need to service its members more efficiently, Topline’s new 40,000 square foot warehouse extension was born out of a visit to the UK in May 2022. This visit included a tour of a drivethrough merchant warehouse facility in Wolverhampton and sowed the seeds for a creative design which incorporates a 9,500 square foot connecting canopy constructed to optimise site layout, connect the new warehouse with an existing one, and facilitate dry loading of product.

In addition to the new construction, significant enhancements were made to the existing yard infrastructure, with particular attention paid to future-proofing the site to manage anticipated drainage challenges associated with ongoing changes in climatic conditions.

Furthermore, keen to play its part in minimising environmental pollution, Topline also took the opportunity to replace its entire forklift fleet with 19 fully electric machines.

The official opening was attended by Topline members, staff and special guests, including a number of former Topline Directors and representatives of Martin Reddin Limited, Malone O’Regan Consulting Engineers and Hardware Association Ireland. It was especially nice to have two founding members of Topline present - Dermot Griffin of Griffin Hawe in Athy and current Group Chairman, Michael Doyle of Topline Doyles in Carlow.

For founding member and current Topline Chairman, Michael Doyle, this was an especially proud day:

“When I was involved with starting the Group over 50 years ago or indeed, when we moved onto this site over 40 years ago, I don’t think any of us envisaged that our Group would ever get to the point of having such a facility from which to serve our members. Furthermore, I am especially proud that these substantial building works and site improvements have been achieved without having to borrow a penny or impose any extra levies or fees on our members.”

Michael also paid special thanks to his fellow members for their patience and cooperation throughout the project, and complimented the Topline Project and Warehouse teams, led by COO, Conor O’Dwyer and Warehouse Manager, Pat McCarthy, for completing a very challenging project in less than 12 months.

On conclusion of the official ceremony, Topline members and staff made their way to the Killashee Hotel for what turned out to be a very enjoyable social event to mark the occasion.

Left to Right: Padraig Burke (Stock Controller), Pat McCarthy (Warehouse Manager), Emer Kelly (CFO), Martin Reddin (Martin Reddin Ltd), Michael P. Doyle (Chairman), Conor O’Dwyer (COO), Piers Morony (Electrical Contractor), Noel Lynam (Martin Reddin Ltd), Paraic Maher (Malone O’Regan), Hugh O’Donnell (CEO).

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BUILDING CONNECTIONS WITH OCTABUILD

Octabuild hosted its second ‘Building Connections’ lunch in The Westbury, Dublin, during November, bringing together builders’ merchants and industry leaders from across the island to thank them for their ongoing support and partnership.

An afternoon of insight, laughter and networking followed, the highlight of which was an engaging fireside chat featuring GAA legends Anthony Daly, Joe Brolly and Tomás Ó Sé, with broadcaster and author Jacqui Hurley. Together, they reflected on highlights of their careers, on and off the field - their blend of passion and humour keeping the audience entertained and inspired throughout.

The atmosphere in the room captured the spirit of connection that Octabuild champions: building stronger relationships within the industry while celebrating shared achievements.

Mark O’Reilly and Kieran Holohan, Gyproc with Michael Ganly, Ganly’s and Robert Massey, Bostik.

Charles Burns, Haldane Fisher, Mike Glennon, Glennon Brothers, Octabuild Chairperson, and David Haldane, Haldane Fisher.

Octabuild board members (L-R back) Declan Cathcart, Irish Cement, Niall Fay, Grant, Michael Minchin, Kingspan, Mark O’Reilly, Gyproc, Peter Morrissey, Bostik, Mark Filgate, Dulux and Kieran Duggan, Etex, pictured with Sports Broadcaster Jacqui Hurley and GAA legends Tomás Ó Sé, Anthony Daly and Joe Brolly and Octabuild Chairperson Mike Glennon, Glennon Brothers.

Paul Candon, United Hardware, Tara Brennan, Chadwicks and Nick Hughes, JP Corry.

Matt Quirke and Dan Twomey, Cork Builders Providers with Pat Glennon, Glennon Brothers.

Ger Farrell, Eamonn McHugh and Martin O’Reilly from Chadwicks.

Mark Filgate, Dulux, Paul Candon, United Hardware and Seamus O’Donoghue, Dulux.

Martin Farrell, Murdocks/Brooks, Kieran Duggan, Etex, Karol McGuckin and Tadhg Murdock, Murdocks/Brooks.

David Ryan, Midland Hardware, Martin Comerford, Gyproc and Pat Stakelum, Stakelum’s Home and Hardware.

Ciaran O’Reilly and Neil Collins, Bassetts.

David Shakeshaft, United Hardware and David Haldane, Haldane Fisher.

William Comerford, Grant and Liam McEvoy, Telfords.

Barry Gorman, Grant and Richard Stakelum, Stakelum’s Home and Hardware.

UNITED HARDWARE CELEBRATES

EXCELLENCE IN IRISH RETAIL AT 2025 ‘UNITED IN EXCELLENCE AWARDS’

United Hardware honoured outstanding achievement and innovation at its 6th annual ‘United in Excellence Awards’ ceremony, held at The Galmont Hotel, Galway, following the group’s flagship Conference. The event brought together over 250 guests from across the United Hardware network, including store owners, managers, partners and sponsors.

This year’s awards showcased the remarkable standards and dedication of United Hardware members nationwide. A highlight of the evening was the cheque presentation of over €60,000 to Barretstown, United Hardware’s national charity partner, supporting life-changing programmes for children and families affected by serious illness.

The coveted title of United in Excellence Store Of The Year 2025 was awarded to Ferdia Homevalue, Ardee, Co. Louth, recognised for its exceptional customer service, store presentation and commitment to the local community. Ferdia Homevalue stood out among more than 200 stores, setting a new benchmark for excellence across the network.

Paul Candon, Group CEO of United Hardware, commented: “The United in Excellence Awards are about celebrating the drive, commitment and ingenuity that our members bring to Irish retail. I want to congratulate all of this year’s winners and nominees, and especially Ferdia Homevalue for their outstanding achievement. Their dedication to raising standards and serving their community is what sets them apart. Every awardee this year has demonstrated what it means to be a leader in our sector, and together, they are shaping the future of hardware retail in Ireland. My thanks also go to our sponsors – Unilin Insulation, International Ply, Dulux Paints, ECC Timber, Glennon Brothers, Grant, Westland, Irish Cement, Einhell, Triton, Wavin, Brett Martin and Mannok and all our partners – whose support helps make these achievements possible.”

Awards were presented across a wide range of categories, including paint, customer service, light hardware & DIY, merchanting, heating & plumbing, garden centre, marketing, online presence, and regional store of the year. Each store was assessed against rigorous criteria, including independent mystery shopper audits, to ensure that only the highest standards were recognised.

2025 National Winners Include: Overall Award Winners:

– United In Excellence Store of the Year: Ferdia Homevalue

– Best Regional Store Munster: Flynn's Homevalue

– Best Regional Store Leinster: Ferdia Homevalue

– Best Regional Store Connacht: T. O'Higgin's Homevalue

– Best Regional Store Ulster: Donegal Town Hardware Homevalue

– Best Garden Centre: Bandon Co-Op Homevalue Kilbrogan

– Guaranteed Irish Advocate of the the Year: Cummins Homevalue

– Best Online Presence: Kean's Homevalue

– Best Bathroom Showroom: Green Heat & Bathrooms

– Best Marketing Initiative: Irish Building Supply Homevalue

The United in Excellence Awards highlight United Hardware’s ongoing commitment to supporting independent retailers, driving innovation, and delivering exceptional value to communities across Ireland. With over 200 stores nationwide, United Hardware continues to champion the highest standards in Irish retail.

Winner of the United In Excellence Store of the Year 2025 - Ferdia Homevalue Hector Ó hEochagáin, David McMahon & Sylvia Weldon from Ferdia Homevalue, Paul Candon from United Hardware, Eamonn & Martha Kerr from Ferdia Homevalue, Martin Groome from Unilin, Tara Mullarkey from Ferdia Homevalue & Eoin McGettigan from United Hardware.

Overall Winner of the United In Excellence Best Heating & Plumbing Store in Ireland - Ger Malone Plumbing & Heating

Hector Ó hEochagáin, Peter & Barbara Malone, Ger Malone Plumbing & Heating & Barry Gorman from Grant.

Overall Winner of the United In Excellence Best Light Hardware & DIY Store in Ireland - Wallace's Homevalue

Hector Ó hEochagáin, Maryanne Quigley, Joseph Wallace, Sarah Delaney, Ruairi Harpur, Ciara Roche from Wallace's Homevalue & Aiden Brennan from ECC Timber.

Overall Winner of the United In Excellence Best Customer Service Excellence - Ferdia Homevalue

Hector Ó hEochagáin, David McMahon, Sylvia Weldon, Eamonn Kerr, Tara Mularkey from Ferdia Homevalue & Chris Jones from International Ply.

Overall Winner of the United In Excellence Best Marketing Initiative - Irish Building Supply Homevalue

Hector Ó hEochagáin, Karen Gaffney from Irish Building Supply Homevalue Kilcoole, James Clarke from Einhell & David Macken from Irish Building Supply Homevalue Kilcoole.

Overall Winner of the United In Excellence Best Merchanting Store in Ireland - Flynn's Homevalue

Hector Ó hEochagáin, Jack Reidy from United Hardware on behalf of Flynn's Homevalue & Mike Glennon from Glennon Brothers.

Overall Winner of the United In Excellence Best Paint Store in IrelandSmyth's Homevalue Enniscorthy

Hector Ó hEochagáin, Dermot & Betty Kavanagh from Smyth's Homevalue Enniscorthy & Seamus O' Donoghue from Dulux Paint.

Overall Winner of the United In Excellence Best Online Presence - Kean's Homevalue Louise Reilly, James Kean, Johnny Broxton, Nicola Glavey, Billy Howard, Niall Butler, James & Patricia Kean from Kean's Homevalue with Declan Conlon from Wavin & Hector Ó hEochagáin.

HAI STUDY TOUR TO STOCKHOLMA BRIEF SNAPSHOT OF THE SWEDISH DIY & TRADE MARKET

Hardware Association Ireland`s (HAI) recent study tour, on Wednesday 1st & Thursday 2nd October, took participants to the vibrant heart of Scandinavia, Stockholm. The capital of Sweden and home to approximately 2.5 million inhabitants in the greater metropolitan area.

Sweden’s DIY and Trade retail landscape (total annual turnover approx. €15.5b) offers a particularly compelling environment for exploration, driven by three standout factors:

1. Strong Building Activity

Sweden is witnessing a sustained construction boom. With a homeownership rate of 65% and nearly 90% of the population living in urban areas, demand for renovation, home improvement, and building solutions remains high. These dynamics make Sweden an excellent benchmark for future DIY trends.

2. A Market Anchored in Sustainability

As a leading Nordic country, Sweden sets the tone for an environmental conscious retail environment. Swedish consumers increasingly expect sustainable, eco-friendly solutions, a trend that has deeply influenced the product strategies and position of local DIY retailers.

3. Distinctive and Resilient Retail Brands

The Swedish market is characterised by strong domestic players that have carved out clear identities. These retailers, whether independent, franchise-based models or specialised stores, have successfully held ground against major international players like Bauhaus and Hornbach.

During the study tour, the group were immersed in this dynamic ecosystem. They engaged with a diverse range of retail formats: from strictly trade (B2B), DIY retailers and franchise models to niche operators and independent stores. This journey featured rich insights into how Sweden’s DIY and Trade sector continues to evolve in response to urbanisation, sustainability demands, and competitive pressure.

INTRODUCTION TO THE STORES

Over the course of the two days, the program centered around three distinct types of visits: dedicated DIY retailers, professional trade & building suppliers, and specialised concept stores:

Day One began with a welcome from HAI President, Paul Candon, to all those attending and a brief introduction from our tour guide, colleague and contributor to The Hardware Journal through his 'A View From Europe' articles, Thierry Coeman.

First stop was to Beijer Byggmaterial, a leading Swedish chain of builders' merchants. It operates through stores with an extensive and well-assorted product range for both professional and DIY customers. All stores in the Beijer chain have been called Beijer Byggmaterial since 2002. The chain was acquired by STARK Group in 1990.

It was established in 1866 and operates 113 stores throughout Sweden. It is one of the largest retailers and distributors of building materials in the Nordic region with operations in Norway, Denmark, Sweden, Finland and Greenland. Beijer supplies both construction professionals and DIY’ers with high-quality building materials, tools and services. The turnover is approx. €10bn and it employs more than 2,000 people.

Our second visit on day one was to Nordströms, a familyrun builders merchant founded in 1908 in Stockholm which operates from 13 stores throughout the country. Nordströms caters strictly to the professional builders’ market (B2B)

(no consumer business), suppling general contractors and carpenters in particular. With a turnover of €145m, Nordströms employs 300 people. The company is recognised and respected for its climate-neutral policy and ongoing investments in reducing its carbon footprint. Our colleague Thierry Coeman focuses on this company in his 'A View from Europe' feature where he does a deep dive on their strategy, see pages 58 & 59.

Ahlsell – close by, was our next port of call. They are again a strict B2B operation selling Electrical, Insulation, Tools & Machinery, Heating, Ventilation & Plumbing and Personal Protection products. They offer next day pickup for a product that is out of stock and also offer advice and installation tips. Ahlsell operates in Sweden, Norway, Finland, Denmark, and Estonia. They have a group turnover of €4.9b and currently have more than 4,000 employees at Ahlsell Sverige AB. Ahlsell’s stated strategy is to become the market leader in all their chosen product areas in each market. They aim to achieve this through both organic growth and acquisitions.

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Next up was Bygg Ole – The Beijer Group acquired this familyowned business in 2018. Bygg Ole is respected for its vision on circularity. It operates out of 116 stores throughout Sweden. It supplies both construction professionals and DIY’ers with high-quality building materials, tools and services. The turnover is about approx. €1b.

Our final visit on day one was to Byggmax. Considered a leading Nordic retail group with a strong focus on discount retailing in building materials and DIY products. Byggmax operates all over Scandinavia (four countries) with 211 stores, amongst them are 137 stores in Sweden. The company was launched in 1993. The components for the Byggmax Business model are: a self-service, a drive-in, a very low-cost store staffing and cost structure, a EDLP strategy (Every Day Low Pricing), a pricing strategy where retailers offer consistently low prices on products without relying on sales or promotions) and a curated or pre-selected assortment of 6,000 SKUs. E-commerce accounts for approx. 21% of the turnover. Byggmax is listed on Nasdaq Stockholm.

Day Two began with a visit to Optimera. Optimera is a builders providers catering mainly to the trade operating in 70 stores around Sweden. Optimera is wholly owned by the French company Saint-Gobain and is part of Saint-Gobain Distribution Nordic. Optimera hold a significant market position in the Nordic and Baltic countries with sales of building materials and timber – in addition to wholesale activities and sales to the industry. Optimera has 160 outlets in the Nordic Region and more than 3,000 employees.

HAI STUDY TOUR TO STOCKHOLMA BRIEF SNAPSHOT OF THE SWEDISH DIY & TRADE MARKET (CONT'D)

The group then travelled to visit Bauhaus. A German retailer, established in 1960. Bauhaus is one of the largest privately owned (Family Baus) home centre companies in Europe. Bauhaus operates in 19 countries with 280 stores and 18 of them in Sweden. The Bromma store visited is on two levels and opened just two years ago with a total surface of 12.500m², including a drive-in, garden center and expo show room department.

Clas Ohlson was the after-lunch visit on the Thursday. Founded in 1918 as a mail order business, today the company operates in Sweden (100 stores), Norway (96 stores) and Finland (38 stores) with a global turnover of approx. €10b. The company is listed on Nasdaq Stockholm and employs 5,000+ people.

Happy Homes was next on the list. It was established in 1962 and operates 80 painting stores all over Sweden. The Värmdö store visited is one of the oldest in the country. Happy Homes is Sweden's oldest voluntary paint store chain all with local roots. Their individual retailers have a broad product knowledge and experience, sometimes from several generations. Happy Homes has been in its current guise since 2010 but was founded as a voluntary specialist chain back in 1962, then under the chain name Färgsam. They stock a large selection of paint, wallpaper, flooring, tools and accessories from wellknown brands. Many of their stores also offer expert services such as colour scheme and façade inspection.

The final stop on the study tour was to Nacka Byggnadsvard AB. This was a very unique store for specialising on renovation, repair and vintage products. There customers can find lots of different product offerings from cast iron urns, water pumps, outdoor furniture and water barrels to valves, valve grilles and old and renovated wood stoves.

Some stand outs from the trip:

1. The positive attitude, openness, and friendliness of all the people that the group met.

2. The cleanliness and tidiness of both the shopfloors and the warehouses - we also seen this in our tour of Belgium/ Netherlands a few years ago. It must help with efficiency.

3. Competitive strategy - they are very focused on their specific market segment - they are not generalists.

4. How few employees there were in each of the businesses - possibly linked to points 2 and 3 above.

5. The €1,000 per year spend on workwear per tradesperson, managed by contact with the merchant - very interesting for that category - there are 171,000 working in construction in Ireland.

6. The €5,000 tax write-off per household for spend on home maintenance/improvement products with approved tradespeople.

HAI CEO Martin Markey spent a couple of days after the tour in Stockholm. After miles of walking around Central Stockholm and taking a bus tour around the city he did not see one derelict building anywhere!

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Some positive comments from the group included:

Robert Cleary, Topline Clearys Kilcock

It was a really enjoyable and valuable few days, the businesses were well chosen and gave great insights into how businesses in our sector are operating in Stockholm.

The key takeaways for me was the focus, efficiency, and tidiness of the stores we saw throughout. They were very impressive, and I’ve come away with some ideas to explore within our own business.

Peter Lawless, Goodwins, Lucan

We gained lots of new ideas on this great trip. Keep up the good work.

David Fitzpatrick, SIKA

Thank you to HAI for their hospitality last week, the trip was very good, and it was great to see the different aspects of the business in another country.

HAI would like to thank Monica Björk from the Swedish Trade Association for her valuable support and Thierry Coeman for his organisation and practical assistance before, during and after the event.

PIPELIFE ECO RENEWABLE TRAINING

ACADEMY - KEEP UP TO DATE AND ENHANCE YOUR KNOWLEDGE

Renewable Heating Systems have become an important area for the building services industry. Understanding how to provide these sources, systems and applications is seen as key in meeting the future needs of both commercial and domestic heating.

Expertise is vital to renewables success and so Pipelife are delighted to offer a range of courses that have been specifically designed to provide experienced heating, plumbing, installation and building professionals with a real understanding of the potential for renewable energy sources, installation and their application. Relevant, practical, industry-leading training courses are available, delivered at their stateof-the-art Academy in Cork or Dublin by fully qualified professionals in a relaxed, informal environment.

The courses are free to attend and will be led by members of their Technical Team who have a wealth of practical knowledge in installation practices, and feature, in Cork, a detailed tour of the Pipelife manufacturing facility where visitors are given the opportunity to see first-hand where their products are designed and manufactured.

The free courses will be available to builders’ merchants, installers, service engineers, plumbers, architects, local authorities and BER Assessors. By offering a valuable insight into each of their heating technologies, those who attend the courses will be equipped with the best product knowledge and installation techniques, ensuring that customers are fully satisfied. Pipelife are also a registered training provider with Engineers Ireland.

Training Courses Available Heat Pump Training

Intended for domestic heating and renewable installers who wish to know more about their Air to Water heat pump range. Training covers both the Hitachi Yutaki S Split Combi and Midea Monobloc Heat pumps. This course covers its construction, principles of operation, electrical wiring, controller settings, sizing, selection of the correct unit(s) to suit the property concerned, installation considerations, requirements and commissioning the complete system.

Underfloor Heating

Intended for domestic heating installers of boilers or Air to Water Heat Pumps either with Underfloor Heating experience or those wishing to know more about Pipelife underfloor heating systems. This training course covers the basic principles of underfloor heating and the system design considerations, as well as full details of the Pipelife systems, their installation, filling, pressure testing and commissioning. Also included are full details of the Pipelife UFH control system, the options, operation, installation and set-up.

CPD training for Architects, Engineers, Energy Assessors, etc. Continuous Professional Development (CPD) is training Pipelife provide both onsite and offsite for architects, engineers, energy assessors and similar minded professionals. These certified courses are available in many technologies, give insight and knowledge on current and new products and areas for which are relevant to attendees.

Pipelife currently offer three CPD courses which enable installers, engineers, architects, local authorities and BER assessors, throughout the island of Ireland with the opportunity to earn CPD points for their professional development and gain better knowledge of their heat pump technology and in particular the appropriate sizing specific to Pipelife heat emitters.

Those interested in attending Pipelife’s new Underfloor and Heat Pump technology courses, can access the course in three ways.

– In-person training where a Pipelife trainer will attend your place of work to deliver the course.

– Delegates can attend Pipelife’s training academy at their premises in Cork.

– Delegates can also attend Pipelife’s training academy at their premises in Dublin.

This varied approach ensures continued professional development accessible for all.

This new Engineers Ireland approved course from Pipelife has been developed by the manufacturer's specialist training team to further educate engineers throughout Ireland on Pipelife’s range of innovative heating technologies and how these technologies work together effectively to maximise efficiencies and long-term carbon and cost savings.

Pipelife's course titles are -

– Underfloor Heating Systems Design & Control

– An Introduction to Air to Water Heat Pumps – Split Combi Unit

– An Introduction to Air to Water Heat Pumps – Monobloc

For off-site training contact ireland@pipelife.com for booking details.

To book your training day with Pipelife contact them on 021 4884700, Ireland@pipelife.com or visit www.pipelife.ie/training

THE GRANT VORTEX: DEPENDABLE EFFICIENCY WITH A LOW-CARBON FUTURE

For over four decades, Grant has led the way in designing reliable and efficient heating technologies for Irish homes. The Grant Vortex condensing boiler range continues to offer homeowners a trusted, high-performance oil-fired system that’s also ready for the future with HVO (Hydrotreated Vegetable Oil) biofuel compatibility.

Proven Efficiency and Performance

The Grant Vortex condensing boiler range is available in 22 models with outputs from 15 - 70kW; the range includes a boiler house, outdoor, combi, and utility variants to suit a wide range of properties and installation types. Designed for energy efficiency, each unit converts water vapour condensation into heat. Condensing boilers are designed to recover more heat before it is lost and are great at recycling that heat to increase the temperature of the cool water that returns.

Every Vortex boiler combines the latest burner technology with SEAI HARP “A” rated efficiency. Each model is simple and quick to install, fully OFTEC-approved with EC directives, and features full front service access.

Ready for HVO Biofuel

Beyond its performance as a traditional oil-fired boiler, the Grant Vortex range is also HVO biofuel compatible. With minor burner adjustments carried out during a routine service, existing and new Vortex boilers can operate on this renewable liquid fuel.

HVO biofuel is a low-carbon liquid fuel made from renewable waste materials that can reduce carbon emissions by up to 88% compared with kerosene. For rural or off-grid homes where heat pump retrofitting can be costly, HVO offers an immediate, affordable route to decarbonisation.

Research from The Alliance for Zero Carbon Heating (TAZCH)* shows that adopting just a 20% renewable liquid fuel blend could achieve the same carbon savings as retrofitting 160,000 homes with heat pumps, without the disruption or infrastructure cost of deep retrofits.

Choice, Flexibility, and Future Readiness

For installers and merchants, the Vortex range offers choice and flexibility, from compact indoor units for smaller homes to external models that save interior space. Each boiler features a Riello RDB burner, multiple flueing options, and durable construction designed to meet the needs of today’s heating market.

By pairing traditional heating solutions with renewable readiness, Grant Vortex boilers deliver immediate efficiency whilst preparing homeowners for a lower-carbon future. For Ireland’s off-gas homes, it represents an affordable, scalable solution to decarbonisation, helping customers transition at their own pace.

Visit www.grant.ie for more information on the Grant Vortex range and HVO biofuel compatibility.

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

* Stat from recent research by The Alliance for Zero Carbon Heating (TAZCH) in Ireland.

Vortex oil and HVO

Grant Vortex oil and HVO biofuel-ready condensing boiler - utility model.

The Grant Aerona R290

The Grant Aerona R290

- Innovative Design

- Innovative Design

- Exceptional Performance

- Exceptional Performance

- Ultra-Low Noise Levels

- Ultra-Low Noise Levels

- Outputs from 4kW – 16kW

- Outputs from 4kW – 16kW

WAVIN LAUNCHES NEW TEGRA 600 INSPECTION CHAMBERS RANGE

Wavin has 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 comprises a durable chamber base, a shaft and secure seal. It provides access for inspection, maintenance and cleaning of underground drainage networks. It is independently certified to EN13598-2, meets Irish Building Regulations part H and is Uisce Éireann approved for waste water networks.

To support quicker and more flexible installations the chambers’ pipe sockets now allow for 10° of movement in all directions - a significant upgrade from the previous 7.5°. This improvement provides greater joint flexibility during installation, making it easier to accommodate slight

misalignments. An enhanced chamber base shaft socket features a chamfered, easy push-fit design that reduces pushin force for shaft insertion, improving installation speed and efficiency.

As part of the improved range, chamber bases also feature integrated benching with a 15° gradient and swept channels, helping to prevent debris and reducing the risk of nesting within the chamber.

A newly designed flat, double reinforced base plate improves stability and long-term durability.

The enhanced range includes six flow profiles and 26 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 and 315mm diameters

and features a cut-to-length shaft, plus adaptors, covers and concrete biscuit.

Manufactured from a minimum of 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 clear, standards led, solution to recommend. With features including increased joint movement and a reinforced base, installers can expect an easier, faster and more reliable solution suited to a wide range of applications.”

The transition to the new Tegra 600 bases has begun.

Contact your sales representative, or customerservice.ie@wavin.com for more information on the new range and introduction process.

News & Products

GYPROC INTRODUCES PAYBACK SCHEME FOR PALLET RETURNS

Gyproc, a market leader in plaster, plasterboard and drylining systems in Ireland, is proud to announce its partnership with The Pallet LOOP and CJ Sheeran, Ireland’s largest manufacturer and recycler of timber packaging and pallets. Together, they are expanding The Pallet LOOP offering to include Gyproc's plasterboard and plaster pallets marking a significant step forward in sustainable construction logistics. As an added benefit customers can also receive up to €4 /£4 payback for each green pallet returned.

This collaboration is designed to reduce pallet waste, cut carbon emissions, and support circularity across the supply chain. It aligns with Gyproc’s commitment to achieving net zero carbon by 2050, as part of its broader sustainability roadmap focused on minimising waste, reusing materials, and reducing environmental impact at every stage of build.

“At Gyproc, sustainability is at the heart of everything we do. Our partnership with The Pallet LOOP and CJ Sheeran marks a major milestone in our journey toward a circular economy. By rethinking how we manage and reuse pallets, we’re not only reducing waste and carbon emissions, but also setting a new standard for responsible logistics in the construction sector.” said Kieran Holohan, Managing Director, Gyproc Ireland.

To register, businesses can call the numbers below, or email setmeup-ireland@thepalletloop.com

– Republic of Ireland: 1800 201 765

– Northern Ireland: + 353 (0)57 875 6700

Beginning in November 2025, Gyproc will transition to distributing plaster and plasterboard products on distinctive green LOOP pallets, available in sizes 1200 x 2400 mm, 1200 x 2700 mm, 1200 x 3000 mm and 1020 x 1200mm. This follows Isover’s successful adoption of LOOP pallets for insulation products in December 2024. Designed for durability and repeated reuse, these pallets are equipped with RFID tracking and supported by a nationwide collection network.

CJ Sheeran is a key partner in this circular logistics initiative, overseeing daily pallet collections through its 13 depots across Ireland and Northern Ireland. With a network of over 400 merchant partners and a logistics team boasting more than 20 years of experience, CJ Sheeran facilitates over 14,000 collections annually ensuring efficient, timely, and sustainable pallet recovery.

The Pallet LOOP scheme is easy to use:

– Create an account with CJ Sheeran.

– Stack empty green LOOP pallets and contact CJ Sheeran to arrange collection.

– CJ Sheeran manages the logistics and recovery.

– Businesses receive a Payback of up to €4 / £4 per reuseable pallet, incentivising reuse and reducing skip disposal costs.

– White pallets from Gyproc, Isover, or other manufacturers can also be collected, with a €3 / £3 charge per pallet.

IRELAND MUST REALISE ‘MASSIVE OPPORTUNITY’ AS TIMBER CONSTRUCTION SET TO TRIPLE MARKET VALUE AND DELIVER CLIMATE ACTION

The Director of Forest Industries Ireland has welcomed a landmark report from the Timber in Construction Steering Group which outlines a roadmap for the timber sector to become a central pillar in meeting Ireland’s urgent housing needs and ambitious Climate Action Plan targets.

The report, https://enterprise.gov.ie/en/publications/ publication-files/market-opportunities-for-timber-inconstruction-in-ireland.pdf projects significant growth in timber usage and details strategic steps necessary to transform the construction industry. Scan the QR code to access.

be done to increase planting of new, additional commercial forests. For farmers and other landowners, there’s a clear future demand for more timber which make planting today a strong investment. We need the wood, so let’s plant the trees.”

The Timber in Construction Steering Group was established by the Department of Enterprise, Tourism and Employment and the Department of Agriculture, Food and the Marine to explore ways to increase the use of timber in construction and overcome any regulatory barriers for builders and designers.

Mark McAuley, Director of Forest Industries Ireland (FII), welcomed the report as a signal to farmers of the potential value of planting trees on their land, with such high future demand for timber.

Mark said: “We have a massive opportunity to build more with wood in Ireland. All the planting of commercial forests in the 1980s and 1990s is now bearing fruit in terms of housing and the environment. We have a rapidly growing Irish timber supply which we must use to build greener homes.”

But he warned that growth in the industry must be sustained beyond the next few years, with rapid afforestation needed today to meet timber demands in the 2040s and beyond.

“It is a real concern for the timber industry that we have not been able to follow up on the success of the earlier years of Irish forestry,” Mark continued. “We have allowed our planting levels to drop way below what’s needed, and everything must

The Steering Group is made up of representatives of key industry bodies, including FII members Coillte as well as senior representatives of relevant government departments and agencies with responsibilities for policy and development of sectors.

Mark McAuley, Director of Forest Industries Ireland.

UNITED HARDWARE NAMED AMONG DELOITTE’S BEST MANAGED COMPANIES 2025FOR THE SECOND YEAR RUNNING

United Hardware has once again been named as one of Ireland’s Best Managed Companies at the 2025 Deloitte Best Managed Companies Awards. This marks the second year in a row that United Hardware has received this prestigious accolade, underscoring the company’s sustained excellence in business performance, leadership and community impact.

The Deloitte Best Managed Companies programme, now in its 17th year, recognises indigenous Irish businesses that demonstrate outstanding strategy, capability, innovation, culture, and financial performance. United Hardware joins a network of 129 companies across 28 counties, collectively employing 45,000 people and generating €15 billion in turnover.

The 2025 award comes at a time of significant momentum for United Hardware and its flagship retail brand, Homevalue. Over the past year, the group has:

– Announced a strategic partnership with DID Electrical, bringing the new “DID Essentials” range to Homevalue stores nationwide. This collaboration between two leading Guaranteed Irish brands expands customer access to high-quality home appliances and reinforces both companies’ commitment to supporting local communities and the Irish economy.

– Secured a €50,000 national communications campaign as the winner of the Guaranteed Irish 50th Anniversary “50-50-50” Competition, enabling Homevalue to amplify its message of trust, sustainability, and local impact across radio, digital, PR, and social media. The award recognises Homevalue’s commitment to supporting Irish suppliers, sustaining local employment, and driving community impact across its 90 locally owned stores nationwide.

– Strengthened its commitment to corporate social responsibility through a new national charity partnership with Barretstown, the children’s charity known for its life-changing therapeutic camps and programmes. In 2025, United Hardware (through Homevalue) pledged €60,000 in support, combining financial donations, the supply of tools and materials for on-site projects, and nationwide fundraising across its network of over 90 stores.

– A highlight of the partnership was the inaugural Homevalue Golf Classic – Supporting Barretstown, which raised over €40,000 to directly benefit children and families living with serious illness. United Hardware’s support enables Barretstown to continue providing free, medically supported camps and programmes to thousands of children and families each year, reflecting the company’s deep-rooted commitment to giving back to communities across Ireland.

With a network of over 200 independently owned and affiliate stores, United Hardware supports approximately 2,000 jobs nationwide and serves a diverse base of trade and DIY customers. The group’s ongoing investment in its people, partners, and communities has also been recognised through recent industry awards, including wins at the 2025 Health & Safety Excellence Awards.

Commenting on the achievement, Paul Candon, CEO of United Hardware, said: “Being named a Deloitte Best Managed Company for the second-year running is a tremendous honour and a testament to the dedication of our entire team, our independent members, and our partners. This recognition validates our strategy of empowering local retailers, investing in innovation, and championing Irish business. As we continue to grow, our focus remains on delivering value for our members, supporting local communities, and building a sustainable future for Irish retail. I’d also like to extend our sincere thanks to our suppliers and our independent, business-owning members, whose ongoing partnership continues to play a crucial role in our success.”

L-R: Mahin Meeran, Hang Zhao, David Shakeshaft, Maria O'Flaherty, Alan Bracken, Maya Gough, Paul Candon, Linda Kearney & David Geoghegan.

TEMBE DIY LAUNCH IN IRELAND AND APPOINT A NEW SALES DIRECTOR

Tembe DIY, one of the UK’s leading building and decorating suppliers, are delighted to announce that they have created an Irish Division and have joined Hardware Association Ireland as part of their expansion into Ireland.

Tembe have also just recently announced the arrival of Tony White, who will be running the Irish business in the role of Sales Director. Many of you will already know Tony. If you haven’t had the pleasure, he has over 25 years of experience in the construction industry.

Tony explains “I began my career as a Painter and Decorator Apprentice and moved on to Crown Paints, where I spent 14 years in a management role. I then advanced to managing head office operations with Irish Paint Manufacturer, General Paints, for three years, before moving into a leadership role as a National Sales Manager with Axus Décor”.

“Throughout my career, I’ve built strong relationships across the industry, driven by a commitment to quality, teamwork, and results. Outside of work, I’m passionate about coaching senior football teams and academies, as well as enjoying good company over a meal out with the family or a tv box set, with House of Guinness being a current favourite. I’m excited to get stuck in and look forward to introducing our Hippo and Filltite brands to Ireland and to meeting you at The Hardware Show, www.thehardwareshow.ie in the RDS on 15th/16th February 2026 at Stand Number B39”.

Tony can be contacted via email at tony.white@tembediy.com or by phone on 085 2887393

Visit www.tembediy.co.uk or scan the QR code for further information.

JOHANNA BREE APPOINTED HERRON & SON’S SALES REP FOR WEST OF IRELAND

Herron & Sons are pleased to announce that Johanna Bree has been promoted to Sales Representative for the West of Ireland.

Johanna has been a valued member of the business since 2019, when she began her journey with the company in a sales administration role.

Over the past six years, she has been based at Herron & Son’s Ballisodare office, demonstrating exceptional dedication and building strong relationships with both colleagues and customers.

Herron & Son in Sligo specialises in trusted hardware brands including Herdguard agri and fencing products, Workman long handled tools, and is also now the home of Irish Abrasives, distributing Super Quality cutting discs.

Hardware Managing Director Ronan Egan said, “We are delighted that Johanna is continuing her journey with us by taking on this new role and the entire company wishes her all the best.”

Johanna can be contacted on 087 1905590 or at johanna@herron.ie

Founder & Managing Director of Tembe DIY, Guy Malam with Tony White on the announcement of his role of Sales Director.

HERRON & SON, RIDDEL & SON, AND ALLGRIP, CELEBRATE 175 COMBINED YEARS OF EMPLOYEE SERVICE

This month, the Sanbra Group Hardware Division paused to celebrate something truly special: seven team members who have dedicated significant portions of their careers to the company. Collectively representing 175 years of service across Herron & Son, Riddel & Son, and Allgrip, the milestone recognitions saw three employees reach 30 years of service, two mark 25 years, one celebrates 20 years, and another complete 15 years.

The honoured employees are Adrian Walker (30 years), Charles Swanick (30 years), Liz McMullan (30 years), Heather Swanick (25 years), Lorraine McKeague (25 years), Orla Fleming (20 years), and Francis O'Beirne (15 years).

Building the Business Heritage

These individuals aren't just part of the company's history; they helped write it. The business as it stands today has been built on the foundation of their hard work and expertise. Over the decades, their contributions have steered the Hardware Division through challenges and driven growth. They carry the history of how we work, how we serve customers, and how we handle challenges," the company stated in announcing the recognitions.

A Testament to Culture

In today's world, where longevity in employment is increasingly rare, seeing colleagues dedicate 15, 20, 25 and even 30 years to a company represents something significant. For Sanbra Group's Hardware Division, it stands as testament to the culture that has been built, a place where people are valued, supported, and encouraged to grow throughout their careers.

The depth of institutional knowledge these seven employees bring has proven invaluable, providing continuity in customer service and operational expertise that can only come from decades of hands-on experience in the hardware and building supplies sector.

The Hardware Division's celebration of these milestones reflects both an acknowledgment of individual contributions and recognition that the business today stands on the work these team members have done over decades. Their combined experience is a key strength in an industry where understanding customer needs and maintaining strong relationships remains fundamental to success.

The Sanbra Group Hardware division serves hardware and agri merchants nationwide through the three established wholesale distributors: Herron & Son in Sligo specialises in trusted hardware brands including Herdguard agri and fencing products, Workman long handled tools, and is also now the home of Irish Abrasives distributing Super Quality cutting discs. John Riddel & Son in Lisburn has served Northern Ireland's building trade since 1803 with a curated selection of trusted construction materials. Allgrip (John Murphy) in Castlerea focuses on superior fixings and fasteners.

AI-POWERED SUPPLY CHAINS: NEW COURSE PREPARES HARDWARE

SECTOR

FOR THE FUTURE

Artificial intelligence (AI) is rapidly transforming supply chains and Ireland’s hardware industry now has a unique chance to get ahead. The new Postgraduate Certificate in Applied AI in Supply Chain Management, launched by CILT Mobility & Supply Chain Skillnet and Atlantic Technological University (ATU), is open for enrollment. This fully online Level 9 program (30 ECTS), funded by the Government of Ireland and the EU, equips supply chain professionals with practical AI skills to boost forecasting accuracy, optimise inventory, and manage risks - making advanced training accessible and affordable.

Why AI? Why Now for Hardware Supply Chains Forecasting is one area where AI excels. Advanced algorithms process years of sales data and external factors to generate accurate demand forecasts. Case studies show that AI-driven forecasting can reduce stockouts by 30% and excess inventory by 20-25% in largescale retail. This means more customers find products on shelves while businesses avoid costly overstock - vital for a low-margin sector like hardware retail.

Advance Your Career with a Certificate in Business in Sustainable Supply Chains, Digitalisation, and Logistics!

Are you ready to lead in the evolving world of supply chains? Subsidised courses now enrolling! Visit www.ciltskillnet.ie for more information

Smarter Inventory Planning and Cost Savings AI goes beyond forecasting, helping to optimise inventory by determining how much stock to keep and where. Unlike traditional planning methods, AI systems continuously learn and recommend reorder points and quantities for each product, tailored to differences between store locations. Companies using AI report leaner inventories and higher product availability. Some AI pilots have cut inventory by 15-20% while maintaining 99% product availability, saving millions on storage and freeing up warehouse space.

For hardware companies these efficiencies translate to savings on storage and fewer emergency orders. AI also minimises markdowns by aligning inventory with real demand, reducing the hidden costs of excess stock and keeping customers satisfied with the right products at the right time.

Enrollment is open now for the Postgraduate Certificate in Applied AI in Supply Chain Management. Supply chain, logistics, and procurement professionals in the hardware sector are encouraged to seize this opportunity. For a full list of training programs available visit www.ciltskillnet.ie

PREMIUM PERSONALISED DRINKING WATER SYSTEMS

At ONA Water, they redefine hydration with custom-built Drinking Water solutions designed to match your brand and your space. The dispensers can be personalised with your logo, colours, or imagery, creating a distinctive presence in hotels, restaurants, gyms, offices, and leisure facilities across Ireland.

Every ONA Water system blends design, performance, and sustainability, delivering pristine Chilled, Ambient, Sparkling or Hot Drinking Water, while helping you eliminate single-use plastics and lower operational costs. From elegant minimalism to bold branding, their dispensers ensure your refreshment area makes a lasting statement of quality and environmental care.

Sustainable. Stylish. Smart. Choosing ONA Water means more than convenience, it’s a commitment to a greener future. By replacing bottled water with a dispenser system, you’ll reduce your carbon footprint and ongoing costs, while offering your guests or staff pure, great-tasting water in the most responsible way possible.

Home Water Kits

Their Gold and Silver Filter Kits bring the same professionalgrade water quality to your business or customers home. Installed discreetly under your sink, each kit filters out chlorine, chemicals, heavy metals, and unwanted odours, giving you clean, crisp water directly from your tap. One kit can help you avoid up to 10,000 plastic bottles, which will eliminate the need to purchase bottled water and the hassle of returning empty bottles, all while helping to save our environment.

ONA Water - Refresh Your Space. Reimagine Hydration Visit www.onawater.ie, call 061 210 095 / 085 859 8580, or email sales@onawater.ie. Unit 4, Lisboney Industrial Estate, Dublin Road, Nenagh, Co. Tipperary, E45 KD92

FLAIR SHOWERS HAS BEEN AWARDED GOLD

Flair Showers has been awarded Gold - Bathroom Product of the Year at the 2025 Designerati Awards for its Verve PRO 8 Collection. The range impressed judges with its precision engineering, installer-first innovation, and refined detailing across its 8mm glass design, delivering elevated style and performance.

The Designerati content hub, www.designerati.co.uk/home, serves as a comprehensive resource for professionals in the kitchen and bathroom industry, featuring a diverse array of offerings designed to elevate brand storytelling and enhance digital experiences. The hub encompasses magazines that delve into current trends, innovative designs, and insights from industry experts. The prestigious awards recognise outstanding achievements and creativity within the industry. These awards celebrate excellence and also inspire professionals to push the boundaries of design and functionality.

This recognition reinforces Flair’s commitment to design excellence and the pursuit of Timeless Innovation across their collections. It also reflects the innovative design direction led by Ronan O’Grady, Lead Product Designer, and his team, who developed the new Click Fit PRO screw-free assembly system to deliver faster installation and a refined, precision finish.

Jo Edwards, Sanbra Group Showering Division UK Sales Director, accepting the award on the evening.

News & Products

BIOCIDAL PRODUCTS REGULATIONS

The Biocidal Products Regulation (BPR), Regulation 528/2012 is the European Regulation which sets out the framework for the registration, sale, supply and use of biocidal products. This Regulation was enacted into Irish Law by Statutory Instrument No. 427 of 2013. The Department of Agriculture, Food and the Marine (DAFM) are the Competent Authority for Biocides in Ireland.

A biocidal product (or biocide) contains or generates an active substance(s) that is used to prevent or control various types of harmful or unwanted organisms. Such products include disinfectants, antimicrobials, preservatives, insect repellents, rodenticides and insecticides and others. Biocides control the intended target organism by a chemical or biological action. Biocides can be used by professionals and members of the public in a wide spectrum of use areas that are classified into product-types. Biocidal products are regulated to ensure they are effective and safe for persons, animals and the environment, and to minimise any unacceptable risks for people, non-target animals and the environment.

The control of the marketing, sale and use of the products by DAFM is necessary to ensure only registered biocidal products are made available on the market in Ireland. There are 22 categories of biocidal products, which are grouped into four main areas: Disinfectants, Preservatives, Pest Control and Other Biocidal Products.

What part of the BPR applies to companies in our sector?

In the BPR, the specific definitions applicable in our sector include:

(i) ‘making available on the market’ means any supply of a biocidal product or of a treated article for distribution or use in the course of a commercial activity, whether in return for payment or free of charge;

(j) ‘placing on the market’ means the first making available on the market of a biocidal product or of a treated article;

(k) ‘use’ means all operations carried out with a biocidal product, including storage, handling, mixing and application, except any such operation carried out with a view to exporting the biocidal product or the treated article outside the Union;

(l) ‘treated article’ means any substance, mixture or article which has been treated with, or intentionally incorporates, one or more biocidal products;

(y) ‘advertisement’ means a means of promoting the sale or use of biocidal products by printed, electronic or other media;”

In order to distribute, sell or advertise any biocidal products, Irish legislation requires that the biocidal products are entered in the “Biocidal Products Register” first. The Register of biocidal products is divided between what are referred to as

“Notified” products and “Authorised” products.

Advertising Biocidal Products

Article 72 of the BPR specifies the legal requirements around advertising of biocidal products, this includes websites, home delivery apps, print etc.

You can check the registers of products online at: www.pcs. agriculture.gov.ie/registers/biocidalproductregisters/ or scan the QR code below.

Some Examples of Biocidal Products marketed in Hardware Retailers*:

– Rodenticides (Rat and Mice Poison)

– Repellent products including impregnated repellent collars for pets

– Wood Preservatives

– Algae, mould or slime removal/protection products on hard surfaces

– Paints with a claim to prevent/destroy mould on walls or structures

– Drinking Water Disinfectants

– Insecticide products which can include bait stations (i.e., Ants, Wasps, House Fly)

– Hats or Coats with an insect repellent in the fabric

– Construction Material Preservatives (Non-Wood)

– Any product with a claim which kills or controls harmful organisms such as antibacterial/antimicrobial/sanitising/kills 99.9% of bacteria etc.,

Treated Articles that may be marketed in Hardware Retailers*

– Fencing posts treated with a biocidal active substance

– Paints with an in-can preservative or film preservatives

– Any product which has a claim to protect the product such as paint.

– Dish cloth with antimicrobial properties

* Note: this is not an exhaustive list.

Further information on biocides can be found on the DAFM website: www.pcs.agriculture.gov.ie/biocides/

Any questions in relation to biocides can be sent to their helpdesk: biocides@agriculture.gov.ie

HOW MAINTAINING YOUR ELECTRONIC SECURITY SYSTEMS CAN SAVE YOU TIME AND MONEY IN 2026

Most people don't worry about their security system failing until it's too late. But a malfunctioning electronic security system can be more than just an inconvenience for your business. It leaves you exposed to security risks and can be costly to fix. Many businesses only think about their Intruder and CCTV system when it breaks down. This can leave them feeling confused and frustrated, unsure who to call for repairs. Securitas Technology outline here why having a regular maintenance contract can save you time, money, and stress:

No Scrambling for Help: With a maintenance contract, you already have a trusted company in place to handle repairs. No more wasting time searching for reliable technicians.

Priority Service: Contract customers typically receive faster response times compared to those without one. You won't be left waiting while they service other clients.

Transparent Costs: Maintenance contracts often offer fixed pricing for repairs, avoiding surprise bills for call-out charges and diagnostics.

Cost Savings: While the initial cost of a preventative maintenance visit for a CCTV system might be viewed as an expenditure, it should be considered a long-term investment. Regular maintenance offers significant financial benefits by enabling the early detection and rectification of minor issues before they escalate into major problems requiring costly emergency repairs. This proactive approach extends the lifespan of your Intruder and CCTV system, reducing the need for premature replacements. Additionally, maintenance contracts often provide fixed-cost servicing, eliminating the financial uncertainties associated with call-out charges and unforeseen repair needs.

The Nuisance and Risk of False Alarms: False alarms are more than just a source of annoyance and wasted money. When a security system malfunction triggers a false fire alarm dispatching emergency service, it can have life-threatening consequences. These unnecessary deployments waste valuable emergency resources and delay response times to genuine threats. Research indicates a strong correlation between a lack of regular maintenance and the occurrence of false alarms. Fortunately, implementing a routine maintenance plan can significantly reduce or even eliminate false alarms.

Reduce Downtime: Electronic security system downtime can have a significant impact on business operations, translating into lost productivity and revenue. A malfunctioning door access system, for instance, could lock out employees or restrict access to critical areas, hindering workflow. Proactive maintenance plays a crucial role in preventing these disruptive system failures. By addressing potential issues through regular servicing, businesses can ensure optimal system uptime, minimising disruptions and safeguarding operational efficiency.

Right Side of Insurance Claims: In the unfortunate event of a property damage incident, businesses may seek compensation through insurance claims. Insurance providers typically conduct thorough investigations, which often include reviewing CCTV footage and security logs. If the investigation reveals a security breach that can be attributed to a lack of documented maintenance on the security system, the insurance company may have grounds to deny the claim.

This emphasises the importance of maintaining a comprehensive record of preventative maintenance for Intruder and CCTV systems. Such documentation serves as a safeguard, ensuring businesses can demonstrate they took reasonable steps to mitigate security risks and potentially avoid claim denials.

Peace of Mind: While business decisions are often driven by quantifiable factors like cost and profitability, it's important to acknowledge the human element. A well-maintained electronic security system offers more than just financial benefits; it fosters a sense of security and peace of mind for both business owners and employees. Knowing the system is functioning optimally allows everyone to focus on core activities without the constant undercurrent of worry about potential security breaches.

Securitas Technology has exclusive HAI member discounts on preventative maintenance.

Save up to 50% on the cost of preventative maintenance for the year ahead!

For further information call Denise McCarthy now, to discuss these offers and ensure your business is protected in 2026.

Office Ph. +353 1 456 4544, Mob +353 86 1916327, email denise.mccarthy@securitas.com or visit www.securitastechnology.com/ie

Securitas Technology Ireland, A1-A3 Calmount Business Park, Ballymount, Dublin 12, D12 XT78.

DS SUPPLIES HONOURED AS FLOORING TOOLS SUPPLIER OF THE YEAR 2025 AT NTFAI TRADE DAY

DS Supplies celebrated a resounding success at this year’s National Tiling & Flooring Association of Ireland (NTFAI) Trade Day, held on November 15th at the Clanard Court Hotel in Athy. The company’s exhibition stand was a dynamic centre of activity, drawing consistent crowds with a series of live floor repair demonstrations conducted throughout the afternoon. These practical sessions showcased expert techniques and the superior performance of DS Supplies' specialised tools, providing invaluable insights to attending contractors and installers.

The day’s achievements were crowned at the prestigious evening awards ceremony, where DS Supplies was presented with the acclaimed Flooring Tools Supplier of the Year 2025 award. This honour serves as a powerful endorsement of the very products and expertise demonstrated on the trade show floor, recognising the company's unwavering commitment to equipping Irish professionals with innovative, high-performance solutions.

"We are incredibly proud to receive this award," said Derek Morrin for DS Supplies. "The energy at our stand during the demonstrations was fantastic, and this accolade is a testament to our entire team's dedication. It reinforces our mission to supply the best flooring solutions and also to support the trade with the knowledge needed to achieve flawless results."

By combining hands-on education with industry recognition, DS Supplies firmly underscored its role as a leading partner and innovator in flooring accessories for the flooring trade in Ireland.

Visit www.dssupplies.com for more information.

DS Supplies exhibition stand was a dynamic centre of activity, drawing consistent crowds with a series of live floor repair demonstrations conducted by Derek Morrin throughout the afternoon.

L-R Bernie Morrin, Scott Cullen, Holly Doyle, Maria Doyle, Derek Doyle, Claire Irwin, Chartered Quantity Surveyor, (Room to Improve), Derek Morrin.

News & Products

HUNDREDS GATHER FOR IRELAND’S LEADING AI CONFERENCE FOR MARKETERS

On the 26th of November, hundreds of marketing and social media professionals came together at The Alex Hotel for 3XE AI - Ireland’s leading conference for marketers exploring how artificial intelligence is transforming the way we work.

Delegates attended from a wide range of well-known Irish companies, including Chadwicks, Kepak, Chartered Accountants Ireland, Sage, Finlay Motor Group, Hardware Association Ireland, and many more. With participation from top agencies and ambitious SMEs, the day proved to be both insightful and inspiring, offering a deep dive into how AI is reshaping the marketing landscape.

The conference brought together some of the most respected voices in AI, digital marketing, and social media to discuss and debate how businesses can use artificial intelligence to enhance campaign performance, optimise costs, and achieve measurable results. It also included a stark reminder to attendees of the limitations and ethical use of AI.

Highlights from the Day

Attendees heard from an impressive line-up of speakers representing Google, OpenAI, Content Plan, Women in AI, AICertified, The Corporate Governance Institute, and others. Throughout the day, speakers shared practical insights and real-world examples of how clever and responsible use of AI can enhance digital marketing strategies, strengthen social media performance, and drive business growth.

One strong message from the event is that education is key. Ray Grafton from AICertified noted that the knowledge and skills gap around AI is the biggest challenge to progress.

“Unstructured and disconnected learning creates chaos”, Ray explains, reminding attendees that “a clear framework and progression route” is needed for organisations to integrate AI effectively in their organisation.

“AI is shifting from a tool of efficiency into a powerhouse for innovation.”, praises Google’s Christina Barbosa-Gress, as she provided a compelling overview of their latest AI-powered services, including photo and video generation, and using AI to personalise and optimise online ad campaigns.

Niamh McElhatten from the Women in AI Network provided a stark reminder to attendees on the ethical and effective use of AI, and of the EU AI Act, which sets out clear parameters on the transparency around the use of AI in communications.

Gavin Duff from Friday Agency shared a compelling overview of the latest in Search Engine Optimisation (SEO) and how an AI feedback loop has started to form with content being generated,

regenerated and shared across media. Because of this, “originality and reputation matter more than ever”. Marketers need to ensure their content is relevant, answers the right questions, and gets read, shared and linked. He concluded his session with some helpful tips for marketers:

– Don’t write content for AI. Write content that AI and humans want to point at.

– Focus on content that’s proven and story-driven (testimonials, customer feedback, case studies, behind-thescenes content, etc)

– Publish only what you’d share yourself – and create content you can stand by in ten years time

– AI isn’t your copywriter – use it as a 2nd brain.

– Optimise your content to be quoted/referenced

Denis Jastrebski from Content Plan provided an enlightening overview of how to use AI to automate operations, including how it can auto-generate clean data from your own operational systems, without any bias.

Key Action-Point for Marketers

If you haven’t already, get up to speed on the EU AI Act – to which all organisations need to be compliant by August 2026. Get up to date on what you need to do www.artificialintelligenceact.eu

A Collaborative Effort

The 3XE AI Conference, organised in partnership with Content Plan, was proudly supported by Friday Agency, GS1 Ireland, and AICertified. The event was co-chaired by Anthony Quigley, co-founder of the Digital Marketing Institute, and Sinéad Walsh of Content Plan, who guided the discussions with expertise and energy.

As the event concluded, attendees left with new ideas, fresh perspectives, and practical takeaways to help shape the future of marketing in an AI-driven world.

BELLOTA ACCEPTS THE “BEST TILING TOOLS SUPPLIER 2025” AWARD

Bellota are delighted to announce that they are the winners of the “Best Tiling Tools Supplier 2025” at The National Tile Association of Ireland (NTAI) awards. These prestigious Awards were held in November in the Clanard Court Hotel, Athy.

Each year, the Awards Night brings together leading brands, distributors, and retailers from across Ireland to celebrate excellence, innovation, and outstanding service within the tiling tools sector. In a field marked by high-quality competition, Bellota stood out for its exceptional commitment to craftsmanship, product reliability, and continued support for tilers, merchants, and end-users alike.

The National Tile Association of Ireland (NTAI) judging panel praised Bellota’s innovative product development, consistently high manufacturing standards, and strong customer engagement - qualities that have firmly established the company as a trusted partner for tiling professionals throughout Ireland and beyond. From precision-engineered cutters to ergonomic installation tools, Bellota continues to demonstrate why it remains at the forefront of the industry.

Accepting the award on behalf of the company, Les Ashley of Bellota expressed his gratitude to all their customers for their continued support and offered a special thank you to everyone who cast their vote. Les reaffirmed Bellota’s commitment to serving the Irish market with the same passion and quality that have defined the brand since arriving in Ireland in 2019.

Les went on to congratulate all of this year’s nominees who continue to elevate standards across the sector. The NTAI look forward to another year of innovation and excellence from the brands that drive our industry forward. You can contact Les on 087 4408077 or les.ashley@bellota.tools.com

HAI PRESENT CONSTRUCTION CREDIT TEAM AWARD

The team at Hardware Association Ireland (HAI) was honoured to attend this year’s Credit Management Awards, which took place at a gala event at the Royal Marine Hotel in Dun Laoghaire on the 14th of November.

The event was well-attended by over 300 credit management professionals across multiple sectors. The event celebrated the work being done by these credit teams and individuals to keep their businesses alive through guaranteeing a steady cash flow to keep the business going while delivering excellent customer service.

HAI was on hand to present the award for Construction Credit Team of the Year, which was presented to the team at O’Reilly Precast.

Les Ashley - Bellota Tools, accepting the 'Best Tiling Tool Supplier' Award from Claire Irwin - from RTE`s ‘Room to Improve’.

HAI’s Aoife Kinsella O’Reilly with the O’Reilly Precast Credit Team at the Credit Management Awards.

HYGEIA PARTNERS WITH SEALAC TO BRING INNOVATIVE SEAWEED-BASED ANIMAL NUTRITION PRODUCTS

Hygeia has partnered with Sealac Seaweed Nutrition to broaden access to Sealac’s premium concentrated seaweed products across Ireland. Sealac, a family-run company established in 2016 and based in Kiltimagh, Co Mayo, specialises in harvesting and processing Atlantic seaweed (Ascophyllum nodosum) to create a unique range of concentrated seaweed feeds for animal nutrition.

This new distribution partnership allows each company to focus on what they do best. Sealac will continue producing superconcentrated seaweed powders, as well as working on expanding their innovative animal nutrition range. Hygeia, in turn, will utilise its established nationwide distribution network to bring the Sealac range to a wider audience, making these high-quality products more accessible to farmers throughout the country.

Sealac is an expert in producing unique, super-concentrated seaweed powders, using a highly specialised drying process that has been refined over several years at its dedicated facility in Co Mayo. These powders are saturated with minerals, vitamins, antioxidants and bioactive compounds, present in significantly higher concentrations per gram than in standard seaweed powders on the market. Extensive research into the benefits of feeding Ascophyllum nodosum to animals has shown that these natural compounds act as prebiotics and support digestion, coat condition, immune function, reduce methane emissions and overall animal health.

Sealac focuses on delivering targeted, seaweed-based nutrition to support animals from day one through to maturity. Its supplements are designed to fit into any farming system, enhancing health, performance and development.

The partnership between Hygeia and Sealac Seaweed Nutrition strengthens the supply chain of sustainable animal feed, supporting farmers and livestock health across Ireland.

To learn more visit www.hygeia.ie or www.sealac.ie

STAFFORD’S - SUPPORTING YOU FOR ALMOST 80 YEARS!

John Stafford & Sons are delighted to launch their new spring summer 2026 catalogue. This season’s catalogue is packed with brilliant offers and great ideas! Over 80 new items will be launched in early 2026, which are sure to increase your category sales in the coming 2026 season!

They have some great offers available right now, plus a range of key selling items available to pre-order, at market beating prices. Be sure to contact your Sales Representative for full details or make an appointment to visit their extensive new showroom at Bellefield, Enniscorthy, County Wexford Y21 E0F5. If you're in the gardening business, look no further than Stafford’s for your Gardening Line-Up for 2026.

Their extensive Range of Protool, AC Brooklyn and Truper Brands, covers a comprehensive range of fast selling products for agri, hardw are, DIY, builders merchants, hire and garden customers. They are looking forward to a successful year ahead and proud to support you for almost 80 years!

For further information visit www.stafford.ie or email sales@stafford.ie

COMBILIFT RE-QUALIFIES FOR DELOITTE BEST MANAGED COMPANIES AWARD - 13 YEARS OF EXCELLENCE

Combilift, once again, has been recognised as one of Ireland’s Best Managed Companies by Deloitte, marking their 13th consecutive year receiving this prestigious accolade.

This recognition is a reflection of Combilift’s consistent yearon-year growth and also highlights its ongoing commitment to innovation, operational excellence, and strategic vision. The rigorous requalification process assesses companies across four key pillars: strategy, culture & commitment, capabilities & innovation, and governance & financials. Requalifying means continuously proving their ability to lead in each of these areas in a dynamic global market.

“The renowned Deloitte international brand Best Managed Companies programme sets a high benchmark, and requalifying for the 13th time reinforces our position as a serious global business,” said Combilift’s Managing Director

Martin McVicar. “While we’re known for manufacturing innovative world-class material handling solutions, this recognition also speaks to how we run our business - from our lean operations and customer-focused R&D to our world-class production facility in Monaghan.”

This accolade strengthens Combilift’s brand not just as an industry leader in materials handling equipment, but as a model for sustainable growth and management on the global stage.

Combilift is one of the largest global manufacturers of multidirectional, side-loading and articulated forklifts and a leader in heavy goods handling. Operating in over 85 countries, Combilift designs and builds off-the-shelf and customised material handling equipment that maximises space, safety, and efficiency. For further information visit www.combilift.com

The Combilift Team at the Deloitte Ireland’s Best Managed Companies Awards ceremony.

MANNOK LAUNCH THE MANNOK U-VALUE CALCULATOR APP

Mannok has launched the Mannok U-Value Calculator App, now available for download on the Apple App Store and Google Play. This marks one of the first mobile apps of its kind developed by an insulation manufacturer, offering a fast, accurate, and convenient way to calculate U-values using Mannok products.

What is a U-Value?

A U-value is a measurement of the rate of heat transfer through a building element, like a wall, window, or roof. It indicates a material's effectiveness as a thermal insulator; a lower U-value means less heat is transferred, resulting in better insulation and greater energy efficiency. The standard unit for U-value is Watts per square metre per Kelvin (W/m²K), and it's a key factor in building regulations for energy conservation.

Mannok’s existing online U-Value calculator on its website, has been widely used by customers and industry professionals on a regular basis. Thanks to this success, Mannok has taken the tool a step further by developing a fully native app for smartphones and tablets.

With the app, users can:

– Access U-value calculations instantly, anywhere.

– Log in to save calculations for future reference.

– Receive calculations directly via email.

The app is designed primarily for professionals, such as Architectural Technologists, Specifiers, Architects, and BER Assessors, but it’s also a practical tool at builders' merchant counters, for DIY enthusiasts, builders and contractors, Mannok’s U-Value calculator has approximately 700 users every month, with two-thirds of the users from the UK, and the majority of the remaining third from the

Republic of Ireland. The app sends 500 PDF calculations each month. Currently, around 25% of all calculator sessions come via the mobile app, split evenly between iOS and Android devices - a figure expected to rise as awareness spreads.

The new app improves the overall user experience with a clean, user-friendly interface, and also ensures customers always have the most up-to-date version at their fingertips.

And for those who prefer direct support, Mannok’s Technical Team remains available to provide personalised U-value calculations by phone or via email.

Jason Martin, Specification and Product Development Manager at Mannok, said: “The online calculator was a real success, but it wasn’t designed for mobile use. With the app, we’ve addressed that challenge, and the result is a simple, efficient, and highly userfriendly tool. We’d like to thank Sugar Projects for their excellent work in bringing the app to life.”

MT VALVES & FITTINGS: YOUR COMPLETE SOLUTION FOR VALVES AND FITTINGS

At MT Valves & Fittings, they know that professionals need products they can trust - durable, reliable, and ready to install. That’s why they offer a complete range of high-quality valves and fittings, designed to keep projects flowing smoothly and efficiently.

Their product line includes ball, gate, butterfly, and check valves, along with an extensive selection of fittings to cover every piping need. Made from premium materials and tested to meet strict international standards, MT products deliver long-lasting performance, whether for water, heating, compressed air, or industrial applications.

They make it easy for distributors, hardware stores, and installers to stock the right solutions, with a versatile range. Backed by expert technical support, MT Valves & Fittings helps you choose the right product for every project, whether it’s a small residential job or a large-scale industrial system. Their commitment to quality and continuous improvement ensures that every valve and fitting meets the highest standards.

MT Valves & Fittings are based in Spain and are already supplying customers in Ireland.

They are now looking for additional strategic partners, If you are interested, please contact them at s.diaz@mtspain.net and visit www.mtspain.net

BOOK YOUR SPOT NOW AT IRELAND’S LEADING TRADE EVENT FOR HOME, GARDEN, BUILD AND DIY

Visitor registration is now open for The Hardware Show 2026 - and visitor registration is completely FREE!

When: 15 - 16th February 2026

Where: RDS Simmonscourt, Dublin 4

Hardware retailers, builders’ merchants and industry stakeholders: book your place at www.thehardwareshow.ie to enjoy free coffee, free parking, and the opportunity to meet 180+ exhibitors showcasing the latest in home, garden, build and DIY.

Supported by:

Why Visit?

Kindly supported by Intact for another year, The Hardware Show remains Ireland’s premier event for the industry, providing a unique opportunity for buyers and business owners to source new products, meet suppliers and explore emerging trends across the full hardware and building materials spectrum. Whether you’re seeking fresh retail inspiration, new revenue opportunities or practical solutions that support your business, this show delivers unmatched value.

Feedback from the 2024 Show

Not convinced? Let 2024’s visitors share their experience!

– 99% said they found the Show worthwhile

– 56% visited to meet existing suppliers

– 46% visited to source new suppliers

– 35% visited to find new products

Contact Jim Copeland 087 6671361

jim@hardwareassociation.ie

Spotlight on Innovation

All exhibitors can enter The Innovation Awards - one of the most anticipated elements of the show. Judged by industry professionals and key retail buyers, these awards highlight standout innovation across four categories, Home, Garden, Build and DIY. Being shortlisted or winning is a proven way to drive footfall to your stand, increase brand visibility and secure valuable media coverage.

Exhibitors: Get Show-Ready with our Exclusive Briefing

On January 13th, HAI will be hosting an Exhibitor Briefing for The Hardware Show exhibitors to help them get Show-ready, providing tips and strategies on boosting engagement and promotion, to ensure you get the most out of the two days (and beyond!).

This event will include expert insights from talent specialist Sean McLoughney, who will share his advice on how to get the most out of the Show.

For more information email operations@eventhaus.ie

Why Exhibit?

With 90% of exhibitor space sold, Ireland’s flagship trade event continues to attract the sector’s most influential buyers. Whether you're a well-known brand or new to the Irish market, the show offers a trusted, results-driven platform to:

– Connect with independent retailers, builders’ merchants, garden centres, hardware stores and major buying groups from across Ireland

– Launch and demonstrate new products directly to decisionmakers

– Build relationships, take orders and generate qualified business leads

Don’t miss out! Exhibitor spaces are available but limited. Contact Una, una.geraghty@eventhaus.ie, or Margaret,  margaret.andreucetti@eventhaus.ie, or call 01 8460020

For more information visit www.thehardwareshow.ie

The Soudal team having won the overall Innovation Award in 2024.

PREMIUM HIGHPERFORMANCE ECO FUELS FOR IRISH HOMES

All Star Eco Fuels is one of Ireland’s leading producers of highquality Eco Logs and Wood Briquettes, trusted by retailers who want products that deliver strong heat, consistent performance, and excellent customer satisfaction. With growing demand for cleaner, hotter, and longer burning fuels, All Star has become a preferred choice across hardware stores, builders’ merchants Coop stores and garden centres nationwide.

Proven Performance Through Independent Testing

Every All-Star product is engineered for real heat and reliability. Their third-party testing was carried out by JHG Analytical Services Limited, an independent certified solid-fuel testing laboratory. They assessed heat output, burn duration, moisture levels and ash content for both their Eco Logs and Briquettes against leading comparable products on the market. The verified results confirmed that All Star products deliver:

– Higher heat output than many leading alternatives

– Longer burn duration

– Significantly lower ash content

– Moisture levels well within standards

This gives retailers confidence and gives customers a better burn with less mess, fewer top ups, and a warmer home.

Eco Logs

All Star Eco Logs are produced from 100 percent natural compressed wood. There are no binders or additives, only clean burning material that lights easily, produces strong heat fast, and leaves minimal ash behind. Their high-density design makes them suitable for modern stoves, fireplaces, and outdoor living spaces.

Why Retailers Choose All Star

Retail partners stock All Star products because they deliver repeat business. Customers feel the heat difference immediately and quickly return for more. The low ash performance reduces cleaning, protects stoves, and increases satisfaction. This reliability helps retailers stand out and offer genuine value to their customers.

An Irish Family Business Built on Quality

All Star Eco Fuels is a family run Irish business focused on producing premium fuels with honesty, transparency, and care. Every product is made to a high standard, backed by certified data, and supported by strong retailer relationships nationwide.

All Star Eco Fuels. It’s more than a fire. Proudly exhibiting at The Hardware Show 2026 in February at the RDS at Stand No. B67

Learn more at www.allstarheating.ie or email janet@allstarheating.ie, tel: 0949014422

News & Products

WHAT BLACK FRIDAY 2025 CAN TEACH YOU FOR 2026

Black Friday 2025 has wrapped up, and the latest .ie research with Core Research offers clear insights into how people shop online.

Trust Shaped Where Shoppers Bought

Social selling on Facebook, Instagram and TikTok continues to rise, but trust remains the deciding factor. Three in four consumers said websites are safer than social media, and almost three in five were more likely to buy from a retailer with a .ie domain. Shoppers linked .ie to stronger security, greater accountability and a real connection to Ireland.

Trust and transparency will continue to shape purchase decisions. A reliable website will remain essential even if social platforms support product discovery.

Price Led Interest, but Safety Sealed the Deal

Price was the biggest motivator, followed by product quality, and more than half of consumers made an impulse purchase. However, shoppers did not ignore risks. One in five people in Ireland have already lost money to an online scam, with losses averaging €401, which influenced how carefully they approached discounts. Many paused to check reviews, search the company name or look for HTTPS before buying.

Shoppers want value, but not at the expense of safety. Visible security features and clear information will convert more visitors into buyers.

Fast Delivery Encouraged Local Shopping Delivery speed ranked third in importance after price and

quality. Faster fulfilment within Ireland encouraged 61% of shoppers to choose .ie websites, with many seeing local retailers as more reliable and quicker to deliver.

Convenience and clarity around delivery will continue to influence decisions. Retailers who highlight their local advantage will benefit.

Social Media Inspired Purchases, but Websites Completed Them

Many consumers discovered products on social platforms but preferred to complete purchases on trusted websites. More than half believe scams are more likely to occur on social media, and phishing remained the top concern.

Social platforms work best for discovery and engagement, but websites remain the safest place to transact.

Reviews Became the Strongest Overall Influence

Personal recommendations still matter, but when preferences are combined, online reviews influenced 64% of shoppers. Authentic and recent reviews will be essential for building credibility.

Considerations for 2026

Irish consumers are increasingly cautious and informed. Deals attract attention, but trust determines the sale. The future of online shopping will favour retailers who combine good value with secure, credible and customer centred digital experiences.

Access the research: www.weare.ie/black-friday-2025/

DENIS BURKE CUP

The Hardware Association Ireland Golf Society's fourth and final outing of the year, The Denis Burke Cup, kindly sponsored as usual by Bostik, took place on Friday 5th September at the magnificent Golf Course at Mount Wolseley. Firmly established as one of Ireland’s premier Parkland Courses and ideally located. A regular and popular venue for Hardware Golf Society members with its idyllic and lush parkland that tests every facet of the players’ games while also providing enjoyment.

Peter Morrissey, Sales Director at Bostik extended a very warm welcome to the large number of players on the day and presented

OVERALL

First place

Second place

CLASS 1

First

Second

CLASS 2

First

an impressive display of prizes to the Mens and Ladies winners. Coincidentally, Peter was the winner of the overall prize with a great score of 39pts, which he was delighted about, as the late 'Denis Burke' had been a valued member of the Bostik team in times past, and a sentimental prize that Peter had been trying to win for many years! Brianan Kingham was the overall ladies winner with an impressive score of 28 points.

Player of the Year

Martin Rowe was the very popular and richly deserved winner of The Player of the Year Shield for 2025 with a total score of 109 pts over three events off an average handicap of nine, just pipping Tim Lodge by a single point. In its second year, this very competitive competition was keenly contested with six players in contention on the final day.

HARDWARE ASSOCIATON IRELAND GOLF SOCIETY

PRESIDENT PAUL CANDON'S PRIZE

5th September 2025 - Mount Wolseley Golf Club Sponsors - Bostik

CLASS 3

First

LADIES

First

VISITORS

First place

Peter Morrissey receiving his overall first prize from Hardware Golf Society President Tim Lodge and Captain John Hassett.

Tom O'Connell receiving his class one prize from Peter Morrissey.

Peter Morrissey presenting Martin Hennessey with his class two prize.

Joseph Wallace receiving his second-place overall prize from Peter Morrissey.

Peter Morrissey presenting Brianan Kingham with her first-place overall prize.

Eddie Kelly receiving his third-place overall prize from Peter Morrissey.

Martin Rowe being presented with his Player of the Year Shield by Peter Morrissey.

Inside Industry View

168 HOURS IN A WEEK. IT WAS NEVER ENOUGH

The Early Mornings and the Endless Weeks

My day used to start at 4am or more accurately, I woke at 4am. My mind switched on by 4:05am. I was afraid to sleep any longer because there was always too much to do. By 5am, I was already running through debtors listing, outstanding tasks and potential problems in my head - panicking because there were never enough staff or hours in the day. Every task felt urgent; every minute mattered.

Looking back now, I realise I was addicted - not to drink or drugs, but to work. It was my comfort, my crutch, my identity. My business was the child

I never had - it defined me, it drove me, and it demanded every ounce of energy I had and I loved it!

Learning to Let Go

When I finally decided to let go - to make the business a saleable asset - I had to face a truth I’d long avoided: it couldn’t depend entirely on me.

I had to chip away at the parts of my day that made me indispensable, automate what I could, and build a team that could stand without me. That took time - and a lot of humility.

In the thick of it, you tell yourself there’s no other way. You love the chaos, the

purpose, the “busy.” But at what cost? My world had shrunk - fewer friends, little social life, and conversations that always circled back to the same refrain: how busy I was, how hard it was to find staff, how everything depended on me.

The truth was, it didn’t have to.

The Staff Crisis That Never Ends

Currently, I support businesses in growing margin and sales through optimisation of operations and having the independent view after stepping back, I see the same pattern across the country. Managers and business owners overwhelmed, short-staffed, and stuck.

Staff retention remains one of the greatest challenges in retail and building-supply businesses. McKinsey & Company (2022), see graph on previous page, show a mix of causes for frontline retail employees leaving their jobs. Career development, meaningful work, inspiring leaders and health & wellbeing are among the top reasons alongside compensation as the main reasons.

We also face a generational gap. The younger workforce is better educated, more mobile, and less likely to see a trade counter as a career for life. One lad I met had a degree in construction studies - a brilliant qualification - but he felt he was stuck behind a counter with no training plan, no mentor, and no clear path forward. How do we inspire this generation to work with us is the big question.

Training, Mentorship, and Motivation

Too often, the first lesson new hires learn is how to give a discount. That’s the culture we’ve created - price first, value later. Real training is rare. Few have a mentor beside them saying, “Here’s how you serve, here’s how you sell, here’s what each product does.” We’ve lost that apprenticeship style of learning that once made our trade strong. Maybe it’s time to bring some of that back.

And it’s not just about skills - it’s about belonging. People stay where they feel valued. That means giving them structure, feedback, and a sense of purpose - not just a payslip.

Small firms, like mine was, often struggle here. With 15 or 16 staff, I couldn’t offer a promotion ladder. My focus was on automating tasks and survival. But even small steps - 3rd party educational training, better organisation, cleaner layout, clearer systems - made the place easier to work in and boosted morale.

The Manager’s Trap

Sometimes, we are our own worst enemy. When a delivery is late, we jump into the van ourselves. When a customer shouts, we grab the forklift or load the truck. We think we’re helping - but we’re actually teaching our team that we’ll always step in.

Inside Industry View

I learned that lesson the hard way. When I lost vision in one eye and could no longer drive, I was forced to stop. I told staff and customers, “Sorry, I can’t deliver.” And you

know what? We never lost work as with careful planning and clear communication work was completed in a satisfactory timely manner.

That taught me boundaries - and the importance of setting standards. My father always said, “Go to work dressed like you’re meeting the bank manager.” It made me think twice before rolling up my sleeves - and it made the staff think twice before asking me to. More importantly, it showed them that leadership looks different from labour.

Small Business owners and branch managers are often perfectionists. They can’t accept less than 100% leading to longer hours, small - med size businesses owners are often the trainer - head of HRhead of sales - chief counsellor - financier. A bank manager once commented ‘if you get someone to stand in for you, they will only do 70% of what you can do.’ Its accepting this limitation and knowing where you can help them grow is key to sharing the workload.

Building Better Workplaces

The little things matter. Clean layouts, organised stores, clear labelling, and smart health-and-safety systems. Not as bureaucracy - but as tools to make life easier for the people at the coalface.

Technology can help too - automated stock systems, reorder levels, and smart dashboards that cut time-wasting tasks. Every five minutes saved is five minutes you can spend supporting staff instead of firefighting.

Because at the end of the day, that’s what leadership really is - creating an environment where people can succeed without burning out, and where you, the owner, can finally breathe.

Clear communication and understanding of the process and one’s role is a game changer, shared responsibility and accountability for one’s actions alongside this.

Training is key to staff morale, retention and your ability to share the workload. I met a Lithuanian warehouse supervisor who explained to me in perfect English how his employer paid for his English tuition, and how his team of five were working well with him. What made him

feel proudest in his role was that he was a keyholder and was trusted with opening the business every morning!

Coming Out the Other Side

Today, I can look back with gratitude - not regret. The long hours, the exhaustion, the lessons - they all led to a better understanding of what drives small business owners like me. We do it because we care. But caring too much can consume you.

So if there’s one message, I’d share with any business owner today, it’s this: take back your five minutes. Start with small changes. Build systems, trust people, and give yourself permission to let go.

Because there will always be just 168 hours in a week - and that will never be enough if you’re trying to do it all alone.

Dave can be contacted at david.gavin@dazo.ie

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 ethos - clarity, accountability, and empowered teams.

Next Gen Retail Report

KPMG’s eight volume of the Next Gen Retail Series has been released. The survey, conducted via RED C, measures consumer retail attitude and delves into the changing retail landscape during a time marked by increased financial uncertainty and a notable shift towards price-focused purchasing decisions. The full report, uncovers valuable insights into the concerns, behaviours, and attitudes of shoppers and discover a customer who is increasingly prioritising price, value for money and actively adjusting their shopping habits to save money.

Key Insights - Consumer Priorities in Flux

This year’s findings reveal a consumer landscape shaped by financial caution, evolving shopping habits, and a growing demand for authenticity in sustainability. With 3 in 10 feeling less financially secure and over half prioritising price, value is clearly top of mind. Consumers are buying less, seeking discounts, and sticking with in-store shopping, yet they remain open to innovation—embracing new payment options and online platforms. Sustainability continues to matter, but trust is fragile, with many calling for greater transparency and incentives. These insights offer a clear signal: brands must balance affordability with credibility to stay relevant.

Actions for ret ailers to consider Based on the current retail environment, retailers and consumer businesses need to adapt to shifting preferences. While shoppers remain focused on price and value, they also expect quality, convenience, choice and a commitment to sustainability. To stay competitive, retailers should focus on understanding and responding to those changing demands. This involves balancing pricing tactics with maintaining perceived value, potentially through flexible pricing strategies. Some retailers are enhancing value through loyalty programmes and bundled offers which can help alleviate consumer price concerns.

Due to the fact that price is no longer the only concern, quality remains a significant factor. Retailers should prioritise maintaining product quality and effectively communicate these efforts to build consumer trust. By investing in product innovation and robust quality control processes, retailers can build trust and loyalty among their customer bases. Retailers that prioritise these approaches will be better equipped to succeed amidst the changing retail landscape.

Get in touch

The pace of change is challenging retailers and consumer businesses like never before. To find out more about how KPMG perspectives and fresh thinking can help you, please get in touch with David O’Kelly, Head of Consumer, Retail & Manufacturing. We’d be delighted to hear from you.

David O’Kelly Partner Head of Consumer, Retail

&

Manufacturing

KPMG in Ireland

E: david.okelly@kpmg.ie

T: +353 87 744 1606

HAI Corporate Partners

CASH MANAGEMENT

Brink’s Cash Services

CREDIT & FINANCIAL MANAGEMENT

CORPORATE PARTNER

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

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

LCMS Ltd

Billy Nolan 087 2604625

billy.nolan@lcms.com www.lcms.ie

ECOMMERCE AND IT SUPPORT

Agility Software Ltd

Core Tech

Geraldine Quinlan Burke 025 41400

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

David Malcolm 01 253 0282 david@agility-software.com www.agility-software.com

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

Solgrid Ltd

Aidan McCurtin 091 335 335 aidan@solgrid.ie www.solgrid.ie

akelly@cpmire.com www.cpmire.com

OnlineTradesmen.ie

HR SUPPORT

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

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

Woodland Group

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

01 4877380 partner@onlinetradesmen.com www.onlinetradesmen.ie/partners

WASP Technologies

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

MATERIALS HANDLING

Combilift

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

Henley Forklift Group Ltd

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

HAI Corporate Partners

PAYMENT SERVICES

Elavon Merchant Services

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

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

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

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

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

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

• A preferential rate for exhibitor space at The Hardware Show

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

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

HAI Training Schedule - Spring 2026

Hardware Association Ireland (HAI) is delighted to announce its classroom/virtual training schedule for Spring 2026.

Industry Profile

Bluestone Sales & Distribution Ltd - meet the team

Founded in 2001 by David and Karen Bates, Bluestone Sales & Distribution is a highly regarded independent and Irish owned company selling and distributing a vast array of brands and products across Ireland and Northern Ireland.

Originally set up in 1993 as a BRITA subsidiary for Ireland they focus on innovative household brands that offer reliability and value, working in partnership with market leading brands including BRITA, Severin, Leifheit, Soehnle, Greener Cleaner, Strata, Restore and E-Cloth. They are the sole distributors in Ireland and Northern Ireland of BRITA water filters, the market leaders in water filtration.

Based in Trim, Co. Meath, they serve their customers with a dedicated sales team that operates throughout the country ensuring all of their customer’s needs are catered for in their own unique way, ensuring a high quality of customer service and satisfaction. Here we get a chance to meet the team.

Cillian Shiggins cshiggins@bluestone.ie

Cillian is the youngest and newest member of our sales team at Bluestone Sales & Distribution. He covers the South Leinster, Midlands, and East Munster regions, managing all accounts within his territory with energy and professionalism.

Why did you choose sales, and what do you love most about it?

I chose sales because I’ve always enjoyed working with people and helping them find solutions that truly make a difference. What I love most is the variety, no two days or clients are ever the same. Every conversation is an opportunity to build strong relationships, create value, and contribute to mutual success.

How do you approach building relationships and trust with clients?

For me, building relationships and trust with clients starts with listening. I take the time to understand their needs, provide honest and transparent guidance, and always follow through on my commitments. By consistently delivering on these principles, I can build strong, long-lasting partnerships.

What’s one sales tip, philosophy, or mantra you live by?

One sales mantra I live by is: ‘Listen more than you speak.’ Clients will always share what they truly need if you give them the space. My role is to listen carefully, understand their priorities, and then provide solutions that genuinely help.

Gary Kelly gkelly@bluestone.ie

Gary has been a Sales Representative with Bluestone Sales & Distribution for 8 years covering the Munster Area.  Gary has built great relationships with his customers over the years and is proficient in showcasing Bluestone products at In-store Demo days, Trade & Consumer Shows.

Why did you choose sales, and what do you love most about it?

I chose sales because it’s something I grew up around. My father was in sales, and he loved meeting people, building relationships, and being out on the road. During my school holidays, I often went with him, and that experience showed me how rewarding it can be to connect with customers and make a difference for them. What I love most about sales is that same variety and interaction, every day and every customer brings a new opportunity to learn, grow, and add value.

What achievements or results are you most proud of in your sales career?

One of my proudest achievements in my sales career was winning a trip to Wembley for a match after achieving top sales in a quarter during my first sales role. More recently, in Munster, I’ve consistently matched, and often exceeded, my sales compared to the highpopulation Dublin region, which has been incredibly rewarding.

What’s one sales tip, philosophy, or mantra you live by?

A sales principle I live by is to be reliable and true to your word. I also focus on finding common ground with every customer, building trust and strong relationships that allow us to work together effectively.

Gordon O’Rourke gorourke@bluestone.ie

Gordon has been a team member of Bluestone Sales & Distribution for 13 years. He covers the greater Leinster Area, providing dedicated service calls to major multiples within the FMCG sector. His role encompasses sales, merchandising, stock management, logistics, and compliance, all aimed at driving growth & strengthening each brand.

Why did you choose sales, and what do you love most about it?

I didn’t set out to choose sales, but looking back I’m glad I stayed with it from the early days. My background was originally in the construction industry, but sales has given me opportunities I really value. What I love most is that every day is different, which keeps the role interesting, and over the years I’ve also made some great friends along the way.

What achievements or results are you most proud of in your sales career?

One of my proudest moments early in my career was winning the company Sales Representative of the Year award in 2014. More recently, I’m proud to have been part of the Bluestone team when we won Best Green Business of the Year at the Meath Business and Tourism Awards in 2024.

How has your career in sales evolved over time?

There have been ups and downs along the way, but that’s all part of a career in sales. Over time, I’ve gained the experience to handle challenges more effectively and professionally. I’ve also found the role to be even more rewarding than I could have imagined when I started, and I’m excited to keep growing and moving onwards and upwards.

James Kelly jkelly@bluestone.ie

James represents Bluestone Sales & Distribution across the West & Northwest regions, working closely with customers in both the Hardware and FMCG sectors. He is dedicated to developing new market opportunities, driving growth, and promoting sustainability through Bluestone’s diverse product range.

083 196 5816

Why did you choose sales, and what do you love most about it?

I chose sales because I enjoy working with people and helping them find the right retail solutions. For me, it’s about more than just products - it’s about understanding each customer’s needs and supporting them in growing their business. What I love most is the variety and the opportunity to build long-term relationships.

What achievements or results are you most proud of in your sales career?

I’m proud to have consistently increased turnover and developed numerous new sales opportunities throughout my career. Building strong relationships with clients and helping them grow their business has been particularly rewarding, and it’s satisfying to see these efforts translate into tangible results.

Industry Profile

How do you approach building relationships & trust with clients?

I approach building relationships and trust with clients by providing regular calls, giving them the opportunity to discuss our products and address any queries that may arise. I focus on understanding their needs, offering practical solutions, and following through on commitments, which helps to build strong, reliable partnerships over time.

John Brogan jbrogan@bluestone.ie

John has been a valued member of Bluestone Sales & Distribution for nine years. In this role, he combines his extensive experience with a customer-first approach, ensuring that Bluestone’s brands are represented to the highest standard.

Why did you choose sales, and what do you love most about it?

I chose sales because I enjoy the social side of meeting new people, generating business, and helping customers feel confident that they’ve made the right choice in stocking our brands. What I love most is building strong relationships while supporting their success.

How do you approach building relationships and trust with clients?

I build relationships and trust with clients by being approachable and reliable, so they always feel comfortable working with me. I focus on understanding their requirements, taking into account store profile and demographics, and ensuring that initial orders and recommendations meet their specific needs.

How has your career in sales evolved over time?

My career has evolved through hard work, learning from experience, and developing the skills to resolve issues effectively. I’ve also learned the importance of treating my customers’ shelves as if they were my own, ensuring their business is well-supported and successful. Over time, this approach has helped me grow professionally and build strong, lasting client relationships.

For further information visit www.bluestone.ie

Bluestone would like to wish their customers a Happy Christams and a prosperous New Year. They look forward to seeing everyone at The Hardware Show in February on stand A39

Supplier Profile

Service that unlocks opportunities

One of Ireland’s leaders in keys and security hardware, Central Key & Hardware Co, champions traditional service values; the master key to business growth.

Central Key & Hardware Co supplies more than keys. Far more. The Dunboyne wholesaler sells every lock and key blank imaginable, plus key machines, to over 1,000 customer accounts across Ireland.

Recently the company expanded into Dorma door closers, Codelocks digital door locks, Technomax safes, Joma post boxes, L&F cam locks and many more, making it a serious ‘one stop shop’ for security products and related hardware.

At heart, Central Key is committed to old-school values, continually enhancing service and extending ranges. All to meet changing customer demands in a rapidly-evolving security industry.

“We are always identifying new markets, opportunities and ways to offer more for our customers,” Managing Director John Parkes confirms.

Launched in 2023, the B2B web shop epitomises this ethos. Listing 12,000 products at a click, the virtual shop is the easy solution for trade counters asked to source ‘weird and wonderful’ items. Which may range from convex mirrors to crash posts, floor door closers, bathroom lever handles to underfloor safes. Prices, accurate availability and technical information is accessed in seconds.

Raised in the trade

In 1969 Ken and Rita Parkes opened their small traditional hardware store, Central Hardware Ltd, in a Dublin City Centre Georgian building.

Their son John recalls the family lived above the shop. “I spent my childhood immersed in the business. The early years were a struggle, but our commitment to customers helped us establish and grow.”

The store began to specialise in locks and keys and registered its current name.

Roll on 1996 when John purchased the company and began a programme of expansion. “Within five years, our talented team outgrew the shop, and we moved wholesale operations to our Dunboyne site.” explains John.

This modern, purpose-built warehouse, with its welcoming reception area and excellent access to the M50, has enabled significant efficiencies, helping expand the sales and customer base. “We now see ourselves as the premier supplier of locks and keys in Ireland.”

The Dublin City shop remains pivotal, operating as a trade counter providing a ‘Bench Locksmith’ service to the hardware trade, specialist key duplication, master key and restricted key systems.

Best brands, bespoke for Ireland

Confidence is security. Which is why, from the outset, the company emphasised quality brands and the right product for the job.

“The end user really wants security they can trust,” states John. “Back in the day, our lecturer at the Irish Hardware Course in the College of Marketing and Design, Paddy Hart, wisely said: ‘The bitterness of poor quality remains long after the sweetness of low price is forgotten.’ This is more important than ever.”

Early on, Central Key secured the prestigious Silca agency; a strong foundation to build on. Italy-based Silca are one of the world’s biggest key blank manufacturers, offering premier quality and range in key blanks and machinery.

Until the 90s, the business sold predominantly Yale, Union and Basta key blanks. Now, with new keys and locks constantly coming onstream, much time and effort is spent ensuring the keys customers need are in stock.

Though recognised for supplying popular ranges in standard sizes, Central Key also stock the unusual and hard to find. Like Euro Cylinders; much asked for in hardware stores around Ireland. Due to the variety of doors now available, the business sees increasing demand for non-standard sizes. In the Dunboyne warehouse, all sizes can be assembled and sent next day.

Another example of responding to Irish demand: selling bike helmets alongside ABUS bicycle locks. Receiving the agency for ABUS locks in 2004.

Securing customers through service

“Because we began as a small wholesaler, some larger hardware retailers sometimes may not regard us as a big distributor. Another perception is that we are just keys. That mindset changes once they do business with us and appreciate our range and service.”

Today’s hardware retailer must be expert in many categories “We see ourselves as their technical arm regarding locks and keys, offering specialist advice and support.”

“To provide an excellent customer experience, we go the extra mile. We understand the frustration of spending ten minutes on the phone trying to get through to a human.”

Central Key are involved in many high-profile projects for hospitals, wind farms, schools and the like, dealing through the local hardware merchant. “Where we are very valuable is in situations where a large master key is needed. Some retailers shy away from this. We recently started work on one system valued at €250,000 over the next 10 years.”

Central Key & Hardware offer their customers

– A QR code on key blank display boards linking to a comprehensive cross reference guide, with a second QR code to access the B2B catalogue with a full range of security products.

– Key machine calibration and servicing with loan machines.

– Bespoke key blank display boards: the ideal display solution for the most popular key blanks used in Ireland.

As John explains, “We use key blank display boards with blanks that are regularly used here in Ireland. Otherwise, it only causes confusion and makes selecting correct blanks difficult and time consuming for busy trade counters offering multiple services. Our bespoke Irish solution is really well received and gives us a competitive edge. For example our boards have Munster Joinery and An Post Post Box key blanks.”

Eyes on the future

Longstanding supplier relationships help the firm stay abreast of industry developments.

“Manufacturers regularly keep us up to date. We visit them to get the latest news and products and do the best deals for customers”. While retailers are seeing more smart locks entering the field, in Ireland physical security is always preferred for reliability. John believes we will still use physical keys for many years to come. "Hence our big investment into key machinery.”

Supplier Profile

Central Key is demonstrating three new key cutting machines at The Hardware Show in February, including the Silca Poker Plus precision machine that cuts automatically using laser technology. Sustainability is also behind recent developments. The company sells massive quantities of door handles supplied on plastic clam packs for retail display. Central Key have launched a programme using cardboard display boxes to reduce single use. ABUS is rolling out something similar.

Key asset

Central Key employs 15 people, including three mobile sales and service specialists.

“It’s in our DNA to ensure all employees are customer-focused. Having spent time behind a retail counter, I understand the demands on trade counter staff, so our team are well trained, helpful and knowledgeable.”

Central Key invests time and money on the resources enabling staff to answer technical questions rapidly. Staff are experts in dealing with queries regarding key identification, cross references, stock queries, and dimensions for special orders of safes or padlocks, and much more.

“We are very fortunate to have excellent skilled, experienced staff happy to share their knowledge, including many long-serving colleagues. I believe people thrive in the right work environment. I like to think that’s what we offer.“

Building B2B awareness

As a wholesaler, business to business works best for generating sales. Private Security Authority accreditation and a strong track record also build reputation.

The product catalogue is essential. However, the rate of product innovation is so rapid that it is virtually outdated the day it’s printed. This is where the very successful web shop is a game-changer. New products, technical information and wholesale prices are added as they change.

Downturns and upsides

Despite a competitive landscape, Central Key still see year on year growth reflecting the retail market. This sector benefits greatly from the absence of seasonal and other fluctuations.

“During boom times, locks and keys are needed for new builds and company expansions, while in downturns, crime increases spurring demand.” Growth is so healthy that two more sales representatives are being recruited.

Successful survivor

Central Key & Hardware has gone from strength to strength. “There is no secret; our focus is to be service-oriented in everything we do. In a world where many firms prioritise shareholders, we’re fully aware that if our customer is not happy, we’re out of a job!”

The business can also rely on the strength of substantial stocks. This means staff can process very large orders and contracts with ease. Crucially, “our proven track record is the bedrock of our success. Customers knowing they can depend on us as a trusted supplier simplifies things.”

USP and a top tip

Have excellent Customer Care in all its aspects, tailored to the Irish market. Please maintain your key machine. 50% of those received for service lack regular cleaning and lubrication.

For more information visit www.centralkey.com

John Parkes with some of their many machine offerings.

Marketing in the USA

Step 2 - Be Known: How to build reputation in today’s market

A neighbour might recommend your store, but 8 out of 10 customers now check online before they buy. If your online profile and reviews do not back you up, you lose the sale.

Reputation is what people see. Make proof visible. Be found. Be trusted. Get chosen.

3 Key Actions:

1. Update your Google Business Profile with current hours, photos, and posts so you get found.

2. Collect and respond to reviews after positive customer interactions to strengthen referrals.

3. Pick one or two niches to dominate so that when people think of those categories, they think of you first.

Quick Start 30 Day Reputation Plan

– Week 1: Ask three happy customers to leave reviews.

– Week 2: Post one staff photo with a short tip on your site or social channel.

– Week 3: Update your Google Business Profile with accurate hours, photos, and your Eircode.

– Week 4: Share a video or photo post showing a project or job you completed locally.

Small actions build momentum quickly.

The Referral Is No Longer Enough

A customer hears your name from a neighbour. Ten years ago, that was enough to close the sale. Today it is not. The customer searches your name, finds nothing, and walks into a competitor’s store instead.

83% of shoppers who visited a store in the last week used online search before going in¹. In the UK, 81% of retail shoppers start with online research before making a purchase².

In Ireland, 77% of consumers research local businesses online every week, and more than half do it daily³. Referrals may still get you mentioned but search, now decides if you get the sale.

Irish Proof It Works

Ganly’s of Athlone is a clear example. After investing in stronger online visibility, they saw 237% growth in online sales, 265% more website traffic, and a 105% higher conversion rate4 www.irelandwebsitedesign.com/ganlys-project/

That is what happens when reputation becomes visible proof.

Why Reputation Without Proof Is Invisible

You can have the best service in town, decades of history, and loyal customers. But if a new customer searches your name and finds nothing, they assume you are not relevant.

Today, people trust less and verify more. Proof builds trust before they walk in.

The New Building Blocks of Reputation

1. Define one or two niches to dominate Do not try to be everything to everyone. Pick one or two categories where you want to be the obvious first choice, such as trade supply, paint, or garden hardware.

– ROI: Customers who clearly understand what a business stands for are more likely to refer and return. 92% of consumers trust referrals from people they know5

2. Show proof you can solve problems before they walk in

Share short videos, staff tips, or photos of finished projects.

– ROI: 91% of consumers want more online video content from brands because it helps them decide6

3. Use reviews as modern word of mouth

Ask for reviews after every positive interaction. Reply to them so new customers see you are active and engaged.

– ROI: 88% of consumers trust online reviews as much as personal recommendations, and reviews make customers 3.3 times more likely to convert7

4. Be consistent

Update your profiles, share weekly content, and stay present.

– ROI: Businesses that post consistently get 55% more website visitors8

5. Own your Google Business Profile

This is your digital storefront. Accurate details, regular updates, and photos make a difference.

– ROI: Businesses with complete profiles are seven times more likely to get clicks and 42% more requests for directions9

Storytelling as Modern Proof

Discounts fade. Stories stick.

At an event, I collaborated with a U.S. buying group that provided excellent service, yet had a relatively low profile outside its network. We turned that around by capturing stories. We filmed interviews, created short clips, and shared them widely. Members engaged. Prospects noticed.

That one event created weeks of visibility and lasting recognition. That is what storytelling does. It turns hidden value into proof that spreads.

The Risk of Standing Still

If you depend only on reputation without showing proof, you are already losing ground.

– New homeowners do not know your history.

– Contractors working in the area do not know your team.

– Competitors who post reviews and content look more credible when people search.

Marketing in the USA

Every week you delay, your competitor’s story gets louder than yours.

The Payoff

When you act:

1. Referrals backed by reviews are 3.3 times more likely to convert7

2. You get picked first, even if your price is not the lowest.

3. You protect margin because customers who trust you do not chase the cheapest option.

Bottom Line

Reputation is still the foundation of hardware. But it is no longer built only by word of mouth. Today, it is reputation plus research. Your customers are already searching this week. The only question is whether they will find you or your competitor.

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

Sources:

¹ Think with Google, Store Visit After Online Research Data

2 Invoca / GE Capital Retail Bank, Retail Marketing Statistics (UK)

3 ProfileTree, SEO Stats Every Irish Marketer Should Know 2025

4 Ireland Website Design, Ganly’s Case Study www.irelandwebsitedesign.com/ganlys-project/

5 Nielsen, Consumer Trust in Advertising

6 Wyzowl, Video Marketing Statistics 2024

7 BrightLocal, Local Consumer Review Survey 2024

8 HubSpot, Marketing Statistics

9 Google Business Profile Help

Understanding profitability in the Hardware / Building Materials and Timber Industry and how salespeople can make or break it

Top line sales are for egos - it’s the bottom line that counts.

That line always gets people’s attention. In the Hardware/ Building Materials and Timber industry, sales volume often takes center stage - but it’s profit, not revenue, that keeps a company alive. Understanding where profits come from, how they’re lost, and what salespeople can do about it is essential for every trade counter professional, outside salespeople, to the corner office.

The Profit Equation: Understanding the Basics Profitability starts with grasping a few key definitions. Gross Margin (GM) is the difference between what a product sells for and what it costs the company - the cost of goods sold (COGS). Expressed as a percentage, it’s a critical financial metric that tells you how efficiently your business turns costs into income.

– Gross Margin (or Gross Profit) = Sales Revenue – Cost of Goods Sold

– Operating Profit = Gross Margin – Overhead Expenses

– Net Profit = Operating Profit – Interest, Taxes, and Depreciation

While these seem straightforward, the reality is that most dealers operate on razor-thin margins. If an industry average is roughly 6% net profit - meaning a dealer doing €5m in annual sales keeps only about €300k after all expenses. The other 94% goes to inventory, payroll, delivery, and overhead.

With numbers that are tight, small mistakes or inefficiencies quickly become costly. That’s where salespeople have enormous influence - for better or worse.

Gross Margin vs. Mark-Up: Why It Matters

One of the most common misunderstandings in pricing is the difference between gross margin and mark-up. If an item costs €100 and you want a 33% gross margin, you divide the cost by 0.67 to get a sell price of €150. But if you simply mark up the product 33% (cost x 1.33), you’d sell it for €133 - cutting your margin to only 25%.

The difference is more than math; it’s psychology. Many salespeople feel guilty applying “too high” of a mark-up, not realising that gross margin percentages more accurately reflect

Lumber & building materials - USA

what’s needed to run a healthy business. Understanding that distinction is key to profitable selling.

How Salespeople can Kill Profit (Usually Without Realising It)

Profit erosion doesn’t always happen in the accounting office

- it often starts on the sales floor or jobsite. Here are a few common culprits:

– Selling on price alone

– Not fully understanding your products

– Providing inaccurate delivery information

– Making “fat-finger” or quoting mistakes

– Treating all products - and all customers - the same

A €1,000 special-order mistake doesn’t just cost the company €1,000 - it can take €16,667 in new sales to recover, given a 6% net profit. (€16,667 x 6% = €1,000).

How Salespeople Can Boost Profit (and Job Security)

The good news? Salespeople can also be the strongest drivers of profitability. Small, consistent improvements in how they sell and manage customers can dramatically increase margins.

Here are a few proven strategies:

1. Sell companion products

2. Eliminate mistakes

3. Manage deliveries strategically

4. Sell upgrades

5. Price intelligently

Remember: you don’t have to sell every product at the same GM%. That’s not how profitable dealers operate.

The Special-Order Myth: “Same Margin” Doesn’t Cut It

Special orders deserve special margins. The true cost of handling a special order goes far beyond the product itself. There’s time spent researching, quoting, tracking, expediting, receiving, staging, and delivering - plus the risk of errors.

Getting higher gross margins on special-orders isn’t greedy; it’s good business. Treating those items with the same margin as stock material means you’re losing money on every transaction.

Escaping the “Margin Rut”

Many salespeople fall into what I call a “margin rut.” It’s the habit of always using the same gross margin percentage on the same products regardless of the customer or situation. It’s comfortable and easy, but it’s also costly. Breaking out of the rut requires awareness, discipline, and leadership support.

Think Like an Owner

When salespeople begin thinking like owners, everything changes. They start asking different questions:

– Can I deliver this job more efficiently? (i.e., fewer deliveries)

– Can I sell more product categories to the customer(s)?

– Can I get higher gross margins?

Professional salespeople see themselves as profit partners, not just order-takers. They’re organised, reliable, and value their time and their company’s reputation.

Growth Requires Change - Be Like a Lizard Lizards shed their skin to grow. They don’t cling to the old, dead layers - they shed what no longer serves them so they can thrive. The same applies to Hardware/Building Materials and Timber salespeople. Growth requires change - whether becoming more organised, better time management, or adjusting pricing strategies.

The Traits of a True Professional

The most consistently profitable salespeople share these traits:

– Integrity and honesty

– Accountability

– Responsiveness

– Product knowledge

– Professionalism

Professional salespeople don’t just sell products; they build trust. And trust drives sustainable profitability.

Final Thoughts

Today, Hardware and Builders Merchants face tightening margins and fierce competition. But profitability isn’t just a financial challenge - it’s a sales culture challenge. When salespeople understand how profits are made, take ownership of their role, and approach every interaction with precision and pride, the results are transformative.

Top line sales feed the ego. Bottom line profit feeds the future.

Mike McDole has 40+ years’ experience in the Lumber & Building Materials Industry in the USA and is the principal of Firing-Line LBM Advisors (outside of Boston, Massachusetts). He helps LBM dealers of all sizes with management strategies, sales strategies, salespeople, gross margin improvement, profit improvement, and more. He can also help Hardware and LBM Dealers in Ireland.

Mike can be reached at Mike@FiringLineLBM.com

A View from Europe

When sustainability evolves towards competitive advantage

Nordströms - pioneering a Net-Zero future in DIY & Trade.

Our colleague and friend Thierry Coeman has provided an interesting perspective on the practical advantages of sustainability in our sector from Europe in general and Stockholm in particular in this issue.

Despite all good intentions, sustainability remains a challenging conversation starter in boardrooms, and the Home Improvement sector is no exception.

For some, it still feels like a “far-from-my-bed” topic; for others, it is quickly reduced to a costly, disruptive exercise in retail processes, something best postponed until later.

In Europe institutions such as EDRA/GHIN and global leaders like Kingfisher continue to make courageous efforts to keep the topic high on the industry agenda. Yet, it often remains an uphill journey. Perhaps the issue lies in communication itself: an overload of words and a shortage of real action have pushed sustainability into the realm of marketing rather than elevating it to a strategic boardroom priority.

In Search of a Genuine Case Study

Slightly frustrated, but still hopeful, my latest journey took me to the outskirts of Stockholm. My Swedish friend Per had told me about a modest family business in the professional trade sector that treats sustainability not as a buzzword, but as a daily conviction.

My travels led me to Ärsta, the green heart just outside the island Södermalm, where I was warmly welcomed by Gustav Nordström and Louise Guthe.

Their hospitality reflected perfectly the essence of their belief: to think and act sustainably, every single day. Participants on the recent

Hardware Association Ireland Study Tour to Stockholm will remember being hosted by this company on one of our visits.

A Family with Vision Since 1908

Nordströms & Co was founded in 1908 by great-grandfather Verner Nordström, a woodworker who seized the opportunity to take over his former employer’s business. Through a thoughtful acquisition strategy, the company has grown into a respected organisation with 13 branches.

Today, nearly 120 years later, Nordströms remains a family enterprise, totally dedicated to B2B Trade only business.

Ownership is evenly shared between two brothers, a sister and three cousins, all united by one mission: to honour and respect nature, the very foundation of their trade.

The Sustainable Spark

The turning point came in 2019, when the company decided to make all their logistics fuel fossil-free. As a reminder, this was on the eve of Covid.

Within months, the switch to biofuels reduced transport-related CO2 emissions by 80%, a tangible proof of concept. From that moment on, sustainability at Nordströms became measurable and strategically embedded. “We were ready to think and act big,” underpins Gustav Nordström, CEO. “We took collective responsibility to drastically reduce the carbon footprint of our regional construction business.”

What began as an operational decision evolved into a complete strategic transformation.

From Measuring to Improving

All internal operations were mapped and mirrored against the value chain under the GHG Protocol (Scopes 1, 2 and 3). Clear, realistic objectives were set, supported by a robust plan to systematically lower emissions.

The ultimate goal? Tackling residual emissions through certified climate projects beyond the company’s own value chain. Nordströms adopted a holistic 360° approach to the timber supply chain. Today, 98% of all wood sold is PEFC/FSC-certified.

In 2020, the company became Sweden’s first carbon-neutral B2B builders’ merchant.

“Obviously, we continue to refine our strategy in line with the latest science and best practices,” Gustav explains. “Our net-zero targets are validated by the Science Based Targets initiative (SBTi), fully aligned with the Paris Agreement. We are also pursuing ISO 14068-1 certification, ensuring transparency, credibility, and integrity.”

Circularity as Second Nature

Circularity is a cornerstone of Nordströms’ sustainability strategy. Guided by the 6 R Ladder principle (Refuse, Reduce, Reuse, Recycle, Repair, Recover), the company gives new life to used timber, even simple pallet boards are repurposed and resold.

The results speak for themselves: Nordström had a 40% reduction in total Greenhouse (GHG) emissions, (99% of total emissions originate from Scope 3) while sales, revenue and profitability all exceed expectations.

The Broader Picture: EDRA/GHIN and the Scope 3 Movement Nordströms’ efforts echo a wider movement in the sector as climate change is a key concern peaking in relevance.

The European DIY Retail Association & Global Home Improvement Network (EDRA/GHIN) launched its “Make It Zero” initiative in 2023 to accelerate Scope 3 emission reductions across the global DIY and home-improvement industry.

Scope 3 emissions, those produced throughout the value chain, typically account for over 90% of a retailer’s total footprint. EDRA/ GHIN’s program helps members measure, reduce and report these emissions through a unified, science-based framework built on four pillars:

1. Accounting: consistent, sector-specific GHG methodologies.

2. Supplier Data: shared formats and digital platforms for carbon data.

3. Targets: alignment with Science Based Targets (SBTi).

4. Engagement & Reduction: supplier collaboration to drive measurable decarbonisation.

In June 2024, in partnership with Ricardo plc, EDRA/GHIN published its Scope 3 Strategy & Roadmap, charting a pathway to net-zero by 2050:

– By 2025: standardised accounting and data protocols.

– By 2035: substantial value-chain emission cuts through supplier engagement.

– By 2050: a near-zero impact, with around 90% Scope 3 reduction.

A View from Europe

At the 10th Global DIY Summit in Rome last year, six industry leaders (Kingfisher, OBI, Wickes, Maxeda, Intergamma and Kesko), signed the Global Scope 3 Decarbonisation Commitment, pledging to set

Companies involved in the 'Make It Zero' initiative.

SBTi-aligned targets and share best practices across the broad Home Improvement & DIY sector.

A Shared Path Forward

Both Nordströms and EDRA/GHIN demonstrate that sustainability, once dismissed as a cost burden, can evolve into a true competitive advantage. By embedding circularity, science-based targets and supply-chain collaboration at the heart of their strategy, they are shaping a blueprint for a net-zero, resilient, and profitable future for the global DIY & Trade industry.

The Final Stretch

Nordströms’ ultimate goal, a full transition to net zero, is now within reach, though significant challenges remain. “As a specialist in drywall installation products, rebar, concrete, kitchen cabinets, and roofing materials, we still have work ahead to complete the transition across all product categories,” Gustav admits.

For sure, Nordströms can be considered as a trailblazer who shaped the pathway for corporate climate action in our industry. Moreover, as the standard-bearer of this remarkable family project, Gustav Nordström arguably deserves a Nobel Prize for Sustainability, if only symbolically.

And perhaps Thierry Garnier, President EDRA/GHIN might one day be willing to present it.

Company Profile Management Team

– Gustav Nordström: CEO

– Louise Guthe: Commercial Director

– David Linden: Sustainability Manager

Key Figures

– Branches: 13

– Total retail area: 212,000 m²

– Turnover: €145 M

– Employees: 300

– Truck fleet: 45 fossil-free vehicles

– Delivery reliability: 99% just-in-time (next day)

– Central warehouse: None (each store operates its own logistics hub)

– Energy: 100% renewable (solar, wind, hydropower)

Headquarters Nordströms & Co Trävaru AB, Stockholm, Lövholmsvägen, 11

The critical skill of thinking: Why thinking is a leadership skill we can’t afford to lose

“The definition of insanity is doing the same thing over and over and expecting different results.”

This is one of the most repeated phrases I hear in coaching conversations. It often surfaces when people feel stuck - when effort and action are high, yet outcomes remain unchanged. It captures something important: the limits of doing without thinking.

Thinking - real, deliberate thinking - is becoming a lost art. Ironically, we think more than ever, but much of it is circularoverthinking, replaying, ruminating, predicting, worrying. We confuse mental activity with meaningful reflection. In a world that prizes productivity and speed, slowing down to think can seem indulgent or inefficient. Yet it is precisely this kind of deliberate thinking that allows progress to occur.

Thinking is not the same as having thoughts; it is the deliberate act of working with our thoughts - questioning, connecting and expanding them. It is the process of deconstructing and constructing - dismantling assumptions and rebuilding understanding with fresh perspective.

We see the erosion of this skill everywhere. Consider, for instance, a box of LEGO. As a child, I would spend hours with my brother on the floor building anything our imaginations allowed, castles, towers, spaceships, entire worlds – no limits, and if what you built collapsed, you learnt from it and tried a different way, challenging yourself all of the time. Today, LEGO sets come with numbered bags and step-by-step instructions designed to produce exactly what’s pictured on the box. The joy of exploration has been replaced by the satisfaction of accuracy, getting it right - and with it the loss of thinking for ourselves.

This shift mirrors what often happens in organisational life. Many professionals are adept at following the plan - executing efficiently and delivering against clear expectations - but less practised at questioning whether the plan itself remains relevant. The result can be a culture that values compliance over curiosity.

When it comes to change, the pattern continues. We leap quickly to action: drafting strategies, forming committees, launching initiatives. But meaningful change rarely begins with action alone. Without pausing to think - to examine what’s really driving the need for change, or what mindsets must evolve, the same issues tend to resurface.

What we think about also directs our focus. If we spend time analysing problems and challenges, we will see more of them. Conversations that centre on what’s wrong often conclude without resolution. Conversely, when thinking shifts towards potential, purpose and what’s working, different solutions emerge.

When it comes to thinking as a skill, coaching is one of the few disciplines that deliberately cultivates this capacity. Whether through one-to-one partnerships, team sessions, or the development of a coaching culture, it creates the rare space where people stop, reflect and challenge the familiar. It’s where individuals and organisations learn to deconstruct old narratives and construct new ways of seeing and leading.

In times of rapid change, the ability to think critically, creatively, and independently is not a luxury - it’s a strategic necessity.

Because the quality of our thinking determines the quality of our decisions. And in the end, every transformation - personal or organisational - begins not with what we do, but with how we think.

Check in the next issue of The Hardware Journal as we explore the 'Lost Art of Listening'.

Claire Kelly is an Executive and Leadership Coach and Trainer, previously spending 10 years as Senior Manager and Marketing Manager with Etex Ireland and UK.

Check out Claire’s “Core Coaching Skills for Managers and Leaders” programme on page 51.

For more on Claire's coaching and training services visit www.clairekelly.ie or email hello@clairekelly.ie

JOHN O`SHANAHAN Consultant, LeanBPI

European Digital Innovation Hubs: Accelerating digital adoption for traditional businesses

Digital transformation is already reshaping how businesses operate. While some companies are just starting their digital journey, more and more traditional businesses are showing interest in moving beyond the basics and adopting more advanced digital solutions.

To support this progress, government-backed initiatives like the European Digital Innovation Hubs (EDIHs) are available to help. The National Network of EDIHs is part of the European Commission’s Digital Europe Programme, with four hubs now operational in Ireland:

– CeADAR (UCD) - Helps businesses explore, adopt, and scale AI – Data2Sustain (ATU Sligo) - Drives data-led digital innovation – ENTIRE (Tyndall, Cork) - Focuses on IoT and smart sensors – FactoryxChange (IMR) - Connects SMEs with advanced digital tools and expertise

These hubs act as “one-stop shops,” offering free or subsidised access to digital technologies, expert advice, and testing. The programme is managed by Enterprise Ireland on behalf of the Department of Enterprise, Trade and Employment.

These hubs are particularly valuable for non-tech businesses, offering practical support to adopt and scale digital tools. Many SMEs already using digital are now turning to EDIHs to go further and they’re seeing real results across sectors like maintenance, retail, and manufacturing.

One such business, Cork City based Profix Maintenance Services, partnered with CeADAR, Ireland’s National Centre for AI, through the European Digital Innovation Hub (EDIH) Test Before Invest service, to automate their quotation process. Guided by the EDIH team, the prototype, developed by data scientist Ajith Vernekar, integrates job and hours data from Google Sheets and combines it with SortMyBooks Online. Using Large Language Model (LLM) technology, it transforms raw job information into accurate, ready-to-send customer quotes. This project demonstrates how AI can reduce manual effort, improve accuracy, and speed up operations for SMEs in the construction and maintenance sector. Through active engagement with industry, Programme Manager Laura Plunkett works closely with SMEs to help them access the most relevant and fully funded EDIH supports for their digital transition. Stephen Hartnett, Managing Director of Profix Maintenance Services, reflects on the impact of their recent AI collaboration with CeADAR: “Our collaboration with CeADAR has shown just how far technology can take us. Digital adoption keeps delivering new benefits, AI alone has helped us cut processing times by 90%, transforming efficiency and productivity across our admin workflows.”

While Profix demonstrates how digital innovation can streamline operations in the maintenance sector, other businesses are using EDIH support to tackle different challenges.

Kernan’s Retail Group, a family-run network of convenience stores and forecourts in the Northwest, worked with Data2Sustain EDIH and Atlantic Technological University (ATU) to improve efficiency, reduce waste, and enhance procurement across multiple sites. The project focused on digitising manual tasks, enabling real-time monitoring, and capturing data to optimise costs, sustainability, and compliance showing how targeted digital investments can build resilience in retail. Director JP Gorman shares the impact of their digital journey: “Working with the Data2Sustain team showed how data and other technologies can be harnessed to drive operational improvement and progress smart retail solutions. We’re now more innovative, asking what technology can do to make processes more efficient while enhancing customer experience. Highly recommend that other businesses tap into these resources.”

Elsewhere in manufacturing, companies are using digital tools to improve internal processes and delivery performance.

Advanced Technical Concepts, based in Shannon, provides modular build, fabrication, and engineering solutions. To strengthen how the business manages production and delivery, it partnered with FactoryxChange digital strategist Sandeep Joshi (TUS IDEAM). The focus was on using real-time data to make faster decisions and improve flow between design, production, and sales. Within six months, delayed production orders were cut by half, visibly improving performance and teamwork. Managing Director Marie Clifford explains: “The project didn’t just improve systems; it changed how we think.” By combining Lean principles with digital tools, Advanced Technical Concepts has built a stronger foundation for operational excellence, one that delivers measurable value and reliability for every customer project.

EDIHs don’t work exclusively with traditional SMEs but these businesses often benefit greatly. The examples shared show how traditional companies, are achieving measurable outcomes by embracing digital. For traditional businesses, EDIHs offer a low-risk route to explore and apply new technologies in practical ways.

Every so often, big shifts reshape how business is done and advanced digital adoption is one of them. For traditional businesses aiming to stay competitive, it’s not something to overlook. Wherever you are in your journey, the EDIH network is ready to help. Get in touch with your EDIH to explore how tailored support can advance your use of digital tools and help your business stay competitive.

For further information visit www.leanbpi.ie

Protecting profits this Christmas: Practical loss prevention tips for Irish retailers

As Irish retailers prepare for the busiest shopping season of the year, the focus naturally turns to maximising sales and delivering a great customer experience. But with soaring footfall and longer trading hours come increased risks - from shoplifting and refund fraud to cash handling errors and stock discrepancies.

At Mercury Retail Services, we help retailers nationwide strengthen their loss prevention strategies through smart technology, practical processes, and better-trained teams. With over two decades of experience and a dedicated nationwide engineering team, our solutions are designed around the realities of Irish retail.

The Golden Quarter mindset

Many retailers refer to October through December as the Golden Quarter - the period that makes or breaks the retail year. But success isn’t just about selling more; it’s about keeping more of what you sell. That means treating this season as a profit protection quarter, not just a sales drive.

The key is integrating people, process, and technology so they work together. Well-trained staff who understand the risks, clear and consistent store procedures, and reliable technology that provides real-time visibility - these three pillars turn peak season pressure into profit protection.

Five quick wins before Christmas

1. Audit your tagging strategy

Review which items are protected by EAS Security Tags. Seasonal products, electronic items, gift sets, and high value power tools are prime targets. Ensure tagging is consistent and visible - it’s one of the simplest deterrents.

2. Keep displays smart, not cluttered

Overfilled shelves and crowded promotional stands make it easier for thieves to conceal items. Keep high-value stock near tills or in clear line of sight and refresh layouts regularly.

3. Empower your team

Staff awareness is your first line of defence. Brief teams on current theft tactics, refund fraud trends, and incident response procedures.

Also make sure everyone understands any extended Christmas returns policy. Longer returns windows can open the door to receipt or item-switch scams - so clarity on inspection and authorisation procedures is key.

ALAN PHELAN Business Development Director

4. Tighten up refund and cash handling controls

Require dual approval for refunds above a certain value and insist on physical inspection of returned goods. Increase till reconciliation frequency on busy days, and always have two staff verify float counts and cash movements.

5. Use data, not hindsight

Check CCTV, POS reports and footfall analytics daily - not in January. Simple reports on traffic peaks, exception transactions, or high-risk SKUs can guide smarter staff deployment. Data should drive morning briefings, not postseason analysis.

People, process and technology in harmony

The most successful retailers treat loss prevention as a shared responsibility. Every team member becomes a profit protectorfrom those on tills to floor managers and delivery staff.

At Mercury Retail Services, we integrate leading global brands including Sensormatic, Checkpoint, Nedap, InVue and Veesion, delivering complete solutions that combine extensive security systems and in some cases AI-enabled video analytics. For multi-site operators, our intelligent reporting tools capture data, incidents, and service activity in real time - ensuring issues are acted on before they impact profit.

About Mercury Retail Services

Part of the Johnston Fitout Group, Mercury Retail Services is Ireland’s leading specialist in Retail Loss Prevention, Digital Signage, and Customer Analytics. We work with retailers of all sizes to help protect profits, engage customers, and streamline operations.

With a fully trained nationwide engineering team and a new Dublin showroom, Mercury combines hands-on retail experience with cutting-edge innovation - delivering solutions built by retailers, for retailers.

Get in touch

To learn more about how Mercury Retail Services can help protect your store this Christmas and beyond, contact: Alan Phelan, Business Development Director, on 01 281 8110, email sales@retailservices.ie or visit www.retailservices.ie

KARINA KELLY Enterprise Development Lead

Turning data into decisions: How hardware retailers can unlock hidden value through AI

Hardware and building supply retailers operate in a demanding environment. Product ranges have widened, customer expectations have shifted, and many retailers can find it difficult to understand exactly what is happening in their business because their data sits across systems such as EPOS, accounts, supplier files, loyalty programmes, and online channels. This can result in decisions being driven by historical or incomplete information, rather than the connected, forwardlooking data that supports quicker, more confident action.

Where AI Is Starting to Make a Difference for Retailers

Across the sector, many hardware and building supply retailers are exploring how connected and predictive data can support clearer, quicker decision-making. For many, this shift begins with recognising the limits of traditional reporting. Historical analysis can be difficult and time-consuming to produce, and delays in gathering reports often hold up decisions. Moving beyond this reactive approach to understand what is likely to happen in the future allows retailers to focus earlier on the areas that matter most.

By unifying data from internal business systems, such as EPOS, accounts, online, ERP and supplier files, AI can reduce strategic and operational blind spots, giving the team a stronger foundation for planning, buying, and trading decisions. AI also allows for earlier detection of things like shifts in demand, margin pressure, or stock issues, so managers can act quickly rather than wait for monthly reports.

Here are some examples of how AI is changing how retailers work:

1. Business performance: Retailers are beginning to rely on connected and predictive information to help them better understand business indicators such as:

– trends in sales, margin, stock value, and category performance

– early signals that trading patterns may be starting to change

– where attention may be needed based on unusual movement or emerging patterns

2. Inventory: Predictive information is helping teams make more confident decisions in areas such as:

– early signals that availability may come under pressure – indications that certain products are becoming slow movers and may impact cash flow

– forward-looking prompts that show where replenishment levels may need adjustment

3. Customers: Retailers are increasingly exploring connected and predictive information to help them understand things like:

– changes in visit frequency or spend

– variations in basket composition and category interest

– differences in behaviour across trade and consumer buyers

A little prediction goes a long way

These forward-looking signals do not replace local knowledge, but they often give retailers more time to act, reduce surprises, and provide a clearer sense of where attention is needed day to day. That small shift, from relying on historical or incomplete data to using connected, predictive modelling and prompts, can create a significant impact on business growth. It helps move the business from a purely retrospective view to a more futurefacing approach, where decisions are shaped by what is likely to happen rather than what has already occurred, and where teams can operate with greater clarity and confidence.

A Practical Way Forward

AI does not have to be disruptive. The Galvia Platform connects directly into the core systems you already use, fitting naturally into existing operations. We start with the problem or opportunity already visible in your data and work back from there. This usually begins with one focused use case, such as sales or inventory forecasting, increasing revenue from existing customers or understanding how best to grow the business... The goal is always the same: to prove value quickly without disrupting day-to-day operations. From this foundation, the platform delivers predictions and prompts in practical, commercial terms to support faster, more confident decisions.

The HAI - Galvia Pilot Programme

We are very proud to support Hardware Association Ireland members on their AI journey. As part of this, we are launching a small Pilot Programme for members who want to uncover the opportunities already within their data. Through a short, collaborative process, Galvia will work with you to shape an AI use case for your business and carry out a focused data discovery and data review to identify where AI can deliver meaningful impact.

To learn more about this Pilot Programme or to understand how AI could support your 2026 business objectives, contact Karina Kelly, karina@galvia.ai or go to www.galvia.ai/retail

Recruitment in a tight market - why merchants need to rethink how they hire

Following our recent HAI webinar on the changing hiring landscape in the hardware and building materials sector, it’s clear that many merchants are facing the same challenge, roles that once filled easily are now taking months, and the talent pool feels smaller than ever. What’s happening isn’t a temporary blip. The recruitment market has fundamentally shifted, and merchants need new strategies to keep pace.

1. Salary clarity has become essential Ambiguous phrases like “competitive salary” no longer work. Candidates want to understand the range early so they can make an informed decision before investing their time. Merchants who share salary bands from the outset consistently see stronger engagement and fewer drop-outs.

Transparent salary information has become one of the biggest differentiators in attracting quality candidates.

2. Culture and team fit still matter, but detail matters more General statements about being a good, family-run business aren’t enough anymore. People want specifics:

– What does the day look like?

– How big is the team?

– What pace and expectations come with the role?

– What does success look like in the first six months?

The more tangible the picture, the better candidates can judge whether the role suits their strengths.

3. CVs rarely reflect the true capability of hardware professionals

Sales reps underplay their wins. Counter and yard staff undersell their technical knowledge. Buyers underestimate the commercial impact they’ve had. This is a consistent pattern in our sector.

Structured screening calls remain essential because they uncover achievements, experience and potential that never make it onto the CV.

4. Multi-agency recruitment is creating noise, not speed

Many merchants still turn to multiple recruiters in the hope of widening the net. In reality, this often results in duplicated CVs, rushed submissions and inconsistent candidate care. It also damages employer brand when candidates feel they’re being pushed through a process without clarity.

VINNY KELLY Director, Tactical Talent Recruitment

A single-sector specialist working on an engagement basis can typically move faster, provide better candidate experience and protect the business’s reputation in the market.

5. The cost of a slow hire now outweighs the risk of a wrong hire

Empty seats are expensive. A missing counter person affects customer retention. A vacant sales territory loses market share. Teams carrying a vacancy for months become strained, tired and less productive.

Many merchants are now starting to quantify vacancy cost, and it’s changing how they prioritise recruitment.

6. What the most successful merchants are doing differently

The businesses consistently securing good talent tend to do three things well:

– They move quickly Clear timelines, short processes and minimal delays.

– They communicate clearly Candidates don’t need perfection. They need honesty, clarity and consistency.

– They build relationships early They stay connected with potential talent long before a vacancy opens, reducing time-to-hire dramatically.

Final thought

Recruitment in the building materials and hardware sector is changing, but the businesses that adapt early will thrive. The key is simple, treat hiring as a strategic process rather than a last-minute scramble. With clearer communication, better outreach and a more streamlined approach, hardware stores and builders merchants can still secure strong people, even in a tight market.

Vinny Kelly is a director of Tactical Talent Recruitment. He can be contacted at Tel: 086 336 0362 or 01-9079192, Email: vkelly@tacticaltalent.ie or visit www.tacticaltalent.ie

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DAMIEN COOKE Operations & Contract Logistics Manager

DACHSER Ireland creates 6,000 chemical pallet spaces at head office in Dublin

In response to the evolving landscape of a post-Brexit industry, DACHSER Ireland has successfully completed the next phase of its chemical storage project at its Rathcoole headquarters in Dublin.

The strategic initiative involves the expansion of its storage capacity to cater to the increasing demands of the chemical industry and all who rely on chemicals, whether hazardous or not. The latest phase of this project has seen the addition of 6,000 hazardous chemical compliant pallet spaces. This further compliments the existing infrastructure, providing a robust storage solution for the many industries with various chemicals in their portfolio.

A second phase of the project will potentially add a further 3,000 pallet spaces. This development underscores DACHSER's dedication to meet customer demands for growth and scalability in the future.

Operations & Contract Logistics Manager, Damien Cooke, commented, "The expansion of our chemical storage capacity is a direct response to the changing dynamics in the postBrexit era. We are committed to providing our customers with the space and solutions they need to navigate the evolving landscape of chemical logistics in Ireland. When we think of chemicals it’s easy to think of the bulk and industrial side of the market. In reality many of our chemical customers are operating in the coatings, paint, building chemicals, cleaning, agri sectors and so much more.”

Pack sizes can vary from 100ml to 1000ltrs, Dachser have a seamless logistic solution for all. Whether the chemical is hazardous for road transport or not, the utmost standards of safety, compliance and control are applied as standard.

Situated on an expansive eight-acre Upper Tier COMAH site in Rathcoole, DACHSER Ireland operates a total of eight warehouse units, each tailored to specific storage functions. These units accommodate diverse needs such as Class 3 flammable goods, Class 2 gas cylinders, caged aerosols, Dept of Agriculture (PCS) audited chemicals for both animal and crop, building chemicals, paint and cleaning chemicals. All of this is complimented by additional benefits such as temperature-controlled storage and multiple customs bonds all reinforced as an AEO facility.

Pioneers in the chemical sector

As pioneers in Intelligent Logistics solutions to the Chemical, Hardware and Electrical sectors for over four decades (formerly known as Johnston Logistics), DACHSER Ireland is committed to providing compliance and professional industry solutions. The company's contract logistics facility, now spanning 12,600 square meters, can accommodate up to 20,000 pallets, enhancing its capability to meet the demands of the chemical and Hardware / DIY sectors.

In a typical year, DACHSER Ireland will pick and distribute approximately 100,000 chemical orders, totalling just under 8,000,000 handling units throughout the entire island of Ireland. This impressive feat was accomplished through DACHSER's fully compliant dedicated ADR network.

"Our transport network with strategic depot locations in Dublin, Cork, Limerick, Galway, Mayo, Cavan, Donegal and Down enable us to provide unparalleled next day ADR service to the chemical and associated sectors in Ireland. We are proud to be the sole carrier offering specialised solutions and a truly nationwide controlled next day network in to such quality focused industries," added Damien.

The customer enjoys enthusiastic support from dedicated account managers, customer service team members and business support technical experts from IT, chemical safety and process design backed up by a highly experienced management team. The focus is firstly on a seamless onboarding of a new customer and that momentum continues with a constant and mutual drive for continuous improvement in safety, quality and efficiency.

DACHSER are focused at all times on improving the logistics balance sheet of our customer.

How does your business ensure you have the best in class in Chemical Logistics? Contact Dachser for a conversation about your logistics requirements and let them demonstrate how we can support and enhance your supply chain. Their shared goal is to allow you to focus on strategic development of your business knowing your supply chain is in expert and supportive hands.

For further information contact Damien Cooke on 087 7173001, office 01 401 3334 or email damien.cooke@dachser.com

AI at the counter: The next frontier for builders merchants

For generations, the builders’ merchant counter has been the heartbeat of our industry, a place where relationships are built, advice is given, and where business gets done.

As technology continues to reshape every corner of the retail industry, a new player is stepping up to the branch counter: Artificial Intelligence.

Before you roll your eyes, this isn’t about robots replacing people or science fiction taking over your branch. It’s simply about using technology to help your existing teams do what they already do best; serve customers faster, smarter, and better.

From Buzzword to Business Tool

In less than two years, AI has moved from hype to everyday reality. The larger retailers across every sector are already using it to forecast future demand, manage pricing, automate some services and streamline their logistics.

And it’s starting to reshape the builders’ merchant world too. Predictive stock tools now reorder products before they run out, chatbots handle out-of-hours customer queries and intelligent pricing systems monitor competitors to protect margins.

A recent UK industry survey by eCommerce agency PushOn found that almost half of businesses in the sector (49%) now view the rise of AI and automation as the single most significant

trend shaping their digital strategies, ahead of platform upgrades, product information management systems and other traditional priorities.

The report, Building the Future: The Evolution of Construction eCommerce, highlights a sharp acceleration in AI adoption across the industry. Nearly two-thirds of firms surveyed said they are already using AI to deliver personalised recommendations to customers, with many planning to expand into forecasting, smarter search, and enhanced customer experience tools over the next 12 months.

A Real-World Example: GPH Builders Merchants

Take GPH Builders Merchants in Scotland. Operating from four branches and managing over 25,000 SKUs, they’ve replaced intuition-based ordering with a data-driven inventory optimisation system, powered by AI forecasting tools.

Before the change, branch managers relied on monthly averages and gut instinct to decide what to stock and what to order. That approach worked really well for years, until it didn’t. Now, algorithms analyse historical sales, seasonality and regional demand, automatically suggesting what to reorder and when.

The result is much better stock visibility, fewer out of stocks, less cash tied up in slow-moving stock, and happier trade customers.

It’s a textbook example of how small to medium-sized merchants can use AI pragmatically; not to replace experience, but simply to enhance it. The technology takes care of the repetition; the people focus on service.

People, Not Robots

Let’s be clear: AI can’t read a site plan, share a joke with a long-standing customer or calm a frustrated tradesperson. That’s where human experience still and probably always will, matter the most.

But it can free up branch staff from the repetitive, timeconsuming tasks that sap energy, time and focus. Instead of juggling paperwork or answering endless “is this in stock?” calls, they can concentrate on advice, problem-solving and relationship building.

AI isn’t taking the counter away from people, it’s giving it back to them and making it far more valuable and effective all at the same time.

Why This Matters Now

The timing couldn’t be better. AI is no longer reserved for the largest businesses; it’s built into the systems most merchants already use, from EPOS to CRM’s and inventory software.

Meanwhile, a new generation of tradespeople expects instant answers and mobile-first convenience. They already use AI in their personal lives every day, whether checking traffic, ordering food, or finding a product.

They’ll soon expect the same speed and reliability from their merchant and that means now is the perfect moment to experiment, learn and adapt.

Steve Collinge

Getting Started

If the concept feels daunting, start small:

– Audit your data

AI depends on clean, accurate system information.

– Experiment with automation

Try reorder prompts or dynamic pricing alerts.

– Train your team

Help staff see AI as a tool to support and make their jobs easier, not a threat.

– Keep it customer focused

Every improvement should make your customers lives easier and remove their pain points.

Early adopters are already seeing the benefits, faster service, fewer stock-outs and stronger loyalty.

The Bottom Line

AI isn’t about removing people; it’s about removing friction. It’s about predicting needs before they’re spoken, managing stock before it runs out, and giving teams more time to deliver real customer service, building loyalty and leading to customers who always return.

In an industry where expectations are rising fast, AI will soon move from optional to essential. The merchants who embrace it early will run more efficiently, serve more responsively and build deeper loyalty.

Those who wait will one day look up from the counter and realise the future has already arrived.

Steve Collinge is an international speaker, influencer and retail commentator. He is Managing Director of Insight Retail Group Ltd and Executive Editor of Insight DIY.

Follow Steve on LinkedIn and Twitter.

Dargan Tools: Powering ahead with new 18V Cordless Brushless Range

For over 40 years, Dargan Tools has been a trusted name in the Irish hardware industry. Established in 1981, they proudly became one of Ireland’s first own brand hand tool suppliers, supplying hardware stores and builders’ merchants nationwide. Their reputation for quality, reliability, and value has made Dargan a household name among professionals and DIY enthusiasts alike.

Today, they continue that tradition of innovation with the launch of their Dargan 18V Cordless Brushless Power Tool Range, a natural progression for a brand that has always been about empowering tradespeople with the best tools for the job.

This exciting new range includes:

– Impact Drill

– Multi-Tool

– Angle Grinder

– Reciprocating Saw

– Orbital Sander

– Circular Saw

– Jigsaw

– Impact Driver

Each tool features brushless motor technology, delivering superior efficiency, longer runtime, and extended tool life. Combined with the freedom of cordless operation, these tools are designed to meet the demands of modern job siteswhether you’re cutting, grinding, drilling, or sanding.

Niall Dargan, CEO of Dargan Tools, commented: “We are thrilled to introduce this new range of 18V cordless brushless tools to the market. At Dargan, our mission has always been to provide tools that combine innovation, quality, and value. This launch represents a major step forward in delivering the performance and versatility our customers demand.”

Why Brushless Technology Matters

– More Power, Less Heat: Brushless motors eliminate friction caused by brushes, delivering higher efficiency and cooler operation.

– Longer Tool Life: Reduced wear and tear means your tools last longer and perform better over time.

– Extended Battery Runtime: Greater efficiency translates to more work per charge - perfect for demanding jobs.

– Consistent Performance: Brushless motors maintain torque and speed under load, giving you reliable results every time.

With a shared battery platform across the range, ergonomic design, and uncompromising build quality, the Dargan 18V series offers convenience and confidence for every task.

Niall went on to say “As an already premium supplier of ownbrand hand tools, moving into power tools was the next logical step for us. Our decades of experience in hand tools have given us a deep understanding of what professionals need, durability, precision, and reliability. Now, we’re bringing that same commitment to the power tool sector, ensuring that Dargan remains your goto brand for every job”.

Discover the future of power tools with Dargan - available now through their nationwide network of stockists.

Visit www.dargantools.com for more information.

Clipacore’s Quick-Release Core Drills: Faster, safer, smarter

Carl Kammerling International Ltd (CKI) has relaunched its Clipacore range, transforming core drilling with the patented Fit>Clip>Core system. Designed for speed, safety, and simplicity, this innovative and patented system connects the drill, adapter, and core in seconds - saving professionals valuable time while reducing risk on the job.

Core drilling through walls and solid materials is often frustrating and hazardous. Drill bits can get stuck, extensions can jam, and ejecting the core waste can be slow and awkward. These common challenges increase risk, slow down projects, and make even routine jobs more stressful.

Clipacore’s clever clip system removes these obstacles, letting users fit, clip, and core in seconds and get back to work faster.

The refreshed range includes multiple adaptors that screw onto drills or extension bars and slot securely with the core bit. A simple clip locks everything in place and can be removed effortlessly by hand - no tools required. This approach not only speeds up every job, but also prolongs tool lifespan, reduces the risk of injury, and removes the frustration that often comes with core drilling.

“When we acquired Clipacore in 2023, we recognised its potential to revolutionise the plumbing, heating, and HVAC industries,” said Joshua Meyerratken, Brand Executive at CKI. “This refreshed range saves time, increases safety, and removes the common frustrations that professionals face on site. It’s a must-have solution for anyone looking to work smarter, faster, and more efficiently.”

The refreshed Clipacore range is now available from CKI and plumbing specialist Nerrad Tools Ltd.

Discover the new Clipacore range at experience core drilling made effortless - every job, every time.

Armeg launch new Sheffield made impact masonry drill bits

Since Armeg introduced their Twister Impact Masonry® drill bits last year, they have been a resounding success. Designed from the ground up for Impact Drivers with a specially engineered SQS Super Quick Spiral® flute which utilises the machine’s high rotational speed to rapidly clear spoil and deliver maximum drilling efficiency.

Crucially, the same Impact Driver can then also be used for driving screws and fixings – allowing the user to Drill. Swap. Drive - especially useful when working at height.

A depth-stop and carefully chosen size range to suit popular industry fixings make the range both application and installation specific.

Two further ‘Impact Masonry’ drill bits have just been added to the range.

Firstly, the Twister Impact Masonry XL®. This is another impact-rated bit featuring SQS flute technology, but with a longer 110mm working length for through-fixture drilling. Although designed for masonry use, these bits have multi-material capabilities, so a wooden baton can be held to masonry and the drill bit makes short work of both materials before then securely driving the baton with a frame-fixing.

Secondly, in answer to demands for a depth-stop drill bit suitable for hard materials such as concrete and engineering brick, new Impact Masonry Plus® bits bring Super Quick Spiral flute technology to SDS and hammer action drilling. SDS Reinvented!

These innovative, game-changing bits are made in Armeg’s own factory on the outskirts of Sheffield and are sold in FSC certified sustainable packs.

For further information please contact James Goodwin, Head of Marketing, via phone on +44 (0) 1246 411 081, email j.goodwin@armeg.co.uk or visit www.armeg.com

Armeg Ltd, Callywhite Lane, Dronfield, S18 2XJ.

Häfele Ireland launches a new Rustic sliding door fitting in Matt Black

Häfele have introduced a modern twist for the traditional barn door look, by launching a black lacquered finish, on their Slido D-Line42 100S system. A neat single door pack in one box in addition to their original silver version.

The Slido D-Line42 100S accommodates doors weights up to 100Kg, and door widths from 750-1000mm and a larger sizes 1001-1250mm, covering most “barn door” type single sliding applications.

Häfele Ireland’s Technical Manager for Sliding Systems, Leon Byrne states “The system also features an anti-derailment device to ensure safety in the home to avoid trolleys and doors dismounting during use”.

The complete packed set also comes with the flat profile top running track black lacquered, beautifully designed running gear floor guide and door stoppers, all with matching wall fixings and full installation drawings.

All in all, Hafele has hit the mark with this quality sliding system for single doors, in a modern black lacquered finish, to complement any interior design project, bringing style to any interior application, whilst maximising floor space or to open up open-plan layouts.

Häfele supply a range of sliding doors suitable for a broad range of applications to include bedroom wardrobes, kitchen cabinets, office partitions, patio folding doors, garage doors and shop fronts. They work closely with industry leading brands to bring their partners the highest quality sliding door products and the latest design innovations.

A full range of Häfele Slido systems can be found by visiting www.hafele.ie or call 01 2873488

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