Professional Builders Merchant April 2020 by Hamerville Media Group

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

APRIL 2020

MONTHLY TRENDS MONITOR

PLUMBING & HEATING Looking beyond gas heating

GARDENS & L ANDSCAPING Maximising outdoor sales

DRAINAGE & WATER MANAGEMENT Weathering the storm

Plus: News, digital data standards, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football What happens now? See page 75

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CONTENTS DRAINAGE & WATER MANAGEMENT 31

STRATEGIC SALES The cross- and upselling potential offered by rainwater systems.

CRATE EXPECTATIONS Stormwater drainage solutions.

DRAIN AND GAIN Aesthetic drainage options that are fit for purpose, plus the launch of ACO’s new Training Academy.

PRODUCTS & SERVICES

April 2020, Volume 30 No. 4

GARDENS & LANDSCAPING 41

GO PRO How ‘eco-friendly’ composite decking solutions mean good business for merchants.

STOCK OPTIMISATION Making the most of merchandising and supplier support.

PRODUCTS & SERVICES

PLUMBING & HEATING 48

HEATING ALTERNATIVES Industry perspectives on a future beyond gas as the UK strives to reduce carbon emissions.

THE FUTURE FOR OFF-GAS HEATING Heating alternatives for off-grid properties.

MULTIPLE CHOICE Sales advantages with multi-layer press-fit piping systems.

SELL CERTIFIED The importance of selling radiators and towel rails that comply with EN442.

BOOSTING MERCHANT RELATIONSHIPS Looking at the relationship between Stuart Turner and Williams & Co.

PRODUCTS & SERVICES

SPECIAL REPORTS 12

STANDARD PRACTICE Looking at the potential advantages that standardised product data can bring the sector.

SAFETY FIRST The additional sales opportunities afforded by ladder safety accessories.

ALL MOD CONS Looking at the market for modified woods.

REGULARS 5 6 8 11 14 16 18 20 66 68 70 72 74

VIEWPOINT NEWS PEOPLE NEWS MARKET MONITOR FACE TO FACE BMF TRAINING ZONE MERCHANT FOCUS NBG BUYING BETTER PB COUNTER ATTACK PHPI COUNTER ATTACK POINT OF SALE PRODUCTS & SERVICES ADVERTISEMENT INDEX

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THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

COMPETITIONS 75

EVO-STIK FANTASY FOOTBALL Hitting pause…

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VIEWPOINT

Common purpose

here is only one topic to discuss this month, yet it is imperative to tackle any conversation about the coronavirus crisis carefully. With daily briefings from the Prime Minister and his senior advisers, the strategy — from both a health and economic perspective — remains in a necessary state of flux, with the guidance understandably subject to continual evolution. Similarly, confusion remains and disinformation is a clear and present danger in the face of such an unprecedented threat to the nation’s health. Accordingly, it is vital that the population is fully engaged, and that responsible journalism and honest politics serve to rebuild the shattered faith in so many of the country’s institutions after a period that has been all too painful and divisive. The role of the BBC could be crucial in disseminating information, whilst it is essential that the most up-to-date advice is followed from the most trusted sources available such as www.nhs.uk and www.gov.uk It is simply incumbent on all of us to follow the advice to help limit the spread of the virus, and though health concerns clearly have to be paramount, the effect on the economy is likely to be devastating. As if the scenario could be any worse, it seems especially cruel that we have entered a period of turmoil just as we thought a corner had been turned following the election. Uncertainty has returned on a level that was inconceivable only a few days ago, with disruption impacting the way we all do

“As if the scenario could be any worse, it seems especially cruel that we have entered a period of turmoil just as we thought a corner had been turned following the election.” business and changes to established working practices becoming a fact of life for many in the country. The government is unveiling substantial support measures to protect against the worst possible consequences, though it remains impossible to judge whether it is doing enough to support firms of all sizes and their employees against such seemingly immediate jeopardy. It is imperative that, in addition to the need for clear and decisive leadership, the government remains in listening mode and responds to the concerns raised by industry. Failure to do so will only seriously undermine any recovery once the medical crisis abates, whenever that may be. With the government largely offering guidance rather than firm directives (thus far), the onus is on businesses to implement the plans that will keep their employees and customers safe and well — and to continue trading. It will be difficult to say the least, but there are options. Communication with suppliers, customers, trade organisations and buying groups will be vital. PBM will strive to

Editor Paul Davies Assistant Editor Abbie Smith Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102 Advertisement Manager Sam Shannon-Tinsley stinsley@hamerville.co.uk Tel: 07554 013302 Midlands & Northern Advertisement Manager Ian Duff

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Tel: 01204 596633/ 07810 353525 probuilder@sky.com Design Adeel Qadri Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Managing Editor Terry Smith Publisher Bryan Shannon

play its part wherever possible, so please check in with our website and social media streams for updates. As a final point, we have received messages from the Lighthouse Construction Industry and the Rainy Day Trust with both organisations highlighting the especially precarious position many individuals in this sector are finding themselves in as a consequence of the crisis. Lighthouse, for example, is urging that its 24/7 Construction Industry Helpline — 0345 6051956 — is promoted as much as possible whilst the Rainy Day Trust has “robust measures in place to keep applications (for emergency assistance) moving” and its counselling service 0203 1920486 is available. Both, however, are also urgently seeking the support of the industry as their event-based income streams have been severely constrained in these extraordinary times. We are well aware that business owners and senior merchant staff are under severe pressure at this moment, but there has never been a more important time for this wonderful sector to pull together.

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NEWS UPDATE Meeting demand Condensate Pro has opened a new manufacturing facility in Hathersage, Derbyshire to meet the demand for orders of the product which has been designed to save “time, cost and callbacks” by protecting condensate pipes from freezing in low temperatures. MD Dave Smith said: “I am delighted that we have expanded into this new, bigger factory which gives us the potential to grow as more and more installers choose to do the right thing and insulate condensate pipe quickly and professionally. The new facility allows us to meet demand and make sure product goes out to the merchants in time.”

ILLINGWORTH INGHAM MOVES UP TO FULL H&B GROUP

Going for growth North West timber specialist Illingworth Ingham has become the latest full member of h&b, graduating from the group’s development section to join a growing community of more than 100 independent merchant businesses with combined sales approaching £1bn per year. The company was founded over 90 years ago in Manchester and operates from a seven-acre site in Trafford Park plus depots in Stockport, Hyde, Stretford and two branches in Macclesfield. Having moved up to the main h&b group, Illingworth Ingham reports that it intends to “leverage the power” of the group’s purchasing deals with around 280 suppliers to diversify and grow its product offering, increase its heavyside range and to grow turnover and profitability. Chairman Simon Graveley said: “We are very excited about the potential for growth that joining h&b offers Illingworth Ingham. The raft of h&b deals now unlocked for us opens up new horizons for the business to sell more

products and sell more of them. Our newest branch in Macclesfield, opened in September last year, is a truly mixed merchant and we see h&b membership as a key to unlocking great growth there and in all of our depots.” The h&b Development Group is a relatively new concept for the merchanting industry, offering carefully selected smaller merchants access to a vast range of negotiated deals and a strategically mapped route to growth. It has a number of structures and strategies in place to help members achieve the turnover required to take them to the next level of joining the main h&b group, with all the benefits and deals that entails.

Branch transformation Greater Manchester-based Ripple was selected by Elliotts to transform its Ringwood branch in Hampshire, creating a new interior format and design and improving operational efficiency, customer experience and sales. The merchandising and display equipment was designed and manufactured by Ripple specifically for Elliotts, and includes multi-purpose over-pallet merchandising, promotional displays, door displays, counter impulse stands and a variety of brick, flooring and tile displays to accommodate a spectrum of product categories. The project has improved customer experience through defined sightlines, clearer customer navigation, effective product display, better communication and enhanced merchandising.

Structural change Huws Gray has acquired mid Wales-based AC Roof Trusses. Established in1982, the business is a specialist in the design, production and supply of structural timber components and employs 30 people at its 1.4-acre site in Welshpool which includes two factories. Osian Jones, Truss and Easi Joist Development Manager for the Huws Gray Group, commented: “We are very much looking forward to building on the success of both of the roof truss manufacturing locations and utilising the expanded Huws Gray Group branch network to distribute products to our customer base across the country.” The timing of the acquisition comes as Huws Gray nears the completion of the refurbishment of most of the Ridgeons branches (now trading as Huws Gray Ridgeons) across East Anglia.

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NMBS TAKES TO THE CLOUDS WITH LATEST IT PROJECT

The next level

NMBS has increased the security of its IT systems and sped up its accounts access for members by moving its IT infrastructure to Cloud storage. Previously, NMBS had physical servers at its head office in Leicester that housed all its internal and external data infrastructure, including hosting its databases and online resources for members. Over recent months, however, the Buying Society has been working with a third-party company to transfer this data to two data centres in Newcastle and a backup facility in Milton Keynes — with the project being completed successfully in late February. The project has been managed by NMBS’ IT Manager, Jamie Freer, supported by the internal NMBS IT Team. Julie Langford, Finance and Operations Director, said: “Cyber-attacks are becoming more and more common for businesses in all sectors. NMBS’ cyber security was already robust, but we wanted to take it to the next level to protect our data and that of our members. It is also the first step towards our

gaining ISO 27001 accreditation, targeted for the end of 2020. “By moving our IT infrastructure to the Cloud, we can not only take advantage of our own security resources, but also those of the data hub we’re working with, which is one of the leading companies in its industry. This means our members can rest assured that their information is safe and secure, and that our systems will always be online and available when they need them.” Another key benefit of moving to the Cloud is that members can take advantage of the increased speeds and storage capacity available through the data centre.

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Bridging the Gap Saint-Gobain UK and Ireland — through its brands Jewson, Graham, Scotframe and Weber — has collaborated with Barnardo’s Scotland to build transitionary accommodation, known as ‘Gap Homes’, for young people leaving the care system. The first two purpose-built timber frame homes in Renfrewshire, Scotland, use Saint-Gobain materials and a holistic approach to design to ensure the homes are energy efficient and comfortable. Scotframe, which was acquired by Saint-Gobain in 2017, supplied timber frame kits for the properties which included the roof, windows, external and internal doors and ironmongery, walls, plasterboard and skirting. Illustrating the capacity for the merchant sector to service the timber frame market, Jewson worked closely with contractor Oakhill Homes to supply the kitchens, laminate flooring, block and beam flooring, sand, cement and tool hire services whilst Graham supplied the bathrooms for both homes.

NMBS Exhibition cancelled

Due to the ongoing coronavirus crisis, NMBS has taken the decision to cancel this year’s Exhibition & Gala Dinner over 21-22 April 2020. A statement said: “We are sorry for any inconvenience this may cause and understand the huge benefit that attending the exhibition offered to our members and suppliers. We thank you for your continued support during these unprecedented times.”

Brand strategy Saniflo is updating its brand identity to align with parent company SFA as part of the Paris-headquartered company’s strategy to unify the branding of all subsidiaries around the world. In the UK, Saniflo name has been retained in the new identity in recognition of the many years of positive association with plumbers, installers and the wider industry.

As well as refining the font and tweaking the colour of the Saniflo name itself, two teardrop shapes have been added to reflect the movement of water and the SFA Group branding has been added to the overall logo. It is currently being implemented across all promotional resources and has already gone live on the Saniflo website.

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PEOPLE NEWS

Instarmac Group has appointed Mark Shorrock (pictured left) as its new Managing Director. Mark has extensive experience within the construction and manufacturing industry, having served as MD for Parex UK for the past 13 years. Prior to that Mark was MD of TECROC from 2002 and oversaw the sale of the business to the Parex Group in 2007. He said: “I am very pleased to be joining Instarmac as Managing Director. I look forward to building on the company’s success and confident we can deliver the ambitious growth plans.”

Mark Shorrock with departing MD and new Group CEO, John Holcroft

Frank Key has appointed new Group Head of Marketing, Shafiq Sharif, and Group Head of Human Resources, Ruth Housley. Shafiq has already made his mark by assisting with the implementation of the Frank Key rebrand, as well as the launch of the renovated Sheffield branch among other projects. Ruth joins with a considerable amount of HR experience across many sectors. She will play a key role in developing the HR systems, processes and team, as well as ongoing projects such as the company handbook, role profiles and management training programmes. Lakes has appointed new Area Sales Manager for the Midlands, Rebecca Bennett, to its external sales team. Having worked in the bathroom sector for nearly 25 years, Rebecca is well-known in the industry and comes with strong experience in building and strengthening customer relationships. Trade Fabrication Systems (TFS), has recently appointed James Bishop as UK Sales Manager. With extensive experience of working within the manufacturing industry, James has spent over two decades as regional sales manager for leading timber panel manufacturers such as Egger and Kronospan. James will be supporting the delivery of TFS’ UK wide sales strategy and he commented: “Within this role, using my experience of working with distribution and end users, I will be supporting both builders’ merchants and housebuilders to understand the performance and commercial benefits of working in partnership with an offsite processing partner.”

Louise Polston, Commercial Director of Alsford Timber, is the new chair of the BMF’s London & South East Region. Louise, who will be formally elected to the role at the Region’s next meeting in June, is the first woman to hold this position. With a background in sales, Louise moved into construction products in 2009. Her career swiftly progressed through sales management and export operations roles to Commercial Director, and she joined Alsford Timber in November 2015.

PJH has welcomed three new Sales Development Mangers to its nationwide team. Paula Wilson (left) takes on the Northern & Scotland region having joined from one of PJH’s trade customers, Express Plumbing Supplies, where she was showroom manager. Following prior roles as Showroom Manager for Active Plumbing Supplies and Regional Manager for Porcelanosa, Darren Turner joins the Southwest team. The third new appointment is Charlotte Hall who joins the company’s Northern sales team and brings a wealth of industry experience, having worked for Hibberds Distribution as an ASM.

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MARKET MONITOR in association with

Plan of action

Reforms to the country’s planning laws have long been called for as a key means of unlocking Britain’s housing crisis. Ahead of the publication of the government’s longawaited White Paper, set to be published in the spring, new Housing Secretary Robert Jenrick has outlined a number of proposals in the ‘Planning for the Future’ report. PBM considers some of the sector’s responses.

nveiled by the Ministry for Housing & Local Government the day after the Budget, ‘Planning for the Future’ sees the government set out its intention to deliver a series of measures to fix the country’s broken housing market (at all levels and across all tenures) and “legislate to deliver lasting change.” Referencing that over 241,000 new homes were delivered last year, said to be the most at any point in the last three decades, the document confirmed that the forthcoming “ambitious” Planning White Paper will offer “creative solution” and reflect the need to fully “modernise the system, accelerate planning decisions and make it easier for communities to engage and play a role in decisions which affect them”. Key announcements included the launch of brownfield mapping and the proposal for developers to turn disused buildings into homes, with £400m to regenerate brownfield land alongside new rules to build upward, ensure greater community and selfbuilding, a December 2023 deadline for local plans, a flood risk review and a reform to the new homes bonus which will reward delivery. Richard Beresford, Chief Executive of the National Federation of Builders, said: “Planning reform has been a long

time coming and we’re grateful that it has been taken seriously. As the major rural employers, apprentice trainers and local investors, smaller builders must benefit greatly from reforms and we look forward to working with the government on ensuring this happens.” The Federation of Master Builders argued that more attention is needed to support local authorities improve their ability to respond to planning demands. FMB CEO Brian Berry said: “That the government has made the decision to intervene in local authorities’ planmaking processes by setting a 2023 deadline to update their local plans is helpful. A recent Public Accounts Committee report (published 26 June 2019) found that fewer than half of local authorities had an up-to-date local plan, which goes to show that inaction is hampering housing numbers.” He added: “More detail is needed in terms of how local authorities plan to provide a good quality service to SMEs. While linking fees to performance and offering rebates to developers is a step in the right direction, local authorities need support to get the basics right.” Hew Edgar, Head of RICS UK Government Relations & City Strategy, commented: “It seems planning rules change nearly as often as Housing Ministers but RICS is grateful the

Key statistics ●

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42% of SME house builders reported that the planning process was the single biggest obstacle to them building more homes. For the fourth year in a row, SMEs cited inadequate resourcing of planning departments as the most significant cause of delay. Excessive information requirements are the biggest cause of cost for SMEs. When asked whether they had seen an improvement in the speed and delivery of local planning departments since fees were increased by 20% in 2018, only 3% of SMEs said yes. In the 1980s, SMEs built two thirds of all new homes. Now it is just 23%.

Source: Federation of Master Builders

government has listened to us on reforming the Green Belt to allow previously developed land near transport hubs to be used to build new homes, as well as including RICS’ long called for ask for the requirement of placemaking in the National Planning Policy Framework.” To view the ‘Planning for the Future’ proposals online, enter the shortcode www.rdr.link/mp010

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Merchant in ebullient mood Just as the sector thought it could look forward with certainty, it must now contend with the implications of the Coronavirus. Our latest survey, however, paints a confident underlying picture.

aving achieved parliamentary clarity with the election of a majority government, merchants got back to business in January with the hope that Brexit will get sorted and business can return to normality. A month later we have the Coronavirus challenge. Undoubtedly this will cause disruption for many businesses as China halts production, causing delays across the supply chain. In early February this was barely a threat. At the time of writing (end of February), world stock markets are reeling as the potential implications strike home.

Year-on-Year, a net +62% of merchants anticipated a stronger February compared to February last year, continuing the upward trend (Chart 1). Mid-sized (+72%) and small outlets (+60%) were more positive than large branches (+44%). Looking to the next three months (February to April 2020), a net +75% of merchants forecast better sales compared with the previous three months (November 2019 to January 2020). This is a significant jump from +54% in the last survey â&#x20AC;&#x201D; see Chart 2.

Sales expectations A net +70% of merchants expected improved sales in February compared to January, continuing the widespread positivity in the previous monthâ&#x20AC;&#x2122;s survey â&#x20AC;&#x201D; see Chart 1. Expectations were strongest among mid-sized branches (+83%), merchants in the South (+81%) and regional merchant outlets (+76%).

The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, a negative indicates decline, while net zero implies no change.

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TRENDS MONITOR Taking Brexit and parliament off the front pages has translated into improved customer confidence as main reasons for merchants’ confidence. Confidence in their business Merchants’ confidence in their own business was strong too with a net +54% more confident in February than in January, and the same compared to the same period last year (+54%). See Chart 4. Problems affecting merchants Every quarter, merchants report on the main problems affecting their business in the last month. The top three problems in February were squeezed margins (75%), online competition (66%) and supplier price rises (64%). Price cutting in the market closely followed with 59% of mentions, down from 71% in the last quarter’s survey (November). Expectations for the next six months are also strong, with a net +73% of merchants anticipating better sales in February to July 2020 compared to the six months August 2019 to January 2020 — see Chart 3. Expectations for the period are robust across the board. Confidence in the market A net +47% of merchants were more confident about the market in February compared to January. Confidence was particularly strong in mid-sized outlets (+58%), merchants in Scotland (+57%) and the nationals (+61%). Year-on-year, a net +54% of merchants were more confident about the market in February compared to the same period last year — see Chart 4. Merchants in the South (+73%) were the most confident.

Single biggest problem Just over a fifth of merchants mentioned squeezed margins as their single biggest problem (22%). Most important challenges for construction In a separate question, on the three most important challenges the construction industry faces today, it was refreshing to see that Brexit was not top of the list! Merchants listed increased competition (31%), availability of supply (29%) and product price increases (26%). There were new mentions for economic stability and the coronavirus. We may see more of these in the next few surveys.

The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is based on the 10th survey in the series, with interviews conducted by MRA Research between 3 and 5 February 2020. Each month a representative sample of 100 merchants is interviewed, balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ The full report can be downloaded free from www.mra-research.co.uk/the-pulse or call Lucia Di Stazio at MRA Research on 01453 521621.

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FACE TO FACE National Buying Group (NBG) describes itself as “the UK’s premier buying group for independent merchants”. With more than 100 independent companies trading from more than 420 branches, NBG is a national network and merchant Partners can use group buying power to improve profitability and create business opportunities, whilst providing an efficient route to market for Suppliers. The group works with Partners in eight categories, all of whom have specialist knowledge and significant spend in their product areas, to negotiate and manage deals competitively while offering mutual benefits to Partners and Suppliers. NBG is a “single, united force”, driven by a ‘one person, one voice’ community and supported by a central team. This is said to ensure NBG maintains an “equal and democratic approach that works for all”.

PBM speaks with Paul Duff, NBG’s Category Buyer for both the Civils & Landscaping and Roofing & Insulation Category Management Teams.

Q A

How did you get into the industry and to your current position? At 16, I had a passion for motorcycles so rather than pursue A Levels, I took an apprenticeship in mechanical engineering and learnt how motorcycles work and how to fix them. From there, I joined RS Components in a technical compliance role, which led me on to a buying role at Screwfix. My career has since taken me to Travis Perkins, Jewson and Saint-Gobain. After a brief stint at FP McCann, I joined NBG where I really appreciate the agility of independent builders’ merchants to change direction and make decisions, giving them an advantage over the nationals. It’s refreshing!

Q A

How do you feel the industry has changed in recent years? My role is to improve our deals, support our Partners and look for new opportunities for Suppliers and Partners to work together. Looking at upcoming trends, we can see that increased online trading means that pricing is now very visible and our Partners are at different stages in their online offer. We’re currently working with Suppliers like Velux to help Partners improve their skills and knowledge, and provide some tools to help them navigate this complicated online trading world. Furthermore, in 2019 while the national

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merchants plateaued, our Partners enjoyed significant growth, and many new Partners have joined NBG. I think this is because businesses need to be passionate about service and our Partners are entirely focussed on their customers and what they need.

“Looking at upcoming trends, we can see that increased online trading means that pricing is now very visible and our Partners are at different stages in their online offer.” For example, in landscaping we have seen a huge increase in the demand for porcelain, and a decline in sandstone, so it’s important that we spot trends to help Partners meet these changing demands. We also need to work together to build the value of premium products and help prevent them becoming a commodity.

Q A

What has influenced you most in your career? I was once told that if it’s on the page, it should be in stock. This has influenced me throughout my career and

is the reason I focus on availability and delivery. Customers depend on merchants in order to do their jobs and meet the expectations of their clients, so in my experience, successful businesses use a ‘customer first’ model.

Q A

What has been your biggest challenge so far? Every role has its challenges, but at NBG my current challenge is to expand our civils offer further and to improve our deals. This is a great opportunity for us to support our Partners more and add greater value, by using some of the knowledge and learnings that we have gained from our roofing specialists. By working collaboratively, and bringing our civils specialists together, I believe we will soon be making a big difference.

Q A

Where do you see yourself in five years’ time? From a career point of view, I hope I’m still able to help NBG Partners develop their businesses and support Suppliers as they break into a national market. As a lifelong Leicester City fan and season ticket holder, I’m hoping that I’ll be in the King Power stadium watching them lift the Premiership trophy — again! ■ For more information on NGB, visit www.rdr.link/mp011

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TRAINING ZONE

Blocks of potential How can we best help new starters quickly get up to speed? This was the starting point for an ambitious and far reaching training programme which the BMF is creating in collaboration with its long-term training partner, Cortexa.

argely delivered online, the resulting BMF Building Blocks training programme provides an industry-specific curriculum which includes both core skills training and wider soft skills topics. Launched last year, the programme is now in full flow with the first four core courses receiving resounding endorsement and adoption across the merchant industry. Travis Perkins, for example, has adopted it to provide apprentices and new starters with a solid foundation of product knowledge. It views the programme as ideally suited to support those joining the company under their ‘LEAP’ recruitment initiative, which encourages school leavers and graduates to learn whilst they earn. Over 500 Travis Perkins apprentices are expected to complete Building Blocks courses as part of their foundation training this year. Building Blocks has been designed and introduced in consultation with the merchant community to ensure it meets their current needs. Based on their feedback, the product modules are not linked to particular brands but provide generic technical information on the material/product types and usage, relevant building regulations, common terminology, how to advise customers, etc. Merchant feedback also helps the BMF establish the order in which new topics are introduced to the programme. The first courses to go live covered An Introduction to Residential Construction, Heating & Hot Water Comfort, Timber as a Building Material, Buildings Insulation and Working Safely. Also in development (and due to go live later this year) are modules on

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Kitchens, Bathrooms, Below Ground Drainage, Above Ground Drainage and Customer Care. The whole programme, which should be complete by 2023, will result in no less than 30 Building Blocks in total, with some aimed at the wider needs of more experienced merchanting staff, offering management and financial training along with a raft of soft skills. Each multi-media Building Block combines a range of video, animations and interactive content to bring the subjects to life. A single course costs £125 and averages 12-15 hours of online training and the content is further reinforced with programmed learning in the form of downloadable reading/reference material and weblinks. There is also potential for the student to undertake a practical activity in the workplace for review by their line manager, helping to create a joined-up approach to the subject. Cortexa is an approved online centre for NVQs and the Building Blocks Programme will be fully accredited by Occupational

Awards in the near future. Each module includes quizzes and knowledge checks throughout and ends with a final assessment, which earns credits for the learner towards the accredited Award. There are various routes to access BMF Building Blocks, either as a full programme or for an individual course. The simplest route is through BMF Campus. Once registered, learners log in to access their current training Block from their individual profile and BMF Campus has an easyto-use manager interface so their line manager can track progress, check on the action learning tasks, sign off on offline elements of the training and check assessment results. For larger merchants who would like all the courses available to all their staff, Building Blocks can be accessed through their existing Learning Management System (LMS) or have the content hosted on a dedicated Totara LMS, as Travis Perkins chose to do.

To find out more, explore the options and review course content in detail, phone Cortexa on 0330 024 2881, or for more information on this or any other aspect of BMF training, please contact paige.godsell@bmf.org.uk or phone 02476 854980. ■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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MERCHANT FOCUS

Digital difference Indicative of a wider trend that reflects the growing importance of online trading and cross-platform engagement with customers, Selco and Graham have recently made significant investments in their digital strategies. PBM reports.

elco Builders Warehouse’s new website — www.selcobw.com — is the result of the company’s £1 million-plus investment in its digital platforms. The website improvements, made on the back of feedback from customers, are said to mark the start of a range of enhancements to Selco’s digital programme to “help tradespeople purchase materials and products in the most convenient way possible”. Enhancements to the website include a real time stock check — allowing customers to ensure availability of product in a particular branch through the click of a button — and streamlining the checkout process from five stages to two. Carine Jessamine, the merchant’s Marketing Director, said: “We had more than nine million visits to the website in 2019 and online sales have risen by nearly 200% in recent years, which shows just how crucial the digital presence of our business is. Our last website saw us make some very significant strides, such as publishing our product catalogue online, allowing customers to purchase online for the first time and introducing services such as Click & Collect and Click & Deliver.

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“All of those initiatives have provided extremely popular and we have similarly ambitious plans to be industry leaders when it comes to the latest technological advances. We are very confident that the new website will be well received by tradespeople.” She continued: “This is just the first in a number of exciting changes we are making digitally as we constantly adjust to the changing shopping habits of tradespeople. We understand that time is money for our customers and they want to shop as quickly and as efficiently as possible. The website is purpose built to help us achieve that.” Enhanced search functions and branch pages are key features, while the ability to build project lists —which was previously done through an app — will now be hosted on the website. Carine added: “We have utilised Progressive Web Applications (PWA) in the building of the website to ensure we have made it as mobile friendly, quick and secure as possible and provide an outstanding user experience for tradespeople.” Graham Plumbers’ Merchant, meanwhile, has launched www.grahamdirect.co.uk to replace its previous website. The site gives the fixed prices of all of the plumbers’ merchant’s Always Available range of

products, with users guaranteed that any product they view can be ordered for delivery or collected immediately. As part of the guarantee, should a product not be in stock on ordering, customers will receive a voucher that entitles them to £10 off their next purchase. Through drop down menus, users can navigate the complete Always Available range catalogue. The website also includes a search tool and downloadable product specification sheets, as well as detailed product summaries accompanied with images. Once they’ve found the product they want online, users can email through their requirements by adding to a wish list, call the central helpline or contact their local branch to complete their order. Marketing Director Ian Kenny said: “Our aim is to highlight the certainty that comes with the Always Available range. Every product on the site is guaranteed to be in stock at the price shown at every Graham branch. This means that when installers price a job, they can be sure of the products and the prices they quote. Fixed pricing also removes timely price negotiations, which we know many installers loathe.”

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THREE THINGS YOU MIGHT NOT KNOW In association with

HELP TO BUY í˘ą The Help to Buy scheme was launched in 2013 to reinvigorate a moribund housing market. It was initially intended to run until 2016, but was extended and now accounts for around 60% of all purchases of newly built homes.

FRANK KEY PLANT & TOOL HIRE INVESTMENT Due to the success of its Plant & Tool Hire business, Frank Key has invested in its plant delivery capability with the arrival of a new ÂŁ54,000 Iveco Daily 70C18 truck, featuring a beavertail body and lightweight aluminium ramps, designed to allow wheeled and tracked plant easy access to the vehicleâ&#x20AC;&#x2122;s rigid platform body. Richard Meeks, the merchantâ&#x20AC;&#x2122;s Group Hire Director, said: â&#x20AC;&#x153;We have 15 plant and tool hire branches across the East Midlands, Derbyshire, South Yorkshire and Lancashire. The demand for our plant continues to grow, which is why we are committed to capital investment in new vehicles to provide our customers with continuity of service and supply, whenever and wherever our plant is required.â&#x20AC;?

LAWSONS AVS GROUP ACQUISITION In a move described as a â&#x20AC;&#x153;great strategic fitâ&#x20AC;? and one that â&#x20AC;&#x153;will form a platform for future expansion in the fencing and landscaping marketâ&#x20AC;?, Lawsons has acquired AVS Group Holdings Limited (t/a AVS Fencing Supplies). The turnover of the combined group will be close to ÂŁ125m, operating from 27 branches across the South East of England â&#x20AC;&#x201D; 17 Lawsons and 10 AVS â&#x20AC;&#x201D; and with 565 employees. AVS will retain its brand identity and continue to operate separately under the direction of its MD Stewart Pierce. Stewart said: â&#x20AC;&#x153;With our majority shareholder and founder Ian Faires preparing to step down at year end, finding a new likeminded partner to assist and support our future was imperative. Having known Simon Lawson for many years, itâ&#x20AC;&#x2122;s a perfect outcome for both businesses and we look forward to working with the Lawsons team.â&#x20AC;?

Simon Lawson and Ian Faires

Help to Buy can contribute up to 20% (or 40% in London) of the cost of a new home. The scheme has been credited with reviving private housebuilding and the number of new homes completed in England has certainly grown since the scheme was introduced â&#x20AC;&#x201D; from 120,000 in 2012 to over 240,000 in 2019. It has also been suggested that the scheme has contributed to rising house prices (up 2.3% in the year to February 2020). Is new housebuilding too dependent on this initiative?

í˘˛ The current scheme runs until March 2021. Government recently announced details of a continuation from 2021 to April 2023, with the new version more tightly targeted and only available to first-time buyers. The scheme also introduces regional price caps for eligibility and requires developers to sign up to new standards to make sure that homes covered by the scheme are built to excellent quality.

í˘ł After 2023 â&#x20AC;&#x201D; who knows? Both Housing Secretary Robert Jenrick and Housing Minister Christopher Pincher are big supporters of Help to Buy, so expect some government scheme to support private sector housebuilders. Robert Jenrick recently launched First Homes, a proposal to offer discounts of 30% on new homes for local first-time buyers. Itâ&#x20AC;&#x2122;s a proposal thatâ&#x20AC;&#x2122;s out for consultation and lots of detail needs to be filled in â&#x20AC;&#x201D; not least of which is how the scheme would be funded. However, it does suggest that government will continue to support housebuilders which is good news for the building industry.

Keep an eye on the H+H website www.hhcelcon.co.uk for more topical views on housebuilding. PBM APRIL 2020 19

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NBG BUYING BETTER

Flood brothers Menacing floodwaters have caused major disruption across the country and significant damage to many businesses in the last few months, including Browns Building Supplies. Jim Parlato, the firm’s Director and an NBG board member explains how NBG Suppliers have offered support and how a vast range of product solutions could benefit Partners and their customers during future unpredictable weather conditions.

ased in Derby, Browns Building Supplies is a family-run, independent builders’ merchant that has been trading for over 100 years. The business had never suffered from flooding issues, until late last year when overflowing drains caused upwards of £250,000 worth of damage. Jim Parlato describes how help from the NBG community helped get his company back on track and trading again: “NBG Partners and Suppliers called me as soon as they heard the news about my depot and offered to help, before I even had the chance to call and ask. They were offering to lend me lorries, take deliveries for me and anything else they could do to help me keep trading during this difficult time. “The first reason we joined a buying group was to help us buy better at more competitive rates. However, the friendly culture at NBG was a close second. You know there is always someone there that is willing to help you in any way they can, and what we have been through with the floods has really highlighted that.” At peak times, flooding costs the UK economy around £100,000 per hour, per major road affected and as many as 40% of businesses do not reopen after suffering devastating loss from flooding (see

www.rdr.link/mp012). The floods at Browns were caused by the overflowing of drains, and the local council is still investigating exactly what went wrong. Jim said: “Following our experience, we strongly recommend that businesses have a flood plan in place. Being prepared for the possibility of floods and investing in quality preventative products can help to limit the damage caused by storm water. “Now we can use our very real experience of flooding to advise our customers on how to protect themselves and recommend the best drainage and water management products to do it properly.” NBG has a variety of Suppliers in the drainage and water management category including ACO, Marley Plumbing & Drainage

and Naylor Drainage which are committed to delivering innovative drainage solutions. These Suppliers work to provide Partners with essential flood-proof product lines to protect their businesses and properly equip them to advise their own customers to do the same. The sector has also seen the development of new products to help lessen the effects of adverse weather including Bradstone’s permeable block paving which encourages the drainage of surface water. Nick Oates, NBG Managing Director, said: “NBG has seen a 16.5% growth in purchases of Drainage & Water Management products over the last twelve months, with the Civils and Landscaping Category Management Team negotiating some great deals for both NBG Partners and Suppliers.”

“We knew that the NBG family would pull together to offer Browns some incredible support but going forward, innovative products from our Suppliers and great deals will make sure Partners can provide guidance to their customers on the best way to do this.” Nick Oates, NBG Managing Director

NBG NEWS ■ The annual NBG Conference will take place in South Wales at the Celtic Manor from 16-17 November 2020 ■ NBG has announced changes to its internal team with Jasmine King who has recently joined the Commercial Support team. ■ For more information, visit nationalbuyinggroup.com, find them on Twitter at @NBGLLP or on Linkedin at National Buying Group.

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SPECIAL REPORT: STANDARDISED PRODUCT DATA

Standard practice Stuart Dinnie, MD of Pauley Creative, asks: “Will standardised product data drive digitalisation in the construction industry?”

he ability to research, compare and buy products has become even easier in our personal and work lives. Equally, it is an opportunity that has been identified in other B2B industries, where they have already become privy to the importance of having structured product data so end users can easily identify and buy products online. And whilst the use of structured product data isn’t something that has been adopted to a great extent in construction, the shift toward ‘digital transformation’ in the sector has been gaining momentum in the last few years. A recent initiative from the BMF (and backed by NMBS) aims to push this forward even further by implementing structured product data using the ‘ETIM standards’ with the aim of improving efficiencies throughout the supply chain. ETIM standards To begin to understand the ETIM standards, we must first be clear on what is meant by “product data”. When a product is produced, you must specify key taxonomies relating to that product so it is easily identifiable by a number of different parties. These unique classifications can include a description, size, weight, material, colour, uses, price and so on.

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The BMF and EDA have signed up to partner ETIM UK on driving digital data standardisation.

The ETIM standards were originally developed for the Dutch electro-technical sector, but have steadily expanded into different industries and countries. Now, the ETIM Technical Information Model (adapted from ‘Electro-Technical Information Model’ when it first launched in 1991) has been adopted by manufacturers and wholesalers in 20 countries across Europe, the US and Canada as an open-source data model for the standardisation and classification of product data. The BMF is the Sector Lead for ETIM UK and will be working to introduce the standards into the UK Building Materials, HVAC & Sanitary sectors — meaning wherever you sit in the construction industry, this initiative will likely affect how you manage, store and share product data. The ETIM model offers the unambiguous grouping and specification of products and the data is consistently structured to allow it to be easily transferred from one system to another, industry-wide. The standardisation of product data will ensure language and taxonomies are consistent (for example, ‘roof lights’ as opposed to ‘roof windows’) so data can easily be transferred across companies, systems and channels.

Currently, there is no agreed standard for presenting technical product information which is causing manufacturers, merchants, contractors and so on to spend time re-working product data to meet their requirements. Product data is created, stored and shared in a variety of different ways across the industry — and can change depending on the product type, the company producing the data, or the use of the data. This lack of consistency has resulted in ambiguity and inefficiencies across the breadth of the construction industry. Yet as the industry shifts towards digitalisation, data will be key to a seamless transition into the online world. For example, a recent BMF survey identified that 65% of respondents planned to launch or increase online business in the next two years, and 53% said that they have difficulty obtaining product data from their suppliers in an easily usable format. ETIM advantages As all data follows the same principles, there are expected to be major time and cost savings when transferring or using data — for example, reduced errors when transferring data from one source to another due to less human interaction. Furthermore,

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data can be easily translated into sales-driving content as all parties will be “singing from the same hymn sheet” and users get more consistent and accurate product information. The challenge, of course, is that onboarding the whole industry to use the same standards is a huge task. Each company will have their own processes which will take time to change, or there may be resistance to change.

ETIM standards and websites For those showcasing or selling products online, it is important to consider your website’s SEO performance regardless of ETIM. However, considering the introduction of ETIM standards makes it a perfect time to review and implement “best practices” for your on-page SEO to optimise the performance of your website and maximise your search ranking. Whilst ETIM standards have been adopted by manufacturers and wholesalers in 20 different countries, the Electrical Distributors Association has been implementing the standards into the UK electro-technical sector since 2017. Venture Lighting Europe is one of the companies already implementing the ETIM standards and how the EDA supported Venture in its journey from a collection of Word and Excel documents towards a ‘slick’ and ETIM-optimised PIM system can be viewed in a case study by visiting www.rdr.link/mp013

Looking forward The BMF initiative was launched in January 2020, so it is still in its infancy stage. Therefore, it is the perfect time to become accustomed to the standards set in the ETIM Model and engage with the BMF to find out more about how your company could begin to implement the ETIM standards across your product data.

For more information on product data standardisation, including a video explainer, click on the following shortcode links: ETIM UK www.rdr.link/mp014 BMF www.rdr.link/mp015 NMBS www.rdr.link/mp016 ■ For more on Pauley Creative’s services, including SEO, visit www.rdr.link/mp017

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SPECIAL REPORT: LADDER SAFETY

Safety first With the changes made to BS EN131 in 2018, trade users are reappraising the ways in which they can safely work at height. Tania Turner, Marketing Manager at Centurion Europe, discusses the implications for resellers and urges merchants to consider ladder safety accessories as an additional sales opportunity.

orking at height is unavoidable in most building work and ladders are an essential piece of equipment use by those working at height regularly. As such, it is acutely important for tradesmen to be aware of safe practices when using access equipment — and those selling ladders can go a long way in helping promote this. Risk assessments and equipment checks should be carried out prior to even setting one foot on a ladder, as falls from height still account for 36% of fatal injuries according to the Health and Safety Executives 18/19 report of fatal injuries in Great Britain. BS EN131 — the single British and European product standard covering all types of portable ladders — was substantially revised in 2018 and the changes will help improve the safety of ladders and make buying the right ladder for the job more straightforward. The standards have not only introduced classifications between professional and non-professional ladders, but they have also brought in major safety changes to the design of both domestic and professional ladders. Whilst tradesmen can continue to use any existing ladders they already own as long as they are in good condition and are inspected regularly, those selling ladders have

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a different responsibility. They must now ensure that any new product they choose to supply, whether it is for trade and light industrial or heavy duty and industrial use, complies with the Professional EN131 standard. In addition, those selling ladders must be able to ensure that they can provide a copy of the product certification to the relevant standard, which must have been issued by an accredited test body such as the BSI or TUV, should a customer ask for it. Furthermore, those selling ladders are in prime position to remind customers about the responsibility they have to ensure it remains fit for use after purchase and that frequent maintenance is essential, in addition to pre-use checks and more rigorous inspections which should be carried out before starting any work. By reminding customers of these vital checks to ensure the ladder has not become damaged in any

“Those selling ladders are in prime position to remind customers about the responsibility they have to ensure it remains fit for use after purchase and that frequent maintenance is essential.” way, the seller can add incremental sales by also offering safety accessories such as ladder tagging / inspection labels and ladder lock out. The AssetTag holder can be permanently fixed to the ladder, and the result of the inspection can be recorded on the label to be inserted into the holder. If the ladder fails an inspection, a ladder lock out can be used. By raising awareness with their customers, merchants can make real difference in safeguarding users and minimising accidents that occur when working at height. Centurion Europe distributes ladder and scaffold inspection labels and tagging systems through its Spectrum Industrial brand. ■ For more information, visit www.rdr.link/mp018

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SPECIAL REPORT: MODIFIED WOODS

All mod cons David Hopkins, Managing Director of the Timber Trade Federation, discusses the opportunities for merchants in relation to modified woods. Kebony Decking

t’s not often that the Executive Chairman of Walt Disney can be seen to offer a nugget of wisdom to the timber industry. Yet Bob Iger’s LIGNIA Flooring quote that: “You can’t allow tradition windows and doors. Starting with northern to get in the way of innovation. There’s a European certified softwood, acetic need to respect the past, but it’s a mistake to revere your past” seems particularly apposite. anhydride is used in a patented acetylation process. This reduces its ability to absorb So whilst timber has a long and glorious water, making it more stable, and decreases past as a respectable, traditional material, it its attraction to fungi and rot. Accoya carries is also a material of the future. a 50-year warranty used above ground and Wood locks away CO2 in its fibre for its lifetime and extending timber’s natural lifespan 25 years in ground or freshwater. It is also available as decking and cladding. is the reason for rising interest modified LIGNIA wood, meanwhile, is woods: timbers undergoing non-toxic manufactured in Wales. A ‘small movement’ modification to make them more durable. timber, a process of resin impregnation and Softwood timbers modified by heat modification is used to improve impregnation and other processes include Kebony, LIGNIA and Accoya. Others such as dimensional stability. LIGNIA also offers a 50-year warranty when used above ground, ThermoWood are modified using only whilst it is said to be harder than Teak and heat-based techniques. All offer merchants can be used internally and externally as an opportunity for added-value business cladding, furniture, flooring and decking: with specifiers and local architects. “It’s an exceptionally versatile material,” Accoya, for example, is already valued by says LIGNIA’s Commercial Director Steve the joinery sector for its durability and Rogers. “For merchants with a kitchen dimensional stability in manufacturing

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Accoya Cladding

showroom, LIGNIA can be used for both kitchen flooring and for external decking, giving a consistent look to both indoor and outdoor spaces,” he adds. “It is non-corrosive to standard steel fixings and can even tolerate a salty seaside environment.” LIGNIA machines similarly to a medium density hardwood, and can be laminated for window and door manufacture. “We can supply samples to builders’ merchants so that they are aware of the product should they receive enquiries,” continues Steve. “Following the Surface Design Show in February we have been inundated with architects requesting information. Merchants should be aware of LIGNIA so they can tap into the business potential.” Kebony utilises a by-product of the sugar cane industry — furfuryl alcohol — to impregnate the softwood cell walls, locking in natural polymers to form a stable, durable structure. The wood is then heated and cured, permanently thickening the cell walls by around 50% to produce material with a

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30 year warranty if used above ground. It is a process that gives Kebony a durability akin to some tropical hardwoods. “There are two grades of Kebony: Clear and Character grade,” reveals Tom Ford, Assistant General Manager at Brooks Bros Danbury — the sole distributors of Kebony in the UK. “With the Clear grade, made from Radiata Pine, the ‘Kebonization’ process reaches right to the centre of the boards. This means it can be profiled, cut and carved in the same way as any normal timber. “The Character grade is more knotty, made from Scots Pine, and is slightly rougher to the touch. The process doesn’t quite reach the centre so these boards are profiled in Norway before treatment.” As the furfuryl alcohol comes originally from sugar cane, when given the charred look now so popular with architects, Kebony takes on a honeycomb surface appearance which will not rub off when coated with oil. “We’ve found this to be popular for feature

ThermoWood decking from Metsa Wood

walls in Japanese restaurants, as well as for external cladding,” Brooks’ Tom Ford adds. Brooks Bros provides samples and often connect merchants into the supply chain where Kebony has been specified for a local project. Originating in Finland, heat and steam treatment is the basis of ThermoWood, supplied by Metsä Wood. Pine and Spruce are heated to in excess of 200° Centigrade, changing the cell structure and removing

resin from the wood. This reduces ThermoWood’s ability to gain or lose water, enhancing dimensional stability and producing a service life of 30 years without the need for preservatives. All these modified woods live up to the Timber Trade Federation’s pledge to provide ‘Timber You can Trust’. Each utilises sustainably-sourced, certified material and all offer merchants an opportunity for business innovation, combining the solidity of timber’s past with techniques of the 21st century. Taking place in early March, a report from the Timber Trade Federation’s UK Softwood Conference in London is now available on the PBM website. To read the report, visit www.rdr.link/mp019 ■ For more merchant-focused information from the Timber Trade Federation, visit www.rdr.link/mp020

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DRAINAGE & WATER MANAGEMENT

Strategic sales With the ongoing political and economic uncertainty currently surrounding the construction industry, maintaining and increasing that all-important profit margin has never been more important for merchants. Rod McLachlan, Category Manager – Rainwater at Hunter Plastics explores the large cross- and up-selling potential that rainwater systems offer merchants.

p-selling and cross-selling are two key sales strategies for merchants to employ within their business. Used as a means of maximising sales and revenue, it involves encouraging customers to purchase either a higher specification product or ancillary item that relates to their main purchase. However, in order to implement such a strategy successfully — and whilst also providing customers with a valuable service — comprehensive product and industry knowledge is essential. Rainwater systems are one area of the industry that offers significant up-sell and cross-sell potential, with a wide range of accessories available and comprehensive product ranges suitable for a variety of styles. A feature on every building, rainwater systems perform the vital job of directing rainwater off and away from the structure, protecting it from potential water damage. While the primary products are of course the gutters, downpipes and brackets, there are also a wide range of additional items that merchants can recommend to customers, whether to help the installation process or reduce maintenance throughout the system’s lifespan. A good example of such a product for a

domestic property is a gutter leaf guard, produced by some manufacturers alongside their primary rainwater systems. As the name suggests, it prevents leaves and other debris from blowing into the gutter or downpipe and causing blockages. What’s more, some manufacturers also produce drain leaf guards, which work in a similar way, preventing leaves and debris from blocking the drain or from entering the underground drainage network. It is also worthwhile being aware of the various tools available to help installers improve the overall speed or efficiency of the rainwater system installation. Indeed,

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manufacturers will often have several ancillary items available for sale alongside the main product range; from bracket spacers (designed to assist installers in the correct spacing and fitting of fascia brackets) and quick fix clips, to silicone lubricant sprays (which can help speed up the installation process and keep gutter joint seals moist, unlike washing up liquid — as can be often used — which dries them out). Some manufacturers also offer telescopic offset bends within the key product ranges. As a result of its adjustability, the length of pipe can be easily changed depending on the project requirements, making it an ideal

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DRAINAGE & WATER MANAGEMENT “Gone are the days of gutters only being available in a black Half-Round profile. Instead, there are now a wide range of styles, profiles and colours available, with rainwater systems viewed by both homeowners and contractors as an aesthetic feature as much as a practical essential.” solution for customers who are perhaps faced with a challenging installation or where the offset angle required is unknown. Rainwater systems are also increasingly providing merchants with a means of up-selling as the market expands. Gone are the days of gutters only being available in a black Half-Round profile. Instead, there are now a wide range of styles, profiles and colours available, with rainwater systems viewed by both homeowners and contractors as an aesthetic feature as much as a practical essential. For example, inspired by Gothic architecture, Hunter Plastics offers the Regency gutter and downpipe system, with a bold and decorative profile, and also

available in the ever-popular anthracite grey shade. There are also other styles available to suit a variety of buildings and aesthetics, such as rectilinear profiles, perfect for the more contemporary property, and PVC finishes that provides the look and character of cast-iron, such as Hunter Plastics’ Foundry Finish range. Therefore, should you have a customer who is considering a standard gutter profile, why not introduce them to the wider market availability and suggest that they instead consider a higher-specification system? The plumbing and drainage sector presents merchants with valuable opportunities for cross or up-selling, with such a huge array of primary product ranges

and additional items and tools available. However, in order to successfully implement such a strategy, it is important that merchants take advantage of product training, whether in store or online, and other educational resources, such as videos and articles, that their suppliers and manufacturers offer. This will provide them with the comprehensive product and industry knowledge required. ■ To find out more about Hunter Plastics, go to: www.rdr.link/mp021

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DRAINAGE & WATER MANAGEMENT

Crate expectations With the effects of storm damage and flooding hitting the news headlines in recent months, the need for effective drainage systems has again been brought into stark focus. PBM takes a look at Brett Martin’s new modular StormCrates.

esigned to provide an answer to managing heavy rainfall, Brett Martin Plumbing & Drainage has launched StormCrate55, an underground modular geocellular unit which the company says is “proven as a cost-effective solution to surface water run-off in a wide range of below ground applications”. Faced with rising costs and stricter deadlines, modularisation is growing in popularity as contractors look to find the next generation of efficient and economical products and systems. Due to the numerous benefits both on and off site, the manufacturer says that underground modular geocellular units such as the new StormCrate55 will become an increasingly popular choice for merchants and their customers. Weighing in at only 15.5kg per module and measuring 1200 x 600 x 347mm, the StormCrate55 units can be easily lifted by hand and then laid or stacked in rows. There are four units per 1m³ which is said to simplify calculations, and the crate is high strength with a loading capability of 562kN per m2. Manufactured from 100% recycled plastic at Brett Martin’s factory in Northern Ireland, StormCrate55 has a high void ratio of 95% which means that the units are highly efficient at storing up to 237.5 litres of water in the event of heavy rains. The units are suitable for installation in landscaped areas, pedestrianised spaces, playgrounds, parking areas, driveways and access zones. Paul Grills, Technical Manager, said: “The UK has experienced some of the worst floods on record in previous years and will continue to do so, which is why engineered Sustainable Drainage Systems (SuDS) such

as StormCrate55 can provide effective flood protection for both the short and long term. “StormCrate55 is simple and quick to install and due to its high strength, it can be used for both pedestrianised and trafficked applications.” The units can be wrapped in a geotextile which allows stored water to slowly seep into the surrounding ground and back into the water table. Another common practice is to surround the modules with an impermeable geomembrane to create a sealed underground tank. The outlet from this tank is then controlled to facilitate a slow release

of the stored water back into the drainage system over a longer period. One way of addressing the problem of flooding and avoiding using an overloaded sewer system, Brett Martin says that StormCrate55 is available for delivery to site with a fast 2-3 day lead time. The firm adds that all of its products are “underpinned by exceptional sales and technical support”, ensuring that every merchant is guaranteed the highest quality of service. ■ To view full details on StormCrate55, enter the shortcode: www.rdr.link/mp022

At the start of the year, Brett Martin’s facility in Newtownabbey, County Antrim became the BMF’s latest Regional Centre of Excellence. The growing network means training courses and regional meetings are now far more accessible to BMF members across the UK and Ireland, with Brett Martin’s premises set to serve members across Ireland. Charles Burns, Divisional Director at Brett Martin, said at the time of the announcement: “We are delighted to provide a regional hub for BMF events so close to Belfast. The BMF is a pivotal organisation in driving the industry forward, by supplying industry-specific training, knowledge and expertise. “Merchants are the heart of our business and it is important that we provide whatever support we can to enable these businesses to thrive and prosper for the long term viability of our industry. We hope that Brett Martin’s convenient location will allow more Northern Ireland merchants to get involved with the BMF.” Bill Barrie (BMF), Charles Burns (Brett Martin), David Haldane (Haldane Fisher/BMF Ireland Regional Chairman)

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DRAINAGE & WATER MANAGEMENT

Drain and gain ACO Water Management’s Oliver Collins outlines some of the key channel drainage considerations for merchants to discuss with their trade customers in relation to a variety of different project types.

ach individual area within the home presents its own unique water management challenge. From the driveway and entrance to patios and gardens, there is no ‘one size fits all’ when it comes to drainage, especially if your customers want to maintain a high quality finish.

Driveway drainage Aesthetically, the driveway is the first point of contact for many homes and having a well-planned driveway that is both spacious and functional is very important. Aesthetic drainage solutions can not only help add value but also increase client satisfaction, and

there are a range of drainage systems available which can complement garage thresholds and driveway entrances, for instance, helping to create an attractive space. However, it is important that the drainage is able to withstand the rigours of everyday pedestrian and vehicular use. Builders should look to utilise a channel which has a load class of B 125 or higher, which would be suitable for most driveways. This is due to the increased likelihood that delivery vehicles will drive over the gratings, meaning a structurally sound channel is used. Additionally, with the opportunity to ‘mix and match’ gratings and channels, for example through ACO’s ‘Complete the Look’ range, it is imperative that builders are not tempted to pair an A 15 grating with a B 125 channel, or vice versa, as this will result in the load class of the system defaulting to the lowest grade. Patios and pathways Unlike driveways, patios and pathways can utilise an A 15 load channel assembly, unless

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Train and gain ACO Water Management has unveiled a new 2,500sq ft training facility designed to educate and engage builders’ merchants on how they can advise customers on selecting effective drainage solutions. The fully renovated facility has been designed to create an immersive and engaging environment for professionals at all stages of their career and the academy allows merchants to not only explore ACO’s extensive portfolio of drainage solutions, but also understand the impact drainage has on the wider project. Neil Higgins, the supplier’s Product Training Manager, said: “The new ACO Academy will provide an interactive learning environment which we hope will provide immersive experiences for UK merchants. As well as hosting our CPDs, we will be inviting merchants, contractors, engineers and anyone else in the construction industry to take part in

hands-on product training.” The facility is equipped with a substantial product display and learning zone, which can be utilised by groups of all sizes. To further support the training of merchants, water management experts will be on hand to share their knowledge and guidance, while organisations can also use the space to host a training day based on a specific project. A flexible and versatile space, there is the capacity to host up to 100 people at a time. Additionally, the ACO Academy showcases the application of products in real-life situations and displays the complete range of elements involved in the drainage process. This allows merchants to

further understand the individual benefits and applications of each product. Neil concluded: “In addition to ACO’s CPDs, we will be opening up the ACO Academy to other companies wishing to provide training sessions. We are already working with a number of organisations to host training programmes, having previously hosted the Builders Merchants Federation (BMF) and the Chartered Institution of Highways & Transportation (CIHT).” ■ To find out more about the ACO training academy, enter the shortcode www.rdr.link/mp023

Landscaping Garden spaces can also provide significant opportunities. For domestic driveways and paths, where a natural grass or decorative aggregate finish is required to complement the design, for example, utilising a landscaping and attenuation system will help reduce the risk of potholes, rutting or grass damage. Systems such as ACO’s GravelGuard and GroundGuard are ideal for these situations. If customers are installing domestic soakaways, it is important to ensure they comply with current Building Regulations concerning run-off from drives. If unsure, it is recommended that they speak with a drainage expert who will be able to provide full advice and guidance on the best option. it is likely that it will be driven over by a vehicle. Patios are an area where a builders and developers can really deliver an aesthetically pleasing solution, to help provide an elegant and modern finish. From slate or porcelain to natural stone, the intricacies of patio projects should not be undermined by a poorly selected drainage solution — or lack thereof. An option to consider is our range of domestic drainage channels; HexDrain and RainDrain, which offer a ‘Complete the Look’ choice of grating styles ranging from contemporary stainless steel to discreet brickslot options.

Entrances Alongside patios and driveways, the entrance of a house offers another opportunity to blend finishes with substance via the installation of threshold drainage products. Helping to create an attractive entrance to the home, threshold drainage is important here because it removes any risk of water ponding, which looks both unprofessional and can degrade the brickwork over time. The use of threshold drainage can help further enhance the aesthetic appeal when combined with slimline stainless steel channels or doorway mats with anthracite carpet gratings.

Final considerations When working on any project or housing development, it can be all too easy for the trade to go to their local merchant and select one channel drainage system and grating for the whole of the project. However, to achieve the best finish, builders are best advised to seriously consider the different systems and types of grating that can be paired. ■ For full details on ACO’s range of drainage solutions, enter the shortcode www.rdr.link/mp024

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DRAINAGE & WATER MANAGEMENT MARSH INDUSTRIES ULTRA:POLYLOK Marsh Industries has developed an eco-friendly processing solution to accompany its range of Ultra:Polylok sewage treatment plants. Marsh Managing Director, Steve Boyer said: “Common concerns from end-users include energy consumption and high running costs due to continuous processing. Incorrectly sized units and a ‘one solution fits all’ approach to sewage plant processing is a significant worry. “Our new system offers the ability to control sewage processing conditions for any site. This allows end-users to optimise processing during high periods of loading whilst returning to lower levels during quieter periods, meaning reduced energy consumption and improved running costs.”

■ For more information, and to see a video on Marsh’s YouTube channel, visit www.rdr.link/mp025

FLUIDMASTER AIRGAP 6000 SERIES Introduced in the UK to deal with the issue of ‘blue water,’ Fluidmaster’s Airgap 6000 Series is described as having been engineered to fit virtually all cisterns on the market, with quick and simple adjustment options. Other key features include: easy ‘no tool’ service; quiet refill with the spiral flow Vortex Generator; unhindered performance at low and high pressures; delayed/non-delayed side and bottom entry; plastic and brass fixings available. The product is also said to be fully compliant with UK Water Fittings Regulations.

■ For more information, visit www.rdr.link/MP026

KAYFLOW ANTHRACITE GREY

GRAF UK CARAT XXL

Complementing the recent trend for grey windows, doors and roofline installations, Kayflow has launched its latest square gutter system in anthracite grey. After adding the grey shade to the existing range of white, black, brown and caramel in its square gutter system, the company now offers this full colour range for its square, half round, Ogee and Deepflow guttering profiles. The kitemarked systems are supported with a 10-year guarantee and offer the capacity to manage higher flows of water. According to Kayflow, the guttering can work alongside either round or square downpipe systems.

When it came to finding an underground firefighting water tank big enough for the job, Kier turned to Graf UK, who supplied a super-sized 52,000- litre recycled plastic Carat XXL tank for an extension to Oak View School in Loughton. As well as firefighting water, its modular concept enables it to store and retain rainwater and function as a wastewater tank for local wastewater disposal. The ribbed construction means it can be driven over by a vehicle weighing up to 40 tonnes, whilst it can also be installed in groundwater up to its midway point, and is offered with up to a 25-year warranty.

■ For more information on the new anthracite grey range, visit www.rdr.link/mp027

SAFEGUARD OLDROYD XV ECO WHITE Safeguard Europe has upgraded its basement waterproofing system designs to include a cavity drain membrane that tackles three areas of environmental concern in its materials, manufacture and distribution. The membrane — Oldroyd Xv Eco White — comprises 50% recycled plastic and is manufactured in plants where 98-100% of their electricity derives from renewable resources, largely hydroelectric, practically eliminating embodied carbon from the product. Finally, the manufacturer relocated a new production facility close to a port, thus reducing the number of road miles involved in distribution and because sea miles emit only 10-20% of the amount of carbon of road miles.

■ For more information, visit www.rdr.link/mp028

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■ For more information on Graf UK’s product range, visit www.rdr.link/mp029

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Go pro Emphasising the need for close co-operation throughout the supply chain, Lee Heitzman, Trex Regional Sales Manager at Arbor Forest Products, argues that adapting to the rising demand for eco-friendly decking is good business for merchants.

ecent years have seen the demand for decking amongst homeowners continue to soar, with more and more people choosing to adapt their homes to suit their changing needs rather than move house. Not only does installing a deck help homeowners create an area which allows them to extend their living space and make the most of their garden, but research from the Homeowners’ Alliance shows that it can add thousands onto the value of a home. With this in mind, it’s no surprise that an increasing number of people are seeing decking as a worthwhile investment, contributing to its growing popularity. And as the demand for decking continues to rise, it’s important for merchants to not only keep

up with this demand, but to adapt to changing priorities and requirements within the market. Eco-driven consumers With climate change continuing to dominate headlines in 2020, people are becoming increasingly aware of the impact of their choices on the planet — which extends to decking. While a growing number of homeowners are installing decks, it’s important to note the increased demand for eco-friendly decking. Composite decking brands such as Trex offer a solution to this demand thanks to the use of up to 95% recycled materials.

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This type of decking won’t rot or split and many leading brands offer a guarantee of up to 25 years, making it an ideal solution for people who want to have a deck installed — but in a way that’s as environmentally-friendly as possible. Experienced installers As the demand for eco-friendly decking grows, so does the need for expert composite decking installers — meaning they must make themselves stand out from the crowd. One way composite decking installers can set themselves apart is through joining the TrexPRO scheme. Launched by Trex in 2018 and actively supported by Arbor Forest Products, the scheme recognises and advocates quality installers through providing a package of support designed to help to grow their business. At Arbor Forest Products, we identify potential TrexPROs and once the installer, who could be a landscaper, carpenter or builder, has had their deck assessed by a company representative and has subsequently joined the scheme, they will receive a company profile on the Trex website. The profile — which receives over 70,000 visitors each year — includes project

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images, customer reviews and contact details to direct customers straight to them. Members of the scheme will also receive Trex marketing materials to use to inform customers on the products available. This combination of benefits drives more customers towards TrexPRO installers, and as a result many are seeing their books fill up quicker than ever — including outside of the traditional decking season during the warmer months. Reliance on merchants Of course, as dedicated installers become more in demand they rely more heavily on their local merchant to stock the products they need, when they need them — regardless of the time of year. Merchants who can work closely with installers and meet their demands for composite decking throughout the year will in return receive repeat business. Providing enhanced support to back-up this relationship between merchant and installer, Arbor Forest Products offers a

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“As dedicated installers become more in demand they rely more heavily on their local merchant to stock the products they need, when they need them.” ‘Warehouse on Wheels’ service which allows us to deliver multiple-product orders in the exact quantities required. Moreover, while the TrexPROs get access to training, help and support — including dedicated events hosted by a Trex representative and ‘how to’ resources such as brochures and videos on installation — they

still rely on the product knowledge of the team at their local merchant. This is why Arbor Forest Products invests heavily in training for all elements of the supply chain — reflecting an understanding of the value of shared knowledge between merchants and installers. We offer training for Trex stockists, which includes features and benefits of the products, the best practice for installation and a practical demonstration, meaning that staff at merchant stockists are well prepared for guiding composite decking installers. With the popularity of composite decking showing no signs of slowing down, it’s important that merchants are able to adapt to this demand. And with the TrexPROs busier than ever, merchants which prove themselves to be reliable stockists and willing and able to share their product knowledge will in turn see a boost in business. ■ For more information on Arbor Forest Products and the TrexPRO scheme visit www.rdr.link/mp030

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Stock optimisation On the release of the latest additions to the company’s range, Ronseal Trade’s Jimmy Englezos discusses the rationale behind the establishment of the trade brand and how its overarching strategy is focused on optimising a merchant’s profits.

ith limited shelf space in-store, it is important for merchants to make sure that it works hard for them — and this means stocking core products that tradespeople regularly purchase. This was the ethos behind the introduction of the Ronseal Trade range, which focuses on products with a high stock turn, in order to optimise merchants’ sales. In addition, the trade products were developed to offer merchants a less price sensitive range, in light of the heavy discounting that can happen across retail brands, with an emphasis on providing high quality products that the trade is willing to pay more for. Merchants are well aware of the importance of efficient stock turnover, as a significant amount of money is tied up in their inventory. There is also the risk that slow moving stock will eventually become obsolete, or even deteriorate, with any

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potential of a return disappearing for good. Ronseal Trade’s product mix is therefore determined through intelligent category management, with sales and trends data monitored, with a view that the range will continually evolve to reflect demand. This ensures merchants only stock the most popular products — and tradespeople can always find what they are looking for. Offering product formulations that the trade can truly trust is also key. Ronseal Trade prides itself on being a pioneer in water-based technology and NPD is primarily focused on delivering quicker drying times and longer lasting finishes — with product claims backed up by independent testing and certification from the BBA (British Board of Agrément). The latest additions to the range very much stay true to brand strategy, with the launch of Ronseal Trade 10 Year Woodstain in Ebony driven by category sales data and

customer demand. A water-based formula, Ronseal Trade 10 Year Woodstain is BBA Approved and suitable for all exterior planed wood. It is quick drying and can be re-coated in just four hours, meaning users can get the job done in just one day. The formulation means that it can dry more readily after exposure to wet conditions and that it is rainproof in just one hour. In addition, unlike many alternative solvent-based products, it does not crack and peel under increased temperatures, and instead flexes as wood expands. With the introduction of Ebony to the range, customers now have the choice of six colours in its satin finish — Dark Oak, Deep Mahogany, Natural Oak, Teak and Walnut. By working with Ronseal Trade, the aim is that merchants can increase sales and improve their profit margins, through optimised category management. ■ To find out more about Ronseal Trade, visit www.rdr.link/mp031

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FOREST GARDEN FENCING RANGES The manufacturer of timber garden products has said that it is prepared for an unprecedented peak in demand for replacement fencing following the storms that blighted many parts of the country with winds approaching 100mph. The manufacturer can hold up to 400,000 panels in stock and, if needed, can produce up to 50,000 fence panels each week with CEO Guy Grainger commenting: “We always face large increases in demand from retailers for replacement panels following winter gales and have been building stocks in readiness.” The business has also commented on a recent national survey of 100 independent estate agents that stated that the single most important garden feature to help secure a speedy and profitable house sale is a well-maintained fence, which offers privacy and security. Lynsey Grinnell, Head of Marketing, said: “Each year sales of fence panels increases and, as modern gardens become smaller in new-build developments, the demand for security and privacy increases. “The whole fencing market is changing. There is an increasing demand for unfussy horizontal linear designs as opposed to the rustic look. Regardless of the size of the garden, British homeowners are very anxious to clearly mark out the boundaries of their land and the garden fence is an attractive and relatively maintenance-free way of achieving this.” Forest Garden also sells a Decibel Noise Reduction Panel, which will reduce noise by up to 30dB. This award-winning innovation helps cut down irritating and intrusive noises such that generated by road traffic, garden machinery and inconsiderate neighbours.

■ For more information on Forest Garden’s fencing range, enter the shortcode www.rdr.link/mp032

DIGBY STONE NEW PRODUCT RANGES Digby Stone has launched a host of new products for 2020 including Stonerock — a brand new large porcelain collection which consists of five stylish colours, from popular warm rust tones and sandy offerings to the more unusual delicate white. With a surface texture that mirrors that of natural stone, the range is said to be suitable for both modern and traditional properties. Joining the firm’s popular Evolution Stone collection is an innovative Granite-look addition. Available in two colour options — Ice and Dusk — Evolution Granite takes natural granite colours and combines them with the outstanding technical properties of porcelain paving. Evolution Ice, for example, mimics a granite textured surface in a “refreshing light grey tone” and the supplier notes that “2019 was plagued with grey granite supply issues for much of the industry, so a manufactured product that offers the same flamed-feel texture of natural granite provides a solution.” The business has also added to its cladding ranges, designed to create solutions for covering unsightly walls or creating features both inside and outside the home. The Forest Glen Sandstone Cladding, for instance, features the same colour palette as its best-selling paving of the same name whilst Natura Cladding connects smaller pieces of porcelain tile and — inspired by the surface structure and colours of natural stone — is available in four different tones. The company has also added to its porcelain walling collection, whilst its Universal Slurry Primer Pro — created to aid customers in the laying process for porcelain, natural stone, concrete flags and more — continues to be in demand.

■ For full details of the Digby Stone range, see its 2020/21 Landscaping Collection brochure by visiting www.rdr.link/mp033

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DECO-PAK 15 YEAR ANNIVERSARY Whilst predominantly serving the garden centre and DIY markets with a product range that includes garden decor, insect hotels, birdhouses and feeders, Deco-Pak also supplies landscaping and decorative aggregates via the merchant channel and the business celebrates its 15th anniversary in 2020. The award-winning West Yorkshire-based firm’s Marketing Director, Craig Hall, said: “Reaching 15 years in business is a big achievement but looking back over the company’s history makes you realise just how far we’ve come. Deco-Pak has become one of the industry’s leading garden businesses and we pride ourselves on the quality of our products and our work. “Over the past 15 years, we’ve worked with hundreds of retailers on both large and small contracts and have built a strong reputation. This year is an exciting time for us as we’re expanding into new areas and we’re growing from strength to strength. We’re proud of our past and we’re also looking forward to our future.”

■ For more information on Deco-Pak’s product range, enter the shortcode www.rdr.link/mp034

BRITISH SUGAR TOPSOIL SUBSOIL

TOBERMORE ARTRO LINEAR PAVING Described by the manufacturer as an innovative plank paving range inspired by the “intimate scale of traditional European clay pavers”, Tobermore’s new Artro collection features the ability to adapt its look depending on the colour, laying pattern or jointing material used. Suitable for the creation of contemporary and traditional schemes alike, Artro is available in seven vibrant colours — four cool tones and three warm tones — whilst its advanced PrimeTop surface is said to ensure it retains its original appearance for longer. 80mm deep and trafficable, the paver has been designed to cope with the demands of light and commercial vehicle overrun to make it a suitable solution for commercial, public realm and residential schemes. David Henderson, Tobermore’s MD, said: “Modern plank-style paving has been up and coming on the landscaping scene in recent years, but we take this trend to the next level with the launch of Artro to provide a world of possibilities for landscape designers.”

■ For full details on the new Artro range, visit www.rdr.link/mp035

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Recognising a latent demand in the landscaping and construction sectors for good quality subsoil, British Sugar TOPSOIL has launched two new products to complement the company’s Landscape20 topsoil and HortLoam planting soil. General Purpose SubSoil is BS 8601:2013 (Table 1 Multipurpose subsoil) compliant and when used in conjunction with the two topsoils, its single grain, stone-free structure of largely medium sand (0.25-0.50mm) and low organic matter content are said to make it suitable as a subsoil for general landscaping purposes, such as planting trees and shrubs, and the turfing or seeding of amenity grass. Free-Draining SubSoil, meanwhile, has a slightly higher total sand content (95%) and is designed to be used for more demanding schemes where a free-draining subsoil is essential, such as tree pits, lawns and sports pitches.

■ For more information, visit www.rdr.link/mp036

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Heating alternatives With commitments to reduce the UK’s carbon emissions, many in the industry are looking to a future beyond gas-powered heating systems. PBM takes a look at some of the current perspectives on offer from the sector. Builders Merchants Federation The BMF has responded to a recentlyclosed consultation seeking views on the Future Homes Standard aimed at decarbonising new homes. The Ministry of Housing, Communities & Local Government had invited views on reducing emissions from new homes built after 2025 by changing Part L (Fuel & Power) and Part F (Ventilation) of the Building Regulations. The headline proposal is aimed at ending gas boiler connections in six years’ time in favour of heat pumps, heat networks and direct electric heating. In its response to the MHCLG, the BMF said that heat pumps and heat networks are the logical choice — so long as they remain affordable — and careful consideration is given to the risk of overheating. However, ministers must not become obsessed with heat pumps because other low- or zerocarbon solutions are available. Hydrogen to

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replace burning natural gas and direct electric heating from renewable sources will suit different circumstances in new housebuilding. Brett Amphlett, BMF Policy & Public Affairs Manager, said: “BMF members tell us the target is technically feasible and tightening the Building Regulations over

“More stringent regulation means taxpayer-funded incentives are necessary to help transform markets and bring about behavioural change.” Brett Amphlett, BMF Policy & Public Affairs Manager

time is realistically the only way to get there. But more stringent regulation means taxpayer-funded incentives are necessary to help transform markets and bring about behavioural change.” The BMF canvassed views amongst members. Both heavyside and lightside businesses reiterated solid support for the ‘Fabric First’ argument. They said it is critical to get the basic structure and fabric right first, because the real issue to confront is the performance gap. Irrespective of how stringent standards are, if they are not being met, emissions will continue, say BMF members. Brett also sounded a cautionary note, arguing that because Whitehall is “not ahead of the curve in educating the public”, there is a risk of scaremongers making unsubstantiated claims about costs. Tabloid newspapers have already carried stories on ripping out gas central heating from every home by 2050.

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Worcester Bosch Martyn Bridges, the manufacturer’s Director of Technical Communications and Project Management, has responded to the government’s recent £30m funding towards five UK projects investigating whether hydrogen is a viable option to reduce the UK’s carbon emissions. He said: “We welcome this indication of commitment by the Department for Business, Energy & Industrial Strategy (BEIS) to invest in technologies that will help decarbonise UK heating and hot water. “Hydrogen has been explored and

discussed by heating experts and scientists as a potential alternative to fossil fuels universally for quite a while. We at Worcester Bosch believe this to be a strong contender. Through funding localised projects and proposals such as the Acorn project in Aberdeen and Hynet scheme in Chester, we are hopeful about the prospect of hydrogen as a future heat source. We believe that this method is a very sensible approach and will prove the concept, and subsequently acceptance, of hydrogen.” The main by-product of burning hydrogen gas is water, meaning that it is a

Boiler Plan Ian Henderson, MD of Cramlingtonbased installation firm Boiler Plan, has written to Climate Change Minister Lord Duncan warning “millions could be plunged into fuel poverty” if the government embarks on a proposed strategy to ban all domestic gas boilers unless there is a viable, affordable and practical alternative plan in place. Mr. Henderson said: “The industry accepts the need to decarbonise the UK’s domestic heating, but there must produce a viable, realistic strategy which is both practical and affordable as well as ensuring the necessary infrastructure is

Baxi Heating Baxi Heating has called on the Government to mandate hydrogen-ready boilers for all new gas boiler installations by 2025, following the launch of a report from a new industry co-operative group (which the manufacturer is a signatory to), the Hydrogen Taskforce. The company is also calling for £1bn of investment to prepare the UK for hydrogen production, distribution and storage at scale, which will be necessary if the UK is to develop a hydrogen future and meet Net Zero. Jeff House, Head of External Affairs, said: “Baxi and others in the heating industry are preparing to deliver clean heating and play our part in tackling climate change. From the consumer’s perspective, hydrogen will offer everything they value from their current heating solution, namely instantaneous heat and hot water delivered

carbon-free fuel source and in February, the company officially revealed a new prototype hydrogen-fired boiler. Fitting the same footprint as a current natural gas boiler and with a similar build to existing boilers, installers will already have most skills necessary to fit these products. The Worcester prototype has been designed to also run effectively on natural gas, meaning that if hydrogen gas becomes a future reality, those who have a ‘hydrogen-ready’ boiler can simply convert to hydrogen without the need for an entirely new heating system.

in place. “The government must also offer extensive support to both homeowners and the heating industry who will inevitably be the ones given the responsibility of swapping every gas boiler in the country. If these critical issues are not thought through properly, millions of people could potentially be left in fuel poverty and saddled with huge costs. “The government needs to ensure it works in partnership with the heating industry if it is to achieve its stated aims otherwise there is a very real danger that the resulting strategy will lead to an unworkable solution.”

by the existing gas network.” Baxi has already developed a hydrogen boiler concept which can be initially installed to operate on natural gas then converted quickly and easily at a future date, and Jeff continued: “Hydrogen offers a straightforward and practical solution for the consumer and we urge government to prioritise it in its future plans. “Given the current UK domestic gas boiler market is around 1.6m units per year, a mandate that all boiler installations from 2025 are ‘hydrogen-ready’ would mean that a significant proportion of the existing housing stock is prepared for a future changeover.” ■ Enter www.rdr.link/mp037 in your browser to read the Hydrogen Taskforce report, The Role of Hydrogen in delivering Net Zero.

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The future for off-gas heating The UK Government has set a target of net zero carbon by 2050. Paul Wakefield, Managing Director of Grant UK offers his opinion on what this means for merchants and their customers.

he UK Government has set out a target of net zero carbon by 2050. The target will require the UK to bring all greenhouse gas emissions to net zero by 2050, compared with the previous target of at least 80% reduction from 1990 levels. In line with this target, the clear goal for Grant UK is to take the lead on decarbonising home heating, helping merchants, installers and their customers make the transition to cleaner more sustainable domestic heating systems. The heating industryâ&#x20AC;&#x2122;s journey to net zero carbon will include merchants and we are fully committed to helping our merchant customers understand the challenges that lie ahead as products and installations change. To start this process, we have recently outlined our vision for how off-gas and rural heating could look 10 years from now in 2030 (see panel). Grant UK is well positioned to play this key role in the transition towards greener technologies, however the company continues to manufacture energy efficient oil boilers, such as the Grant Vortex condensing boiler range, available in outputs from 12 to

70kW. The boilers have won accolades such as Which? Best Buys in recent years, are endorsed by the Energy Savings Trust and are currently some of the most efficient oil-fired boilers on the market. Yet looking forward, our hope is that both new and existing off-gas homes will no

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longer be solely dependent on fossil fuels for heating but have access to affordable and sustainable biofuel substitutes, or alternatively, can transition to hybrid or renewable solutions. Hybrid systems are a significant and immediately available solution to transitioning the off-gas market towards

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low-carbon heating as they combine a traditional boiler with a renewable technology like a heat pump. This approach prioritises the renewable technology, with the boiler providing back up when required and is ideal for retrofit hard-to heat homes. A typical carbon reduction of up to 70% can be achieved with this method of heating and even more when using a biofuel alternative for the boiler. Grant UK is already investing heavily in external training facilities and staff so it can not only improve awareness and product knowledge in the marketplace, but also help heating engineers diversify and grow their own businesses to take advantage of these opportunities. Merchants and their customers will be so important to deliver the change that is required to move away from a reliance on fossil-fuels, especially those in off-gas areas. Our aim is to support merchants as much as possible to enable this to happen. â&#x2013; For more information on Grant UKâ&#x20AC;&#x2122;s Vision for 2030, enter the shortcode www.rdr.link/mp038

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2030 Vision Acknowledging the current situation in off gas and rural areas, Grant UK has laid out its manifesto for change to help the industry decarbonise. Key points include: 1. The Government policy to support renewable technologies including hybrid heating solutions, should be reinforced after the cessation of the RHI to continue to bridge the gap between fossil fuels and renewable technologies, especially with retrofit installations. There needs to be clear market direction and encouragement to end users to update their houses and make the move to greener heating alternatives. 2. Future Legislation needs to consider how to make older houses more energy efficient. This must cover properties that are in Areas of Outstanding Natural Beauty (AONB) and possibly listed buildings, to enable solutions for improving thermal efficiency. 3. Government needs to agree to support industry in the move to bio-liquid fuels, with a clear timetable for implementation (with the caveat of the use of sustainable palm free feed stocks). 4. A scrappage scheme should be introduced for older inefficient appliances to encourage homes to switch to greener heating methods. 5. Financial support should be considered for installers to encourage them to train on renewable technologies. This will increase uptake, ensure installations are carried out correctly and provide a higher standard of workmanship for consumers. 6. A Competent Persons Scheme is required for heat pump installers ensuring standards are maintained and the technology performs to its potential. 7. New homes should be future-proofed today to ensure an adequate electrical and plumbing infrastructure is fitted, allowing for the move to renewable technologies in the future.

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From drinking water and heating, to compressed air and process water systems, multi-layer piping can be used for a wide range of applications. Antony Corbett, Product Manager for Geberit, examines the benefits that press connection technology can have for installers â&#x20AC;&#x201D; and the potential sales opportunities it can present for merchants.

Multiple choice I

nstallers have been increasingly turning to press-fit plastic piping over recent years to exploit the benefits that flexible piping can offer. These systems are certainly a versatile option for installers, with its bendable construction and single skin plastic piping offering quick installation times and flame-free jointing. However, opting instead for a multi-layer piping system can bring together the strength and stability of metal systems, with the flexibility and corrosion resistance of plastic. So, how exactly does the technology work and what are its benefits for installers? Multi-layer piping systems like Geberit Mepla consist of three layers: an outer plastic layer made of polyethylene (PE-RT of the second generation) which protects against corrosion and mechanical damage, a central aluminium layer which makes the pipe stable yet flexible, plus an inner layer, which is also made of PE-RT, for internal corrosion resistance.

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Itâ&#x20AC;&#x2122;s this technology that allows it to be used for all potable water and heating supplies for domestic and light commercial projects, as well as industrial applications such as compressed air and cooling water systems. Strong and stable Another advantage that multi-layer systems have over other systems is the improved strength and durability compared to purely plastic piping, without compromising on transportability or weight as is often the case with metals. The aluminium layer, for example, offers the mechanical stability necessary to ensure that the pipe remains in position whilst also remaining flexible enough to enable it to bend into the required position. This same aluminium also provides the pipe with an oxygen diffusion barrier, making it suitable for central-heating systems and, of course, making it detectable by electronic devices after installation.

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The unique construction of multi-layer piping means that installers can have complete ease of mind that the system will not leak. A system from a reputable manufacturer will also have a fail-safe method of checking for unpressed joints. A multi-layer piping system can be adjusted to suit the application, even manipulated to follow the line of curved architectural features in modern buildings, because of its aluminium layer. Pipes of 16mm and 20mm can be bent by hand to reduce the number of fittings required, which saves time and money during installation. Larger diameters up to 50mm can also be bent without risk of de-lamination or kinking using an appropriate tool. Even where fittings are required, the option for press fitting enables quick, simple and reliable connections with no need for flames, unlike welding and soldering. This prevents additional mess on site, reduces health and safety considerations and avoids delays to allow for cool down. The only tools needed to form a reliable, tight and durable connection are a cutter, deburrer and press tool. The absence of a working flame can also reduce insurance premiums and minimises the risk of damage to existing fittings and fixtures and the surrounding areas.

Hygiene and acoustics There are a number of features which enhance the hygienic qualities of multi-layer piping. Firstly, the polyethylene inner layer is resistant to cracking, ageing and general wear and tear, as well as being non-reactive and corrosion resistant, making it suitable for use in plumbing and potable-water applications. The low internal surface roughness (7 µm) of the inner layer also means it is more difficult for limescale and biofilm to adhere to the smooth surface, providing resistance to scale build-up. It has excellent acoustic insulation properties, so water passing through the pipework produces less noise than in metal piping. Fittings and pipes from leading manufacturers even come with protective caps for added hygienic safety when stored or during an installation break. Reliability These benefits wouldn’t matter in the slightest if the piping was not reliable, but thanks to the construction of multi-layer piping, contractors and end users can have confidence in the leak-proof system. With Geberit Mepla, there is a fail-safe method of checking for unpressed joints. Unpressed fittings are designed to leak slightly

“A solution for all applications, multi-layer piping is a great all-rounder to stock” during pressure testing (even at low water testing pressure) and can be pressed without having to drain down the entire system. A solution for all applications, multi-layer piping is a great all-rounder to stock. It is a great choice for contractors working on light commercial and industrial projects and leading manufacturers now offer pipes in a broad range of diameters to enable crucial consistency across larger construction projects, including new schools, hospitals and offices. Multi-layer piping is versatile and economical –– which makes it the perfect choice for a wide range of applications outside of plumbing and potable water. Multi-layer piping offers high margin opportunities when working across a range of sectors including automotive, chemical, pharmaceutical and food processing, for compressed air, vacuum systems, cooling equipment and process water systems. ■ For more information on the Geberit Mepla system, including a product video, enter the shortcode www.rdr.link/mp039

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PLUMBING & HEATING For merchants to ensure repeat custom, it is crucial that high quality, certified products are sold to customers. Andy Phillips, Sales Director at Supplies4Heat discusses the importance of selling radiator products that are compliant with EN442.

n a competitive environment, it’s important for merchants to sell a high quality and reliable range of products that tradespeople will trust and purchase time and time again. After all, research from Zendesk — the customer service and engagement platform — showed that 88% of respondents to its Brand Loyalty survey said that they valued quality over price. Merchants may be inadvertently damaging their customer loyalty and opportunities for repeat business by selling radiator products that make claims on performance that cannot be substantiated, and therefore will underperform against expectations.

Sell certified Misleading matters Radiators are specified based on their heat output or ‘BTU’ (British Thermal Unit). Installers and heating engineers will work out their customers’ heat output requirements based on a number of factors including room dimensions and windows, and use this to calculate the BTU value needed for the new radiators. Unfortunately, this process is marred by manufacturers quoting misleading BTU values for their radiator products, thus complicating the purchase for the trade, and leaving merchants potentially exposed to selling radiator products that will underperform, as these products will not meet end users’ heating requirements. Whether the incorrect figures are supplied intentionally or accidentally, the consequences will be on your business should you inadvertently supply an installer

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with a subpar radiator. With a potentially angry end user customer left with a product that does not perform, the trade may lose confidence in the quality of your stock which can have costly consequences for non-repeat business and negative word of mouth. Delta T50 and EN442 There are two key indicators that merchants should look for to ensure any radiator or towel rail they are selling is of reliable quality. These are Delta T50 and EN442. Introduced in 2013, the UK uses Delta T50 as the standard baseline measure for outputs in UK home heating systems, in line with European standard BS EN442.

â&#x2013; A brand of the global IRSAP Group, Supplies4Heat offers a wide range of radiators and towel rail products, delivered from stock within 48â&#x20AC;&#x201C;72 hours and available through a nationwide network of plumbing and heating merchants.

All products are fully tested and certified to Delta T50, in RADMACcertified laboratories in Europe. This ensures the entire range performs as per the data and heat output figures provided. The company stocks a range of products including vertical, dual fuel and cast-iron solutions in a variety of RAL colour options and sizes, with a minimum of five years guarantee. This provides an upselling opportunity for merchants to recommend products that can save space, provide maximum heat output and meet aesthetics.

Replacing the original measure Delta T60, it is now a legal requirement that radiator products are tested based on the Delta T50 calculation, and that this data is published at Delta T50. Delta T60 and Delta T70 can be published alongside this, however, this is strictly only with the Delta T50 data.

Therefore, data published at other Delta Ts is misleading, and cannot be used for fair output comparison. Companies not publishing data at Delta T50 are breaking the law, and selling these products without compliance means merchants would also be complicit.

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Too good to be true? It probably is With that in mind, it is clear that merchants should partner with manufacturers that can support the claims they make regarding product performance. These manufacturers will be able to prove their Delta T50 figures and demonstrate that all products are certified to BS EN442 as required by law. A sure sign to look out for will be if a manufacturer is registered as a member of MARC, the radiator manufacturers association, which uses approved RADMAC certified laboratories to certify products in accordance with legislation. These manufacturer partners will also be able to provide a Declaration of Performance (DoP) upon request, which will confirm the testing standards and ensure the accuracy of the figures provided. This will therefore allow your customers to accurately determine the size of radiator required and ensure the perfect fit for the end user. An uncertified radiator with misleading

figures can be costly should the data be ignored — from the potential cost of refunding the customer, to the heftier cost of losing further business and merchant reputation. By partnering with reliable, transparent manufacturers that can provide irrefutable proof of compliance with current standards, merchants can rest assured that their reputation and customers are in safe hands.

“There are two key indicators that merchants should look for to ensure any radiator or towel rail they are selling is of reliable quality. These are Delta T50 and EN442.”

■ To find out more about Supplies4Heat, visit www.rdr.link/mp040

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Boosting merchant relationships PBM reports on the relationship between Stuart Turner and Williams & Co, which have worked together since 2015 to provide a quality, reliable, pump solution for the trade.

trong, collaborative relationships between merchants and suppliers are vital to business success on both sides — and importantly provide trade customers with more opportunity to access stocked products as and when they are needed. Founded by Mick Williams in 1972, Williams & Co is a strictly trade-only merchant, specialising in the sale of plumbing and heating supplies. Multi-award winning, the 38-branch strong company delivers 7 days a week, 364 days a year, to a variety of customers across England and Wales. It was placed 17th on PBM’s most recent ‘merchant countdown’. In August 2015, the business sought to add further water boosting solutions to its then-current offering, recognising its customers were increasingly in search of solutions to create stronger water pressure. “We wanted to provide our installer customers with a range of high quality products that solve a range of issues they face in their day-to-day work,” explained Micky Goddard, Commercial Manager at Williams & Co. “Our strategy is to partner with suppliers who we trust, are leaders in their field and that provide excellent quality products. We have listened to customer feedback to

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ensure we stock products that fit our requirements for quality whilst also serving their needs, by providing a solution for a common end-user issue.” As such, Williams & Co partnered with Stuart Turner. Stocking the Monsoon, Showermate, and Mainsboost, ranges, these products allow installers to ensure their customers’ water pressure remains uncompromised regardless of the situation. For example, if a customer relies on mains water to their property and is undertaking a loft or basement conversion, or extension, additional water outlets may struggle on the existing water system. In this instance, a Mainsboost system is said to provide a simple, cost effective solution. Installed directly onto the incoming mains water supply, they increase water pressure and flow rates — allowing multiple outlets to be used simultaneously within a property. A change of boiler could also cause water pressure issues. The potential loss of water pressure is often not considered when recommending a change to a combi boiler and yet can significantly affect the end-client experience. Indeed, one of the most common complaints boiler manufacturers receive following the installation of a new combi boiler is that the water pressure has been

negatively affected — which is actually not caused by the boiler itself. In most properties, Stuart Turner says the Mainsboost Flomate range can provide a solution. The range is designed to fit into any standard kitchen cupboard and can deliver up to 30 litres per minute at 3.2 bar pressure dependent on the chosen model. The range is provided ready to install, simply connects directly to the incoming mains and doesn’t require any onsite commissioning. Since taking stock of these products, Williams & Co says the feedback from its customers has been positive. Micky concludes: “Stuart Turner is always available when we need them. Backing from our manufacturers is vital so that we can confidently provide the best solutions to our customers, and we always receive plenty of support from the dedicated technical team. “We enjoy the relationship that we have built up with Stuart Turner, and we very much hope that this continues into the future.” ■ For more information on Stuart Turner and to view a series of videos on the company’s product solutions, visit www.rdr.link/mp041

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PLUMBING & HEATING ATAG INDEPENDENT MERCHANT SALES ATAG boilers has expanded its distribution network to include plumbing and heating merchants, having previously only sold directly to ATAG Selected Partners. As part of a bid to give wider, same day availability of product to Gas Safe registered heating engineers, its range is now to be stocked in local, independent merchants as part of a reach-out strategy. The firm has already secured relationships with more than 30 independent merchants (trading from over 100 branches around the UK), however it is actively looking to work with more merchant partners in the next 12 months to stock the ‘built to last’ product which has a lifespan of around 18 years and is offered with a 10-year no quibble warranty out of the box, plus a lifetime guarantee on the stainless steel primary heat exchanger. Trevor Jones, Managing Director of ATAG Heating Technology, said: “We have listened to installers about how to make life easier and we know that for some, it’s more convenient to nip into their local merchant to pick up an ATAG boiler. “It’s been essential that we found merchant partners who shared our values of only selling to Gas Safe registered professionals and this is how we will look to grow the distribution network further in future.”

■ For more information on becoming an ATAG stockist, visit www.rdr.link/mp042

NEOPERL PCA DUAL CORE AERATORS The latest PCA Dual Core Aerators from Neoperl have been designed to ensure a consistent flow in both high and low pressure environments. The company states that the aerators maintain a pleasant and consistent water stream at the chosen flow rate by using two dynamic control rings (O-rings) within the flow regulator, enabling high performance at both low and high pressure. All standard sizes are available in the new PCA Dual Core Aerator plus 1.2gpm, 1.5pgm and 2.1gpm, with further less popular specifications currently in preparation for launch later this year.

■ For more information, visit www.rdr.link/mp043

POLYPIPE OVERLAY PLUS Said to be eight times lighter than the standard gypsum board used for underfloor heating, Polypipe has launched the Overlay Plus system which can be used on newbuilds, refurbishments or extensions. To fit the product, there is no need for any power tools — a retractable knife is reportedly enough to cut the flooring to shape. Moreover, there is less dust and mess produced during installation, and tiles can be fitted directly on top of the Overlay Plus boards. The new Overlay Plus boards are also larger in area and, thanks to the insulation core and aluminium lining, have been shown to increase the performance by 10%.

■ For more information, visit www.rdr.link/mp044

www.professionalbuildersmerchant.co.uk

IDEAL COMMERCIAL EVOMAX 2 CASCADE ACCESSORIES Following the launch of Evomax 2, Ideal Commercial has enhanced its range of cascade accessories with the introduction of Magnetic Low Loss Header and Cascade Insulation kits. The Magnetic Low Loss Header kit introduces magnetic filtration to the Evomax 2 accessories range. Available in four different sizes to match Evomax 2 Header kits, the Magnetic Low Loss Header offers an additional approach to hydraulic separation whilst providing a solution that is space efficient by combining a low loss header and a magnetic filter. Butterfly valves for system isolation are available as an optional extra.

■ For more information, visit www.rdr.link/mp045

SPIROTECH SPIROCOMBI MB3 To meet demand for two-in-one air and dirt separators, Spirotech has extended its SpiroCombi MB3 range, with the introduction of a broader range of sizes. The MB3 is now available as a 1 ¼”, 1 ½” and 2” unit for light commercial projects and is said to provide effective and continuous air and dirt removal via one unit to optimise system performance and efficiency, whilst minimising downtime. The unit can be fitted on either the flow or return, and features a brass body with swivelling connection and drain valve which can be used without the need for isolating or dismantling the unit when cleaning.

■ For more information, visit www.rdr.link/mp046

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Counter… For over 40 years, Professional Builder has picked up each month from merchant trade As we delve into its April issue to look at advertising campaigns from the industry’s insight into the buying habits of your key TALASEY GROUP COMPOSITE DECKING & 2020 BROCHURE

LTP BLACK SPOT & ALGAE REMOVER

Unlike its wood counterpart, composite decking, such as the new Piranha range from the Talasey Group, will not rot, warp or split. There’s also no need to stain or paint a deck every year — just simple, regular cleaning. The company’s Hunter range consists of three colour options, with a wood-effect pattern on one side and a colour-matching traditional grooved finish on the reverse, meaning they can be laid either way or contrasted to create unique designs. Similarly, Fuzion is dual-sided to reveal different shades of the same colour pallet. The Talasey Group describes its 2020 Landscape Directory as the largest catalogue of products that the company has ever compiled. It includes natural stone, porcelain paving, handmade clay pavers, resin-bound aggregates, artificial grass and landscaping installation, maintenance and accessory products. It also features the new range of composite decking and fencing.

Described as a new stain removal treatment that will restore the appearance of natural stone, concrete, brick and porcelain, LTP’s Black Spot & Algae Remover can break down residue in just two hours, and is suitable for the deep cleaning of new and existing paths, patios and driveways. It targets black spot, lichen, moss, algae, and others stains, caused by damp and slippery leaf matter.

■ Enter the shortcode www.rdr.link/mp047 to download the 2020 Landscape Directory.

ROLLINS & SONS CHANNELLOCK PLIERS Distributed in the UK by Rollins & Sons, the Channellock E358 XLT 8in. End Cutting Pliers are manufactured in the USA and are designed to cut hard and soft wires, so are suitable for steel fixers to twist and cut binding wire in reinforced steel structures as well as being designed for removing nails or cutting them flush to the wall, floor or ceiling. The knife and anvil style cutting surface is laser heat treated to provide cutting precision while the XLT Xtreme Leverage Technology means considerably less force is required to cut.

■ For more on the Channellock brand, see www.rdr.link/mp048

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■ For tech specs, visit www.rdr.link/mp049

MAKITA CUTTING SAW BLADES Specifically designed for greater efficiency when cutting metal with a cordless circular saw, the Makita Efficut Metal saw blades incorporate ‘chip breaker style’ saw tips which are designed to ensure excellent chip ejection. The tips are made of cermet and remain stable when cutting, even when impacted, and therefore reduce the risk of breakage. The thin 1.1mm Kerf, meanwhile, produces less resistance during operation and is therefore said to be less draining on the battery — with up 1.6 times more cuts when compared to equivalent standard saw blades.

■ To see demo videos of the blades in action, head to www.rdr.link/mp050

GEBERIT SILENT-PP DRAINAGE SYSTEM It is the mineral-reinforced polypropylene material that is said to help Geberit’s Silent-PP drainage system achieve first-class acoustics optimisation, effectively reducing natural vibrations and noise. The range of easy-to-install push fit drainage pipes and fittings has now achieved certification from the British Board of Agrément (BBA) to offer an important mark of quality assurance to your customers.

■ Enter the shortcode www.rdr.link/mp051 to download the 2020 Landscape Directory.

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Attack! been the favoured magazine of the building trade, counters by more than 120,000 tradespeople. some of the articles, latest new products and active suppliers, take advantage of PBM’s unique customers to make more trade counter sales. ACO Corner Class

A neat ad from ACO puts a new slant on innovative drainage solutions by illustrating how its new Threshold Drain corner unit has built on the versatility and simplicity of the company’s existing system. Now offering an answer to more than just doorways, the corner unit means that the practical, sharp styling of the slim channel design can be used around the whole patio, walkway and other pedestrian areas.

■ To see comprehensive details online, including through the ACO Visualiser, visit www.rd.link/mp052

Wavin Feel the rumble

The Hep2O In4Sure secure jointing technology means that installers can actually ‘feel the rumble’ which lets them know they made the ‘perfect push-ﬁt’. Compatible with a variety of piping solutions and given a 9 out of 10 rating for quality, Wavin offers a 50-year guarantee on the product and is even offering free test packs for installers to try it out for themselves.

■ Take a look at a video on the company’s YouTube channel via www.rdr.link/mp053

Tarmac Weatherproof packaging

Said to be “Tried & Tested” by the nation’s, builders, Tarmac says that the weatherproof packaging used on its wide range of Blue Circle packed cement products will provide all the protection you and your customers will need.

■ To discover more about the Blue Circle family, visit www.rdr.link/mp054

www.professionalbuildersmerchant.co.uk

Brett Landscaping Simply inspired

The company has created a stunning advert to show that “Paving isn’t just paving. It’s possibilities.” The artwork outlines how outside spaces that “inspire, enhance and shake things up” can be created with its products, whilst it can also offer the support to make “everything easy and anything possible”.

■ For a full overview on what the company can offer, head to www.rdr.link/mp055

RWC Connected thinking…

Encompassing JG Speedﬁt, SharkBite and Reliance Valves, RWC’s family of products promises to take installers from the boiler to the point of use by offering integrated solutions that are fast and simple to use.

■ For more information on the RWC family, head to www.rdr.link/mp056

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Counter… More than 60,000 plumbers and heating Heating & Plumbing Installer from merchant feedback gleaned from our sister magazine, the buying habits of your key customers as products and latest ad campaigns from HIKOKI POWER TOOLS 18V 4 PORT CHARGER

RUBI DIAMOND DRILL BITS

HiKOKI Power Tools has launched its UC18YTSL 18V 4 port charger. Featuring a compact design, the charger simultaneously charges the company’s 18V and 36V power tool batteries — including Multi Volt. Rapid mode charge times are just 20 minutes per 3.0Ah battery, 32 minutes per 5.0Ah battery and 38 minutes per 6.0Ah battery. Simultaneous mode charge times are 80 minutes for 4 x 3.0Ah batteries, 128 minutes for 4 x 5.0Ah batteries and 152 mins for 4 x 6.0Ah batteries. The charger also includes two USB charger points, so mobiles can be topped up through the working day too whilst it also has a three-pin outlet for use as an extension lead.

Expanding the Diamond Expert range, Rubi has unveiled the new Drygres 4Drill drill bits. The drill bits are designed for use with cordless drills, and are suitable for dry drilling in porcelain. They are characterized by their quick grip on the material to be drilled, thus preventing slipping. All drill bits have a set screw that keeps the wax on the tip of the drill bit and makes it rigid. The range consists of the most popular diameters: 6, 8, 10, 12, 14 and 20mm as well as a practical kit (with bits from 6 to 12mm).

■ For more information, head to www.rdr.link/mp057

MAKITA DMR115 JOB SITE RADIO The latest addition to Makita’s radio range, the DMR115 Job Site Radio, features Bluetooth functionality and a light weight of 4.8-5.5kg. The new version is IP65 rated, with a durable design and elastomer bumpers to protect against tough jobsite conditions. With two stereo speakers and an additional subwoofer to produce high quality sound, the radio is equipped with a dual power source for AC or Makita LXT and CXT batteries, providing flexibility regardless of the power sources available onsite. In addition, the USB slot will allow for mobile charging onsite, so users need not worry about draining the source phone’s battery.

■ To take a look at Makita’s full range of Job Site Radios, visit www.rdr.link/mp058

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■ Enter the shortcode www.rdr.link/mp059 for more on Rubi’s range of drill bits.

POLYPIPE BUILDING PRODUCTS OVERLAY PLUS SYSTEM Polypipe has introduced the new Overlay Plus system which, the company says, is eight times lighter than the standard gypsum board currently used (1.2kg compared to 10kg per board). Alongside the low weight, installation is also made easier as there is no need for any power tools — a cutting knife is enough to cut the flooring to shape. Tiles can be fitted directly on top of the Overlay Plus boards. The new boards are also larger in area and, according to Polypipe, have been shown to increase the performance by 10%. The system can be used on new-builds, refurbishments or extensions.

■ Comprehensive info on the new system can be found via www.rdr.link/mp060

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Attack! engineers pick up their copy of Professional trade counters each month. From the take advantage of PBM’s unique insight into we look at some of the most in-demand PHPI’s April edition. Stuart Turner Low pressure? No problem

A slick-looking advert says that Stuart Turner’s Mainsboost range will provide a cost-effective and energy-efficient solution to low mains water pressure. The ad says that whatever the size of the property, Mainsboost systems are designed to “dramatically improve ﬂow rates” allowing multiple outlets to run simultaneously.

■ For comprehensive details on the full range, enter the shortcode www.rdr.link/mp061

Ariston Velis Evo Wi-Fi

A space age ad heralds a “Welcome to the future of electric water heating”. Said to be “perfect for the modern smart home”, the electric storage heater offers a hi-tech LED screen in addition to wiﬁ connectivity for remote smartphone control. Superfast reheat times are also matched with a “cutting-edge, ultra slim design”.

■ To get the lowdown on the brand new range, head to www.rdr.link/mp062

www.professionalbuildersmerchant.co.uk

Viessmann Vitodens 111-W

For high DHW ﬂow rates of up to 20 litres per minute, the Vitodens 111-W can ﬁll a standard bath in just eight minutes whilst also supplying a sink or wash basin simultaneously. The boiler’s integral 46 litre storage is said to be equivalent to a 150 litre unvented cylinder due to the CLS (Cylinder Loading System), whilst “superfast” heat recovery takes less than seven minutes.

■ Visit www.rdr.link/mp063 for full information.

Conex Bänninger >B< Press

The >B< Press system has been designed with a ‘leak before press’ indicator which will reveal any unpressed joints by causing a visible leak when testing the system at low pressure. Installers are urged to just “install, test and feel conﬁdent” that every joint has been pressed to ensure the long-term viability of the system.

■ To discover more about press-fit technology from Conex Bänninger, enter www.rdr.link/mp064

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POINT OF SALE

At a time when the market remains tough for many merchants, Russell Roof Tiles has invested in a host of new merchandise and marketing material to support merchants selling both in-store or online. Supported by a testimonial from MKM, PBM explores what is on offer.

Day-to-day support R

ussell Roof Tiles reports that it has been a supplier to a huge number of independent and group merchant businesses for over 50 years, supporting them in their day-to-day work and in securing sales. The manufacturer has recently launched a new suite of marketing collateral which has been specially designed to provide online and in-store advice and support on achieving a long-lasting roofing solution. The package includes information on various pitched roofing products and technical information such as size, weight and best accessories to match different tiles and specifications. The company also says that merchants can benefit from its easy to use online tools. For example, its Tile Estimator helps customers find out how many tiles are needed for a

project in just two minutes. In addition, the firm’s online Fixing Specification also pulls together topographical information on the exact location of the project with the wind calculation parameters using the latest software, making it a simple task to ensure a specification fully complies with all the latest standards. Overall, Russells asserts that the material will be pivotal in helping merchants get hold of information quickly. It will also ensure they are providing their customers — who rely on merchants’ expertise — with the best professional advice and added service value during a difficult period of trading. One merchant to have already benefitted from Russell Roof Tiles support is MKM Building Supplies, one of the UK’s largest independent builders’ merchants, with 70

branches across England and Scotland. Gordon Simmons, an Assistant Branch Manager at MKM, said: “We are very glad to be onboard with Russell Roof Tiles and it has always been very supportive to us. The team has helped us out and backed us when needed whilst we bring the company’s products to the market within our area.” Andrew Hayward, Managing Director at Russell Roof Tiles, commented: “At Russell Roof Tiles, we have always been dedicated to supporting merchants and we continually look at ways in which we can improve our service. Our expert team is always on hand to offer advice when required and we have introduced a number of new assets over the years to help merchants. “Our latest investment has ensured that merchants will benefit from free, easy to use marketing material which will in turn help them with their purchasing decisions, support them in their day-to-day roles and enable them to offer professional advice to customers.” Russell Roof Tiles is an independent manufacturer of concrete roof tiles and fittings, and an extensive range of dry fix and dry ventilation products suitable for use on both new and refurbishment projects, all designed to meet current building regulation requirements. ■ For more information on Russell Roof Tiles, visit www.rdr.link/mp065

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CONDENSATE PRO POS MATERIAL

Just the right size to sit on trade counters, Condensate Pro has launched new point of sale material for merchants. The POS features part of the connection kit so customers can see the quality the product provides. Using a QR code, customers can also request more information and watch an installation guide to the product. “As more merchants stock Condensate Pro for new and retroﬁt boiler installations, we want to support them and drive sales as much as possible,” explains Dave Smith, Managing Director.

VELUX REWARDS SCHEME

Velux is offering your customers an extra ‘Rewards boost’ on its current scheme, which provides them with an opportunity to earn rewards each time they buy a Velux roof window, ﬂat roof window, sun tunnel, blind or selected combination ﬂashings throughout the year. Until the end of April only, the supplier is offering £35 of rewards for every white painted roof window and £70 for every Velux Integra electric or solar roof window purchased. Rewards can be redeemed at a range of retailers and restaurants, and the last day customers can submit a claim is 15 May 2020.

FREEFOAM STOCKIST SUPPORT

Rembrand Timber says that its sales of PVC rooﬂine have grown rapidly thanks to the support offered by Freefoam Building Products. Scott Findlay, Divisional Manager, explained: “Freefoam has provided us with excellent advice and support to all our branches. Working closely with Area Sales Manager James Wood, it has helped set up all the trade counters with POS and marketing materials, and also aided considerably with price and marketing support, especially for our new build market. “As Freefoam customer you are guaranteed a service package that goes further than your average supplier.”

NORTON CLIPPER DIAMOND BLADE CAMPAIGN

With a view to provide upselling opportunities and boost sales throughout the year, Norton Clipper has launched a multi-channel advertising campaign to support Diamond Blade distributors through customer relations and product awareness. A colour coded system based on application — reﬂecting the variety of tailored products within the range — allows merchants to gather all the information they need at a glance, helping to easily advise and match the right blade to each individual project. Supporting sales both in-store and online, Norton Clipper will also be providing POS and web banners to merchants.

IDEAL STANDARD BLUEBOOK SIXTH EDITION The sixth edition of Ideal Standard’s ‘BlueBook’ has been published, featuring products from both the Armitage Shanks and Ideal Standard brands which are listed alongside detailed speciﬁcation diagrams, supporting data, and unique insight from the manufacturer. As well as details about the company’s extensive portfolio, the publication also contains useful insights around its BIM offering, business support services and speciﬁcation design service.

FOR MORE EXAMPLES OF SUPPLIER SUPPORT FOR MERCHANTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MP066

www.professionalbuildersmerchant.co.uk

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PRODUCTS & SERVICES

BOND IT SUPER-MATE Bond It has launched SuperMate, a universal, siliconsed acrylic sealant to complement its growing sealants range. It is said to be suitable for use in a variety of interior and exterior applications and provides a permanently flexible long lasting seal which adheres to virtually any materials. It remains permanently flexible, is mould resistant, can be over painted and easily cleaned up with water — with no solvents, no isocyantes, and no mess.

HAMILTON EXPRESSION BRUSHES The recently launched Expression brushes from Hamilton feature MaxStroke, a synthetic filament blend comprising a mix of different types of filament which are designed to deliver a smooth and consistent finish. Put simply, decorators can use longer brush strokes meaning less trips back to the bucket. According to the company, new production processes have been adopted to achieve a softer, fuller appearance on the tips of the brushes. This feature is said to achieve “the smoothest and most consistent finish”.

MARLEY MENDIP 12.5 With low pitch roofing products continuing to be in high demand, Marley has launched a new concrete interlocking tile, which can be used down to a minimum pitch of 12.5° and is available in two colours — Smooth Grey and Smooth Brown The tile has four weatherproofing channels at the face of the tile to prevent water ingress from wind driven rain. To make it even more watertight, the tile has no nail hole and is instead installed with its own Mendip clip.

IMPERIAL BRICK TILE WEBSITE Imperial Bricks’ feature-wall Brick Tiles can now be seen via www.imperialbricktiles.co.uk. The new website shows the full range of products available, a coverage calculator, installation instructions, and an FAQ section make it easy to measure up, cost and fit the tiles and panels. A brochure and samples can be ordered online. “Our main series of seven different brick tiles are cut from full, imperial-sized bricks including yellow handmade Victorian London Stock, burnt-orange Victorian Pressed, and metallic blue Designer Linear,” explained Mark Heaton, Sales Manager for Imperial Brick Tiles.

KINEDO BROOKLYN RANGE Designed to bring the industrial trend to life, the new Kinedo Brooklyn shower cubicle range offers a showering solution for mid to high-end specifications. The collection is available in two colour options — industrial black, and grey/chrome. The robust cubicle comes with pivot or sliding door, white Biocryl shower tray with chrome waste, metal handles and a choice of profile colour, shower and glass. According to the company, assembly is quick and simple, and the cubicle is without silicone and predominately without screws.

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GEOCEL ECOSEAL With the re-launched ecoSEAL system, a number of the supplier’s sealant and filler products are now available in foils. For example, the new Geocel Painters Mate and Dowsil 785+, 796 and 799 foils work in conjunction with a reusable sleeve that fits any standard gun to offer an easy to use, greener alternative for merchants’ more environmentallyconscious customers. An ecoSEAL point of sale unit is available, promoting the system’s key benefits and ease of use — and neatly displaying the full range of products and re-usable sleeves.

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DUNLOP LX-360 FIBRE LEVELLER With added fibres for increased strength and flexibility, Dunlop has launched the LX-360 Fibre Leveller. Suitable for preparing interior floors in dry areas prior to laying sheet and tile soft floor coverings, carpet, natural stone and ceramic tiles, it can be laid from 3mm to 60mm in one application. Suitable for use with underfloor or undertile heating systems and timber floors, it is protein free and quick drying, and said to accept foot traffic in three hours. It is also pumpable for large scale commercial work, and can be used on both absorbent and nonabsorbent interior floor surfaces.

RANGEMASTER ELEMENTS INSET COLLECTION Rangemaster has expanded its Igneous Granite range of sinks with the introduction of the new Elements inset collection. It is available in two variants: single bowl or a 1.5-bowl version. Both models measure 1000 x 500mm and have a reversible drainer and waste kit included. Each variant comes in a choice of four colourways: Ash Black, Crystal White, and Stone, plus the latest addition to the colour palette, Dove Grey. The supplier also offers compatible accessories such as a stainless steel draining basket and bamboo chopping board.

HILTON BANKS HB42 ULTIMATE BOND KIT Developed to help produce the perfect mitre every time, Hilton Banks has launched the HB42 Ultimate Bond kit. The kit includes a high viscosity super glue and a ‘non-yellowing’ activator aerosol which, when combined with the adhesive, accelerates the cure speed of the super glue (also included in the kit) on wood mitre joints and difficult-to-bond surfaces. The activator in the kit is said to stick Polyurethane, granite, marble, wood to aluminium, acrylic to granite and rubber to ceramic. The kit can be used on wooden mitre joints, porous, acidic & difficult-to-bond to surfaces including MDF, Acrylic, PVC, Wood, Steel, Leather, Rubber, Ceramics and Aluminium.

JB KIND URBAN INDUSTRIAL DOORS JB Kind has launched an Urban Industrial door range which features two new door styles — City and Metro — that are designed to combine the appeal of the urban landscape with the lines of city modern living. Both styles are available in black and white, and with glazed versions too. Solidly constructed with 9mm MDF panels they can easily be fitted with regular handles and hinges, with no need to purchase expensive specialist ironmongery. The styles will fit into both new and existing door frames, with a 10mm trimming allowance on the bottom of the doors to accommodate different flooring levels.

LAKES SERIES 500 With the significant rise in multigenerational living and changing demographics, Lakes has added a new contemporary collection to its range of shower seats, grab rails and bars. The new Series 500, part of Lakes Additions, includes foldaway shower seats in a choice of chrome/grey and chrome/white in addition to chrome grab rails and bars. This latest development is part of Lakes’ drive to encourage stockists to focus on the whole showering space. That means widening the scope and design of displays — beyond the usual elements of glass, style and framing — to also promote comfort, confidence in the shower and safety.

FOR MORE DETAILS ON THESE AND OTHER NEW PRODUCTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MP067

www.professionalbuildersmerchant.co.uk

PBM APRIL 2020 73

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ............ page 17

Marsh Industries Ltd ............................ pages 28,29

ACO Technologies plc ................................ page 33

Norbord Europe Ltd .................................... page 39

Blue Rock Systems Ltd .............................. page 30

Pavestone UK Ltd ....................................... page 45

Brett Martin Plumbing & Drainage .............. page 30

Permaroof UK Ltd ....................................... page 27

BSW Timber Ltd ......................................... page 11

ROYD Tool Group ....................................... page 34

Buckler Boots Ltd ....................................... page 42

ROYD Tool Group .............................. bound outsert

Building Adhesives Ltd ............................... page 58

RWC (UK) Ltd ....................................... pages 60,61

Centurion Europe Ltd .................................. page 34

Saniflo Ltd ................................................... page 57

EcoTherm Insulation (UK) Ltd ..................... page 21

Setcrete ......................................................... page 4

Encon Insulation Ltd ................................... page 64

Sherwin-Williams Diversified Brands Ltd/Geocel

Everbuild Building Products Ltd .......... pages 40,63

.................................................................... page 25

Flexseal Couplings Ltd ............................... page 32

Stakapal Ltd ................................................ page 64

Global Stone (Colchester) Ltd .................... page 42

Stelrad Radiators ........................................ page 50

GROHE Ltd ................................................. page 54

Superglass Insulation Ltd ........................... page 15

H+H UK Ltd ................................................ page 19

Tarmac ........................................................ page 43

Hilton Banks Ltd ........................................... page 9

The Millboard Company Ltd ....................... page 10

Lakes ........................................................... page 53

TSB Bank plc ............................... inside front cover

Long Rake Spar Co. Ltd ............................... page 7

Vecta Sales Solutions Ltd ........................... page 45

Marmox (UK) Ltd ......................................... page 23

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With Paul Davies

PAUSE FOR THOUGHT Last month’s headlines on this page (‘Under Review’ and ‘Gimme a Break’) now take on a very different meaning, given the current suspension of all senior football… At the time of writing, the Premier League has a notional plan to resume on the weekend of April 4, but can anyone really see that happening as the strategy to tackle the coronavirus will ensure that limiting or outright banning ‘mass public gatherings’ will inevitably only be ramped up. What this means for the remainder of the season is anybody’s guess as public health requirements come into stark contrast with undecided titles, promotions and relegations. This summer’s Euros have been cancelled — what a time to hold the tournament across 12 countries — which could theoretically offer a window to complete the domestic programme, but tangible plans are understandably a long way from being implemented. We will endeavour to keep readers updated in terms of how any decisions impact this year’s PBM / Evo-Stik league. Please look out for details via the usual sources.

ALTERNATIVE ENTERTAINMENT Putting the overriding health considerations to one side for a moment, football’s enforced hiatus has left a huge hole to fill both in terms of alternatives to the live matchday experience and also for those watching the likes of Soccer Saturday, Super Sunday and Match of the Day. The broadcasters thus far have been running substitute programming from the sublime to the ridiculous (the All-England Open badminton championships has featured on BT Sport, whilst the Beeb replaced MOTD with a Mrs Brown’s Boys repeat), but we would recommend you divert your attention online for some truly mesmerising options. Southampton’s Twitter feed is well worth a look, as the club tried to engage scheduled opponents Norwich in a game of noughts and crosses, and many other clubs have been similarly creative. Equally, a thirst for competition was quenched with marble racing(!) getting an eminently justified moment in the sun — search #comet or look up @jellesmarbles and be amazed! Of course, one obvious choice is to trawl the archives and show some classic matches. Here, we’d suggest a slightly different strategy and follow @Crap90sFootball to see just how entertaining the beautiful game can be…

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