Professional Builders Merchant March 2021

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2021

Merchant sector sales & confidence

INFORMATION TECHNOLOGY Delivering with data

DOORS, WINDOWS & SECURITY Smarter solutions

WORKWEAR & EQUIPMENT Safety and sustainability

Plus: News, supply chain issues, training, acquisitions, industry comment and more.

Fantasy Football Tight at the top See page 51

www.professionalbuildersmerchant.co.uk

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CONTENTS

March 2021, Volume 31 No. 3

DOORS, WINDOWS & SECURITY 17

RESILIENCE AND RECOVERY The importance of robust supply chains as the industry bounces back from the impact of Covid-19.

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MEETING THE MARK Explaining the new post-Brexit product marking system.

21

CLEAR THINKING Exploring new sales opportunities in roof lanterns and bi-fold doors.

24

CAUSE FOR ALARM Capitalising on the growing market for smart home security solutions.

WORKWEAR & EQUIPMENT 26

SPACE SAVERS How to make the most of limited space to stock and display access equipment in branch.

28

MORAL FIBRE The Hultafors Group explains how it is developing sustainable alternatives to traditional workwear fabrics.

INFORMATION TECHNOLOGY 31

PROACTIVE SALES Making better use of data to drive bottom-line improvements.

35

FORCE OF HABIT With the pandemic accelerating the development of online trading, merchants can maximise revenues by better understanding customer spending habits.

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ESSENTIAL RECOVERY PLAN Using ERP systems to optimise processes, future-proof business and boost profits.

42

DIGITAL ACCELERATION How Grant & Stone has adapted its digital strategy to meet the challenges presented by trading in the pandemic.

43

IT ROUND-UP

REGULARS 5 6 8 12 13 14 44 45 46 48 50 51

VIEWPOINT NEWS MARKET MONITOR FACE TO FACE PEOPLE NEWS BMF TRAINING ZONE PB AD CAMPAIGNS PHPI AD CAMPAIGNS MARKETING SUPPORT PRODUCTS & SERVICES ADVERTISEMENT INDEX FANTASY FOOTBALL

www.professionalbuildersmerchant.co.uk

21 SPECIAL REPORTS 10 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

10

17

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VIEWPOINT

Build back better

T

he Groundhog Day-esque pandemic holding pattern continues, yet the success of the vaccination programme means that the clamour to ‘reopen the economy’ grows ever louder. We’ve experienced false dawns before so, as we have discussed numerous times, a headlong rush out of lockdown can cause greater problems in the future, but the rapid rollout of the vaccines gives tantalising and more tangible hope.

When the pandemic first took hold there was much talk of how its impact could lead to a longer term ‘new normal’ of something different to what went before. Now, perhaps as an inevitable consequence of the general ‘lockdown fatigue’ that has enveloped the nation, it just seems to be an urgent desire to get back to where we were in February last year…

Yet for all the devastating effects that Covid-19 has wrought on great swathes of society and the economy, this is a conversation that will need to be revisited. The true impact on the state of the nation’s finances as a consequence of the pandemic and the government’s essential financial intervention is yet to be felt, whilst certain structural weaknesses in the economy have been exposed.

With an economy so dependent on consumer spending, the pace of recovery will be tempered by consumer confidence.

Vaccination success won’t necessarily put an end to working from home, so what of the effect on the ‘commuter economy’? Jobs already lost may not come back, and how can our town centres and high streets be reimagined following the likely permanent surge in online shopping?

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2021

Merchant sector sales & confidence

INFORMATION TECHNOLOGY Delivering with data

DOORS, WINDOWS & SECURITY Smarter solutions

WORKWEAR & EQUIPMENT Safety and sustainability

Plus: News, supply chain issues, training, acquisitions, industry comment and more.

Fantasy Football Tight at the top See page 51

www.professionalbuildersmerchant.co.uk

“For a sustained recovery, truly innovative thinking will be required across the board with bold and imaginative policy surely a necessity.”

For a sustained recovery, truly innovative thinking will be required across the board with bold and imaginative policy surely a necessity. With the Budget set for 3 March, it will be interesting to consider the Chancellor’s first major address towards the post-pandemic future and an altered economic landscape post-Brexit.

We know that the construction sector in general has been placed at the heart of the Government’s recovery plan, but we are keen to hear more from Number 11 on Budget Day. As noted on our News pages this month, the Federation of Master Builders is but one industry voice to call for a VAT reduction on home improvement works and support in a National Retrofit Strategy to sustainably upgrade the nation’s homes.

For the merchant sector specifically, the pandemic restrictions have greatly challenged one of its previously heralded USPs — close

contact and personal relationships with its customer base. Yet as we have regularly written over the last year, merchants adapted quickly in the early phase of the crisis with digital solutions deployed at great pace to redress the balance of limited interaction at the trade counter.

And as the articles in our Information Technology feature reveal later in the issue, this will doubtless form a permanent development within the industry, yet simply having an online presence is not an answer in isolation. Customer perceptions and requirements have changed; they have become more at ease researching and ordering online, breaking long-established habits and so loyalty will have to be fought for.

Here, the greater access to vital data from burgeoning online sales will be a key tool for the sector, even when the doors to the branch are once again fully opened up.

■ 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 — www.rdr.link — to instantly access additional information on the topics, articles and new products featured in the magazine.

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

www.professionalbuildersmerchant.co.uk

Ian Duff 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

rdr.link

Publisher Bryan Shannon Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £65 post paid

Printed by Walstead Peterborough Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF. Tel: (01923) 237799 Fax: (01923) 246901 Email: pbm@hamerville.co.uk Copyright © 2021

Average net circulation figure for the 11 issues distributed between 1 July 2019 to 30 June 2020 = 9,912 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

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NEWS UPDATE Sustainable showroom

Bradfords Building Supplies has opened a new branch in Glastonbury which includes what is billed as one of the first Sustainable Home Centre showrooms in the UK. Representative of the merchant’s commitment to sustainability for 2021 and beyond, the new showroom has been created in collaboration with Renewable Equipment Solutions (RES), a local Somerset provider of sustainable energy efficient heating and ventilation solutions.

From live heat pumps and underfloor heating, to solar panels and vehicle charging points, the centre will showcase sustainable solutions for domestic dwellings available on the market. It will also be used to provide product training for installers across the region and host CPD courses for architects to keep up to date with the latest and greatest in ultra-efficient technologies.

LEADING MERCHANTS FUEL EXPANSION PLANS WITH FURTHER ACQUISITIONS

Acquisition trail

Grant & Stone has acquired and merged with CRS Building Supplies

Huws Gray has announced the acquisition of Builders Supplies (West Coast) Ltd, based in North West Lancashire. Founded in 1938, the business operates from four sites along the Fylde coast with branches in Fleetwood, Preston, Morecambe and the original premises in Cleveleys.

Owners Peter and Bethan Worthington commented: “We would like to thank all our loyal customers and teams for their support over the years, and for making the company the success it is today. We’re confident that Huws Gray will take the business to the next level and we’re pleased to be leaving it in good hands.”

Matthew Owen, Head of Acquisitions for the Huws Gray Group, commented: “Builders Supplies (West Coast) has always had a commitment to efficient customer service, which fits well with the Huws Gray ethos. We are optimistic about the future, as this represents a fantastic opportunity for us to strengthen our existing presence in North West Lancashire.”

Established in 1990 from a single branch in Anglesey, the Huws Gray Group is now one of the largest independent builders’ merchants in the UK with over 100 branches. The company

says its sustained growth continues to be driven by a “determined acquisition strategy”.

Grant & Stone, meanwhile, has acquired CRS Building Supplies, which trades from 12 branches across Somerset and is headquartered in Wells. The new partnership is described as strategically highly complementary, “creating scale and a geographic extension for both companies, as well as a strong platform for further growth”.

The newly combined group will have 44 branches operating from London to the south west, over 500 employees and revenues in excess of £140m. The founders of CRS, Chris Waelchli and Richard Liddle, will continue to lead the businesses working with Peter Cudd, Grant & Stone’s Chief Commercial Officer, to “realise the growth opportunities that this partnership will deliver”.

by around 20% for my members.

“A three month extension to the Stamp Duty holiday would help address the slowdown in house building, avoiding sales falling through and consumers being priced out of their dream homes. Finally, the Chancellor should cut VAT on home improvement works. We have never demanded more from our homes, and they must be adapted to the ‘new normal’.”

He concluded: “They must also be upgraded

with green measures, delivered according to a National Retrofit Strategy for all our homes. This will set us on the road to net zero carbon emissions by 2050. Cutting VAT will unlock additional capital to invest back into our greatest assets.”

Budget boost?

The Federation of Master Builders is urging the Chancellor to ensure that measures to boost construction are “at the heart of the forthcoming Budget to help propel the economy”. FMB Chief Executive Brian Berry said: “These are difficult times for builders who are weathering a storm of product delays, material prices rises and a drop in consumer confidence. The Chancellor must scrap reverse charge VAT immediately, a damaging new tax policy that will cut cashflow

HA supply deal

A multi-million pound contract between Bromford and Travis Perkins Managed Services aims to improve the efficiency of the housing association’s repairs service. The fiveyear deal is worth £8m a year for the country’s largest builders’ merchant to become the main supplier of core repairs materials used in the housing association’s 44,000 homes in the West Midlands and West of England.

Travis Perkins will supply materials direct to Bromford’s fleet of repair vans when they need them, allowing the housing association’s

6 PBM MARCH 2021

engineers to complete more repairs first time.

Bromford completed 114,479 repairs in its customers’ homes last year, 87% of which were completed in one visit, and it aims to increase this to “at least 90%” by 2023.

Kieran McIntyre, Account Manager at Travis Perkins Managed Services (pictured with Bromford’s Commercial Manager Paul Appleby), said: “As a market leader in working with the social housing sector to deliver supply chain solutions, we believe that the core of every partnership is our common

goal to deliver a better service to tenants.

With that in mind, we are excited to start work with Bromford to drive innovation and help it achieve its first time fix targets.”

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TEL: 01923 237799

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TRIO OF INDEPENDENT MERCHANTS REVEAL EXPANSION PLANS

New branch openings The George Bence Group is amongst a trio of independent merchant firms across the country to have recently announced news of new branches. Despite the current national lockdown restrictions, the firm has continued its growth plans by opening a new Bence Plumbing & Heating Supplies branch in Cheltenham — its sixth branch in the Cotswolds.

MD Paul Bence said: “Our industry has been very fortunate to have been able to continue trading through this extremely difficult phase for families and businesses. Our company has remained open through the entire period, maintaining employment and service levels to our established client base. We now feel that it is the time to take opportunities in the marketplace, further increasing our product ranges, branch network and services to our region.”

In Bootle, Merseyside, Sovini Trade Supplies has opened a new flagship store and distribution centre to support its continued growth across the North West. The expansion marks the fifth site for the company, and will enable STS to build on its extensive product and service offering whilst providing new employment opportunities to the

Going Global

Established in 2008 by Darren and Claire Digby, Digby Stone has grown rapidly to become one of the leading suppliers of natural stone and porcelain paving in the UK. The business has now been acquired by Global Stone and, under the arrangement, the management of Digby Stone will remain unchanged with Darren leading the company as MD. He said: “We have built a very strong and loyal customer base during this time but

local area and attracting additional business.

The site will also support the merchant’s Corporate Social Responsibility pledge, as profits are reinvested into communities through The Sovini Group.

In Hull, Builders’ Merchant Company has announced it will be relocating its existing branch in the city to a larger site with the move scheduled to be completed in the spring. The move will provide the firm with state-of-the-art new offices and larger warehousing facilities, enabling it to progress its “positive business plans for further growth and development”.

recognised that we needed to strengthen our supply chain to retain consistent high levels of customer service. We see this as an exciting opportunity that secures the longterm interests of our personnel and customers.

“Global Stone, like Digby Stone, has a similar ethos and this combined with strong branding will bring an enviable offer to the hard landscaping market. I look forward to

a @PBMmagazine

Top 20 Merchants PBM is currently compiling statistics for the latest annual Top 20 merchant countdown, based on the turnover figures of the sector’s largest businesses and set to appear in the April 2021 edition of the magazine. To present a truly accurate benchmark for the industry and to ensure our statistics are as up-to-date as possible, we are reaching out to merchant firms for the details.

If your organisation is a potential ‘Top 20 merchant’, please visit www.rdr.link/mz001 to complete the short survey on our website or email pbm@hamerville.co.uk for further details.

the year ahead and to working closely with my new colleagues at Global Stone.”

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MARKET MONITOR in association with

Better data, safer building The Construction Products Association has launched an industry-wide consultation into a new proposed Code for Construction Product Information (CCPI) to gather views before it is formally launched later this year.

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he Code has been developed by the CPA’s Marketing Integrity Group (MIG) in response to the issues raised in Dame Judith Hackitt’s report ‘Building A Safer Future’, and the credibility challenge facing the industry following the Grenfell Tower fire. The report confirmed radical change was needed for construction products, particularly in the areas of testing, information and marketing.

The Code, made up of 11 clauses, aims to set the benchmark for how product information is presented and marketed by manufacturers. A new microsite dedicated to this consultation — www.buildingsafely.co.uk — explains the background in an easyto-read, digestible format, and includes a specially written report on the new Code.

The MIG’s work tackles shortcomings in ‘Product Information’ identified in Chapter 7 of the Hackitt report. The CCPI work represents two years of open debate and discussion, and of engagement with various parts of the supply chain. It follows detailed analysis of the Call For Evidence survey in 2019, which attracted over 500 responses from across the industry.

This confirmed that for product and performance information to be trusted, it must be Clear, Accurate, Up-to-date, Accessible and

Unambiguous. These five points are the acid tests that now stand behind the 11 Clauses in the new Code.

The MIG is driving a wide-reaching consultation to give manufacturers, specifiers and users of information (including merchants) an opportunity to comment on the new Code, the implementation of its 11 Clauses, and its ongoing management and policing.

The consultation is being carried out independently by industry specialists, MRA Research.

Peter Caplehorn, CPA Chief Executive, said: “The importance of this new Code and consultation process will be obvious to all those working in the built environment postGrenfell. It is our responsibility as an industry to regain public trust and credibility in what we do, and to demonstrate that technical competence can be trusted. I believe the Code represents both a determined attempt on behalf of manufacturers to correct disingenuous marketing practices and a proactive and collaborative effort to address the issues highlighted in Dame Judith Hackitt’s Report.

“The first industry consultation in 2019 was key in establishing the way forward. We are now encouraging the industry to have their say once more before the Code is launched. I hope

businesses and individuals will embrace the opportunity to be involved, and recognise the urgency of change that is needed for our industry to ensure safe buildings.”

MIG Chair Adam Turk added: “Following Grenfell, our industry reputation has been damaged. This Code is an opportunity to demonstrate our commitment to setting a level playing field for all construction product manufacturers to ensure that information they provide passes the five acid tests. In particular, that users of our products can once again rely upon the information given to them, to build the great buildings and infrastructure in which we live, work and play.”

■ The consultation will run until 31st March. Visit www.buildingsafely.co.uk to have your say.

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Merchants take a realistic, confident view Despite the country going into varying forms of lockdown again, merchants still expected to sell more in January 2021 than in December 2020.

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n addition to an expectation of selling more in January than in December, merchants also forecast selling more in the next three months (January to March 2021) compared with the previous three months (October to December 2020). And they expect better sales in the next six months (January to June 2021) compared to the previous six months (July to December 2020).

However, despite being consistently more confident in the prospects for their own business than they are in the market, merchants’ confidence in their own business did take a knock in January.

Telephone interviewing took place between 5th and 7th January 2021 for the latest instalment of The Pulse — a monthly tracking survey of merchants’ confidence and prospects compiled for PBM

by MRA Research.

Sales expectations With more trading days in January, sales expectations strengthened sharply compared to December with a net +8% of merchants forecasting a rise in sales (Chart 2). All regions except Scotland (net -7%) expected to sell more. Of those forecasting growth, 8 in 10 merchants expected January’s sales to be as much as 20% up on December volumes.

Compared to January 2020, merchants’ sales expectations dropped sharply with a net -20% forecasting a decline in January 2021 (Chart 2). Expectations were weakest among small merchants (net -39%) and those in the South (-26%). Of those anticipating lower year-on-year sales, 7 in 10 expected sales to fall by up to 20%.

Impact of COVID-19 The number of merchants fully open dropped slightly to 66% in January, compared to 71% in December (Chart 1). Ninety percent of merchants in the South and 80% in Scotland were fully open compared to 46% fully open in the North and 40% in the Midlands.

Ninety-six percent of merchants say most or all their suppliers are currently able to supply them. However, stock availability and extended lead times remain key issues.

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.

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TRENDS MONITOR The sales outlook for the next three months (January to March 2021) improved, with a net +8% forecasting better sales over the period compared to the previous three months of October to December 2020 (Chart 3). Merchants in the North (net +23%) and Scotland (+27%) expect to sell more, but those in the Midlands (-16%) forecast lower sales.

Confidence in the market Confidence in the market declined noticeably in January with a net -17% less positive than December 2020. Indeed, compared with January 2020, confidence in the market is weak (net -42%), and hasn’t really improved (Chart 5).

Confidence in their business Whilst merchants have been consistently more confident in the prospects for their own business than they have in the market, their confidence has weakened over the last seven months. A net +19% of merchants were more confident in January compared to December.

This is a sharp drop from the previous month’s survey (+42%).

Having strengthened steadily since last April and lifted strongly in December, merchants’ confidence in their own business fell sharply in January 2021 compared to January 2020 at a net -3% (Chart 5).

Merchants’ sales expectations for the next six months stay strong. A net +24% forecast an increase in January to June 2021 compared to the previous six months. Medium-sized outlets (net +36%) and Nationals (+32%) are most positive.

Of those predicting an increase in sales, three quarters expect growth of up to 20%. One in ten forecast even stronger growth (Chart 4).

About the Pulse 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 21st in the series, with interviews conducted

by MRA Research between 5th and 7th January 2021. Each month a representative sample of 100 merchants is interviewed. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ Download the full report at www.mra-research.co.uk/the-pulse

www.professionalbuildersmerchant.co.uk

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FACE TO FACE Celebrating its 40th year of serving the UK market, Häfele offers a host of innovative furniture fittings, accessories, hardware and ironmongery to trade and B2B customers, supplying over 25,000 stocked products which range from its industry-leading Minifix connector, to the Loox LED furniture lighting collection and the AluSplash aluminium splashback.

PBM spoke with Steve Davies, National Sales Manager for Resellers with Häfele UK.

Q A

How did you get into the industry and to your current position?

I joined Häfele fresh out of college in 1982. It’s my first and only employer, which says a lot about the business. I started as an apprentice in the transport and buying department before later moving to buying and a product management role. There I became more involved with big accounts and suppliers to the kitchen trade.

In this role I found my love of working with major accounts such as Travis Perkins, Screwfix and Toolstation, and spotted an opportunity for us to work better with such companies. Many of these merchants were creating kitchen showrooms that rivalled the high street and it was clear that by working closely, there was the chance for a mutually beneficial relationship.

Out of this our National Trade and Retail department was born in 2018.

The department is still in its relative infancy, but this year, we’re placing a renewed focus on builders’ merchants across the UK, of all shapes and size.

As a result, our team has become the Reseller Team and I’m now responsible for a team of five who are dedicated specifically to this market.

traditionally trade sites.

We’re seeing more merchants investing in bricks and mortar, opening branches up and down the UK, but also making their branch interiors more welcoming in appearance. It’s becoming an increasingly competitive marketplace, and in turn a more visible

Q A

one, which again only increases the reach of these sites to new customers and a wider demographic of shoppers.

How do you feel the industry has changed in recent years?

I feel that merchants have woken up to the opportunity kitchens present.

One kitchen sale equates to bucket loads of sand and cement in terms of margin. Of course, heavyside sales are their bread and butter, but showrooms are another great revenue stream.

Currently, merchanting feels like an ever-expanding market. One reason being more consumers and pro-DIYers are now shopping at these

12 PBM MARCH 2021

“I feel that merchants have woken up to the opportunity kitchens present. One kitchen sale equates to bucket loads of sand and cement in terms of margin. Of course, heavyside sales are their bread and butter, but showrooms are another great revenue stream.”

Q

What has the particular impact of COVID-19 been on the business, and what (permanent?) changes have been implemented?

Like so many businesses, COVID19 has brought us challenges, most notably with supply. As we stock around 25,000 products, we’ve had to be close to the market, making sure we have the

A

right products in the right quantities.

Fortunately, we have a huge distribution operation that has allowed us to maintain continuity of supply as much as possible. We’ve also done a lot of work within our customer support team, so that if we can’t get hold of a product, we’ll always have an alternative suggestion. This has been particularly key as the home improvement market has thrived during lockdowns and meant our customers can keep up with demand and income opportunities.

While COVID-19 has brought so many challenges, in a way, it’s forced us to reconsider how we do things; to go back to basics and think about how we can give the best service to our customers. Out of this, we’ve launched new services like our Lighting Design Service but also restructured what was our National Trade and Retail team to give more focus on merchanting.

We’ve also spent a lot of time learning about how to improve our communications through virtual channels. And while we hope things will be different in the near future, we’ve all realised the efficiencies of not travelling for meetings and how much we can get done remotely, so we expect a level of virtual meetings to continue in the future.

Q A

Where do you see yourself in five years’ time?

After 39 years in the business, you might expect me to say on a beach in Barbados and you’d be partially right. But joking apart, I still hope to be here running a successful reseller team and bringing a fantastic merchant offer to fruition.

■ For more information on Hafele, enter the shortcode www.rdr.link/mz002

www.professionalbuildersmerchant.co.uk

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PEOPLE NEWS

Long Rake Spar has strengthened its management team with the appointment of Ben Summerhill as Group Commercial Manager. Ben brings a wealth of experience from 17 years of supplying the merchant sector, and was formerly Commercial Manager for Formpave.

Having previously been responsible for Buying Group negotiations, he has built strong relations within the merchant sector whilst also working closely with end users and contractors. Ben will be responsible for managing all the external and internal sales team to deliver a “best in class” customer service offering.

SIG has strengthened its National Merchants team with the appointment of a new Sales Director and National Accounts Manager.

Firstly, Aaron Frogley (left) brings over 20 years of experience to the post of Merchants Sales Director and he will oversee all contact with the UK’s major buying groups and national merchants, with a focus on enhancing customer service levels and re-engaging with SIG’s merchant customers.

Joining his team is Rob Negus, who takes up the role of National Accounts Manager.

Rob was previously National Sales Manager at Easy Trim.

Foyne Jones has appointed Paul Da Silva as its new KBB Development Consultant. Paul will be responsible for acquiring and maintaining key accounts across the North of England, Midlands and Scotland.

Alongside his previous leadership role as Regional Sales Development Manager at Travis Perkins, Benchmarx Kitchen & Joinery, Paul also worked as a kitchen industry expert, advising financial institutions on potential investments. With a wealth of knowledge in store management, regional sales development and business planning, Paul will harness his extensive industry experience to “ignite new opportunities and partnerships for the expanding team”.

Following the announcement from Travis Perkins plc that Stuart Chambers will step down as a Director and Non-executive Chairman of the company on 31 March 2021, it has been revealed that he will be succeeded as Chair by Jasmine Whitbread, currently Chief Executive of London First.

Jasmine said: “I am honoured to have been selected as the next Chair of Travis Perkins. The business has proved resilient and highly relevant through the pandemic and I’m excited about its future.”

www.professionalbuildersmerchant.co.uk

Lords Builders Merchants’ parent company, Lords Group Trading, has announced the appointment of Andrew Harrison as a NonExecutive Director. Andrew was formerly Chief Executive Officer of the Plumbing and Heating division of Travis Perkins Plc, having previously held many senior positions within the Travis Perkins Group.

He said: “I look forward to supporting the Board, and I am excited by the opportunities ahead to create sustainable and long-term growth under the leadership of CEO Shanker Patel as well as working with a fast growing family business.”

Bringing a wealth of experience to the role, Iain Davidson has joined Kerridge Commercial Systems (KCS) as its new Professional Services Group (PSG) Director.

KCS states that its PSG team is “already focused on delivering projects to a high standard, ensuring that customers are happy and confident in their new IT systems and process from their first day of trading”. Iain added: “This is a very solid base for me to build and further improve upon.”

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TRAINING ZONE

Talent spotting Apprenticeships receive a boost each spring as National Apprenticeship Week rolls out. Taking place between 8-12 February, this year’s campaign theme of ‘Build the Future’ could hardly be more appropriate to builders’ merchants and others in the building materials sector.

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he BMF used the spotlight provided to broadcast a series of interviews with merchant employers and apprentices on a variety of online and social media channels. This was underscored with local news and case studies in mainstream regional media.

And whilst the week proved an excellent springboard, the BMF will continue to fly the flag for apprenticeships throughout the year.

With many well-known high street retail businesses closing down — or set to trade only as an online brand — leaving many talented young people jobless, there could not be a better time to promote the many and varied opportunities offered by the merchant industry.

Apprenticeships are available in all areas of merchant business. Key apprenticeships currently being used by BMF members span a spectrum from general entry level courses to advanced management and marketing.

They include: Trade Supplier Level 2, Large Goods Vehicle Level 2, Health & Safety Level 3, Team Leader Level 3, Transport Manager Level 3, Management Level 5 and Digital Marketing Level 6.

Carmen Daley, Operations Manager at BMF Apprenticeships Plus, not only wants to promote merchanting as an excellent career choice for young people but she is just as keen to increase awareness amongst employers about the kinds of apprenticeship opportunities young people are now seeking as they choose their future career.

She said: “Construction has already been identified as vital to the UK’s economic bounce back after Covid and the right apprenticeships will play a crucial role both in attracting and training new talent and in upskilling existing workers in our industry.

“Apprenticeships are extremely costeffective for any size of company. Larger, levy-paying businesses should make full use of

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the resources they must continue to pay for, while smaller companies can get between 95 and 100% of the cost of an apprenticeship course funded by Government. Essentially, apprenticeships offer a funded route even if other training budgets are constrained.”

Carmen’s BMF Apprenticeship Plus team also offers a gateway to the Government’s Kickstart scheme, which enables employers in England to offer high-quality, six-month work placements to young people aged 16-24, currently in receipt of Universal Credit, who are at risk of long-term unemployment.

“Kickstart is gaining traction within our sector with over 1,250 approved placements in builders’ merchants such as Travis Perkins, SIG, LBS, Williams and via the BMF Gateway.”

Employers can claim 100% of the National Minimum Wage for each placement, up to 25 hours, plus the associated employer National Insurance and minimum automatic enrolment contributions.

This is a tremendous opportunity for BMF members to bring young people into their business — many of whom may have previous retail experience — and help them to identify future apprentices. The scheme was initially directly open to employers with at least 30 placements available. Those wanting a smaller number had to apply through a Gateway

service, such as that offered by BMF Apprenticeship Plus.

Since 3 February, employers may apply directly to DWP regardless of the number of placements offered (though if they have already applied via a Gateway they must continue with that route). While this gives smaller employers another option, using the BMF Gateway saves time and money by managing all the admin involved. Our Gateway route is being used by several merchants with 30+ placements for that reason.

Overall, Kickstart is really gaining traction within our sector with over 1,250 approved placements in builders’ merchants such as Travis Perkins, SIG, LBS, Williams and via the BMF Gateway.

To discover more about the latest apprenticeships, Kickstart, and the BMF Apprenticeship Plus service call Carmen Daley on 07496 370 224 or email carmen@bmfapprenticeshipsplus.co.uk ■ BMF training ranges from formal Apprenticeships, sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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DOORS, WINDOWS & SECURITY

Resilience and recovery

David Jennings, CEO of leading door hardware company UAP, discusses how important it is for merchants to work with manufacturers who have planned for supply chain resilience as the sector continues to bounce back from the impact of the Covid-19 pandemic.

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t’s been a tough year for the building trade sector, but with a strong housebuilding sector and consumers spending their holiday budgets on home improvements instead, there’s promising potential for a strong recovery. But recovery can only happen if products are available, so supply chain resilience is central to builders’ merchants’ ability to serve their customers.

At UAP, we began the pandemic in a position of strength. With established manufacturing partnerships in China and a good understanding of how the Chinese market operates, we were quick to recognise the threat posed by COVID-19.

We knew right at the beginning of last year that we needed to get ready for an extinction-level event and, as a result of those insights, we were able to plan and implement a strategy for maintaining stock levels and mitigating the risk of delays.

By responding quickly to changing public health and commercial conditions, leveraging our assets and focusing on continued innovation, we have put ourselves in the strongest possible position to drive growth in 2021 and offer the best possible service to our customers.

UAP has weathered two serious recessions before so we know that preparing

for the recovery is critical and the only way to do that effectively is through investment.

We also know that the pandemic, changes to the plating industry in China, and Brexit are likely to affect supply chains as we begin 2021, so a key part of our investment has been in placing orders well ahead of time and increasing both our stockholding and warehouse capacity.

Product development and investment continued and as a result, we started 2021 with an additional 25,000 sq ft of warehousing space at our Greater Manchester HQ, with a further 35,000 sq ft planned for this year. Our stockholding currently sits at £7 million, and will increase to £8m by the end of 2021.

Supply chain reliability and lead time issues have been challenging for builders’ merchants as demand has recovered over the past few months, which is why UAP has been so focused on planning ahead. We have also refreshed our literature and invested in new blister packaging equipment to help reduce lead times.

Like everyone, we have been on a journey through the unknown in 2020 but, by leveraging our strengths, applying our knowledge and putting people first we’re entering 2021 stronger than ever. And, as always, our team is on hand to advise on

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product selection, helping builders’ merchants source alternative products from our extensive range if they cannot procure a similar product from another manufacturer.

■ Supplying to national merchant chains and with agreements in place to individual independent merchant businesses and via the NMBS, UAP Limited provides an array of accredited door hardware and locking systems under brands such as UAP, Fullex and Intelligent Hardware.

Looking to strengthen its position in the merchant marketplace, UAP celebrates 25 years in ironmongery and locking systems in 2021 and has a schedule of new product launches for the year ahead, reinforced by increased stockholding capacity, to ensure the company can meet demand in the year ahead.

■ For more information on UAP’s range and support services for merchants, enter the shortcode www.rdr.link/mz003

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DOORS, WINDOWS & SECURITY

Meeting the mark With the Brexit transition period having ended on 31 December, merchants now have to contend with the new UKCA and UKNI product marks — however, there is still confusion around where the new product marking system applies, the role merchants have to play in upholding it, and how existing stocks of door opening hardware are affected. Richard Bromley, Business Development Director at UNION (part of the ASSA ABLOY Door Hardware Group), explains.

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very business in the door hardware supply chain has a role and responsibility around the new product marking system. Affecting locks, hinges, panic exit devices and door closers in addition to electro-mechanical locking solutions, it is essential that merchants stocking these products understand the implications of these changes.

The EU Construction Product Regulations are used to harmonise technical standards across EU member states, ensuring that goods sold in the EU meet certain health, safety and performance standards. As a result of Brexit, the UK is no longer part of these regulations, with a new parallel product marking system set up in its place.

This has seen the introduction of new marks, including the UKCA (UK Conformity Assessed) and UKNI, and approved bodies.

The UKCA mark will be used for goods being placed on the market in England, Scotland and Wales. It covers all goods that previously required the CE marking.

Since 1 January 2021, all new products launched in Great Britain should be UKCA marked, with the CE mark no longer being recognised in the UK from 1 January 2022.

For current CE marked products, there will be a ‘coexistence’ period until 31 December 2021

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where these goods can continue to be sold in Great Britain. Please be aware that some CE mark certification and notified body numbers may change, as accreditation is transferred to a European-based notified body.

During this timeframe, it is expected that manufacturers will take steps to ensure existing CE marked products will have the UKCA mark applied in time for 1 January 2022, when the CE mark will cease to be recognised in Great Britian. The new UKCA mark should appear on the product where possible, as well as on packaging and literature.

UKCA marking must be undertaken by a UK-recognised ‘approved body’. An EU notified body, which would previously have been called upon for CE marking, cannot be used for UKCA marking.

Many manufacturers export to the Republic of Ireland and elsewhere in Europe, and so will continue to CE mark goods. In many instances, the new endorsements will appear alongside CE mark details, which helps protect merchants selling to international customers, too.

Coming into effect on 1 January 2021, the use of the UKNI mark aims to prevent a hard border between Northern Ireland and the Republic of Ireland by ensuring that the province will continue to follow the EU’s

rules on product standards.

Critically, CE marking can continue to be used in Northern Ireland after 1 January 2021, to demonstrate products still meet EU standards. However, if a manufacturer uses a UK approved body — rather than an EU notified body — to carry out mandatory third-party assessments, then products must also carry the new UKNI mark as well as the CE mark.

Understanding the new rules and regulations marks can be onerous for builders’ merchants. Nevertheless, it is everyone’s responsibility, throughout the supply chain to ensure that properly certified and marked products are specified to suit the end application. While it is the manufacturer’s responsibility to ensure their products conform to the standards, it is the final reseller’s responsibility to ensure the products they stock and sell are fit for purpose.

For instance, hardware covered by an EU harmonised standard being fitted onto a fire door must be appropriately marked.

Therefore, if a product that does not conform is sold by a builders’ merchant to a customer — such as a non-marked hinge ending up on a fire door — then there could be a thorough investigation, as well as potentially significant fines and penalties to face.

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Therefore, it is critical that merchants have a solid understanding of what the correct product marking entails and the timescales that are being worked towards.

In response to the recent changes, UNION is taking the essential steps so that merchants can have complete confidence in its fire door hardware products, ensuring they have undergone the correct third-party marking for goods being sold into either Great Britain or Northern Ireland.

From the beginning of 2021 for Great Britain, all of UNION’s new products will be certified using a UK approved body and have the UKCA mark applied, if they are intended to be used on fire doors or if it is electro-mechanical hardware. For its range of existing CE marked products, the company is progressing UKCA marking for these solutions too, ensuring they are properly certified and marked in time for the 1 January 2022 deadline.

In Northern Ireland, for existing door hardware solutions that are CE marked by a UK-based notified body, UNION has transferred certification to or has re-certified products with an EU-based notified body.

Then, all new products sold into Northern Ireland are now either CE marked by an EU-based notified body, or a UK-based approved body is being used to gain UKNI marking, alongside the UK-registered CE mark approval.

And, finally, no matter where in the UK products are being sold, all relevant documents, such as labels, product packaging, marketing materials and instruction manuals, are being updated accordingly too. Please be reassured that goods already manufactured and in the supply chain remain perfectly legal to sell during this transition period.

It’s worth repeating that if a builders’ merchant is unsure about the final

application for a product, then marked hardware must be sold. While door hardware manufacturers are responsible for making sure products conform, merchant stockists must play their role in ensuring the door hardware they are selling meets the relevant product marks.

By taking these steps, all businesses throughout the door hardware supply chain can ensure that they can make the most of the opportunities available in this new chapter of the UK’s history. If everyone does their due diligence, electro-mechanical solutions, fire door products, panic exit devices, door hinges and closers will all meet the health, safety and performance standards that they are meant to.

■ To find out more about ASSA ABLOY Opening Solutions UK & Ireland, enter the shortcode www.rdr.link/mz004

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DOORS, WINDOWS & SECURITY

Clear thinking An increasing number of suppliers are now making a broader range of fenestration solutions available to trade professionals via the merchant market, including high value yet fitterfriendly bi-folds and roof lanterns. PBM speaks with Made for Trade’s Richard Gaunt about the latest developments in the supplier’s business and its product range.

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istorically, most forms of external doors and windows represented something of a tricky proposition for the merchant sector, save for a handful of typically standard-sized timber casements and doors. With but a few exceptions, products in the category were seen as an overtly complex consideration — too cumbersome and prone to damage to hold in stock, and with too many variables and potential complications which could undermine the practicalities of ordering in on behalf of customers.

In essence, it was accepted that a separate distribution channel existed in parallel which builders would turn to whenever they needed. Yet in recent years, time-pressed customers have demanded more of a one-stop-shop service, whilst merchants have become more tempted by the available margins on these high value items — now stretching beyond the ‘every day’ products to

encompass bi-fold doors and elegant roof lantern configurations.

And for their part, savvy suppliers saw the potential of working through a hitherto untapped route to market to maximise their exposure. A further tipping point has been improved ways of leveraging the advances in both technology and logistics, making both the ordering and installation of often complex and bespoke products a simpler proposition.

Thanks to its innovative Korniche Aluminium Roof Lantern and Aluminium Bi-folding Doors, Made for Trade states that it has enjoyed “unprecedented growth year on year” in recent times. Three years ago, the business won Professional Builder magazine’s Charles Godfrey Award for Innovation for the Korniche Roof Lantern, indicating its burgeoning popularity with building trade customers.

PBM put the questions to Made For Trade’s Richard Gaunt to find out the latest news…

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Q

Given the considerable trading difficulties as a consequence of the pandemic, how is business currently holding up for Made For Trade?

The COVID-19 effect meant production halted in April and May however, since production restarted, sales to date have accelerated to such an extent that the Korniche Lantern’s sales are now 30% on the same period a year ago.

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DOORS, WINDOWS & SECURITY

Q

What do you think are the overriding technical factors behind the product’s sustained popularity with the trade market?

Great design features and precision engineering mean the Korniche Aluminium Roof Lantern can be fitted in minutes and glazed in seconds, with no silicone sealant required in the body of the lantern. This is because the manufacturing tolerances are so tight that it fits together snugly and water can’t get in. If by any slim chance it does, the internal drainage comes into play and guides it to the outside.

Added to that, the aesthetics are pleasing to the eye, so all in all the Korniche Lantern has really disrupted the market and set new standards.

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Q A

How has the business responded to rising demand in terms of manufacturing capacity in recent years?

To keep pace with the increased demand, the company has moved the Korniche Lantern production process into a new larger 35,000sq ft unit specifically designed and set up for lantern production only. This is in addition to the 110,000 sq ft production facility and new company headquarters acquired last year for the record-breaking Aluminium Bi-fold door and the new Korniche Aluminium Bifolding door, which will be hitting the market very soon.

The new facilities have meant the company has been able to quickly expand production to meet the ever-growing demand, and continue to develop and improve the customer experience, nullify raw material shortages, with higher stocking levels and with a new fleet of delivery vehicles controlling deliveries to our customers (see panel).

Q

One of the most obvious consequences of the pandemic appears to be greater demand for more space within a property for day-to-day living and, of course, working from home.

Work seems to be plentiful right now for those builders who specialise in extensions and conversions, so how do you feel your product offering is meeting this need?

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A

The market has really changed and the glazed extension has taken the place of the traditional conservatory for the end user.

Indeed, we took the decision to withdraw from the traditional conservatory market as, year on year, it is losing market share to the brick built glazed extension.

Conservatories are generally too hot in summer and too cold in winter whereas the glazed extension can be fully insulated, providing all year around comfort. Plus, the glazed extension becomes part of the home whereas the conservatory is always a separate addition and usually not part of the home central heating system.

As well as further enhancing house values, the glazed extension offers far more usable family living space, particularly when it incorporates the kitchen and becomes a kitchen / dining / lounge space.

All in all, it’s a better option that always includes a bi-folding door or patio door — bringing the garden closer — and a

Korniche Lantern, which allows more natural light to flow into the room.

Q A

Finally, can you enlighten us as to your plans for 2021?

To complement the success seen with the Korniche Aluminium Roof Lantern and the Bi-Folding Door, Made For Trade will have a new product coming to market early in 2021 and to house the production we are taking another 50,000sq ft of factory space. This new unit is sited a few miles from our Wynyard Park site in Stockton-on-Tees, again with easy access to the A19 motorway.

Overall, we are very positive that the Korniche Lantern and Bi-folding Doors supplied to trade counters up and down the country will continue to play an important role in the building products supply chain, and continue to be a very important role for the foreseeable future in the UK construction industry.

Safety first ■ Transporting often large doors to a site or

depot can be fraught with danger and that’s why ensuring safe loading and off-loading at the delivery point has always been a big priority for Made For Trade. With the growing numbers of bi-folds the manufacturer has been selling, a new fleet of delivery vehicles was required to keep up with demand — particularly with the new Korniche Bi-folding door hitting the market in the next few months.

The firm has invested over £500,000 in 10 new vehicles, tasking its engineering department to develop a safer way to handle deliveries. MFT’s Richard Gaunt said: “They took on the challenge and have done a great job with some out of the box thinking and have greatly improved the safety of the delivery process, offering the customer peace of mind in the process. Bi-folding door deliveries are an accident waiting to happen, so improving safety and reducing the risk of serious injury is an issue all companies in our industry should embrace.”

■ For further information on Made for Trade, enter the shortcode www.rdr.link/mz005

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DOORS, WINDOWS & SECURITY Despite a drop off in numbers during the pandemic-enforced lockdowns, burglaries remain a distressing and costly occurrence for hundreds of thousands of homeowners each year.

With an increase in easyto-install smart security solutions, however, merchants can capitalise on a growing market.

PBM reports.

Cause for alarm O ver 250,000 burglaries were reported to the police between January and November 2020 in England and Wales. And whilst this shows a 24% decrease compared to the same period in 2019 as more people remained in their homes throughout the period as a consequence of the coronavirus-driven ‘stay at home’ measures, this still equates to more than 750 such crimes each day.

Of course, burglary can be a very profitable crime for offenders but it is also significantly costly for property owners, with ONS statistics showing that victims incur an average financial loss of £4,040 from the theft of possessions and damage caused to property during a burglary.

Assessing the data, OnlineMortgage Advisor.co.uk has outlined a number of ‘Top Burglary Prevention Tips’, encouraging homeowners to take sensible precautions such as using a police-approved security marking solution on valuables to make stolen goods harder to sell on and easier to identify, whilst also ensuring that doors and windows are properly locked before leaving the home or going to sleep. Similarly, blinds or curtains should be closed before heading out or going to bed.

The web-based mortgage service also highlights the particular advantages of technological solutions. Fitting motion-activated floodlights, for example, at the front and back of a property will help to

24 PBM MARCH 2021

deter burglars who want to quickly sneak in and out without any detection.

Furthermore, it recommends the installation of a reputable burglar alarm and CCTV camera system which can drastically reduce the odds of the home being targeted. Smart doorbells will additionally enable homeowners to keep a close eye on their main door and catch any opportunistic criminals.

There has been something of a smart home security boom in recent years, with many suppliers of ‘traditional’ home security and hardware solutions enhancing their offering in the market. Significantly, this has also served to ‘open up’ the market in a number of ways, through the wider retail market and online resellers but also to the merchant sector.

ERA Protect It is a theme picked up by tradesman Mark Humphreys in a recent issue of PBM’s sister publication, Professional Builder. Mark said: “Home security is big business nowadays, but it’s always been thought of as something

a little elite or specialist, particularly when it comes to installation. Now though, with technology at the fore, it has become something both affordable and easy to install.... or so I was told.

“When an elderly customer of mine recently asked me to install a security system for her, I had the perfect opportunity to find out.

Having Googled through the pages and pages of home security websites, I finally picked the new ERA Protect home security system — it seemed affordable, easy to install and if it did what it said on the tin, pretty easy to use too.”

Having obtained the kit, Mark commented: “Ridiculous as it sounds, I was even impressed with the packaging. You kind of felt like you were opening a new mobile phone and I think we can all relate to that little bit of excitement.”

“My customer had plumped for the security flood light camera, the motion sensor camera, and the alarm system too.

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Now the fun would begin.... installation. The cameras to the front and rear of the house needed a power supply which luckily enough for me, in this case, were available. The motion sensor camera to the front of the house also required a plug socket whist the floodlight camera to the rear required a spur.

“If, like me, you are not an electrician

then you would need one at this stage to run some power and connect the camera, but this is a very basic requirement and costs very little to get someone in to ensure it conformed to regulations.”

He continued: “The system itself, I cannot fault. Plug and play is something we all like the sound of in this complicated technological world, and my scepticism that anything as complex as home security could be that simple was soon abated.

“You simply download the app, install the product, scan the QR code on each item and it’s done. It really is that simple. The whole

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installation took me no more than two hours (plus half an hour for an electrician) and that was with no previous knowledge of any home security set up before.

“The app allows you to see from either camera at the touch of a button; you can see live or recorded movements as they happen, and you can set or disarm the alarm as easy opening your front door. With the fob provided it is, in fact, easier than opening your front door!”

Mark concluded: “In short, the overall product cost was low, the instructions were simple and clear, the packaging was classy, and the end result is astounding. A great affordable product that gives you and your customers peace of mind.”

■ For further information on the ERA Protect range of smart home security solutions, enter the shortcode www.rdr.link/mz006

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WORKWEAR & EQUIPMENT With demand for professional ladders and access equipment continuing to grow to a level comparable to pre-Covid, Jamie Brassington, Product Manager at WernerCo, discusses how manufacturers are helping merchants make the most of the limited space available in branch to maximise sale opportunities.

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hilst 2020 bought with it plenty of uncertainty, it is positive to see that support and investment in construction has continued. This step has meant that many sites are continuing to operate in a somewhat normal capacity, with small adjustments made to accommodate Government guidelines when it comes to social distancing in the workplace.

As construction began to pick back up in the latter half of 2020 and has continued to do so during start of 2021, the Builders Merchant Building Index report for 2020 has found that demand for tools such as ladders and access equipment remains positive. For example, since May, the point at which the lowest figures were recorded during the year, tools have seen a 188% in sales between May and October 2020. (www.rdr.link/mz007) With this in mind, tools and safety equipment can prove to be a valuable department for merchants to be well stocked in. By having a wide variety of products available, merchants will be in a prime position to cater to the needs of its customers and make the most of every sales opportunity.

However, for many merchants, space is a valuable commodity and it can often be a challenge to juggle the demands of suppliers

26 PBM MARCH 2021

versus demand for products. This can start to become a problem, particularly when stocking larger safety products. For instance, a stepladder will require much less storage space than an access tower.

“For many merchants, space is a valuable commodity and it can often be a challenge to juggle the demands of suppliers versus demand for products.

This can start to become a problem, particularly when stocking larger safety products.�

As such, manufacturers such as WernerCo have started to look at how products can be developed to help

merchants make the most of the storage space they have to work with.

Increasing sales WernerCo has continued to work closely with its stockists to understand the most popular types of products amongst their customer base, as well as what some of the most common issues are when it comes to the sales process. This feedback is then used to help develop new and innovative solutions, whether it be new product development or updated POS to drive demand, helping to improve the customer experience and increase sales.

The new Youngman PAX Tower, for example, is packaged with merchants in mind — particularly when it comes to storage. The new access tower is supplied in modular packs, allowing merchants to easily store each of the three different packs efficiently, without any loose components that could be misplaced in the stockroom.

The tower also offers merchants the flexibility to stock any combination of the base packs and additional packs to extend the tower to the heights required, whilst the specially designed packaging makes them instantly recognisable.

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The convenience of stocking packs in this way is also a huge benefit for customers, allowing them to easily select the one they need to meet the requirements of the particular job. This also provides merchants with future sales opportunities when customers need to expand beyond their existing packs and return to purchase additional extension packs.

The new PAX Tower comes in two build methods (Advanced Guard Rail and Through the Trapdoor) and delivers a raft of timesaving and safety-enhancing new features, all while being fully compliant with the latest safety regulations.

Improving safety standards It’s positive to see that equipment such as access towers and ladders are currently in such high demand, as this signifies that

tradesmen are looking to make investments to reduce the risk of accidents when working. This is highly important as currently, falls from height remain the main cause of fatal accidents in the construction industry according to the Health & Safety Executive (HSE) ‘Workplace Fatal Injuries in Great Britain 2020' Annual Statistics.

By providing a good supply of safety equipment and ensuring all products stocked meet the required standards such as EN1004 for access towers, merchants can play an important role in helping to reduce the number of accidents that occur each year when working at height.

■ To find out more about WernerCo and the new Youngman PAX Tower, visit www.rdr.link/mz008

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WORKWEAR & EQUIPMENT

Moral fibre Peter Dumigan, MD of the Hultafors Group UK, explains how the manufacturer is developing sustainable alternatives to traditional workwear fabrics.

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ust as the effects of plastic waste on the environment has been brought to the centre of consumer consciousness in recent years, so the problems caused by the disposal of clothing and shoes are coming to the fore.

Fabric technology has always been a central driver in the design and development of Snickers Workwear garments with materials that deliver comfort and functionality, flexibility and durability key components of every single product in the range. Now, as consumers and corporates strive to reduce their impact on the planet, the Hultafors Group is implementing a policy of replacing conventional fabrics in its workwear products with sustainable fabrics — Preferred Fibres.

For those that haven’t come across the term, Preferred Fibres are those that have more sustainable properties compared to conventional man-made alternatives. This product development and design philosophy is being applied to every new product in the collection with the additional assurance that design, comfort, functionality and durability will not be compromised in any way.

Snickers Workwear’s objective is to ensure that, by 2030, 70% of the fabrics used are Preferred Fibres — those with

28 PBM MARCH 2021

sustainable properties and a lower environmental footprint. As early as 2023, the company will be at 40% — a significant achievement by any measure.

Given that almost any fabric and garment can be developed with recycled polyester yarn, Snickers Workwear’s aim is to replace conventional fibres, such as polyester, with Preferred Fibres, which have full manufacturing transparency, traceability and thus reduce our climate impact and prevent waste from going into landfill.

Man-made materials, such as nylon and polyester fabrics, can easily be recycled to create new, Preferred Fibres that have the same performance levels in comfort, flexibility and durability as the originals.

Take Snickers Workwear’s new Fleece Jackets and Gilets, for example, which are made from 100% recycled POLARTEC polyester which increases the breathability of the fabric and makes them very comfortable and warm.

They’re lightweight with great insulation properties and a fit that ensures mobility and flexibility on site. With designs for both men and women, these soft and versatile garments are great for both work and leisure — either as an everyday outer jacket in dry,

cold weather or as an insulating mid-layer on cold and wet workdays.

Positive footprint We’ve all seen how quickly clothing and footwear containers at waste disposal centres fill up almost as quickly as any other, which is why we all have to ensure that footwear and garments are disposed of in an environmentally responsible way.

The Hultafors Group’s latest brand addition to its market-leading PPE portfolio — EMMA Safety Footwear — has the solution. With a policy of ‘100% Circularity’ in all its products, every shoe and boot in the EMMA range is made entirely from recycled or recyclable materials to ensure a 100% ‘circular’ manufacturing, usage and recycling process for every shoe and boot it produces.

■ Brands within the Hultafors Group include Snickers Workwear, EMMA, Solid Gear and Toe Guard safety footwear in addition to Hellberg Safety PPE and Hultafors Tools.

■ For further information on the Hultafors Group UK, enter the shortcode www.rdr.link /mz009

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INFORMATION TECHNOLOGY

Proactive sales Joe Cox, Business Development Manager at sales enablement software developer, sales-i discusses how to convert sales in the ‘new economy’ — turning opportunity into bottom-line impact.

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urning a promising lead into a confirmed, repeat order is the holy grail of sales in even the most buoyant of economic climates but since the advent of the Covid-19 crisis, that challenge has become a whole lot more complicated.

The pandemic has had an impact right across the construction sector with reduced budgets, unpredictable consumer demand and disrupted supply chains all conspiring to make ring-fencing existing building product sales that much harder, let alone converting new leads.

The way sales teams work has had to rapidly evolve over the past 11 months — and many sales professionals are finding they can no longer rely solely on once tried and tested techniques to get sales over the line in the age of remote working. But sales opportunities of course still exist for those individuals with the tenacity and foresight to identify them.

Here are five ways sales teams are adapting to seek out new routes to sales opportunities and unlock conversion in the new economy New channels for a new era Since the advent of the Covid-19 crisis, many sales professionals had their direct route to new and existing customers — the face to face meeting — effectively taken away overnight. While some sectors seamlessly migrated towards the use of conferencing software such as Zoom and Microsoft Teams to stay connected, this has not always been the case among smaller players in the construction sector.

Yet the most forward-thinking companies in the industry have realised that expanding and maximising routes to customers can pay dividends, and have sought to upskill sales teams to get best use out of available communications technologies.

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What’s more, they’re increasingly making use of social media such as LinkedIn and blogging on their own company platforms to maintain contact with customers and seed sales messages into the marketplace to stay front if mind.

In such a competitive environment, sales teams need to be acutely mindful of how

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INFORMATION TECHNOLOGY

and where they engage with the wider marketplace — or risk losing out to more visible competitors.

Checking your value proposition The pandemic has forced many businesses to change the way they operate to cater to rapidly changing customer priorities and market dynamics — be it adding more product lines or focussing on new markets.

The way operators communicate these changes to the market is key to ensure existing and potential customers can easily differentiate one offer from another.

Where messaging is confused, mixed or USPs are difficult to articulate, sales teams can face an immediate uphill battle when looking to convert sales. And in today’s highly uncertain climate, more than ever sales teams need a laser-like focus on why their overall offer and individual solutions are the best customer fit.

Reconsidering the ‘pitch’ Reduced customer demand has meant many sales professionals more accustomed to rapid fire sales have had to refocus their efforts on the softer side of the role.

Essentially this means a greater focus on collaborating with existing and potential prospects to forge relationships that can bear fruit over the longer term and lead to more referral sales as much as pursuing immediate sales opportunities in the here and now.

For those businesses that are unable to significantly prospect for new work now, building a potential customer pipeline for the future through ongoing relationship building could pay significant dividends once more favourable economic conditions return.

The shows must go on Before the pandemic hit, trade shows, conferences and exhibitions were an everpresent feature in sales team calendars, presenting a powerful opportunity for individuals to meet prospects, showcase products and broker deals.

With physical events no longer possible, the great majority of these gatherings are still taking place virtually, albeit with different rules of engagement. Sales teams overlook these at their peril, especially when truncated event formats very often mean that ‘attending’ needn’t require days away from the office as typically used to the case.

Seizing the moment Given the wider unpredictability of many aspects of the market right now, one of the keys to successful sales in this unprecedented era will be the ability to seize upon cross and upselling opportunities as they arise.

And with uneven customer demand likely to be a key feature of commercial life for the foreseeable future, the ability to interpret and analyse complex Covid-era buying trends can be a crucial weapon in a sales team’s arsenal.

Sales enablement software is becoming increasingly prevalent in the sector as more and more companies look to better understand their customers and pursue data driven sales strategies in response to today’s unique market challenges.

Looking ahead, we fully expect increased technology adoption to continue in 2021 as operators look to establish themselves on a more proactive, responsive footing to cater to unpredictable customer requirements over the longer term.

■ For more information on sales-i’s sales analytics software solutions, enter the shortcode www.rdr.link/mz010

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Force of habit 2020 was a challenging year for builders’ merchants to say the least, yet one that helped merchants to learn so much about their processes, business models and customers.

Jon Roberts, Senior Sales Manager at Orderwise, comments on how the drive to online can help merchants keep up with customer habits.

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hen the first lockdown began in March last year, and the construction and trade industries ground to a halt, it left builders’ merchants in a very unfamiliar situation. There was no instruction manual to help them navigate through the weeks and months ahead and, like all sectors, they had to quickly adapt practices and processes to get ready for when customer demand returned.

Across the sector we saw widespread adoption of more forward-thinking functions like click and collect services.

There was improved communication with suppliers and customers which enabled organisations to come together to support one another. And there was a drive to online as ecommerce became a vital way for people to order safely and still access the products and materials they needed.

Of course, it wasn’t all plain sailing but that reaction is something the industry is rightly proud of. Fast forward to the end of 2020 and its benefits are clear to be seen. It was reported in September that DIY had driven sales recovery in the UK for the fourth month running (www.rdr.link/mz011) while the BMBI index showed in September that sales from merchants to builders was up 8.3% on the

same period in 2019 (www.rdr.link/mz012).

Q3 sales in 2020 were also up on 2019, and Q3 was a lot more fruitful for the merchant sector than Q2. According to John Newcomb at the Builders Merchants Federation, October and November 2020 were likely to show similar figures (data unavailable at the time of writing). Even the most positive people in the industry could not have expected such a strong end to the year for merchants' bottom line, but it was thanks to the reaction of the industry that merchants were able to meet the online surge in the second half of the year.

Unlocking customer data Pent up demand from homeowners during lockdown meant that in the second half of the year there was a home improvement surge, which helped to drive sales. Switching focus to online helped merchants to meet this demand. Significantly, with more and

more customers ordering online or choosing click and collect, it means merchants suddenly have access to a lot more customer data on an ongoing basis — and the next step for merchants looking forward is to use that data to unlock insights into customer habits to boost revenue.

Consumer habits and spending shifted, peaked and troughed with trends and micro-trends spiking and then being replaced in 2020 — as the British public came to terms with the pandemic and adapted to a new way of living. This drove a change in demand for products from merchants.

With all this going on it’s made it extremely difficult for merchants to keep up

“With the drive to online ordering, this increased data can tell merchants more about the builders, installers and homeowners that shop with their business.”

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do this is through reporting and analysis, if their systems have the capability. Indeed, reporting is a merchant's best tool to help it understand its customer habits.

By increasing reporting, merchants can break sales data down into not just months, but weeks, days and even hours. It can help business leaders spot customer habits and trends that it can then capitalise on to increase sales. They may only be micro trends that last weeks but if you can take advantage of them, over the course of the year you may see how they add up to healthy sales figures.

Once your business is able to have a better understanding of what customers want, whether that’s a seasonal trend or a new one, you are able to better manage all areas of your operation from supplier ordering, stock management and marketing spend to customer care. Decisions across your business become more strategic.

— yet with that drive to online ordering, data can tell merchants about the builders, installers and homeowners that shop with their business.

Data can help merchants translate buying habits into action and help them focus on products, services and offers that are going to convert into sales and income, no matter how short lived those trends might be.

Doing this can help streamline stock management, maximise marketing spend and ensure policies are in place to help the business capitalise on where customers transactions are going.

Data-driven action Builders’ merchants need to be able to translate data into action and the best way to

Changing expectations Last year advanced many customers’ expectations by two or three years. They embraced online and just as at the trade counter, they expect a personalised online experience, promotions that meet their needs and recommendations that suit their usual projects.

All of this can be achieved if merchants make their data actionable and use analytics that enable them to better understand their customer’s habits. Knowing your customer and their habits goes a long way to being able to maximise revenue, offset losses and grow customer loyalty.

■ For more information about Orderwise’s merchant software, enter the shortcode www.rdr.link/mz013

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Many builders’ merchants and distributors are increasingly turning to ERP to optimise processes, future-proof business and boost profits. Nick Davies, Head of Software Development at OGL Computer, explains more.

Essential recovery plan

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uilders’ merchants have always played a dominant role in the construction industry, acting as the go between for trade companies and their buyers. Despite the initial impact on builders’ merchants’ sales in Q2 2020, during the initial lockdown, the sector saw a rise (of 63.2% in Q3, for example — see www.rdr.link/mz014) thanks to the merchant sector having been allowed to remain open.

However, the merchanting industry itself is undergoing change following the COVID-19 pandemic in a bid to ensure supply chains remain unaffected and site operating procedures adhere to safe working practices.

Figures from Constructionline (www.rdr.link/mz015) showed that 62% of construction companies suspended operations due to COVID-19, and 38% believed that they would have significant financial difficulties as a result of the

pandemic in 2020. However, to meet the continued need for products and services, savvy builders’ merchants are going multi-channel and have already adapted their strategies to cater to changing demands and to remain responsive in lieu of changing restrictions.

Connecting all areas of business using an ERP (enterprise resource planning) software is an approach that many builders’ merchants and other trade counter operations and/or distributors such as More Handles, Allfix, Pickard Hardware and Forgefix have taken to optimising processes — from sales orders, stock, pricing and online selling to the actual dispatch of goods.

By connecting business processes into one central system, they have streamlined operations, removed the manual processes which could have held them back during lockdown and given them full control and visibility of both orders and stock levels. This

assists with delivering quality customer service on trade counters, over the phone and via e-commerce websites. All of which can help to boost profits and future-proof builders’ merchants’ businesses.

Against this backdrop, we have just launched our next generation ERP solution — Profit4 — that provides stockists, distributors and wholesalers with an intuitive user interface built on future-proofed technology to manage all core business processes. From

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contact management to multi-channel sales order management, ecommerce, stock control and management, finance and accounting in addition to reporting and analytics, Profit4 removes the manual processes that hinder progress and allow you to drive your business forward.

Online salvation A survey conducted by OGL Computer pre-pandemic among builders’ merchants and other wholesale distributors (see www.rdr.link/mz016) found that interest in e-commerce was growing significantly across all sectors, including construction, and the ease that a multi-channel sales strategy provides was recognised by 82%, who revealed that selling products online easily is very important to them.

And with more merchants now turning to online sales channels to keep up with unprecedented demand, ecommerce teams, like our own, have been busy supporting distributors and wholesalers by integrating online sales channels, including Amazon and eBay, and updating websites to help them fulfil orders and also attract new business.

Implementing an ERP solution, which provides full control over all business systems, helps builders’ merchants collate and manage all necessary functions, from centralising business information and automating manual processes to controlling stock movement, so they can seamlessly enable — and more importantly manage — the adoption of additional digital channels relatively easily, and without any significant overheads.

ERP systems give businesses greater control of stock, as 82% of SMEs interviewed

by OGL Computer stated, and many of those (76%) were already experiencing the benefits that having an ERP solution integrating disparate systems brings.

Cloud flexibility Allfix, a nationwide supplier of fasteners, fixings, rolls and sealants, implemented an ERP solution that enabled it to increase operational speed, thanks to keeping real-time track of stock, and increase performance by enabling quicker workflow, and faster distribution of goods to customers.

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By hosting its ERP solution in the cloud rather than on its premises, various sites were connected seamlessly, allowing the distributor to securely access data from multiple locations even while staff were at home working remotely. Allfix was also able to speed up running of reports using its cloud-hosted ERP solution, which essentially freed up staff time, so it could concentrate on other parts of the business to keep it running during lockdown.

For businesses with staff working remotely in the current climate, cloud-based subscription-model systems like Profit4, with all data held securely in Azure, are attractive.

Data is easily accessible from anywhere, so departments can collaborate and share Information within agreed access permissions.

Maintain consistency An ERP solution can also help to maintain consistency across multiple sales channels, which is often the single biggest operational challenge for any business. Using it, whole teams can stay on top of pricing and stock control levels to avoid input errors, ensure orders are processed and deliveries are made on time. This is essential when supplying construction companies with building materials for projects and ensuring quick delivery to contracting firms or individuals.

In addition, thanks to an increasing choice of builders’ merchants combined with an awareness of particular materials shortages, purchasing decisions have become more considered. Customers will research where they can get what they need and at the time they need it, but this also means they can easily source alternative suppliers if their usual stockist lets them down.

Through capturing data about a customers’ buying habits, using a CRM system, merchants can increase sales by targeting specific customer groups with more focused messaging or by suggesting alternatives to traditionally purchased products.

By using an ERP system with an integrated CRM module, businesses can go one step further by accessing the data and tools, and extracting, reporting and analysing all of the customer information to enhance the effectiveness of a marketing campaign, for improved success.

Reduced admin Lastly, using an ERP solution can save time that would usually be spent on administration tasks like logging into different systems to check for information, such as current stock levels or a customer’s specific order history.

Indeed, our research found that 57% of SMEs cited reducing administration time as their main reason for turning to a single ERP system, followed by improving accuracy of information (40%) and removing duplication of work across different departments (37%) to increase efficiency.

Although businesses all have their own priorities when it comes to multi-channel sales strategies, using an ERP system is the most effective way to ensure order processing times are reduced, allowing for quicker delivery times, which is essential in the current climate.

By connecting all areas of the business using ERP software, builders’ merchants can tick all of the boxes required to manage both physical and digital sales channels, including an ecommerce website.

■ For more information on OGL Computer’s ERP solutions for merchants, enter the shortcode www.rdr.link/mz017

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Digital acceleration Grant & Stone has been able to enhance its digital strategy and rise to the challenges thrown down by the pandemic as a result of its partnership with Kerridge Commercial Systems.

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here was no better time to embrace digital than in 2020 and businesses which enhanced their existing digital technologies or adopted new ones have perhaps performed above expectations by being able to give their customers a safer, alternative way of carrying out transactions while also protecting colleagues.

Since implementing Kerridge Commercial Systems’ (KCS) innovative ERP software several years ago, Grant & Stone has embraced technological change and says that it has reaped the benefits of doing so. The growing independent merchant has expanded both in terms of its physical branch locations and its digital offering, and Darren House, Managing Director of the firm’s Electrical division is clear that adopting new technologies has not only helped the company weather the storm of Covid-19, but also position it for future success.

Firstly, Grant & Stone uses the cloud-based version of K8, which made it easier for staff to work from home when required and without the fear of the local server at head office suddenly going down and preventing people from working.

And, not least with concerns about coronavirus transmission, Grant & Stone has been implementing the K8 ePOD electronic

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point of delivery solution. Darren explained: “People are understandably reluctant to physically sign for goods on delivery. The benefit of K8 ePOD is that we can take a picture, which is great for us because we have a record of the delivery, and great for customers because they don’t have to sign for it.”

The business is also in the process of launching K8 WebTrade B2B ecommerce solution to expand its existing online presence.

Darren said: “WebTrade will allow our customers to click and collect. People will be able to order items online and visit their branch to collect their items — they don't even need to go inside the building. We’ve seen many other businesses doing really well with this model, so it will really help us.”

Furthermore, customers who sign up for an online account will also be able to access WebTrade to see their balances, download invoices and pay bills, which will ease the administrative burden on the business.

Whilst increasing numbers of merchant firms are seeing the tangible benefits of online trading, Darren believes there will always be demand for face-to-face service and interaction but standing still was simply not an option, not least because of the way customers were adapting to the circumstances. He said: “There’s now a mix.

Our customers — electricians, builders, plumbers — still enjoy the social aspect of visiting a merchant, having a coffee and some banter at the trade counter, however, the pandemic has changed people’s approach and they are now more accustomed to working online.

“We heard stories of plasterers going online to order bags of plaster because they couldn’t get it through the usual channels. I can’t imagine any of them would have bought plaster online before the pandemic. It’s definitely accelerated people's use of online.”

From bespoke developments to ensuring Grant & Stone has access to all the latest apps, Darren concluded: “We’ve always had a good relationship with KCS. It’s not a case of ‘this is what we offer, here you go’ — there’s a two-way communication between us to see how we can keep improving. We’re already on the path towards a digital future by using all of the main features that KCS has to offer — and we’re in the process of launching any that we don’t already have.”

■ For more information on the merchant solutions available from Kerridge Commercial Systems, enter the shortcode www.rdr.link/mz018 to download the latest brochure.

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TEN-25 MERCHANTER As referenced in PBM’s January edition, Ten-25’s cloud ERP system for merchants — formerly called UT400 — will now be known as Merchanter. MD Ian Oldrey explained: “UT400 was originally our internal name for the system. It was the start of a new generation of cloud-based software, replacing our previous flagship product UniTrade 360, but we didn’t really give it a customer-friendly name at the start.”

With “more and more” merchants signing up for it, Ian said: “We wanted a name that reflected the purpose of the software. It is 100% designed for merchants, with a huge range of features, functions and measures for optimising stock and streamlining trading processes. It allows a great deal of customisation and flexibility for those merchants that need it, but can also be a pretty straightforward, almost off-the-shelf solution for start-ups and simpler trading outfits.

“The name had to fit the whole spectrum, which was no easy task!”

UT400 will continue to be used as a reference code for the specific generation of software, and will still be used in some user documentation and for client login, Ian is quick to reassure customers that this is not a new system; simply a rebrand of an existing one. He said: “We have exciting plans to make Merchanter even more accessible to merchants just starting out, and are investigating an app version for simpler operations. But the core system remains the same — customers still get all the benefits and features of what they know as UT400. It’s just going to have a different name from now on.”

For more information on the features and benefits of Merchanter, and for an online demo, enter the shortcode www.rdr.link/mz019

PEAK AI DYNAMIC RECOMMENDATIONS CMOStores.com has worked with Peak AI to help improve the ecommerce experience for its customers, encourage additional online purchases and to improve both the ‘click-to-transaction’ rate and revenues.

Ben Hodson, Marketing Director of the online building supplies specialist, said: “We’re an award-winning and forward-thinking e-commerce business that’s committed to embracing automation and innovation in the builder’s merchants sector.

“We wanted to make the process of searching for the right products much simpler, while also reminding users of associated products they might have forgotten to add to their basket.”

Peak implemented an artificial intelligence-powered solution to help the firm gain a clearer understanding of its customers’ behaviour, with the AI system analysing daily transactional and identifying the most relevant product recommendations for customers based on their past purchasing habits.

Over a fifth of all transactions on the firm’s six specialist sites have involved an interaction with Peak’s AI System, proving that customers are using and benefiting from the new technology. Overall website session values were said to have increased by 11.2% compared to the previous non-AI approach, with total revenue rising by 5%. Furthermore, Peak’s recommendations were clicked on by 60% more customers, and had a 25% higher click-to-transaction rate.

For a full overview of Peak’s AI solution, enter the shortcode www.rdr.link/mz020

BMF ETIM TRAILBLAZERS Travis Perkins and the H&B buying group have joined the BMF’s initiative to develop consistent product data across the sector, helping it to fast track the implementation of the ETIM model of data classification and simplify the transfer of product information between manufacturer and merchant.

ETIM is a system of classifying technical product data that ensures all users employ the same terms to describe the same attributes and values. It is widely used in Europe and has already been adopted by the electrical products sector in the UK. The BMF is implementing the model in the UK for building, HVAC and plumbing products.

Rob Barbour, Travis Perkins’ Data and Insights Director, said: “We are really excited at the prospect of working with our peers to improve standards across the industry to ensure we have clear, accurate and trustworthy data shared between suppliers, merchants and customers, which in turn will minimise errors and drive down costs, and so significantly improve our supply chain efficiency.”

For more information on the BMF’s ETIM initiative, enter the shortcode www.rdr.link/mz021

www.professionalbuildersmerchant.co.uk

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Campaign news

Tembé Eco-friendly Hippo range

Dakea Roof windows

Just like the roof window it promotes, this striking ad from Dakea really stands out. The company outlines its commitment to the trade by showcasing its range of “high-quality, affordable roof windows that are easy to install” and which are also backed by a 20-year guarantee.

Find out more via www.rdr.link/mz022

Dulux Trade Weathershield

A new and improved formulation is said to offer the brand’s “best ever” mould and algae protection. The masonry paint is designed to be easy to apply and is shower resistant in 30 minutes, whilst anti-fade technology will ensure long-lasting colour.

Enter the shortcode www.rdr.link/mz025 for the full specs.

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Available in foil ‘sausages’, the Hippo line up of sealants, fillers and adhesives is stepping into the war on waste plastics with a solution said to result in 96% less waste than standard cartridges. And by offering 38% more of the same product than their 290ml plastic cartridge equivalents for the same price, the high performance products won’t cost the earth in more ways than one…

Head to www.rdr.link/mz023 for full details.

Kinedo Brooklyn

Mascot Advanced workwear

There’s little messing about in this ad for Mascot’s ‘tested to work’ range, which clearly highlights some of the key performance benefits of its comprehensive product portfolio — comfort, durability and how it can help your customers stay warm and dry on site.

Take a look at www.rdr.link/mz024 to check out the entire range of work trousers, tops, jackets and safety shoes.

Bringing the industrial trend to the bathroom, the Brooklyn cubicle range is available in two modern colour options — black or grey — and comes in ‘any way you like it’ quadrant and corner layouts, pivot or sliding door options and choice of glass finishes.

Fitted without the need for silicone, installation is said to be simple.

Specs and further details await via www.rdr.link/mz026

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Professional Builder and Professional Heating & Plumbing Installer magazines have continued to communicate with professional tradespeople across the nation throughout the pandemic, increasing their digital reach when trade counters were closed.

As work continues to ramp up despite ongoing restrictions, PBM looks at some of the advertising campaigns to feature in the latest issues as active suppliers seek to influence the buying decisions of approaching 200,000 trade professionals at merchant branches each month.

Navien Blue flame technology + installer rewards

As stated on its website, Navien’s goal is to “become the UK’s number one boiler brand.” With two ads in this month’s PHPI, it is certainly pushing its communication with the market, promoting the innovative blue flame technology behind its LCB700 oil boiler and also detailing its latest installer rewards programme.

Enter the shortcode www.rdr.link/mz027 for comprehensive background info on the company and its range of gas and oil boilers.

Viessmann Vitodens 100

Launching in April, Viessmann is trailing the latest version of its best-selling gas condensing boiler.

Smart technology ensures easy commissioning, remote monitoring and user-friendly control whilst the boiler accepts up to 20% hydrogen mix with methane, so is H2-Ready.

Go via www.rdr.link/mz029 to discover more.

Polypipe Overlay Plus

Speed is of the essence with the new Overlay Plus underfloor heating system which has been engineered for faster installation by featuring longer but lighter panels.

All the details can be found via www.rdr.link/mz028 including a fast-paced video introduction.

Warmflow Zeno Air Source Heat Pumps

Using Mitsubishi inverter driven technology to reduce energy usage, Warmflow’s Zeno air source heat pumps are available in three outputs from 6kW to 17kW, all work off single phase electricity and are compatible with the company’s range of specially-designed twin coil heat pump cylinders.

Search www.rdr.link/mz030 for more on the company’s full range of renewable heating solutions.

www.professionalbuildersmerchant.co.uk

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MARKETING SUPPORT

Silver streak Fix ALL was introduced to the construction market 25 years ago and to mark the milestone silver anniversary, Soudal is offering a full range of POS and national promotions whilst the brand is additionally unveiling a number of new product releases and packaging innovations for 2021.

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ince the introduction of Fix ALL a quarter of a century ago, Soudal states that it has continued to innovate and invest in the development of hybrid polymer sealant and adhesive formulations. Each product within the range is described as having its own unique properties and characteristics, ensuring there is a ‘Fix ALL solution for every application’ and providing a solution to the construction industry’s varying interior and exterior sealing, bonding and filling needs.

A drive for continuous improvement has

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led to Fix ALL becoming one of the most innovative and comprehensive ranges of hybrid polymer sealant and adhesives on the market. The products are based on Soudal’s patented SMX Hybrid Polymer Technology to offer formulations that have been developed to provide a choice of superior flexibility, initial grab, speed, bond strength — or a combination of these characteristics — in both clear and coloured varieties.

Apart from the “outstanding product quality”, Soudal attributes the global success of Fix ALL to the brand’s 25 years of “building trust within the construction industry” by maintaining strong relationships between merchant and supplier, and supplying a product range that the trade can rely on. As part of the firm’s commitment to “continually developing our brands and building sustainable future sales for our merchants”, it facilitates a number of national promotions every year and supports them through a range of sales and marketing materials to help merchants promote instore.

Multi-channel national advertising campaigns reinforce the messaging at the trade counter and, to mark the 25th Anniversary of the Fix ALL brand, Soudal is planning to celebrate with an “impressive line-up” of new product releases and packaging innovations, as well as investments in new point of sale materials, national radio campaigns and promotional activities scheduled throughout the year.

Participating branches can benefit from a full range of Fix ALL 25 Year materials — including display stands, pallet displays, buntings and much more — whilst permanent displays will be introduced

throughout the year to support each of the new product introductions.

The first product announcement is the introduction of new colour variations for Fix ALL Turbo, the ‘super-fast’ hybrid adhesive.

Already available in White, the adhesive is now also available in Black and Grey.

Turbo itself is described as having a rapid strength build-up which makes it suitable for applications where speed and strength are important factors. It has a high initial tack and is fixed in 20 minutes whilst strength continues to build for three hours, when it will reach its final end strength. Turbo is said to be perfect for all heavy-duty bonding applications, inside and out, whilst it is capable of bonding all common building materials, even in the wet.

To further support sales in branch, Soudal notes that its skilled sales team are all technically trained and available to deliver product training and demonstrations.

■ To find out more about Fix ALL and for further details on Point of Sale, demonstrations and product training, enter the shortcode www.rdr.link/mz031

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IDEAL BATHROOMS REWARDS SCHEME

With prizes including Samsung TVs, Nintendo Switch consoles, spa breaks, wireless headphones, Amazon and Love2Shop e-vouchers and more, Ideal Bathrooms — which celebrates its 40th anniversary this year — has launched its 2021 rewards programme for bathroom retailers and merchants.

Once customers have registered, every time they spend £1,400 they will have the opportunity to play a virtual prize board — accessed through their own personalised microsite — for the chance to win one of the rewards.

ARC BUILDING SOLUTIONS NEW WEBSITE

The new website from ARC Building Solutions is described as having “a fresh, modern look” and provides visitors with an easier way to learn about the company’s range of cavity fire barriers and cavity closers. Users can now “Find a product by name”, enabling a product to be selected from a drop-down menu and is accessible from every web page, whilst on the “Products” landing page, it is now possible to filter products by Category, Application and Construction Type.

Every product in the ARC portfolio now also has its own individual product page, containing comprehensive information, key stats and frequently asked questions.

NAVIEN PACKTASTIC EXTENDED WARRANTIES Following the successful launch of ‘Packtastic’ in 2020, Navien is continuing to offer gas and oil installers extended warranties on its NCB-CE Gas Boilers and LCB700 Blue Flame Oil Boilers.

Purchased in either a ‘Smart Package’ or an ‘ErP A+ package’, the promotion groups Navien’s boiler ranges together with the very latest smart technology and free flues.

NUIE 2021 CONSUMER BROCHURE

Showcasing its latest bathroom collection, the Roxor Group’s nuie brand has unveiled its 2021 consumer brochure. New lifestyle photography features throughout the 172-page, fully priced brochure, which is “overflowing with inspirational bathroom ideas and practical bathroom planning advice”.

The brochure forms part of nuie’s 2021 retailer support package, including point-of-sale material, merchandising units and “excellent display terms”. The brochure is available as hard copy as well as in digital format, which is available for download.

SHOWERWALL TRADE BROCHURE AND TRAINING VIDEOS

Produced to coincide with the launch of its ‘Find a Fitter’ programme, Showerwall has produced a trade brochure and two online training videos to help understand the features and benefits of the firm’s acrylic and HPL panels and how easy they are to fit.

The 20-page full-colour brochure offers a practical overview of the products, whilst thumbnails of the 84 decors available in the collection are also included to aid consumer decision making. The videos highlight the benefits of each material, the tools and products needed to fit the panels and a brief overview of the installation process.

BAXI ELECTRIC VAN COMPETITION

Keen to put a challenging 2020 “in the rear-view mirror”, Baxi is giving one lucky installer the opportunity to get behind the wheel of a new Nissan ENV200 Visia Electric Van. Installers will also have the chance to win one of 500 prizes, from £10 Costa Coffee vouchers to £30 Halfords Vouchers.

Open to existing and new members of the Baxi Works scheme, every boiler registered during the campaign will also trigger an entry, so the more registrations that are made will increase the chances of winning.

For more examples of supplier support for merchants via the PBM website, enter the shortcode www.rdr.link/mz032

www.professionalbuildersmerchant.co.uk

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PRODUCTS & SERVICES DOOSAN NX PLUS As the successor to Doosan’s entry-level GX Series, the manufacturer has launched the NX Plus Series — an enhanced low-cost range of four-wheel Diesel and LPG powered counterbalance forklift trucks.

Fully compliant with Euro Stage V, both Diesel and LPG models are available across a range of capacities from 2.0 to 3.5 ton. The combination of a powerful Kubota engine, a lowered centre of gravity and a rigid transaxle is said to facilitate smooth and safe operation on gradients of up to 25%, making the NX Plus suited to a wide variety of applications.

CHARCON SWARM PARTNERSHIP Charcon has partnered with surface water management manufacturer Swarm Water Management to provide a range of low to high capacity drainage products called H2O Linear Drainage. The partnership is offering a range of linear drainage products that can minimise the impact of rainwater run-off and flooding in a variety of hard landscaped areas including urban spaces as well as heavier duty applications such as industrial sites.

Made in UK, Swarm’s patented, low maintenance Linear Surface Water Drainage System can be hidden into paving, and is described as an environmentally-friendly solution that boasts up to 99% recycled material within its pipework.

BRISTAN BUZZ & CRAZE Featuring Safe Touch technology, Bristan has updated the Buzz and Craze models within its bar shower range which now included the Wallmount 12 fixing kit as standard. The award-winning kit has been engineered to enable front of wall isolation, meaning the connectors can be installed first, and the bar shower itself doesn’t have to be fitted until a later stage, protecting it from potential damage.

In addition to an easier installation, the fixing kit is also said to makes maintenance “a breeze”, allowing for front of wall servicing if required to save installers time and money.

GLEDHILL PLATINUM RANGE Manufactured from high specification duplex stainless steel, Gledhill’s Platinum range is designed to eliminate the requirement for an external expansion vessel, providing a suitable solution for restricted spaces whilst enabling quicker installation. In addition, the cylinders are insulated using high density HCFC-free Envirofoam insulation to achieve “astonishingly low levels of heat loss”, maximising energy efficiency for customers.

The range is available in direct and indirect patterns, and in sizes from 120 litres up to 300 litres indirect and 120 litres up to 210 litres direct. In addition, all Platinum unvented cylinders come with a 25 year warranty with on-site support.

STELRAD HEAVY-DUTY DECO Adding to its Heavy Duty radiator family, Stelrad Radiators has announced the addition of a Heavy Duty Deco radiator. This robust version of the popular Deco design comes with a 3.2mm combined thickness tough outer steel fascia to provide additional protection.

The new range consists of radiators in two heights — 450 and 600mm and in K1 and K2 formats, all available in lengths between 400 and 2000mm — to comprise a range of 36 radiators and add to Stelrad’s already comprehensive selection. Heat outputs at 50Δt range from 915 Btu/h to 10,928 Btu/h for the largest model in the range.

48 PBM MARCH 2021

TEMBÉ ECO-PAC PACKAGING Tembé is highlighting the sustainability credentials of its Eco-Pac packaging as it aims to lead the market in moving from plastic cartridges to the more sustainable aluminium foil sausages.

The company offers a range of 14 foils — including its Pro3 three-in-one solution — for all jobs within the adhesive, filler and sealant categories in addition to providing options in ‘good, better and best’ performance levels.

The foils offer 400ml for the same price as a 290ml cartridge, and contain 96% less waste. The pack contains less than 1% plastic and will help merchants meet their Corporate Social Responsibility and reduction in single use plastic targets, whilst all products are supplied in cardboard cut cases for easy shelf display, or in either cardboard or metal free standing display units.

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MARLEY PLUMBING & DRAINAGE UNDERGROUND DRAINAGE RANGE GRANT UK SLIMLINE CYLINDERS Five new slimline hot water cylinders, ranging in size from 150 to 300 litres, are now available from Grant UK. These new models join the MonoWave High Performance cylinder range, providing installers with efficient hot water storage solutions when space is at a premium.

Each of the five new cylinders has a diameter of just 510mm making them suitable for installations where limited space is available. The tappings are labelled and colour-coded, helping to make the installation easier and more installer-friendly, whilst all the slimline cylinders also feature a 3kW fitted immersion, have a single coil and are unvented, indirect models.

Marley Plumbing & Drainage has introduced a variety of new products to its existing range of underground drainage solutions. For example, the supplier has added three long radius bends — UBL41, UBL42 and UBL45 — for projects where a swept bend is required whilst it has also launched a 110mm Multiflex Branch Double Socket as well as an 110mm Multiflex Branch Treble Socket solution to provide multi-purpose options for installers on site.

IDS BERRYALLOC LVT BerryAlloc Pure luxury vinyl tile (LVT) is the latest addition to the IDS flooring portfolio with 14 tile and plank designs selected for the UK market. The range includes large format tiles in fashionable greys, on trend Terrazzo, modern metallics and fleck designs.

Planks span the full spectrum of light, grey and dark woodgrains and offer a choice of rustic, smooth and refined finishes.

The range is described as hardwearing and durable, and is said to be water resistant, R11 slip resistant and compatible with waterpiped underfloor heating systems. Installed using the DreamClick system, the range offers 360° multidirectional installation plus a 10-year commercial warranty.

MAKITA BRUSHLESS IMPACT WRENCH Powered by the supplier’s 40VMax XGT technology, Makita has expanded its XGT 40VMax line up with a new brushless impact wrench. The TW004G (which follows on from the TW001G) can deliver up to 4,000 impacts per minute and is said to deliver the power needed to tackle mid-range torque applications with a maximum fastening torque of 350Nm and nut busting torque of 630Nm. Operators can choose from four power settings and six application modes, so the output can be easily adjusted depending on the task and for ease of use.

TYDE TURBO EDGE Following on from the success of the Turbo 88, Tyde has launched the UK-made Dudley Turbo Edge compact toilet syphon. According to the company, the syphon is guaranteed to fit into any lever operated cistern and features a light touch activation making it easily operated by both the very young and the elderly.

The Turbo Edge is height adjustable to fit all cistern sizes and offers a 6/7/9 litre volume adjustment, guaranteeing optimum flush performance. In addition, the Turbo Edge can be retrofitted on all existing Turbo downlegs.

METHVEN KITCHEN TAPWARE

Offering a 20 year warranty across all chrome plated designs, Methven latest range of kitchen tapware is said to be suitable for all plumbing systems and the models have been optimised to operate at six litres per minute. The ‘Dunston’, for example, features a chrome plated, contemporary finish while the ‘Ellesmere Matte Black’ features a matte black finish, combined with a streamlined aesthetic.

Martin Walker, CEO of Methven, said: “Throughout 2021, we will be expanding our high quality range of sustainable tapware and showering solutions to further support our retail partners, architects, designers and installers in staying ahead of industry advancements.”

The New Dudley Turbo Edge Syphon from TYDE

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mz033

www.professionalbuildersmerchant.co.uk

PBM MARCH 2021 49

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ADVERTISEMENT INDEX Aanco (UK) Ltd t/a Made For Trade ................................................................................page 15 Border Merchant Systems Ltd .......................................................................................page 36 BSW Timber Ltd .............................................................................................................page 8 Buckler Boots Ltd .........................................................................................................page 20 Builders Merchants Federation .......................................................................outside back cover Centurion Europe Ltd ....................................................................................................page 20 Doosan Industrial Vehicle Ltd ............................................................................inside front cover Everbuild Building Products Ltd .....................................................................................page 16 Gorilla Glue, Inc. ...........................................................................................................page 29 Groundbreaker and Firebreaker Systems .......................................................................page 33 Hilton Banks Ltd ............................................................................................................page 19 Jones & Son Pest Control Supplies Ltd .........................................................................page 41 Kyocera Senco UK ................................................................................................pages 38, 39 Long Rake Spar Co. Ltd ..................................................................................................page 7 Marmox (UK) Ltd ...........................................................................................................page 25 MEDITE SMARTPLY ........................................................................................................page 9 Merlin Business Software Ltd .........................................................................................page 30 Resapol Ltd ..................................................................................................................page 30 ROYD Tool Group .........................................................................................................page 27 RWC (UK) Ltd .................................................................................................................page 4 sales-I ..........................................................................................................................page 34 Simpson Strong-Tie ......................................................................................................page 33 Stuart Turner Ltd ...........................................................................................................page 37 Tembe DIY & Building Products Ltd ................................................................................page 23 Ten-25 Software Ltd ......................................................................................................page 32

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With Paul Davies

NINE LIVES After a number of unusually high-scoring games in the early part of this still oddly surreal campaign (Villa beating Liverpool 7-2 was undoubtedly the stand-out result, but a smattering of 5-2s within a week in late September didn’t seem especially normal either…), the rate of goals per match has returned to something more closely resembling expectations.

However, that didn’t stop Southampton recently having another crack at claiming the Premier League’s record defeat all for itself.

Following the 9-0 thumping from Leicester in October 2019, the club currently shares the accolade with Ipswich Town who memorably shipped nine against Manchester United in 1995 so the opportunity was clearly there for the taking when the Saints arrived at Old Trafford.

To be fair, Southampton had justifiable grievances about a couple of the refereeing / VAR decisions, so much so that they have specifically requested that ref Mike Dean and fourth official Lee Mason no longer handle their games.

One has to feel especially sorry for Saints centre-half Jan

Bednerak. Up to now, he has been having a great season and has been an excellent FPL pick — fantastic value and, thus far, a consistent source of points.

However, an own goal, a red card (subsequently overturned…) and shipping nine left him with a painful -7 for the week. And according to @OfficialFPL, one manager even put their Triple Captain on him…!

UNWANTED RECORD

LOOKING FORWARD

Bednarek’s unfortunate evening in Manchester perhaps a little unfairly prompted a quick check of some of the worst defensive performances in recent memory. Overall, Richard Dunne holds a fantastic Premier League double with the most own goals (ten) and the joint highest total of red cards (eight, shared with Patrick Vierra and Duncan Ferguson) in a career that took in 431 top flight appearances at Everton, Manchester City, Aston Villa and QPR. Next on the list, Liverpool’s Martin Skrtl and Jamie Carragher are both remembered fondly at Anfield despite putting an impressive seven strikes each past their own keeper. Skrtl’s 16 ‘proper’ goals put him well in credit but Carragher’s track record seems even more joyous when you consider he only scored three at the right end, and once scored a record TWO own goals in a 3-2 defeat to Manchester United in 1999!

With the games continuing to come thick and fast, rotation, fatigue and niggly injuries are playing havoc with our fantasy team selections. Thomas Tuchel’s reign at Chelsea has got off to a fine start, whilst Manchester City look back to their imperious best at both ends of the field. Who will play week in, week out though?

More assured picks can probably be found elsewhere with Grealish and Watkins continuing to catch the eye at Villa and Calum Wilson outperforming in a stuttering Newcastle team. The return of a rested Jamie Vardy in an excellent Leicester side ticks the ‘premium’ box, whilst Brighton’s defence is currently offering up some great bargains if cash is tight.

Flashy 9-0 win apart, Man United are looking quietly solid and part-time Leader of the Opposition Marcus Rashford appears to be a great value option.

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