Professional Builders Merchant June 2020 by Hamerville Media Group

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2020

CORONAVIRUS CRISIS Implementing the new normal

THE PULSE Feedback from the merchant frontline

Plus: News, digital growth, debt recovery, training, industry comment and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Get ready for the big re-start See page 51

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CONTENTS ROOFING, FLOORING & INSULATION 26

SOUND BUSINESS SENSE High performance acoustic insulation.

RUBBER SOUL Adhesive solutions to maximise EPDM roofing membrane sales.

GOING FOR GROWTH Onduline outlines its strategic direction.

PRODUCTS & SERVICES

June 2020, Volume 30 No. 6

TIMBER & JOINERY 35

SHAPING A GREEN REVIVAL A sustainable future beyond Covid-19.

ADDED VALUE SUPPLY CHAINS How offsite processing partners can add profit and beat commoditisation.

CLAD TIDINGS Premium timber cladding solutions.

CONSTRUCTION CONTINUITY Norbord ramps up production.

PRODUCTS & SERVICES

PLASTER, DRY LINING & BUILDING BOARDS 43

RAPID RESPONSE The lowdown on Toupret’s Joint, Skim and Fill range.

PRODUCTS & SERVICES

SPECIAL REPORTS 10

CORONAVIRUS SPECIAL The latest updates and comments on the Covid-19 pandemic.

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

REGULARS 5 6 8 12 18 23 24 46 48 50

VIEWPOINT NEWS PEOPLE NEWS MARKET MONITOR MERCHANT FOCUS BMF TRAINING ZONE TRAINING FOCUS MARKETING SUPPORT PRODUCTS & SERVICES ADVERTISEMENT INDEX

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CREDIT WHERE CREDIT IS DUE Recovering debt during the pandemic.

COMPETITIONS 51

EVO-STIK FANTASY FOOTBALL Getting ready for the potential EPL re-start…

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VIEWPOINT

Keep calm and carry on

s lockdown measures ease and we tentatively emerge further into the ‘new normal’, the country is confronted by a somewhat eerie and disorientating picture. The impact of the coronavirus is all-pervading, yet there is an odd sense that the reason for our discombobulation — a global health crisis caused by a hitherto unknown virus — has been lost to an extent; subsumed by formulaic daily briefings, headlines about summer holidays and crowded beaches, or the inglorious Dominic Cummings saga and the farcical scenes as Westminster elected to bring an end to remote voting. Put another way, the ‘noise’ has become a dangerous distraction at a time when the number of new infections remains alarmingly high and too many people continue to die — yet the obvious need to further reopen the economy means that we simply cannot lose focus. As the scale of the crisis emerged earlier in the year, I expressed my hopes on this page that “responsible journalism and honest politics” along with a “fully engaged population” would ensure the challenge could be overcome. Sadly, in too many cases, I have been left feeling disappointed. Yes, the Government has found itself in an almost impossible situation and much of its response can be lauded. But we should expect it to perform better, with a clear strategic plan. The media has undertaken some admirable work in rightly holding it to account, but in far too many instances, it is asking the wrong questions in the wrong way. And for all the

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

JUNE 2020

CORONAVIRUS CRISIS Implementing the new normal

THE PULSE Feedback from the merchant frontline

Plus: News, digital growth, debt recovery, training, industry comment and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Get ready for the big re-start See page 51

“Calm heads and a united front are going to be so important in the months ahead.” discipline shown by the majority of the public for so much of the time, more thought must still be given as to the impact individual actions can have on the wider safety of us all. Calm heads and a united front are going to be so important in the months ahead. As more quarters of the economy return, the scaling back of the government’s business support packages means we will edge closer to the full extent of an inevitable shockwave that we have been partly shielded from thus far. Dealing with that is going to be painful for huge swathes of the country; businesses and individuals alike. Equally, we must remain mindful that further spikes could lead to a second wave of lockdown measures, either

nationally or at a local level, with an even more alarming financial impact. For all this, the industry response continues to inspire. Stories abound as to the efforts made to rapidly adapt long-standing business practices to trade successfully in the new landscape. Communication throughout the supply chain seems to have been both clear and free-flowing, and the examples of merchants working hand-in-hand with their customers and suppliers in re-purposed branches or through newly-enhanced ecommerce capabilities have been so impressive to see. We are delighted to share some of these stories online and in the pages of this issue.

■ As guidelines shift and business support packages evolve, we would urge readers to check in with PBM’s website and social media streams for the latest news and updates. Please also make use of our digital ‘Readerlink’ enquiry service to instantly access additional information on the topics, articles and new products featured in the magazine. Much of our editorial content now features a bespoke, shortcode URL — www.rdr.link — followed by a unique five-digit code. Entering the URL into your browser will take you directly to relevant, supplementary information on the item or topic you have been reading about — for example, videos, downloadable reports, technical guides, brochures, ‘bonus’ content on the PBM website and much, much more.

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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rdr.link

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

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NEWS UPDATE CORONAVIRUS COVERAGE The coronavirus crisis continues to be the key news story. We have a series of reports this month, beginning on pages 10-11, with the latest industry responses to the Covid-19 challenge. Using the shortcode www.rdr.link/mr101 will take readers directly to the most up-to-date coverage from the PBM website.

Cashflow recovery Builders’ merchants and trade counters with more than £50,000 of unpaid invoices could benefit from a new scheme that buys those invoices for cash, turning a potential bad debt write off into positive cashflow. New finance provider Azzurro Associates is looking to provide cash against at least £1 billion of UK businesses’ unpaid invoices to help provide much needed liquidity during and beyond the current Covid-19 crisis. The firm is especially targeting builders’ merchants and CEO Andrew Birkwood said: “As Covid-19 leads to more businesses failing to pay their suppliers, businesses further up the supply chain need to make sure they don’t run out of cash. “When collections activities are exhausted, the only option left is the Courts, but this costs money, takes time, and there is still no guarantee you’ll get any money at the end. Now Financial Directors have a better option — a way of generating immediate cash from bad debts to avoid an inevitable coronavirus cashflow crunch.” For further details on Azzurro Associates’ services, enter the shortcode www.rdr.link/mr102

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REMEMBERING PAUL SEXTON, MD OF LAWSONS

In memoriam: Paul Sexton With great sadness, we report that Paul Sexton, Managing Director of Lawsons Timber, Building & Fencing Supplies passed away on Friday 8th May 2020 after a long and courageous battle with cancer. A statement from the firm presented the following tribute: The youngest of six children, Paul’s emigrated from Cork in Ireland with his parents and grew up and lived in the East End of London before moving to Bishops Stortford 11 years ago with his wife Marie and son Patrick. He was very proud of his Irish heritage and regularly visited his family in Cork. Paul first joined the industry in the 80s and worked for Magnet Joinery before beginning a 16 year career with Travis Perkins, initially as a yard operative at the firm’s Hackney branch. He progressed rapidly over the years and was promoted to Branch Manager before joining Lawsons in 2006 as Operations Director. In 2015, he was appointed Managing Director. He was admired and respected by all that knew him in the industry and in 2018 he was appointed Chairman of the London & South East region of the Builders Merchants Federation, (BMF). It was a role he thoroughly enjoyed and made a big contribution to, including hosting the region’s largest ever meeting at the new Tottenham Hotspur Stadium in September last year. Away from work, Paul was an avid supporter of Spurs and the Ireland national rugby union team. He loved music and taught

himself to play the guitar, which he often played at staff events. Through Lawsons, Paul supported many charities that were dear to his heart. His dedication and generosity was incredible and he will be sadly missed by all of them. Paul was a great leader and believed in his team, all 440 of them. He cared for each and every one of them and was a very dear friend to many. His loyalty, passion, energy and ability to communicate at all levels was extraordinary. His commitment to both Lawsons and his family was never in question, he was a gentleman through and through and he will be sorely missed by all that had the privilege of knowing him.

Digital Expert for BMBI The Builders Merchant Building Index (BMBI) has welcomed ecommerce specialist eCommonSense as its new Expert for Website and Product Data Management Solutions. This new category has been created to reflect the continuing swing to online ordering and digital transformation, hastened by the impact of Covid-19. The BMBI panel of leading brands across construction is an integral part of the Index. Positioned as authoritative voices of their markets, BMBI Experts add perspective, meaning and context to the data, with valuable and knowledgeable insights into

key areas of construction and building materials supply. Andy Scothern, Managing Director of eCommonSense, said: “The new category reflects the growing importance of digital and online ordering among merchant customers. The trend has been building over the past decade. But the lockdown and the prospect of prolonged socially distanced trading has accelerated the trend, prompting many merchants to quickly kit themselves out for the ‘new normal’.”

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EMAIL: PBM@HAMERVILLE.CO.UK

H&B GROUP SCORES IMPRESSIVE CENTURY WITH 100+ MEMBERS

Ongoing growth for h&b With a collective buying power of nearly £1billion, the h&b buying group, has recently broken through the impressive milestone of 100+ merchant members to a reported 107. In the 22 years since its formation, h&b has continuously grown its member base, increasing its capacity to negotiate the “best buying deals for its members from the industry’s leading suppliers”. “We are proud and delighted to have reached this impressive milestone,” said Jamie Wyatt, h&b’s Trading Director. “It goes to show just how progressive h&b is, with the strongest commitment and member engagement in the industry. We now have a national network of over 100 quality, independent merchant members across the UK, working together to grow their business and profitability — a force to be reckoned with in UK merchanting.” One of the latest merchants to join h&b is

Rugby-based Melbros Building Supplies, with the process completed during lockdown. Melbros Director Neil Melvin, who runs the business with his brother Ian and sister Lisa, said: “Certainly during the crisis it has been reassuring to be part of a large group and we are looking forward to signing up new accounts and learn from other members who have been through expansion before us.”

Going underground Merchants can benefit from the “most significant change to below ground drainage product regulations in recent years”, with all water companies agreeing to a standardised approach to the construction of foul and surface water drainage systems, Polypipe Building Products is advising its merchant partners that the new arrangements for the adoption of sewers means that merchants can supply a greater range of solutions for sewerage systems, including light-in-weight plastic-based systems rather

than just the “legacy materials” such as concrete and clay that have been traditionally used for adoptable applications. The new Sewers Code for Adoption guidance includes a standardised set of delivery procedures and, crucially, a Design and Construction Guidance document that replaces the existing Sewers for Adoption manual. This represents a significant change to practice which will affect the adoption of sustainable drainage systems (SuDS) and below ground drainage systems.

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New MD for Buttle’s Following the retirement of Nick Sims after three years in the post, Ian Church has been appointed as Managing Director of St Albans-based Buttle plc. Ian has over 40 years’ experience in merchanting, including 35 years with Travis Perkins and then with fellow h&b group member, Bradfords. Peter Buttle, Chairman of Buttle plc, said: “Nick was planning to do this last summer but with the industry downturn, Brexit uncertainty, a general election, a poor start to this year and then the coronavirus to top it all, it’s not been easy to get the timing right. “I am very grateful to have had Nick at the helm over the past three years and especially during this difficult period. We are now delighted to welcome Ian, whose experience will be invaluable as our business deals with the current Covid-19 emergency and looks to rebuild itself for a changed future.”

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PEOPLE NEWS

Grant UK has appointed Matt Beales as a Business Development Manager within the Renewables Sales Team. Matt will provide sales support for the ﬁrm’s renewable product range to customers in the East and South East of England, working closely with the Area Sales Managers to provide renewable expertise with a particular focus on Grant’s air source heat pumps.

Euramax has announced the appointment of Kevan Flanagan as its new Key Account Manager for the DIY and merchant sector. With nearly 20 years’ experience in the sector, working in sales, account management and marketing for companies such as Lafarge Cement UK, Kevan said: “My years spent working with some of the UK’s largest merchants has positioned me with a great insight and set of strategic, analytical and interpersonal skills, which will be necessary to develop and secure more customers within the industry.”

Ideal Standard International has appointed David Barber as UK and Ireland Managing Director. David ﬁrst joined the company in 2006 and most recently served as UK Finance Director. He takes over from Stephen Ewer who is leaving the business after more than two years. Jan Peter Tewes, Ideal Standard Chief Commercial Officer, commented: “David has been part of the Ideal Standard family for over 14 years. His in-depth knowledge of the business will be vital as we navigate the current, unprecedented situation and his strong leadership at this time will be key to ensuring our future success.”

W.Howard Group has welcomed James Leader as the latest Sales Executive to join the company. James joined the manufacturer in early April 2020, covering London and the area inside the M25. He will be working closely with builders’ merchants, timber merchants and all W.Howard stockists, and has extensive experience in the merchant sector having previously worked with City Plumbing Supplies, Buildbase and Benchmarx Kitchens & Joinery.

Permaroof has appointed Lily Chadwick as Marketing Coordinator as it continues to grow the number of brands and services it offers to merchants. Lily is tasked with further strengthening each individual company — such as The Skylight Company, Permalawn and Permafence — in addition to the parent brand, heading up all communications activity and implementing formal marketing strategies.

SIG has appointed Philip Johns as UK Managing Director. Responsible for overseeing the UK operation which includes SIG Distribution and SIG Exteriors, Philip previously worked at the company for over 28 years in a number of senior leadership roles, holding the position of MD for SIG UK Exteriors before moving to become the CEO of MKM Building Suppliers in 2014. He re-joins SIG from his most recent position as Chief Commercial Officer with IBMG Group.

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SPECIAL REPORT: CORONAVIRUS Screens and social distancing in action at Williams & Co.

Safety screens in place at a branch of SIG Roofing.

A still from Williams & Co’s informative video explaining the coronavirus-related changes.

Road to recovery Whilst lockdown measures are easing and the nation continues to adapt to ‘the new normal’, the shadow of coronavirus will doubtless loom for some time. PBM considers some of the latest steps being made by the industry to ensure construction can progress safely and in an informed manner, with a focus on the guidance from the Construction Leadership Council.

lans for a post-Covid-19 revival of the UK construction sector have been published by the Construction Leadership Council’s Covid-19 Task Force. The Task Force, which represents the entire construction supply chain from product manufacturers and merchants to contractors, housebuilders and specialists, has laid out proposals to secure the future of construction businesses nationwide, while setting the industry on a sustainable path towards recovery. The proposals, which have been developed and agreed by the sector’s leading trade bodies, include recommendations to: ● Get industry back to work wherever it is safe to do so; ● Maximise employment and retain key skills; ● Ensure a pipeline of future workload for all parts of the sector; ● Boost productivity to secure improved value;

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Transform the industry through technology & digitalisation.

The Task Force was established as the situation escalated to provide focus on industry efforts to combat the impact of coronavirus. In the early days of the crisis it tackled immediate issues such as development of Site Operating Procedures to safeguard workers and addressing shortages of product availability. With the UK Government encouraging businesses to return to work wherever possible, the Task Force examined the challenges that would arise as the industry entered the recovery phase of the crisis. The new report looks at the short, medium and long-term actions that will be required to overcome these problems, while grasping the opportunities to build a better industry in the future. Industry bodies will work together to develop four sector specific plans that align to the CLC’s overarching recovery plan. The

Builders Merchant Federation, for example, will work with others to progress detailed plans for the Housing and RMI sectors and the Task Force is engaging with government to test how the plans proposals might be delivered. John Newcomb, BMF Chief Executive Officer, said: “Since its formation at the start of the crisis the CLC’s Covid-19 Taskforce has shown how effective the industry can be when it works towards a common goal. As we enter the recovery phase we have a real opportunity to deliver a coordinated programme that will benefit the whole industry and support the UK economy.” The Construction Leadership Council’s Joint Chair Andy Mitchell added: “The unprecedented challenge of coronavirus calls for unprecedented solutions. I am delighted by the way that the industry has collaborated at pace to develop this plan, targeting those interventions that will help the industry get back on its feet as quickly as possible. We hope that everyone will take the opportunity

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An example of the new branch operating procedures from Graham, with similar plans in place at merchants around the country.

“I’m encouraged that, in the face of unprecedented circumstances, our industry is working so collaboratively to address the challenges we are facing and get Britain building again.” John Newcomb, BMF CEO to read the plan and consider the part you can play in its delivery.” The Federation of Master Builders (FMB) chairs the CLC’s domestic RMI working group and also sits on the housing working group. Brian Berry, FMB Chief Executive, believes the plan can signal “an historic opportunity to put local builders at the heart of the country’s post-coronavirus economic revival.” He said: “I am determined that we build back better with small, local builders at the heart of the recovery, following the unprecedented shock of the coronavirus. “I celebrate the fact that the UK construction industry is speaking with one voice, and that voice is calling for a sustainable future for construction, with a mandate to develop initiatives on energy retrofit to fix our leaky homes.

Social distancing signage from Cleaner Retail.

“If we are to reach the net zero carbon target, tackle fuel poverty, and improve health we need a national retrofit strategy, and local builders are the ones to deliver this. The domestic RMI market collapsed overnight as lockdown measures were introduced. I want to see it reopened in every community, helping to level up as we bounce back from the pandemic. As we tackle our ongoing housing crisis, small builders must also be central to delivering more, better quality homes for all those who need them, including our keyworkers.” Practical information Also under the auspices of the CLC, a further group led by product manufacturers, suppliers and merchants is helping to build confidence, dispel rumours and minimise supply and demand constraints as construction activity increases. The CLC’s Product Availability Group — jointly chaired by the BMF and the Construction Products Association — meets weekly online, bringing together key manufacturers, merchants, Tier 1 contractors, SME builders and housebuilders to understand current stock levels, actual or potential pinch points, and when and how any issues are being addressed.

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The current picture (at the time of writing) suggests that there is a good supply of the majority of building materials and products. The Brick Development Association, for instance, recently confirmed that there are 480 million clay bricks ready for immediate delivery from 56 factories around the country. Elsewhere within the supply chain, there is also depth of stock in plumbing and heating, general lightside and electrical products. Increased plaster production “should see stock levels restored by the end of (the) month”. However, with some quarries still to open, the Group has noted regional variations in the availability of aggregates. Peter Caplehorn, Chief Executive of the CPA, said: “The meetings are proving invaluable in shedding light on the availability of different product groups and the circumstances and business reasons behind their status, as well as the consequences, including a small but critical number of product shortages which are now being resolved with increasing production. “Ultimately, what we’ve helped facilitate is a frank but collegial discussion around business planning that has helped us share the facts, dispel rumours and uncertainty, and plot a way forward to ‘re-open’ the industry.” The BMF’s John Newcomb added: “This Group has been instrumental in addressing some difficult supply and demand issues since the early days of the lockdown when most businesses chose to close and only ‘essential’ projects were the focus of attention. “Since then, we’ve been pleased to see confidence growing and nearly all of our merchants re-opening, builders returning, site output increasing, and manufacturers ramping up capacity in line with new orders. All of this is being done with new operating procedures in place to ensure that safety is paramount. “I’m encouraged that, in the face of unprecedented circumstances, our industry is working so collaboratively to address the challenges we are facing and get Britain building again.” ■ The CLC Roadmap to Recovery can be viewed online via www.rdr.link/mr103 For guidance from the BMF on safe working practices in merchant branches, enter the shortcode www.rdr.link/mr104

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MARKET MONITOR in association with

Emerging impact The latest Q1 2020 data from the BMBI have confirmed the impact of the coronavirus outbreak and the ensuing lockdown towards the end of the quarter on builders’ merchant sales.

otal builders’ merchant sales in Q1 2020 declined -6.7% compared to the same quarter last year, with all core categories affected. Year-on-Year sales were actually down in all three months, falling -2.6% in January 2020 compared with 12 months previously, and -1.3% in February 2020 compared with February 2019. Social distancing and lockdown measures introduced during March led to the largest decline of the quarter with sales down -15.1% on March 2019. Emile van der Ryst, Senior Client Insight Manager – Trade at data analysts GfK, said: “Projections for the remainder of 2020 are difficult to make, but we know there will be a significant drop in April sales. The next few months will be critical in determining how the industry adapts to the new ‘normal’. Online sales will continue to grow and start to play an even bigger role going forward.” BMF CEO John Newcomb added: “Merchant sales figures revealed in this report are the first results within our sector to reflect the negative impact of the Covid-19 pandemic and Government measures to reduce transmission of the virus. “In the current circumstances no-one will be surprised by these figures. They reflect a period when confidence dropped as coronavirus spread across the world to the UK and many building sites and builders’ merchants shut

down completely when the lockdown took effect on 24 March. “Due to the method of collection, we can be sure that the BMBI results are an accurate reflection of the period. Whereas the estimates published this month by the Office of National Statistics (ONS) came with a caveat that they are subject to more uncertainty than usual as a result of the challenges they faced in collecting data during the coronavirus pandemic.

“Projections for the remainder of 2020 are difficult to make, but we know there will be a significant drop in April sales.” “Nonetheless the ONS figures make interesting reading. Total construction output fell by -2.6% during Q1 2020 over Q4 2019, and by -3% in Q1 2020 vs Q1 2019. A closer look reveals a poorer performance in RMI work, down -3.5% this quarter vs Q4 2019 and by6.0% vs Q1 2019. “Drilling down further, Private Housing RMI work — a mainstay of builders’ merchants’ sales — fell by 14.6% compared with Q1 2019, having dropped -18.6% in March 2020 vs March 2019 and by -8.6% vs February 2020. The decline in the first quarter reported by the ONS is the largest since data was first published in Q2 2012.

“So where are we now? Sites are beginning a gradual return to work whilst maintaining enhanced safe working practices. Although this demonstrates the construction industry’s desire to assist in the recovery of the UK economy, with contractors reporting a slump in new orders and reports of projects being postponed, we remain in the land of ‘unknowns’ and it is far too early to say how long that recovery will take.” Speaking about a picture which highlighted a number of regional disparities in terms of the impact of Covid-19, John said: “The performance of builders’ merchants’ sales in different parts of the country offers a clear reflection of the regional health of construction. From the Q1 results we can see that London and the South East were the first regions to be significantly affected by Covid-19, even prior to the lockdown. The next Quarter’s results will tell us if those regions will also be in the vanguard of the recovery.”

■ The full BMBI Q1 2020 report can be viewed via www.rdr.link/mr105

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Confronting a crisis With the survey of participating merchants for The Pulse this month taking place in late April, the impact of COVID-19 had truly begun to bite. In an extended feature, we look at the consequences for merchant sales and confidence. The government’s announcement on 23rd March to close all nonessential businesses to contain the Coronavirus put Britain into lockdown overnight. Following much confusion as to what this meant for the construction supply chain, clarification was ultimately offered and many merchants were able to maintain a level of trading. For this month’s feature, interviewing took place between the 20th and 28th of April. At the point of research, many merchants had reopened with restrictions — including limited or no access to the trade counter, reduced staff and opening hours, click & collect service only, or pre-booked collections and deliveries only — while others remained fully closed. Because of the unusual circumstances, as well as the regular questions on sales expectations and confidence, additional questions were asked to get a better picture of the market and trends through the lockdown. Responses from merchants on both the effect of running partially closed branches and intentions to (more) fully reopen included: “At the start of the lockdown it was okay. As we go further in, customers are getting more demanding.” “Those that collect seem happy enough.” “We’re currently trialling opening a few branches for a few hours with specific PPE. If this works, we may move to opening more branches for customers to come into the store.” “Over the next couple of weeks, we’re hoping to open full hours and have measures in place so customers can enter the branch.”

Material supply Asked what proportion of their suppliers are currently able to supply them, 28% said most of them - 46% said about half — see Chart 1. Comments from merchants included: “Having trouble getting bathroom supplies, but no trouble getting heating supplies.” “Sector specific, especially plaster. This is very hard to get hold of.” “85% of suppliers are shut. Anything that hits London hits us six months later. My suppliers are starting to run out.”

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. Net zero implies no change. Reference Charts 2, 4 and 5.

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TRENDS MONITOR

Sales expectations A net -56% of merchants, interviewed towards the end of April, expected April sales to be down on March. This is a sharp fall from the previous survey — see Chart 2. Small branches (net -72%), merchants in the Midlands (-80%) and nationals (-77%) were particularly affected. A net -66% of merchants anticipated a decrease compared to the same period last year. Expectations were weakest among small branches (net -79%), merchants in the South and nationals (-85%).

Among merchants expecting lower sales compared to April last year, a quarter couldn’t estimate what it would be. Just over a third (36%) expected a decrease of 50-75% and 21% expected it to be more than 75%. See Chart 3.

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Looking to the next three months (April to June), a net -18% of merchants forecast lower sales compared with the previous three months (January to March). See Chart 4. Merchants in the North (net +36%) were the only ones to forecast a quick recovery and increase over this period. Of those anticipating a drop compared to the previous three months, most (37%) expect sales to be down 50-75%.

Interviewed at the end of April, builders’ merchants were anticipating a V-shaped bounce back with prospects for the next six months starting to recover sharply. Only a net -5% of merchants expect sales to drop April to September compared to the previous six months (October-March). See Chart 5. Large branches were least positive (net -25%). Regionally there is a North/South divide with merchants in the North and Scotland

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TRENDS MONITOR

being much more optimistic with a net +29% and +60% respectively expecting an improvement compared to those in the South and Midlands (net -24% and -14% respectively). While regional merchants (net +3.5%) expect sales to improve, independents expect no change over the period. Nationals are expecting sales to drop (-16%). Of those forecasting a sales decrease in the next six months, 30% were unable to say how bad it could be. A further 50% are expecting anything between 25% and 75%.

own business was not as significantly impacted month-on- month, with a net -3% of merchants less confident in April than the previous month. Year-on-year, however, a net -39% of merchants were less confident in the effect on their business in April than the same period last year. See Chart 6. Independents were most affected, with a net -54% less confident over the period.

Confidence in the market A net -19% of merchants were less confident about the market in April compared to March. Confidence was weakest among independents (-42%) and also fell significantly in small and large branches (net -33% and -27% respectively). Year-on-year, confidence plummeted with a net -68% of merchants less confident in the market in April than in the same month last year. See Chart 6. The Coronavirus and uncertainty around its impact were obvious reasons mentioned by merchants for the sharp fall. Confidence in their business Merchants’ confidence in their

■ 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 the 12th survey in the series, with interviews conducted by MRA Research between 20th and 28th April 2020. Each month a representative sample of 100 merchants is interviewed. Due to the Coronavirus lockdown and the number of closures in April, this survey is based on a larger number of contacts (265) to establish the level of closures plus 69 completed interviews, balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ The full report and analysis 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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MERCHANT FOCUS: CORONAVIRUS SPECIAL

The new normal Further easing of the lockdown has included actively encouraging the construction sector to return to work, with the merchant sector having to adapt their working practices to the challenges of Covid-19. PBM speaks with Keyline Civils Specialist and a number of its branch managers to find out how the firm has adjusted.

ith a set of methods in place including the use of social distancing, PPE equipment and the rearrangement of facilities, retailers from supermarkets to garden centres have had to learn quickly how to make their environments safe for both colleagues and customers going forward. And this has been equally true for the merchant sector. In turn, this has meant both customers and staff have had to be flexible and accommodating. Clearly all contractors will have to change their working relationship with their merchant in order to maintain a level of business. Going forward, certain universal principles will now have to apply — practices that Keyline Civils Specialist,

along with other merchants that are currently open for business, have already adapted to. Keyline is one of the few merchants that has remained open since the start of the lockdown. Currently, 46 of its branches continue to remain open and operational to support essential services and trade account customers. With the need to maintain public utilities, gas, water and electricity, in addition to the maintenance of road, rail networks and the reinstatement of HS2, it was necessary for the firm to quickly create a new set of guidelines and practices to comply with social distancing for both customers and colleagues. These measures include: • The continued closure of branch trade counter and office areas to customers and visitors at all times, with all trade occurring in the yard. • The use of a call-and-collect service with prearranged time slots available, and access to site only being granted to those with a prearranged time.

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• Once inside the yard, social distancing is observed at all times and customers have the option to load materials themselves or have a staff member do so on their behalf. • Alternatively, a contact-free delivery service is offered — although next day delivery cannot currently be guaranteed. • Finally, the need for a signature of receipt has been suspended with staff now taking photos as proof of delivery and yard colleagues signing on behalf of the customer. The delivery note is also emailed to the email address provided at point of order. Speaking from his yard in Portsmouth, Branch Manager Alex Hairsnape commented: “We are currently operating on a ‘one in / one out’ system and while effective

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“Everyone will have to adapt and it is important that all merchant branches, serving whatever sector, help to spread that message to their customers.”

it doesn’t always run smoothly. Mostly, customers arrive at their allocated time but others turn up early, some late, or others turn up without an appointment at all. Whatever the circumstance, we try and manage it.” Andy Goodings, Keyline’s Branch Manager in Reading, said: “At the start there was frustration, as all customers were trying to provide for essential services and were in desperate need of materials. Despite this, generally customers have understood as they know they will be getting their materials as fast as possible. “The process from how we worked before, to how we work now has changed daily, including safe distancing and reduced staffing levels. We’ve had to manage customer expectations as we go and they are

now really conscious of how busy we are and appreciate the ongoing situation.” The managers stressed that it is important that customers understand this new way of working as the days of quickly stopping at the yard to pick up materials, as and when needed, are now over — for the time being at least. Although, as Leeds Branch Manager Richard Tinson pointed out: “If it’s an emergency, we are still flexible. If they have to collect something, we ask them to bear with us and in the main people understand.” For those that order straight to site, the managers stated that generally companies have learned to book ahead and in bulk, and anticipate that deliveries may be slower than before due to the number of orders. Having been open since the start of lockdown and with the last few weeks to

learn from, Richard feels in a good position to service his customers in comparison with others. He explained: “While this process has been testing, it hasn’t been too hard to adapt as the process has been gradual over the last eight weeks. “We have evolved as the changes have happened; but for those that are just about to reopen, I think it will be difficult for them to quickly understand the extended lead times and the new rules and regulations. For those branches that have been open throughout, we have adapted to the new normal and tested out future processes for other merchants.” The latest figures published by Build UK indicate that its contractor members continue to reopen their sites, with 86% of infrastructure and construction sites in England and Wales now open. The numbers are continuing to rise steadily yet swiftly, indicating that the demand on merchants is only set to increase. However, with many suppliers only recently returning to manufacturing, it is anticipated that the supply chain will take some time to replenish. Andy Goodings said: “Getting supplies is easing gradually. The products we had difficulty sourcing at the start are slowly coming back into stock with other manufacturers notifying us on what they will be doing to boost supplies over the coming weeks. There will be a rush for materials as everyone goes back to work and now that the Government is encouraging it, we must be prepared.” Richard Tinson added that there are lessons to be learnt from the pandemic: “I hope the industry takes note and learns to plan ahead. Site managers will have to change how they operate. They are used to being serviced so well by the merchants, with next day service; but for now, they will have to plan ahead and understand that we are all doing what we can. “Everyone will have to adapt and it is important that all merchant branches, serving whatever sector, help to spread that message to their customers.” ■ To view an informative video which explains Keyline’s approach to safety protocols for collection, enter the shortcode www.rdr.link/mr106

www.professionalbuildersmerchant.co.uk

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SPECIAL REPORT: CASHFLOW IN A CRISIS

Credit where credit is due

Mike Collins, Managing Director of Direct Route business to business debt recovery specialists and AccountAssyst online credit management, argues that if ever there was a time to review your credit management, it is now.

t is fantastic news that merchants have reopened. However, I believe the focus must now be on thinking differently. As a business we have worked with builders’ merchants for years, recovering debt of all sizes. During the pandemic, many had our number on speed dial and I’m pleased to say we recovered significant sums. However, do you want your business in the position where avoidable write-offs are incurred because you are doing the same as you did pre-pandemic?

Here are five tips to reduce your overdue invoices and debt. 1: Don’t base credit agreements on credit reports alone. The only realistic advice I can offer with regards to credit ratings and reporting limits is… be wary. We all know that credit reports are based upon the last accounts filed at Companies House. From the first available date, they’re already several months out of date. Undoubtedly credit reports provide good indicators, and strong businesses with tangible

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assets remain so, but nobody knows how Covid-19 has damaged an individual business. Some elements of credit reporting will help, such as payment data feeds which are going to be crucial as credit reporting organisations settle into the new norm. Credit reporting providers will quickly downgrade the rating on any business once alerted to overdue invoices of significance. Act immediately on this information to protect your interests. Upload every customer to your credit reporting provider’s monitoring service to enable 24/7 knowledge about important changes. Act swiftly towards those with limits drastically (and suddenly) cut by your reporting agency. Withdraw limits and pursue overdue monies quickly. In the absence of satisfactory payment promises or positive feedback escalate to your chosen third-party route without delay. 2: Don’t automatically grant credit to new customers New customers are always welcome, but why are new customers coming to you? Are they unhappy with their current provider(s), or

could it be the other way round? What you want are long term loyal customers with a mutual appreciation for the business relationship; customers that pay you to terms, or close to them. For new customers, a ‘tiny steps’ policy is advisable for granting credit until a trading pattern and important prompt payment evidence is established. Set out clearly the rules of engagement. Accept the ire of your sales team when activating speedy collection action on recently recruited late paying customers. If they know you mean business from the outset they will not re-offend. 3: Trade Credit Insurance — know the new limits With the UK government confirming it will provide guarantees for all currently available trade credit insurance, builders’ merchants (and the BMF) breathed a sigh of relief. However, insurers are nevertheless reducing and pulling limits on customers for future trading. When a customer’s credit insurance limit has been downgraded to £nil is it a sign of serious financial distress? Has the

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“The landscape has changed. Acting quickly on overdue customers is the only option. But how can you achieve successful recoveries from customers prioritising their survival?” customer been reported as a late payer by another insured party? If you cannot get a limit for an existing debtor customer, escalation of your collection process should be immediate. If a new customer is asking for supply of goods on credit and you cannot get a limit, is it because the insurer has a potential claim in progress from another insured unpaid party? Limits are granted largely based on credit reports which are being significantly downgraded. Whilst 100% of the new credit reporting limit may be supported by your policy, this is not the old pre-pandemic limit.

Is it time to revise credit limits on all customers? 4: Review your collections process — room for improvement? Ensure you have strictly defined stages in your credit control process, for example: on stop at 7 days overdue, with the first gentle nudge reminder sent on day 10. Second reminder on day 17. Final notice and deadline for payment on day 24; phone calls day 24 to 31. At day 31 if no payment or satisfactory response, automatically escalate to third party collection agency.

Mike Collins, Managing Director of Direct Route business to business debt recovery specialists and AccountAssyst online credit management

For values exceeding £XXX, or for primary regarded customers, refer to management for approval prior to escalation. 5: Third-party escalation — collections agency or solicitor legal route? The landscape has changed. Acting quickly on overdue customers is the only option. But how can you achieve successful recoveries from customers prioritising their survival? Insolvency options, such as Administrations, will come to the fore soon. When this happens procrastinators will not have been paid. Those taking prompt action will already have their monies secured. A good debt collection agency will communicate with financially distressed debtors, achieving compromises within their financial means and palatable to you. Using a zero-cost debt collection agency, such as Direct Route, is probably the most logically viable. By comparison it’s difficult to see merit in risking extra fees in solicitors or court costs. Months of court backlogs currently exist on court claim issues and enforcement. Can overrun bailiffs and High Court Enforcement Officers reasonably be expected to do their jobs effectively given social distancing measures? All in all, avoid legal if possible. Communicating and negotiating with cash strapped customers will save time and fees.

■ A BMF service member, Direct Route Collections is keen to hear from merchants in need of help and advice during the concerning current climate. For more information via the PBM website, visit www.rdr.link/mr107

www.professionalbuildersmerchant.co.uk

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TRAINING ZONE

The comeback trail The BMF is highlighting the importance of training to maximise merchants’ potential for a post-Covid bounce back.

ust as coronavirus pandemic has led builders’ merchants to re-configure their operations to provide a ‘Covid-secure’ environment for colleagues and customers, the BMF has been reconfiguring its training offer to help merchant staff develop the skills that will help them succeed within the ‘new normal’ that’s developing as we move gradually out of lockdown measures. Needless to say, training courses have moved online and will likely stay that way for the foreseeable future, unless the learning can be held in-house with appropriate safety measures in place. While some courses have been adapted for the new virtual format, others have been specifically developed to fulfil changing needs. Stock Management, one of the first of these new courses, is delivered via a series of short webinars and ran for the first time last month. The subject matter is highly topical as the UK comes out of lockdown with aged stock likely to be an issue for many merchants. By the end of the course delegates will have discovered how to reduce slow and non-moving stock and maintain appropriate levels going forward, thus ensuring a positive impact of sales and customer service. Run over the course of a week as five x 1.5 hour modules and delivered using Zoom Meeting, the course is designed for anyone with an interest in stock management from procurement, category and branch managers to stock controllers and yard supervisors. By the end of the course, delegates will understand how stock affects profitability and service levels

and demonstrate appropriate stock management techniques. The initial course was extremely well received with some telling feedback on lessons learned. One of the real eye-openers was the cost of holding stock, and the impact slow moving lines have on the profitability of the business. As one delegate said: “I was shocked when we calculated the cost of holding stock and, going forward, I will be getting much more creative in finding ways to reduce this.” Another noted: “I have been relying too much on the system to (calculate the impact) for me, but it clearly needs more human intervention.” The BMF has also created a number of one day Virtual Classroom courses to help merchants align their skills to different ways of selling and managing accounts in the new normal. For example, Max Your Post Covid-19 Bounce Back will develop an understanding of the current sales environment, the challenges facing key customers and how merchants can help them address those challenges. This practical course will help delegates identify and agree the actions they should take next. And what better than a virtual course to explore the new reality of Selling Virtually? This course will help merchants plan and facilitate virtual sales conversations, build rapport and keep the customer engaged in addition to exploring how to gain a full understanding of their needs and — importantly — how to close a virtual meeting and gain commitment.

Upcoming Virtual Courses 11 June Maximise your Post COVID-19 Bounce Back Opportunities 12 June Stock Management webinar series 17 June Selling Virtually — A New Reality 10 June Elements of Sales Planning 11 June Key Account Planning 18 June Turning Reactive Sales Calls into Sale Opportunities 23 June Psychology of Pricing 23 June Communicating Remotely for Success For more information these courses and on all BMF Training, contact james.spillane@bmf.org.uk or on 02476 854980.

■ To find out more about these and other Virtual Classroom courses covering Sales and Key Account Planning and Making Reactive Sales Calls, check out the Training section of the BMF website at www.bmf.org.uk or email paige.godsell@bmf.org.uk

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TRAINING FOCUS Bradfords celebrates its 250th anniversary this year and stresses the expertise and ability of its staff as a key reason for its success over the years.

Train of thought Research has repeatedly shown that training plays a vital part in improving both staff retention and engagement. PBM speaks with two h&b member merchants — Lords and Bradfords — who are using training strategically to consolidate their teams, grow business, and to attract and retain talent.

nsuring a pipeline of talent is available — from apprentices to knowledge experts, team supervisors and even the next director — ensures that individuals feel valued and can see real career progression. In addition, it will make making sure that companies stay one step ahead of their competition, retaining the best staff along the way. This can be where the sticking point comes — independent merchants run on a tight staff level, and taking staff out from the counter for training can be seen as simply a disruption. Yet as Allan Durning, Membership Director of h&b, says: “Training and development need to be seen as a key tool in the whole business’s successful and profitable operation, and not just something that HR does.” To this end, every organisation needs to analyse its own training and learning needs and take a health check on the skills, talent and capabilities of their people to find out where there are gaps in the existing skills, knowledge and attitudes of employees. With an impressive history that stretches back 250 years to 1770, Bradfords Building

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Supplies places enormous emphasis on the expertise and ability of its staff, seeing this as a key differentiator for the business and crucial to driving sales, customer loyalty and margins. Indeed, as the company’s Head of Talent and Development, Bradfords’ Lynda Moore has a job title which very clearly demonstrates its training strategy — identifying, training, and developing the current and future stars that will take the business forward. She says: “Like every merchant, we find it a challenge to recruit really good quality people, and the costs involved in doing that are high, so we are making real efforts to grow and develop our own talent as well as bringing in the best from outside.” Lynda highlights two programmes which the company is rightly proud of. The first is a successful apprenticeship scheme run in partnership with Yeovil College. She explains: “Apprentices bring with them eagerness and enthusiasm, and this can have a positive effect on the rest of the workforce. They are from a generation that do not take getting and keeping a job for granted.”

The majority of Bradfords apprentices are Level 2 Retail and are with the group for 15-18 months “working in the business but with an L Plate on.” Stints in customer service, finance and on the trade counter give them a really broad understanding of the whole business, as Lynda explains: “Lots of our apprentices are young people and their managers need to learn how to manage that dynamic, how they think, how they operate, so that has been a great learning process for us all! “The whole company has really bought into this programme. The apprentices have been like a breath of fresh air and everyone has taken great pride in doing their bit in their development.” The company won the Somerset Apprentice Award in 2018 and it guarantees a role in the business for everyone that successfully completes their course. Six now have permanent positions with a number already earmarked as future branch managers. “The merchanting trade isn’t always great at recruiting raw young talent,” says Lynda. “This scheme shows younger men and

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“Training and development need to be seen as a key tool in the whole business’s successful and profitable operation, and not just something that HR does.” Allan Durning, Membership Director of h&b women that you can have a bright future in merchanting at a family owned company with a great culture.” The second strand of Bradfords’s training strategy is its Fast Track Programme to grow and develop talent already within the business. Line managers identify twelve people with the potential to go further and the company builds a year-long bespoke training programme designed to teach people how to manage themselves and others. “The participants learn a lot about themselves in that year,” says Lynda “And they present to the senior board at the end of the process to show what they have learned. They are given a high profile within the

business to reflect our expectations and senior buy-in. So far, every single participant has grown within Bradfords, so we have definitely seen a return on our investment.” Like Bradfords, Lords has also taken a multi-layer approach to its training strategy in order to maximise the impact at all levels of the organisation. In addition to a Senior Leadership Team Programme, ‘Excel’ is a twelve month programme for branch managers and other senior managers based around developing leadership skills by teaching managers about how to manage, communicate with and understand their teams. Similarly, ‘Emerge’ is a programme for managers who have the potential to go further in the Lords Business whilst ‘Transition’ is designed for managers in support roles. “The whole programme is predicated on our strategy to develop better leaders and to achieve better retention of the great talent in the business,” says Lords MD Richard Perkins. Excel is at the heart of the whole programme and is run by an external training company, Acuity, that the firm selected specifically because it is steeped in merchanting experience and understands the demands of running a merchant branch. Richard explained: “Historically our branch managers have been sales focused,

usually a big personality in the branch and that is great. But the Excel programme helps them to gain a more rounded commercial focus since branch managers today have to wear so many different hats and manage a diverse team. “In fact, I’d say that the key role for a branch manager nowadays isn’t to sell but to lead, coach and support.” The company will also be launching the Lords Academy in 2020, offering e-training for everyone in the business on topics as diverse as personal development, product knowledge, and compliance. This is based on a specially tailored version of the BMF’s programme so it suits Lords’ ethos and culture perfectly. Richard is clear that Lords considers the ROI of its training in far more than pounds, shillings and pence. He said: “We look at measures such as staff churn, customer approval, and staff satisfaction rather than straight financials when we evaluate the success of the programme. It’s important to bring in great talent, but it’s also vital to let our internal people see that Lords offers the potential to progress and grow. We want a happy, engaged Lords family and training is a really vital part of that.” Bradfords is equally delighted with the outcomes of its training schemes and has plans to launch a senior management development programme in the near future on the back of Fast Track’s success. Lynda says: “This programme isn’t just for large merchant organisations; it is easily scalable for any kind of business and if Bradfords is leading the way, we are happy to share our results with fellow merchants.” ■ For more information visit www.handbgroup.com

www.professionalbuildersmerchant.co.uk

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ROOFING, FLOORING & INSULATION

Knauf Insulation's Jill Fox carries out in-branch training (pre-lockdown)

Sound business sense Industry demand for resilient, high-performance buildings means it’s no longer enough for insulation to offer thermal performance alone. Graham Wroe, Sales Director (Building & Distribution) at Knauf Insulation, explains how merchants can benefit from this trend towards insulation products that do more — starting with acoustic performance. the height threshold to 11m and widening the building uses to be covered. But while fire safety is the most obvious example, it isn’t the only performance factor newly on the radar of customers. There’s another issue attracting increasing attention — noise.

oday, insulation needs to do so much more than just prevent heat transfer. Post-Grenfell, there is a welcome focus on fire safety, for example, with non-combustible materials being mandated in high-rise residential applications, and the government has been consulting on reducing

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Why acoustic performance matters We know more than ever about the damaging impact of noise pollution. Collectively, it costs Europe £24bn per year in lost productivity, impaired learning and harm to health. And the figures on a personal level are no less stark — with people regularly

exposed to busy roads or airports 25% more likely to suffer from depression, for example. As anybody who has ever lived with noisy neighbours can testify, a little bit of noise can do a lot of damage. Homeowners, businesses, local authorities and developers are becoming more aware of the negative effects of noise and expect their buildings to do a better job of mitigating it. All of which encourages installers and contractors to think more about acoustic performance. And because insulation is one of the simplest and most cost-effective ways to improve it, that’s where many of them will start.

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Mineral wool slabs being installed

New materials for merchants on acoustic insulation Knauf Insulation lays claim to being the UK’s only manufacturer of both Glass and Rock Mineral Wool insulation, making it well placed to advise on both. The company has a dedicated Merchant Support Team and sales representatives who can provide branch training and specialist advice on the acoustic performance of insulation, as well as other opportunities for merchants. It has also developed a set of materials to help merchants get their staff and customers up to speed on all things acoustic, with a new product finder tool, a leaflet and poster:

Opportunities for merchants This means there are business opportunities open to merchants who can highlight the benefits of the acoustic performance of mineral wool insulation. First of all, a better understanding means you can give better advice to your customers. Merchants are respected for their expertise, and those who can add value by advising are more likely to retain their customers’ business in a competitive and rapidly changing industry. Secondly, by understanding how different materials and products perform, merchants can ensure they stock the right range of

Mineral wool insulation being used in an internal wall

insulation products to cover all applications. The fibre structure of Glass and Rock Mineral Wool naturally absorbs much of the kinetic energy of sound waves, turning them into heat energy. This compares with rigid foam boards which absorb few sound waves and are more prone to air gaps which can allow sound to ‘leak’ through. Thirdly, it provides opportunities to upsell from insulation products not typically suitable for acoustic performance (for example, loft rolls), to value-added products specifically designed for acoustic performance. Finally, understanding insulation acoustic performance unlocks opportunities for merchants to cross-sell with related products. An installer looking to buy plasterboard for an internal partition wall on a domestic project could be persuaded to purchase an accompanying acoustic insulation solution if they understand the potential quality of life impact on the end user. The construction industry is changing, and with it the type of products and support merchants are expected to offer is evolving too. Merchants who stay ahead of the curve with these changing trends — like the push for better acoustics — will be best-placed to capitalise on the opportunities they present.

www.professionalbuildersmerchant.co.uk

Noise Reducing Insulation Product Finder — a helpful tool for roofs, walls and floors in new-build and refurbishment projects. Select the details of a project from the dropdown list of options, and the tool will give advice on the relevant regulations and a product recommendation for the specific application. ‘Noise Reducing Insulation – What you need to know’ leaflet — provides an overview of the key facts about insulation and noise reduction. ‘When to use acoustic insulation’ poster — which shows the most common applications where acoustic insulation should be used, for display in-branch.

If selling a roll product, make sure it's Acoustic Roll rather than Loft Roll for noise reduction

■ For more information on Knauf Insulation’s acoustic solutions, enter the shortcode www.rdr.link/mr108

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ROOFING, FLOORING & INSULATION

Rubber soul

Permaroof MD Adrian Buttress

For any flat roofing project, adhesive and sealant products are an important part of ensuring a successful installation. Permaroof MD Adrian Buttress and John McMullan, General Manager at Firestone Building Products UK & Ireland, discuss the importance of merchants recommending good quality adhesives to their customers — and how it is critical to pair the right adhesive with the right membrane to ensure durability.

eveloped to be long-term solutions due to the “optimal balancing of key ingredients” to give extended durability, EPDM roofing membranes can be expected to withstand the elements for more than 50 years. So, it follows that the adhesive used to adhere the roof to the deck is of equally high performance — ensuring a robust, durable and resilient system that requires minimal maintenance and adapts to current and future building needs. Adrian Buttress, MD of Permaroof, explained: “Rubber roofs can be applied using cold, water-based adhesives, which has resulted in a safer, faster application method — and this is why the single-ply roofing system has become increasingly popular in recent years. “As buying habits continue to change with new products coming to market all the time, it’s vital that builders’ merchants become more than just stockists and sellers; instead continuing to develop their knowledge to become a trusted source of information.”

He continued: “Knowing exactly how a product and its subsequent system performs, as well as the individual benefits it can provide both during installation and to the end-user, will ensure merchants are properly assisting contractors and ultimately helping them choose the right product to give the best possible installation. “If a contractor has visited the branch to buy roofing material, having this background knowledge and being able to recommend a good quality adhesive and explain the long-term benefits of doing so also provides merchants with the perfect opportunity to upsell.” Recommending that specifiers and contractors invest in a quality adhesive to properly adhere the roof to its deck will bear many long-term benefits, from protecting the building from various weather conditions and keeping it safe and secure to making the system more cost effective in the long run. “Exposure to various difficulties such as heavy rains and strong winds will lead to wear and tear, reducing the longevity of the

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roof, which undoubtedly means spending more money on maintenance or even replacement costs,” added Adrian. “However, if an installer is using a quality and genuine adhesive during the installation process, this will work to guarantee the long-term performance of the water proofing. I’ve seen isolated cases where an adhesive has failed, and it’s turned out that the product a contractor was using wasn’t authentic.” A ‘full system’ approach Adrian argues that the best way for contractors to avoid problems and failures down the line is to ensure they are using a full water-proofing system which consists of a membrane, adhesive, tape and primer — all from the same brand. He said: “The single system solution is hardly a revelation considering that the problem of unreliable results clearly stems from overly using a mix of products. But it’s important that it’s reiterated and heard clearly by the industry. It also helps to aid traceability, which is more important than

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ROOFING, FLOORING & INSULATION

ever before on commercial projects and helps to keep a high standard of roofing in the UK.” Firestone’s John McMullan takes up the point: “Using a rubber membrane and its matching adhesive purchased from one source offers a reliable long-life solution. This industry-proven system has been designed to work together in harmony and it’s critical that the adhesive is matched because it has

been tested in a lab under various controlled conditions to prove its durability. “Furthermore, choosing a full system from a reputable brand will usually mean the inclusion of a warranty. For example, Firestone offers a membrane warranty up to 20 years with every installation by a licensed or authorised installer. Things are designed and made to go together and this is no different for a roofing system.”

A further point is related to temperature fluctuations, as Adrian explains: “The world’s temperature isn’t static, and a good adhesive will be able to cope with this weather cycling and withstand climate fluctuations — something that is becoming increasingly important as a result of global warming. “It’s not just about how a product lasts in its natural state. Roof covering surface temperatures change over a 24-hour period, meaning it’ll get warm during the day when it’s exposed to direct sunlight and cold at night.” As adhesives are unseen and hidden beneath the surface of the roofing membrane, it is easy to understand why some may choose to save on their cost. But ignoring the critical role adhesives play in a good quality roofing installation means the system may end up failing to a catastrophic — and expensive — effect. ■ Permaroof is a leading importer and distributor of Firestone RubberCover roofing products. For further information for merchants on EPDM rubber roofing systems, enter the shortcode www.rdr.link/mr109

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ROOFING, FLOORING & INSULATION

Going for growth

lmost a year into the job, Onduline MD Paul Duffy is maintaining his plan to “re-energise” the long-established company and set its trajectory for future growth. Founded in France in 1944, Onduline is a leading player in manufacturing bituminous corrugated roofing materials, laying claim to a huge 95% of global production in bitumen sheets, with its lightweight eco-friendly roofing system used across the globe for agricultural, industrial, leisure and DIY applications. With products manufactured at various sites in Europe, Onduline UK is based in the City of London. And, speaking in April just as the coronavirus crisis was beginning to take hold, Paul said that while the company was maintaining a profitable position, UK sales in recent years have been “solid rather than where they could be”. He explained: “The good news was that while the business had been losing market

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share, it wasn’t to direct competitors. It happened because we had not been in touch with customers enough. They were beginning to forget us as no-one was consistently calling on them.” Paul has addressed this by reshaping the UK team, making a series of new appointments and, in March, establishing a revised structure alongside introducing what he describes as a “fresh, sales-led strategy”. The changes included the newly-created role of Head of Marketing and exploring digital routes to market, with Paul stating: “We needed to get better at telling the Onduline story, to increase brand awareness and our exposure in the marketplace. Also, for our sales team to re-engage with the roofing merchants and specialist distributors who sell our products.” He continued: “Onduline has always had strong indirect relationships with many of the national and regional builders’

PBM speaks to Paul Duffy, Managing Director of roofing solutions specialist, Onduline Building Products about the firm’s strategic direction. merchants through our supply partners, where our quality products have been used for many years. This channel remains a priority moving forward. “We have aspirations to further strengthen our relationship with the merchants by increasing the product range available for them to distribute through their supply channels. Furthermore, we would very much like to support the merchants through their dedicated buying groups in partnership with our key supply chain partners where possible.” Of the then-emerging impact of Covid-19, he added: “Where our existing supply chain partners are not currently operating, we would be happy to work direct to support merchants further and increase the range of Onduline products available to them.” The company states that it is the “lightweight roofing segment leader in the UK” for the timber frame buildings market,

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“The merchant channel remains a priority moving forward. We have aspirations to further strengthen our relationship with merchants by increasing the product range available for them to distribute through their supply channels.” from the equestrian and agricultural sectors, to log cabins and orangeries, to sheds, summer houses and pergolas — but Paul believes it could do even better. Low pitch solutions One area outlined as having “huge opportunities” is under-roofing for very low pitch applications. The underlay system is installed below tile, slate or shingle roof coverings, creating an independent secondary weatherproof roof and Paul said: “The pitch can be as low as 12.5°.”

He continued: “It has BBA (British Board of Agrément) certification and is starting to attract questions from architects and specifiers who are recognising the benefits, as well as the green credentials. “It has big advantages in major cities like London, Manchester, Birmingham and Liverpool for example, where there are height restrictions for buildings. By putting on a low pitch roof, it means they can potentially get another storey on.” With a new direction established, Paul believes he has laid the foundations for a

resurgent Onduline in the UK: “The objective is to achieve sustained and profitable growth, and stay ahead of our competitors. We’ll do that by reaching the right customers, reinforcing our core markets and developing new ones.” ■ For more information on Onduline’s range of lightweight roofing solutions, enter the shortcode www.rdr.link/mr110

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ROOFING, FLOORING & INSULATION BMI AERODEK Drawing on its extensive experience in lightweight metal tiles, BMI has introduced AeroDek. Described as being faster, safer, stronger and lighter than traditional roof coverings, AeroDek has been designed to replicate the high aesthetic of clay, concrete or slate in a tile guaranteed to last for 40 years. Made from a recyclable, galvanised steel core protected by a resilient, multi-layer stone-coated finish, the interlocking tiles are said to be quick to install, lightweight and resistant to damage by vandalism or extreme weather. AeroDek is also suitable for flat-to-pitch conversions down to 10°.

For comprehensive details on the new AeroDek, visit www.rdr.link/mr111

ALTRO WOOD KAIMES SPECIAL SCHOOL Altro Wood adhesive-free safety flooring has been fitted in Kaimes Special School in Edinburgh. The product is said to “create maximum impact with minimum downtime”, with 12 wood-look colour choices allowing the creation of a range of aesthetics. With 14dB impact sound reduction and a 10year guarantee, the product is designed to offer a safe, durable and decorative solution and is described as being ideal for busy public spaces, with no associated adhesive odours.

For information on how Altro Wood flooring can transform learning spaces, enter www.rdr.link/mr112

BARRETTINE ARMOURFLEX SYSTEM The ArmourFlex System has been designed to create a professional protection and care solution for all types of solid and engineered wood floors. Manufactured in the UK, the dual system includes a high-performance Wood Floor Lacquer/Varnish, offered in six finishes, and a specialist pH-neutral Wood Floor Cleaner. The formulation features invisible ceramic particles which are said to boost strength further, providing an exceptionally durable stain and scratch-resistant coating. The lacquer is offered in two shades: Natural Clear and Enriched Clear and is offered in a matt, satin or gloss finish, and in 3 litre and 5 litres units.

Enter the shortcode www.rdr.link/mr113 for details on stockist support.

RECTICEL INSULATION DECK-VQ Deck-VQ is Recticel’s response to customer demand for super-slim insulation that is said to maximise comfort and protection in limited space. With a thermal performance core of lambda 0.006, the insulation was selected as the ideal fit for the renovation of ‘the Water House’, overlooking Hampstead Heath. Graham Hannington, Director at Essex & London Roofing said: “Due to the complex nature of this project and the need to minimise roof thickness, Deck VQ VIP panels were absolutely essential to its success. For its size, it has an astonishing thermal performance. When combined with its easy handling ability, Deck VQ represents a model of insulation innovation.”

Full technical specs for Deck-VQ can be viewed via www.rdr.link/mr114

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SIKA TYPE ‘S’ MEMBRANE Home to service personnel as well as providing a finishing school for up-and-coming fighter pilots, an MOD base in Wales has utilised the Sika-Trocal’s Type ‘S’ system in the construction of a new medical and dental centre. The system is designed to ensure a watertight performance across roofs regardless of size or complexity and carries a 25-year guarantee. Main contractor, Galliford Try, used the 2mm-thick, mechanically-fastened Sika-Trocal Type ‘S’ membrane across a 200m2 roofing area of the new facility.

For more on Sika’s wide range of products, use the shortcode www.rdr.link/mr115

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TIMBER & JOINERY

David Hopkins, Chief Executive of the Timber Trade Federation, envisions a profitable, greener future for merchants, in conjunction with colleagues across the timber supply chain.

Shaping a green revival Image courtesy of BSW Timber

he Covid pandemic has made many re-focus on what’s important, in life and in business. Rightly, our collective short-term focus remains on the health and safety of family, friends, staff and colleagues. Looking forward, as we begin to return to work, an opportunity exists to re-shape the future — by protecting the climate that we and future generations must live with. In a recent Financial Times article, investors caring for multi-billion Euro asset portfolios warned investee companies not to renege on their climate change policies and carbon reduction targets. Some eight different asset management groups urged companies to centre their post-pandemic business strategies by focussing on a green economic revival. The Timber Trade Federation sits uniquely in the supply chain, with our members straddling both forestry and processing at one end through to major builders’ merchants selling timber to builders, joinery workshops and carpenters at the other. I have asked our colleagues across the wider wood industry for their their views on maximising the business and environmental value of timber’s contribution to a greener economy: Stuart Goodall, Chief Executive of forest industry body Confor, says that effectively

utilising the sales potential for timber products means becoming familiar with the broader arguments in favour of timber as a material. He explained: “We all appreciate that trees absorb CO2 while they’re growing, yet their climate change benefits go much further. “Timber stores CO2 in its wood fibre for its lifetime, so the wood products you sell will be storing carbon for many years. The third factor is that replacing other building products with timber avoids the emissions associated with producing for example concrete and steel.”

Nick Boulton, Chief Executive of the Trussed Rafter Association (TRA), also emphasises the ultimate recyclability of timber products as part of their sales appeal. He said: “Both trussed rafters and metal web joists use specially designed lightweight engineered steel plates and webs to form the structural joints between their timber members. When the products are finally removed from a structure during renovation or demolition they can be easily dismantled, reused and recycled. For those working with architects and need extra information, the

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TIMBER & JOINERY

“Sustainability issues are making themselves felt for the first time in the merchant sector, so we need to work closely with suppliers to get the good news out there about timber products.” Chris Hayward, Managing Director of NMBS TRA and Wood for Good have produced a Life Cycle Analysis for trussed rafters.” Looking more closely at the merchant sector, it is often quoted that timber and wood products comprise 20-25% of a general merchant’s turnover. Accordingly, Chris Hayward, Managing Director of NMBS, argues that increasing your knowledge on timber products is essential to marketing them effectively and thereby further growing your sales. Chris explained: “NMBS is working closely with the Timber Trade Federation this year to bring our merchant members up-to-date information on sustainable timber products. Our series of Timber Topics for merchants, produced for us by the TTF, highlight all the sales-related information that merchants need, from new products and developments to standards, storage and more. “Sustainability issues are making themselves felt for the first time in the merchant sector, so we need to work closely with suppliers to get the good news out there about timber products.” Promoting both appreciation and knowledge of timber’s beneficial role in climate change extends throughout the supply chain. The British Woodworking Federation represents around 700 joinery firms across the UK and its CEO, Helen Hewitt, said:

36 PBM JUNE 2020

“First on the list of our Six-Point Blueprint for Wood is to unleash the potential of the woodworking ad joinery manufacturing sector by ensuring wood is appreciated and valued as the sustainable product of choice for the construction industry. “The benefit of using wood is even greater than its value in biodiversity terms. For example using Wood Window Alliance window frames, compared to PVC-U units, can save 89kg of CO2e per average family house. That’s the equivalent of driving around 6,500kms in a small family car.” What is more, our colleagues at the front end of the supply chain, the SME builders who use sustainable timber and products like wood fibre insulation, already recognise the twofold opportunities of a green building revolution. Brian Berry, Chief Executive of the Federation of Master Builders, remarked: “The construction industry has a key role to play in responding to the dual challenges of boosting growth and tackling climate change. UK buildings are responsible for approximately 40% of energy use and are a key area for reducing carbon emissions. “The Government’s own figures suggest that 20 million floors, 8 million lofts and 5 million cavity walls are all in need of insulation. Independent research shows that cutting VAT on housing renovation and

repair could provide an economic stimulus of more than £15 billion over a five-year period and create thousands of new jobs.” At the Timber Trade Federation, we are making significant inroads into Government thinking. Our report last November, on ‘How the Timber Industries Can Help Solve the Housing Crisis’, was created with the All Party Parliamentary Group, involving supply chain partners including the Structural Timber Association, and it highlighted the climate benefits for using more wood in buildings. Overall then, the case for using sustainably-grown timber is strong, and is ready for merchants to harness as housebuilding sees its vigour return. Builders’ merchants should work with their TTF member suppliers to gain the knowledge they need to take their rightful place in creating a better climate for business, and a better world climate for their children’s future. We can all work together to shape a greener business revival if we take to heart the words of manufacturing guru Henry Ford, who concluded: “A business that makes nothing but money is a poor business”. ■ The Timber Trade Federation offers considerable information tailored to the needs of builders’ merchants. Enter www.rdr.link/mr116 for details.

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TIMBER & JOINERY

Added value supply chains Howard Morris, Managing Director at Trade Fabrication Systems (TFS), explains how collaborating with offsite processing partners can help to build value into the supply chain both in the short term and long term, giving merchants a competitive advantage in a pressured market.

n recent times, and quite possibly now more than ever, builders’ merchants have faced high levels of uncertainty. Yet it is not an industry that is without its challenges in a normal world. Effectively managing inventory is a major challenge in the merchant sector, and being able to predict supply and demand is difficult at the best of times. Insufficient stock can result in lost sales opportunities, whereas surplus stock can damage cashflow. As an incredibly competitive market, merchants across the nation have standardised their ranges to cut costs and remain profitable — ultimately resulting in commoditised inventories and less choice overall for customers. It has become standard practice to ensure standard stock items are available, and with many merchants now offering the same products it only serves to encourage competition for the same sales. However, with advancements in modern processing techniques for timber products and the increased awareness of the benefits of offsite processing, some forward-thinking merchants have sought to build a commercial advantage by utilising a processing partner to enhance products, add value and increase their offering.

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Opportunity knocks One thing that you can guarantee almost every builders’ merchant will have in stock is a blank door. Commonly held as unfinished, primed or simply white, timber doors are a perfect opportunity for merchants who are looking to enhance product offering without impacting inventory. Advancements in modern timber techniques have enabled builders’ merchants to offer pre-finished and pre-machined doors, without housing the doors in stock. Available in any RAL colour, the merchant can offer this as a standard finish in its product portfolio and by working with offsite processing partners, get this sent to the customer pre-finished, ready for immediate installation. Similarly, the processing ability of partners should equip them with the potential to accurately precision cut space for door seals, hinge mortices, locks, letterbox slots and more, reducing the need for a joiner onsite — saving the customer time and money. Traditionally running the risk of damaging a finished door onsite, merchants can be confident that their end users will be satisfied with a factory-completed, clean and precise result.

Virtually any timber substrate held in stock can be processed and enhanced through offsite processing. Whether it is softwood, MDF (panel or mouldings), cladding, plywood, OSB or doors, all of these have the potential for a value add element to the customer. By working collaboratively with an offsite processing partner, this presents an opportunity for merchants to leverage advantage in an already competitive market. Without impacting inventory or stock levels, merchants can enhance their existing stock to the benefit of the end users — while maintaining profitability. Processing a partnership Working in partnership with offsite processors is an opportunity for builders’

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merchants to add value and improve overall offering for their customers. With that in mind, it is imperative that the processing partner of choice will respond to demand and ensure the quality of the finished product is of the highest standard. The most reliable indicator of performance and quality is the BS EN ISO 9001:2015 quality assurance certificate. For merchants, identifying partners who work to these quality assurances is an indicator that there are clear processes in place to ensure the quality whilst also instilling confidence that these are diligently followed. To alleviate any pressures on the merchant, it is paramount that the appointed partner is independent. Therefore, only the products supplied by the builders’ merchant will be enhanced to the agreed specification and finish, ensuring merchants retain their purchasing power.

Working with a partner who can provide logistics support is also a key consideration. A processor who can hold merchants’ stock ready for call off and can deliver on a JIT scale is beneficial to enhancing build programmes for customers. Processed products can be sent direct from the merchant’s chosen supplier, straight into the processing facility — allowing for a combination of items to be processed, providing increased sales opportunities and margin enhancements. It is also vital to choose a partner who is able to professionally pack and protect products for delivery. In doing so, this will help to reduce damage in transit, therefore minimising the risk of financial loss for the merchant if goods are impacted. This will not only protect the merchant’s reputation, but also make sure the product is ready for

immediate installation by the end user. It is important that builders’ merchants help to provide their customers with more choice without dramatically increasing the cost per item. Although difficult singlehandedly, working with business-to-business partners is an opportunity to reap the rewards of offsite processing and gain a competitive advantage in a commoditised environment. ■ Trade Fabrication Systems is a leading processor of coated and laminated wood-based panel products. To find out more about the services it can offer the merchant sector, enter the shortcode www.rdr.link/mr117

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TIMBER & JOINERY

Clad tidings M

anchester-based Timber Focus has been supplying businesses across the United Kingdom since 2018 and is a partner of one of Europe’s largest independent cladding suppliers, Groupe Rose. Growing from strength to strength, last year the company moved into the home improvement and professional builder sectors, working with a large number of timber and builders’ merchants — from national chains to small independents — to make its full range available in outlets across the UK and Ireland. Keen to support its trade roots, the company is said to be constantly expanding its portfolio for merchants and their customers, offering a wide choice of premium timber products including wholesale machine profiles for joinery applications, cladding, decking and fencing. With large stockholding at sites in Harwich Docks and Stoke-on-Trent, the company says it is able to provide fast delivery nationwide. With a line-up that includes products suitable for a variety of interior or exterior projects, the current range contains:

Viking SertiWOOD painted timber cladding — coming with a ten year painted warranty; ● Black Painted Featheredge, 175mm wide; ● Dutch Barn rebated Featheredge, 200mm wide; ● Charred burnt effect DragonWOOD; ● Rustic and White Wax Cladding; ● Western Red Cedar Cladding and Fencing; ● Thermowood; ● Siberian Larch, Natural — old look aged pre-weathered range; ● Standard Treated Softwood Shiplap cladding and decking products. Only using sustainable wood, Timber Focus products are fully FSC and PEFC certified and have been showcased at popular events and on TV shows, including Grand Designs. As a member of TRADA, the senior management are specialist on all things timber and the company prides itself on the quality of the products and service it offers merchants, with short lead times and free samples available. Andrew Goto, Head of Sales for Timber Focus, said: “The last few years have been fantastic for Timber Focus, with our ●

“We work hard to ensure that builders’ merchants, no matter how big or small, are able to enjoy the very best timber products at the very best prices. With a huge variety of styles and options available, we carry a large stock which guarantees fast delivery across the country.” 40 PBM JUNE 2020

PBM speaks with Andrew Goto, Head of Sales for Timber Focus, who explains how the specialist timber importer and distributor is looking to support UK merchants as a ‘one stop shop’ for premium timber cladding solutions for internal and external applications including decking and fencing.

partnership with most of the leading public and private builders’ merchants last year being a real highlight for us. Whilst the step into the DIY home improvement market is an important move for Timber Focus, it is not at the detriment of our established merchant network and we are proud to be strengthening this further. “We work hard to ensure that builders’ merchants, no matter how big or small, are able to enjoy the very best timber products at the very best prices. With a huge variety of styles and options available, we carry a large stock which guarantees fast delivery across the country.”

■ For more information on Timber Focus, including an introductory video, enter the shortcode www.rdr.link/mr118

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TIMBER & JOINERY

Construction continuity As manufacturers begin to ramp up production following the disruption caused by the coronavirus pandemic, Norbord tells PBM that it is “back in business”.

ith increasing numbers of merchants (safely) opening their doors, the trade is increasingly turning its attention to getting back to business in a responsible and considered manner. The supply chain is beginning to open up, with many manufacturers ramping up production and bringing the relevant members of their sales and support teams back to work. Norbord, for example, says that it has been “taking all the necessary precautions to ensure the continuity of its reputation as a dependable, trustworthy and leading manufacturer”. The firm states that it is “fully focused on playing a key part in restoring productivity” to service the sector and is now “back up and running, working on ensuring that service levels are optimised as soon as possible”. Sales Director Andrew Francis said: “We are back in business and, with the sales team fully up and running, we are ready to supply product again.” Furthermore, the company notes that its products are made in the UK, giving it the ‘supply chain security’ needed to provide the materials that will help businesses get back

to work or pick up on the many projects that have been on hold. Indeed, Norbord says that its product range of SterlingOSB Zero, CaberFloor, CaberFix and CaberWood MDF can help a merchant’s trade customers to pick up where they left off. These are all detailed in the firm’s A5 Engineered Wood Panels Product Guide, including comprehensive technical data and installation advice. In addition to this, the booklet highlights different applications, including roofing, flooring, walling, timber frames, hoarding and shopfitting. The company has recently invested £145m in a new plant in Inverness, Scotland. Manufactured using renewable heat from on-site biomass boilers, its SterlingOSB Zero range, for example, is described as a sustainable, low-energy product with excellent physical performance characteristics. With zero added formaldehyde and even more environmentally-friendly to produce than its predecessors, a new family of products under the popular OSB brand comprises SterlingOSB Zero 3, SterlingOSB Zero Tongue and Groove, SterlingOSB Zero SiteCoat, SterlingOSB Zero Fire Solutions and

SterlingOSB Zero StrongFix. Construction 2025, the joint government and industry strategy, outlines ambitious targets for the UK construction industry. Within the next five years, both construction-related emissions and project delivery times must be halved, while construction costs are required to be reduced by a third. Offsite timber frame construction will be one of the solutions for housebuilders — and Norbord says that its range will be an “essential component in terms of green, speed and cost”. Given the current need to make up for lost time, speed and continuity on site are also prime considerations with the firm’s CaberShieldPlus flooring solution. Comprising Norbord’s popular moisture-resistant CaberFloorP5 tongue-and-groove particleboard flooring panel, it is specially designed to withstand exposure to wet conditions. With protection on both sides, and not just the exposed upper surface, the system is BBA-approved for up to 60 days’ continuous exposure to the elements when used with the company’s CaberFix D4 adhesive. ■ To watch a series of video guides to Norbord’s panel product ranges, enter the shortcode www.rdr.link/mr119

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TIMBER & JOINERY

W.HOWARD UK ISO 45001 ACCREDITATION

DURA COMPOSITES DECKING TILES Dura Composites has launched a new range of composite decking tiles which are said to be able to transform outdoor spaces into stunning decking areas in minutes. The company says that one potential application will be to allow businesses in the hospitality sector to temporarily increase usable space and establish outdoor areas which are compliant with social distancing. Available in Mahogany and Pebble Grey, the tiles are made from recycled materials which will not need painting or treating and also feature an advanced antislip surface.

For full tech specs, enter the shortcode www.rdr.link/mr120

W.Howard UK has successfully completed the switch from OHSAS 18001 accreditation to the new ISO 45001 standard — a full year ahead of the deadline. The new standard introduces a framework that can be used throughout supply chains to create a culture of health and safety that will continually improve occupational health and safety performance. It also means that risks can be identified and controlled earlier on in the management process than is required by OHSAS 18001, which focuses more on identifying hazards. Group MD Graham Williams said: “I’m delighted that W.Howard has achieved ISO 45001 accreditation, particularly considering the recent challenges posed by the COVID-19 pandemic.”

To view the company’s latest product brochures and videos, visit www.rdr.link/mr121

RONSEAL TRADE YACHT VARNISH

Ronseal Trade has added a new yacht varnish to its leading range of exterior woodcare and coatings products. The clear, solvent based varnish is available in gloss and satin finishes, and is described as delivering a superb finish and fast application thanks to rapid drying and re-coat times. As a solvent based product, Ronseal Trade Yacht Varnish delivers reliable curing regardless of environmental conditions. Rainproof in four hours, it can be re-coated in as little as eight hours — said to be around half the re-coat time of a typical solvent varnish.

For more on Ronseal Trade’s exterior range, click www.rdr.link/mr122

MEDITE SMARTPLY SMARTPLY OSB

COMPOSITE PRIME ABZORBIT With a simple ‘spray-on and brush off’ technique, Abzorbit is a brand-new cleaning product to quickly remove grease and stubborn oily stains from timber and composite decking. Complementing the firm’s range of composite decking, Director Domenic Harrison said: “One of the most common problems with uncapped composite and timber decking are the stains. The grease from a single dropped sausage can ruin the look, and until now there has been no foolproof way to remove grease and stubborn oily stains other than by the costly process of replacing the board.”

To view a demo video, enter www.rdr.link/mr131 42 PBM JUNE 2020

Illustrating the material’s versatility, SmartPly OSB has been used to provide sustainable, structural support and flooring in a series of innovative self-build structures in Kildare Town, Ireland. Garvan de Bruir, traditionally a furniture maker, used the product to create the buildings that are now the workshops for his design studio DE BRUIR.

Find out more about the company’s full range of products via www.rdr.link/mr132

HAVWOODS WOOD FLOORING

The company says that floors can be transformed with its sizeable collection of reclaimed and engineered wood flooring. Different finishes across the range include light, neutral finishes in addition to more striking grey and black designs to “revive and transform all interior schemes”. White washed boards, for example, are currently a popular interior choice. Not only do they offer a clean and natural appeal, they also complement both minimalist and bold schemes to provide a versatile option.

To see the full range, enter www.rdr.link/mr133 in your browser

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PLASTER, DRY LINING & BUILDING BOARDS

Rapid response PBM puts the questions to Toupret about its new Joint, Skim & Fill range.

Q A

What are the reasons behind the introduction of the new Joint, Skim & Fill range? Professionals had been increasingly asking us for plasterboard jointing and skimming products. There are already several products in the Toupret range that do these tasks, but we realised there was a need for a really great quality system of products that does the job from beginning to end. Pros were telling us that they were interested in a solution that gets the job done quickly, but obviously they didn’t want to compromise on quality. We were able to develop a range with the same great quality that professional tradespeople have come to expect from Toupret products, and to introduce a few new features too.

Q A

What does it do that conventional fillers or plastering can’t? The range is specially formulated to joint, skim and fill with one coat. Plus, there’s no need to prime the surface and no shrinkage. Saving on steps like this means the job gets done quicker, and means that trade professionals can save on materials.

At the back end of the job, it’s also easy to sand, and tradespeople won’t have to spot prime before painting. We also have a Quick Dry product that’s ready to paint in three hours, so it really is possible to get the walls completely finished to an excellent standard in just one day.

Q A

Is it compatible with other surfaces and coatings? Yes, the range is really versatile on that front. All Toupret fillers are compatible with each other. As well as plasterboard, this range can be applied to previously painted surfaces, plaster as well as cement, concrete, masonry and stone.

It can also be overcoated with any conventional paint or wall coverings without a mist coat. What are the key products in the range?

Joint, Skim & Fill: Powder in 5kg and 10kg bags Joint, Skim & Fill Quick Dry (ready to paint in 3 hours): Powder in 5kg, 10kg Joint & Skim (for manual or machine applications): Ready Mixed in 20kg bucket Patch and Repair Filler Quick Dry (ready to paint in 3 hours): Powder in 1kg, 2kg, 5kg Patch and Repair Filler: Ready mixed in 1.5kg tub

● Toupret has produced some very useful and instructional videos for its new Joint, Skim and Fill range, and you can make use of our digital reader enquiry service to access them directly. Enter the shortcode www.rdr.link/mr123 to visit the company’s YouTube channel.

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PLASTER, DRY LINING & BUILDING BOARDS

Using Toupret’s new Joint, Skim & Fill products is said to be easy. The following steps will help present its benefits to trade customers: Step 1 – Preparation

Step 2 – Tape or scrim the joints

Joint, Skim & Fill can be applied directly to the plasterboard. There’s no need to prime or seal the surface with PVA as one would when plastering. The adhesion of the filler is more than enough without this (whether on painted or unpainted substrates). In fact, the filler is moisture-vapour permeable, so avoiding a primer allows the substrate to breathe and lets out any moisture in the wall.

Because Joint, Skim & Fill is a one-coat filler, we like to use a self-adhesive scrim or tape directly on the joint. That way, users can apply the joint filler over the top rather than bedding the tape into a first coat and applying a second coat later.

Step 3 – Mix up the filler

Step 4 – Joint

Add the powder to the water. Depending on the filler formula, Joint, Skim & Fill mixing rates are 380 – 450ml of water per 1kg powder. As a rule of thumb, if the filler stays on the filling knife when it is turned over, the consistency is about right. If it’s too loose, more filler should be added. If the user is struggling to get the filling knife in, more water can be added. Care must be taken though — a ‘spreading’ mix for jointing and skimming works better if it’s a bit looser than a ‘filling’ mix for gaps and holes. Detailed mixing rates are on the back of the pack.

The filler is applied over the joint with a caulker or similar tool. It needs to be allowed to set for 45 minutes, then sanded if desired followed by dusting the surface down. As only one coat has been applied, the sanding should be minimal.

Step 5 – Skim

Step 6 – Paint

For the best surface finish before painting, the whole surface can be skimmed using a caulking knife or trowel. Toupret says not to worry if there are slight ‘tramlines’ as these will sand out easily after the filler has set.

If your customer is using the Quick Dry version of the product, it will be ready to paint in three hours and there is no need to mist coat the surface before painting as one might with plaster. The paint won’t be sucked in or flash or grin, so the filling, jointing, skimming and painting can be completed all in one day.

■ For further information on the Toupret Joint, Skim & Fill range enter the shortcode www.rdr.link/mr124

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PLASTER, DRY LINING & BUILDING BOARDS

MAKE GOOD PLASTERS WHITE MULTI-SKIM FINISH

PC PRODUCTS BEADMASTER The brainchild of professional tradesman Pete Carter, Beadmaster is designed to make easy work of a difficult stage of the building process. When plasterboard is badly cut and it is difficult to achieve a good finish, the bead can be used to re-establish a good edge and deliver a perfect finish around sockets, switches, downlights and sprinklers. The products will help ensure the highest quality results ‘first time, every time’ to reduce re-work and snagging, and also provide an important health and safety advantage by providing a protective barrier from potentially live connections to a level of IP 55, keeping the cables contained within clean and safe. Easy to plaster and paint over, when the work is dry, the centre section can be cut out to reveal a perfectly flat and reinforced plastic edge, allowing the socket faces to be fitted. Pete was interviewed by our colleagues on Professional Builder magazine last year and the concept also won a ‘Top Product’ award from our sister publication Professional Electrician. With distribution already secured via a number of leading builders’ merchants and electrical wholesalers, Pete is eager to get his creation into more outlets.

For more information on the full range of Beadmaster products, including an informative product video, enter the shortcode www.rdr.link/mr125

Make Good Plasters and Fillers started out in 2017 with a small range of jointing and filling products, followed by the launch of undercoat plasters and plasterboard. Now, having collaborated with an experienced team of UK-based plasterers and following “thousands of trial development tests”, the firm has released its “much-anticipated” white multi-skim finish. Director Tim Surmeli said: “The UK plaster market is well established with some products that are very dominant. Plasterers have long been screaming out for choice in the market and we have worked closely with them to deliver them just that. Our aim was to create something ‘for plasterers, made by plasterers’. “This process has been a real labour of love. After three long years in the making, we are so pleased to see our multi-skim come to fruition and be able to add this to our product range. This is a game changer for the UK plaster industry.”

For further details including a product video, visit www.rdr.link/mr126

MARMOX MULTIBOARD The redevelopment of a large residential property in Sutton Coldfield to create a £5million mansion has shown the versatility of Marmox Multiboard, with the product used in a number of applications on the build, both inside and out, featuring within the pool/spa complex and then around a terraced patio area. The six-bedroom home has been extended to the rear and has had a third floor added during a year-long rebuild, creating additional bedrooms, living rooms and high specification recreational space. As one of the specialist package contractors on the project, West Midlands based IMAC Joinery has installed more than 100 of the 600 x 1250mm Multiboards. The 10mm thick boards are held securely against the concrete blockwork, offering a suitable substrate for applying the marble tiles. All of the boards, dowels and Marmox waterproof jointing tape were supplied by Galaxy Insulation and Dry Lining in West Thurrock. Marmox Multiboards are manufactured from extruded polystyrene (XPS), faced on both sides with mesh reinforced, polymer cement mortar and offer a range of positive physical characteristics in addition to being fully waterproof. They are light to handle and easy to cut, while still being able to sustain substantial loadings if required and they further offer good thermal insulation performance, helping to cut condensation risk.

Comprehensive information on Multiboard, including data sheets and suggested applications, can be viewed via www.rdr.link/mr127

www.professionalbuildersmerchant.co.uk

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MARKETING SUPPORT

2020 vision With a host of new products coming on stream, Knipex has also bolstered its point of sale support for merchants.

ounded in 1882 and now in the fourth generation of family ownership from its base in the German city of Wuppertal, Knipex is one of the world’s leading brands of pliers. Improving ‘functionality, ergonomics and durability’ are said to be the foundations of its constant process of innovation and new product development, and the company is supporting its 2020 product launches with a raft of eye catching point of sale and marketing materials to help boost sales. New display solutions include glass cases, illuminated boxes and accessories such as shelf stoppers, perforated panel hooks, secondary stands and displays. Marketing Manager David Barnes said: “Our POS materials can be adapted to your available space, and installation is quick and easy. The selling aids create an attractive display for the range of Knipex products, including the new introductions for 2020. “Our UK team is available to help merchants with product information and details on how to source the marketing materials and new products.” Highlights of the new product range for 2020 include the Knipex Cobra XS — billed as the smallest water pump pliers in the world. Offering full functional capability, the

46 PBM JUNE 2020

pliers are just 100mm long and can be comfortably used with just one hand to make them ideal for use in tight spaces. The tool can adapt to eleven adjustment positions and grip nuts up to 24mm in width across flats and other workpieces up to 28mm. Like all products in the existing Cobra family, the XS is selflocking to pipes and nuts, ensuring no slipping from the workpiece. Another new addition, the Knipex TubiX pipe cutter features the clever QuickLock single-handed quick adjustment system which makes it easier to cut copper, brass and stainless steel pipes with only one hand. The tool is 180mm in length and will accurately cut pipes from 6 to 35mm in diameter and with a wall thickness of 2mm. An integrated deburring tool is also included in this useful device. The cutting wheel on the TubiX is made of quality ball-bearing steel while the metal housing is light and durable magnesium. The needle-beared and spring-loaded cutting wheel can be easily exchanged, whilst a spare wheel is also located in the feeding barrel. Further developments from Knipex include a new 300mm pliers wrench that can now grip width across flats up to a diameter

“Our POS materials can be adapted to your available space, and installation is quick and easy.” of 68mm (2½") due to two additional adjustment positions. Equally, the new Knipex CoBolt S is now available with a recess on the cutting edge, so the popular compact bolt cutter can cut through round materials even more effectively. Amongst the many other range enhancements, the Knipex PreciStrip 16 enables fine, flexible and solid cables to be stripped quickly and precisely from 0.08 to 16mm2. ■ For further details on the 2020 innovations from Knipex, enter the shortcode www.rdr.link/mr128

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VIESSMANN WHAT YOU REALLY WANT PROMOTION Vitodens boilers purchased by Viessmann Trained Installers until February 2021 will contribute to exclusive rewards, from boots to boilers, under the new ‘What you really want’ sales promotion. Marketing Director Darren McMahon said: “As we begin to think about getting our lives back to some kind of normality, we would like to give a little back to our loyal installers whose business we value enormously.”

WERNERCO BOSS RANGE VIDEO GUIDES

With manufacturing facilities and construction sites beginning to reopen, WernerCo’s says that its series of step-by-step video guides for the BoSS range of mobile towers are ideal for those looking to refamiliarise themselves with the range. The nine videos, each dedicated to an individual BoSS product, will serve as a helpful guide to quickly and easily assembling access tower systems from right across the range, including the company’s innovative StairMAX 700, Ladderspan and Clima solutions.

FLUIDMASTER NEW WEBSITE The brand-new site has been designed to display the manufacturer’s Airgap 6000 range of toilet repair parts. Visitors will be able to browse available products, watch informational videos, download resources and check out a comprehensive variety of FAQs. In addition, a regularly updated blog will help customers and installers stay up to date with current news and ‘behind the scenes’ information from the company’s UK HQ. Sales Director Stuart Cronie said: “A hub for installers, end users and our stockists, the site has a clean and modern design, incorporating fresh information on our products and services. We’re also pleased to share product and installation videos, offering tips and information about our Airgap 6000 range.”

PJH SPRING/SUMMER BATHROOMS TO LOVE CATALOGUE

LFI - LADDER & FENCING INDUSTRIES BRAND REFRESH

A UK manufacturer for over 70 years, LFI – Ladder & Fencing Industries has recently unveiled a new website, brochure and a number of new products — in addition to a comprehensive overhaul of its branding. The ﬁrm says that with the changes to the EN131 ladder standard, it needed to offer “clarity on durability and user expectations” and has segmented its range to do just that. Accordingly, LFI Tuff-branded products are said to be suitable for frequent use in more demanding environments and are made from larger proﬁles and stronger materials. The LFI Pro products are described as offering the best combination of lightweight design and durability for the professional user, whilst LFI Home encompasses easy to store, light duty access products for occasional use.

ACCESS SOLUTIONS TO KEEP YOU CLIMBING PRODUCT CATALOGUE #KEEPYOUCLIMBING

With a collection that continues to evolve, the new 312-page brochure features many new on-trend bathroom products as well as some major enhancements to PJH’s ‘ReﬂeXion’ own-brand enclosure range. The guide also features new ranges within its furniture, brassware, shower enclosures, mirrors, bathroom lighting and accessory categories. The Bathrooms to Love Collection is said to build on the growing success of PJH’s wider bathroom portfolio, striving to offer a great choice throughout the ‘good, better, best’ price points.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mr129 www.professionalbuildersmerchant.co.uk

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PRODUCTS & SERVICES WORCESTER BOSCH EASYCONTROL COMPATIBLE WITH ALEXA Worcester Bosch has announced the integration of Bosch EasyControl and Alexa by Amazon, allowing for voice control of home heating. Existing EasyControls can be updated without the need for an installer. A simple update to the app will be available through either a push notification or manual updating. It will then be synced to the homeowner’s Alexa.

BRISTAN WAVE DIGITAL SHOWERS The Bristan Wave digital shower range claims to provide functionality and aesthetic designs suited to customers who are keen to tap into the latest showering technology. The Wave Single Outlet Touchpad and the WavePlus Dual Outlet Touchpad, for example, both feature a bespoke pause mode that allows users to stop their shower before soaping or shampooing. The feature then remembers the shower settings used previously and reintroduces them at the tap of the touchscreen.

BLANCO CLASSIMO The Classimo brushed stainless steel sink from Blanco has been developed to combine classic design with modern high quality features such as a concealed C-overflow and InFino drainage system with a flat, PushControl pop-up remote control button. The “performance classic” range comprises the single bowl 45 S-IF, the one and a half bowl 6 S-IF and the XL 6 S-IF which boasts an extra-large bowl. Each sink features an IF flat edge for extra flush and overlying installation — which can be reversible too.

GEOCEL MS POLYMER RANGE Formulated to ensure trade professionals achieve the best quality results, Geocel has launched The Works Pro sealant and adhesive and The Works Pro X high grab adhesive. The Works Pro is a multi-use sealant and adhesive that can seal, fill, and bond virtually any surface, wet or dry — inside or out. The Works Pro X, meanwhile, is a high grab adhesive that offers instant grab and bond. It can be used on virtually any wet or dry surface and in both interior and exterior applications.

NEOPERL MIKADO AERATOR The Mikado aerator from Neoperl is a water-saving device which can be easily retrofitted to a bathroom tap and is said to reduce the flow of water to just over a litre a minute — a 65% saving on an average tap. Its flow creates a grid-like spray pattern formed by individual water jets, and is said to be an appropriate solution for a cloakroom or bathroom where the bowl is rarely filled and is predominantly used for hand washing.

SANIFLO KINEMOON Now in stock and available for delivery, the Kinemoon stone effect, textured shower tray is said to tap into the trend for natural stone-style shower trays whilst also doubling up as an effective anti-slip surface rated to PN24. Available in five colours — white, anthracite, grey, black and sable — it also has three different patterned waste covers which are self-coloured to blend in with the tray. At just 26mm in height, the super flat tray is designed for easy access but can be supplied with an optional riser kit if extra height is required.

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MARLEY PLUMBING & DRAINAGE INSPECTION CHAMBERS In response to customer demand, Marley Plumbing & Drainage has launched a new range of adoptable inspection chambers for both type three and type four installations, which are compliant with Sewers for Adoption and Building Regulations. The new BSI approved range of inspection chambers, which are suitable for adoptable and non-adoptable applications, have been developed to be compatible with Marley’s 150mm Quantum sewer structured wall drainage and its 110mm and 160mm solid wall drainage, in order to provide specifiers, contractors and housebuilders with a ‘one stop shop’.

BALLYCARE 365 RANGE In a move which sees workwear specialist Ballyclare make its range available to new customers, the company has unveiled a collection of high-quality general workwear. The new Ballyclare 365 line-up includes a wide range of garments, all of which have been designed to meet the needs of workers in the building and construction sector. The 365 range features a variety of functional everyday wear for both men and women, including polo shirts, t-shirts, softshell jackets, hoodies, fleeces and cargo trousers. Each garment is available in black, navy or charcoal colour combinations.

GROUND-GUARDS FASTCOVER PLUS Made from 100% recycled PVC, Ground-Guard’s new FastCover PLUS in an extension of the firm’s existing range. Lighter and easier to install, FastCover PLUS is a ground protection solution that is suitable for a range of onsite tasks, from surface protection for block paving and interior floors, to temporary protection for paths and walkways during site works. Weighting 14.5kg per mat, it can be laid directly onto grass, footpaths or stone bases and features a superior anti-slip surface for maximum health and safety.

ROLLINS BULLDOG TOOLS Bulldog Tools has been manufacturing shovels, spades and forks in the UK since 1780, and is distributed via Rollins. The Bulldog Mini Square and Round Mouth Shovels are designed for use in confined and hard to reach places and their size makes them very easy to carry and store. The head is manufactured from high quality, durable carbon steel with a lightweight fibreglass reinforced shaft which is fitted with a soft feel full size D grip.

HYDROROCK NATURAL AQUIFER SUDS Designed specifically to solve critical flooding, storm water and drainage problems, Hydrorock has launched Natural Aquifer SuDS. Made from natural Rockwool, Natural Aquifer SuDS systems are described as a “unique aquifer water management system” that replicates the natural water cycle by allowing the necessary buffering, absorbency, infiltration and retention of excess water to prevent onsite flooding and drought. To learn more about the systems, Hydrorock’s online three-part CPD introduces the new technology used to develop the new Natural Aquifer SuDS system, looking at the benefits and some real-life examples.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mr130 www.professionalbuildersmerchant.co.uk

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade .......................................................................page 9 Aggregate Industries ..........................................................................................page 13 AkzoNobel ...........................................................................................................page 4 Blue Rock Systems Ltd ......................................................................................page 22 BSW Timber Ltd ................................................................................................page 12 Builders Merchants Federation ...........................................................outside back cover Centurion Europe Ltd .........................................................................................page 37 Combilift Ltd ......................................................................................................page 39 Kilwaughter Minerals Ltd ....................................................................................page 28 Long Rake Spar Co. Ltd ......................................................................................page 7 Merlin Business Software Ltd .............................................................................page 37 Norbord Europe Ltd ...........................................................................................page 17 Permaroof UK Ltd ..............................................................................................page 33 Simpson Strong-Tie ...........................................................................................page 31 Stuart Turner Ltd ................................................................................................page 22 The Millboard Company Ltd ..................................................................inside front cover Ubbink (UK) Ltd .................................................................................................page 31

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JUNE 2020

CORONAVIRUS How the sector has responded to the crisis

WORKWEAR & EQUIPMENT Upselling opportunities

PLUMBING & HEATING

BRICKS, BLOCKS & HARD LANDSCAPING

Looking beyond gas heating

INFORMATION TECHNOLOGY

GARDENS & L ANDSCAPING

Trade counter efficiencies

Maximising outdoor sales

DOORS, WINDOWS & SECURITY Capitalising on a growing market

Plus: News, MKM opens its 70th branch, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Pushing the pause button

See page 51

Weathering the storm

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

www.professionalbuildersmerchant.co.uk

CORONAVIRUS CRISIS

PAINTS & WOODCARE

Implementing the new normal

Premium coatings

TOOLS, FIXINGS & ADHESIVES

DRAINAGE & WATER MANAGEMENT Fantasy Football

Fantasy Football What happens now? See page 75

New product launches

Plus: News, The Pulse trends monitor, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

THE PULSE Fantasy Football Sporting shutdown See page 51

Feedback from the merchant frontline

Plus: News, digital growth, debt recovery, training, industry comment and more.

Fantasy Football Get ready for the big re-start See page 51

www.professionalbuildersmerchant.co.uk

Please contact Kirstie Day on 01923 237799 50 PBM JUNE 2020

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With Paul Davies

BACK TO THE FUTURE So, the Premier League is set to resume on 17 June. Is it too soon? Will it be safe? Just how strange will it be? And will Liverpool finally secure their first top flight title in thirty years?! There are a total of 92 matches left to play as a consequence of the coronavirus interruption, in addition to squeezing in the latter rounds of the FA Cup with the final set for 1st August. Incredible as it seems at the time of writing, there are even suggestions that 20,000 fans may be able to safely attend at Wembley given the scale and layout of the national stadium… Although questions remain unanswered, I’m sure we’re tentatively looking forward to a summer spectacle of football of a rather different nature to the one we were originally anticipating. Let’s hope it all plays out safely…

MORE THAN JUST A GAME For all the talk about the return of top flight football, there could still be devastating consequences for the lower leagues. Without the mega money TV deals, for clubs below the Championship and throughout the pyramid, make no mistake, this is an existential crisis. As a fan of AFC Wimbledon — a League One team that has come up through five non-league divisions since its (re)formation in 2002 — I’m deeply concerned about the lasting legacy for football clubs that rely largely on getting fans though the gate and matchday revenue, along with hiring their facilities, for the majority of their income…

FANTASTIC TALES On a brighter note, there have been some great examples of creative thinking during the coronavirus. Numerous clubs have tried to enhance the somewhat sterile experience of playing in empty stadia by piping in crowd noise or even placing cardboard cut outs of spectators in the stands, whilst Danish club AGF Aarhus have taken things even further by creating a ‘virtual grandstand’ of giant LED screens showing fans watching via Zoom! Lincoln City have investigated the possibility of streaming matches in a drive-in cinema style, whilst other clubs including Bristol City are looking at staging drive-in movies to raise much-need revenue. We especially loved the story about Livingston’s third choice goalkeeper Gary Maley securing a new deal thanks to a Twitter poll. Starting out as a bit of joke between the shot-stopper and the Scottish Premiership club’s assistant manager David Martindale, a pledge to donate £1 to charity for every vote received had to be walked back after the campaign went viral and received almost 200,000 votes! The story had a happy ending however, with the player being offered a one year contract extension and both Maley and Martindale pledging to donate two month’s salary to the John O’Bryne Foundation.

Follow the PBM / Evo-Stik league at www.pbmfantasyfootball.co.uk WWW.EVO-STIK.CO.UK

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