Professional Builders Merchant March 2020 by Hamerville Media Group

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2020

MONTHLY TRENDS MONITOR

WORKWEAR & EQUIPMENT Upselling opportunities

INFORMATION TECHNOLOGY Trade counter efficiencies

DOORS, WINDOWS & SECURITY Capitalising on a growing market

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

www.professionalbuildersmerchant.co.uk

Fantasy Football See page 51

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CONTENTS DOORS, WINDOWS & SECURITY 20

NEW OPENINGS Outlining the growing opportunities for merchants with a broader range of doors and windows now available, including roof lanterns and bi-folds.

KEY CONSIDERATIONS Upselling the advantages of higher specification hardware.

PRODUCTS & SERVICES

SPECIAL REPORTS

WORKWEAR & EQUIPMENT 27

PREMIER LEAGUE Capitalising on premium-grade workwear sales with the new Timberland Pro range.

RAISING STANDARDS Ensuring user safety when working at height.

PRODUCTS & SERVICES

March 2020, Volume 30 No. 3

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

INFORMATION TECHNOLOGY 34

COMPETITIVE ADVANTAGE Optimising the chances of success with strong foundations in technology.

CASTING A SPELL A Q&A with NYEs MD Rex Nye about the independent merchant’s IT considerations.

ON THE WATERFRONT Customer support from implementation on ongoing assistance.

IT ROUND-UP

16 KEY TO SUCCESS RWC’s Tim Sykes discusses why merchants and manufacturers must collaborate to succeed in an increasingly challenging marketplace

COMPETITIONS

REGULARS 5 6 8 12 13 14 18 42 44 46 48 50

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

www.professionalbuildersmerchant.co.uk

51 EVO-STIK FANTASY FOOTBALL VAR in the spotlight. Again!

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VIEWPOINT

Riding off I

t is an incredible testament to the staying power of the industry and the evolutionary prowess of the companies within it that in this issue we feature the stories of not one but two merchant firms that celebrate their 250th anniversary this year. In our news section, we report on north Norfolk-based CT Baker joining the H&B buying group whilst a few pages later we discuss the past, present and future of Bradfords Building Supplies. To try and put some context to their shared semiquincentennial, 1770 was the year that Captain James Cook first set foot on what we know now as Australia whilst King George III was on the throne, presiding over 13 colonies across the pond with the American War of Independence still a few years into the future. 1770 was also the year a newborn Beethoven rolled over for the first time… Celebrating longevity of a rather different sense, we must reflect on the contribution made by Peter Hindle MBE to the sector in the month that he steps down as Chair of the BMF. There’s more on page 7 with further detail on our website, but it is only fitting to offer a small tribute here to a man so steeped in all quarters of the industry. Peter will probably hate this, however… Prior to becoming BMF Chairman in April 2014, Peter could already look back on a career spanning more than four decades in the sector. Having represented Great Britain on a number of occasions, injury cut short a promising cycling career and Peter found himself starting out anew as a trainee at a local independent merchant before embarking on a

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MARCH 2020

MONTHLY TRENDS MONITOR

WORKWEAR & EQUIPMENT Upselling opportunities

INFORMATION TECHNOLOGY Trade counter efficiencies

DOORS, WINDOWS & SECURITY Capitalising on a growing market

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

www.professionalbuildersmerchant.co.uk

Fantasy Football See page 51

“Celebrating longevity of a rather different sense, we simply have to reflect on the contribution made by Peter Hindle MBE to the sector in the month that he steps down as Chair of the BMF.” journey through the ranks at Jewson that began in the yard and culminated in the senior management of the global Saint-Gobain business. His industry leadership saw him rewarded with an MBE in 2009 and an Honorary Doctorate from Birmingham City University in 2012 in recognition of his business achievements and charitable services, such as the creation and development of Jewson’s ‘Together’ fundraising programme which has raised well over £2 million since its inception in 2002. In 2013, he received the Lifetime Achievement Award at the Builders’ Merchants’ Awards. Supporting the professional development of others has remained a constant passion, with a tireless desire to make the industry a more attractive proposition to younger people. For example, he was instrumental in championing a range of training courses and development programmes including the industry-leading Foundation Degree in Builders’ Merchanting, and the Postgraduate Diploma in Leadership and Strategy, both developed in conjunction with Birmingham City University.

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

www.professionalbuildersmerchant.co.uk

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

In recent years, this dedication has been seen at the BMF’s Branch Managers Forums, where a constant highlight on the agenda has been a Q&A session in which Peter discusses his experiences within the industry and how it continues to evolve with the up-and-coming managers — the very role he cites as the one he enjoyed most in his illustrious career. From a personal perspective, I first met Peter very early on in my time on PBM when he was MD of Jewson and just spending a short amount of time in his company was an invaluable lesson about the drive and commitment that makes this such a very special industry. Every conversation since has continued to be an education. His influence is clear in the esteem the BMF is held in today. With Richard Hill stepping into his shoes, we know the role of BMF Chair is in safe hands, but we’d like to take this opportunity to wish Peter all the very best in what follows, not least in enduring watching the current Man United team and continuing to cycle the highways and byways of the UK and beyond...

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NEWS UPDATE CT Baker joins H&B

The H&B buying group continues its successful progress in recruiting new merchant partners, with long-standing north Norfolk-based CT Baker becoming the latest to join. The merchant can trace its roots back an incredible 250 years to its formation in Holt, Norfolk in 1770 and the business remains family-owned and run. In that time, the business has gone through various incarnations including ironmonger, blacksmith and brewer before evolving into the modern merchanting business it is today with four branches in Aylsham, Holt, North Walsham and Stalham. Paul Pamment, Area General Manager at the firm said: “We have traded very successfully for 250 years but we realised that the best way forward for the business was to join a buying group, to improve the prices we could achieve and to streamline and develop our own buying processes.” H&B’s Jamie Wyatt said: “The profile of the typical H&B partner is dynamic, locally strong, and with a real commitment to growth, service, quality, and innovation. As such, CT Baker fits H&B’s membership criteria perfectly.”

BAND OF BUILDERS JOINS THE BMF

Band aid

Band of Builders (BoB) is a registered charity set up to help members of the UK construction industry battling illness or injury. Originally formed in 2016, it now has nearly 10,000 members who all share the aim of helping fellow tradespeople in their hour of need. Previous projects it has undertaken include the installation of a specialised bathroom for an electrician’s daughter suffering from a rare skin condition; landscaping a garden for a builder suffering from Motor Neurone Disease so he could safely watch his children play; finishing the renovations at the family home of a plumber who died before he could complete them and creating a bedroom for a plasterer’s daughter who spent the first half of her life in hospital, as well as installing a downstairs bathroom for her carers. The BMF has now welcomed the group as its latest associate member. Shane McCormick, Trustee at Band of Builders, said: “There is a natural connection between Band of Builders and the BMF in terms of our communities, but to have agreed a formal partnership is a huge

milestone for BoB. “For us, the partnership will not only raise awareness of what we do in general, but it means we can reach out to the BMF’s 710 members and talk directly to their customer base — the people who we help and who form our membership and volunteers.” Welcoming Band of Builders into membership, BMF CEO John Newcomb said: “It’s fantastic to welcome this great national charity into BMF membership. After seeing their work over the past few years, we look forward to working together with them to help members of the UK construction industry and their families in their hour of need.” For more information, please visit www.bandofbuilders.org

16 new suppliers join NBG Hot on the heels of Arnold Laver, Chandlers Building Supplies and Romerils joining as new partners last month, National Buying Group has announced the addition of 16 new supplier members. Almost half will bolster the Plumbing and Heating sector, with new suppliers also coming on board to strengthen the Landscaping, Kitchen, and General Building categories. The new names include Aquadart, Atay Global, Barco, Croydex, HRP Trade, Mark

Vitow and Mereway Bathrooms in plumbing and heating, alongside Apta, Milwaukee, ARC Building Solutions, Resapol, Soudal, Visqueen Building Products, Swift Electrical Wholesalers, Gower Furniture and Marble Building Products.

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

PETER HINDLE MBE DEPARTS AS BMF CHAIR

Parting of the ways With ACO’s Richard Hill officially confirmed as his successor, Peter Hindle MBE steps down after six very successful years as Chairman of the Builders Merchants Federation on 31 March. During his tenure, Peter was instrumental in the trade association’s strategic development, overseeing tremendous growth in membership, with numbers almost doubling during his tenure, and the financial health of the Federation assured. In particular he championed Training and Development, the provision of accurate Market and Forecast Data, the BMF Regional Centres of Excellence to promote networking and collaboration at a local level and increasing the Federation’s Political Representation in tandem with its growing member voice. Peter said: “It was an honour to be appointed in 2014 and I enjoyed great support from the membership for which I am very grateful. While there have been challenges, I have thoroughly enjoyed my time working with John Newcomb, the BMF team, my fellow Board Directors and, of course, the members who I will miss.

Wheels in motion

100 members and suppliers of the PHG buying group are taking part in a charity bike ride on 15-16 May from Harrogate to Darlington and back again with the aim of raising over £100,000. Riders of all abilities will tackle the 150 mile course through the stunning Yorkshire Dales and Yorkshire Moors, with the event capped off by a Gala Dinner & Awards ceremony. Every penny raised by the ‘PHG Revolution 150’ will be split equally between Surfers Against Sewage and Woodland Trust — two significant charities fighting against the carbon crisis and plastic pollution. The idea came about during a conversation at a conference 18 months ago between Nigel Fowler from Duftons

“After a lifetime’s association with the builders’ merchant industry this will probably be my last standing down announcement and is made with a touch of sadness. But I feel confident that I leave the BMF in a strong position both financially and organisationally and I wish them every success as I pass on the mantle of Chairmanship to Richard Hill.” Speaking on behalf of the BMF Board, Tim Rowbottom said: “Peter has done an excellent job in guiding the BMF through a period of significant change and transformation, helping to create an award-winning trade body able to support and represent the entire building materials supply chain.” Richard Hill officially takes over as Chair on 1 April. For more on Richard’s background and comments on his appointment, enter the shortcode www.rdr.link/mn001

Plumbing & Heating and Sussex Plumbing Supplies’ Matt Pysden. Both are keen sportsmen, environmentalists and PHG members, and they felt that with the opportunities available within the plumbing and heating sector to make meaningful environmental changes, they would use their industry connections to make a difference. PHG Revolution 150 was born to drive home the message of how important — and simple — it is for everyone to make a difference to the environment at work and at home. It intends to inspire change at all stages of the supply chain from manufacturer to consumer, influencing suppliers to adopt and

Branch investment Jewson has invested £1.5 million across three branches in south London, making improvements to its sites in Mitcham, Croydon, and West Wickham. The branches last received investment over 10 years ago and were targeted for redevelopment to keep pace with the regeneration of south London in recent years. The work on the branches in Croydon and West Wickham was completed in December, while a further £300,000 was invested into Mitcham for a second phase of redevelopment in January this year. Not only have the redevelopments improved the overall look and feel of the branches, including new IT systems and the introduction of touch screens, they have also created five new jobs.

15th & 16th May 2020

MAIN SPONSORS

TAL NMEN NVIRO ENCY EN E G MER EM

develop more environmentallyHELP US RAISE £100k £100kk FOR CHA CHARITY ARITY friendly practices REVOLUTION! JOIN THE REV OLUTION! to make green steps more attainable for all concerned. For more information on the cycling event and how to offer your support, read more about the story on the PBM website via www.rdr.link/mn002 Members and suppliers of the PHG buying group are coming together to take part in a charity bike ride on 15th & 16th May 2020 from Harrogate to Darlington and back again over the two days. Riders of all abilities will tackle this 150 mile course through the stunning Yorkshire Yo orksh Dales and Yorkshire orkshire Yorksh o orkshire Moors. offf with a Gala The event will be capped of Dinner & Awards Awards ceremony. ceremony. PHG have funded the entire event which means that every penny raised is split equally between Surfers Against Sewage and Woodland Woodland Trust. Trust.

PLEASE ASE DONA DONATE ATE T AS MUCH AS YYOUR OUR AFFORD

www www.vmgiving.co/Revolution150 .vmgiving.co/Revolution150

For further information, please email Diane Dennison: diane.dennison@phg.uk.com

SPONSORED BY

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MARKET MONITOR in association with

Bouncing back? December’s General Election may have delivered a decisive result with an 80 seat Conservative majority but the trade is still waiting for the ‘Boris bounce’ to kick in, according to the Federation of Master Builders.

orkloads for small building companies fell in the final quarter of 2019 but — reflecting a similar pattern as outlined by merchants in our trends monitor ‘The Pulse’ this month (see pages 10-11) — builders are more optimistic for 2020, according to the findings of the FMB’s most recent survey of its members. Commenting on the results of the survey, Chief Executive of the FMB, Brian Berry, said: “The end of 2019 was a very turbulent period in the UK, both politically and economically, with Brexit gridlock and a General Election. When you consider this, along with the bad weather we saw in October, it is not surprising that the order books of small and mediumsized construction firms took a hit. We know that many consumers were holding off making important spending decisions until the outcome of the General Election was known and this took its toll on workloads” More positively, Brian continued: “Builders are more optimistic for the future, however, with over a third of SMEs predicting higher workloads over the coming three months. We are yet to see if there has been a so called ‘Boris bounce’ yet, following the election result, but there are some positive signs. For example, employment levels amongst SMEs

have returned to positive ground for the first time since the start of 2019. This of course, brings with it concerns around skills shortages, and SMEs continue to struggle to hire key trades such as bricklayers and carpenters” He concluded: “With the Budget due in early March, this provides a perfect opportunity to restore some confidence back into the construction industry. Builders will be instrumental in delivering key government objectives such as 300,000 new homes by the mid-2020s and reaching Net Zero carbon emissions by 2050. Radical policies will be needed to deliver these targets which should include reform of the planning system and a new strategy to make our existing homes more energy efficient.” On these broader points, whilst the outlook and underlying demand trends are full of opportunity, the current picture on the ground remains somewhat mixed. For example the latest house building figures from the Ministry of Housing, Communities & Local Government reveal the highest total of completions in a decade at 177,980, representing a 9% year-year increase. However, this remains well below the government’s stated target whilst starts of 157,550 new dwellings is down 7% since September 2018. More positively, housing secretary Robert Jenrick recently announced a

The key results of the FMB’s State of Trade Survey for Q4 reveal: ●

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In the three months to December 2019, builders workloads fell into negative territory with around 21% of firms reporting lower workloads, 5% higher than the previous quarter; Expectations for the future rose with 37% of builders predicting higher workloads over the coming three months; Northern Ireland was the only home nation to see an increase in workloads and enquiries; Material and wage costs are likely to rise over the coming six months; Employment activity moved back into positive territory for the first time since Q1 2019 with just under one in five (19%) builders reporting an increase in staffing levels.

new £1 billion guarantee scheme designed to ensure sufficient credit is available to allow smaller housebuilders to enter the market, whilst news of a new first time buyer discount (entitled “First Homes”) has also been unveiled. Finally, it appears that the Government’s previously declared £30,000 salary for immigrant workers looks set to be reduced when the plans come to fruition, helping the industry to more cost-effectively manage any skills shortages.

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Merchant confidence back on track With a new majority Government in the driving seat, and a shorter trading month in December, it’s not surprising January’s Pulse displays a robust rebound in expectations and confidence.

he survey featured in this edition was completed at the very start of January where a positive mood was still influenced by the outcome of December’s election. However, there have been mixed reports of January’s sales — some businesses are reporting a positive end to the month after a slow start, while others have yet to feel the effects of a more confident mood across the country.

Year-on-Year, most merchants were positive with a net +44% anticipating better sales in January 2020 compared to January 2019. Expectations improved by 20 percentage points on the December survey — see Chart 2. Small branches (net +51%), regional merchants (+52%) and merchants in Scotland (+53%) were most positive.

Sales expectations A net +63% of merchants expected stronger sales in January compared to December, highlighting a significant uplift from the previous month’s survey — see Chart 1. This is not surprising, given fewer trading days in December and more people ending early for Christmas. But expectations were also influenced by the surprisingly clear election outcome and an uplift in the national mood. Expectations for January were strong across merchants of all sizes, type and region.

Looking ahead to the first quarter (January to March 2020), a net +54% of merchants forecast better sales compared with the previous three months (October to December 2019) — see Chart 3.

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

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TRENDS MONITOR

Regionally, there was a north/south divide, with more merchants in the South and Midlands (net +60% and +64% respectively) expecting improved sales than those in the North and Scotland (+44% and +40% respectively). Regional merchants (net +68%) are more positive for the quarter ahead than the nationals (+46%) and independents (+23%). Expectations for the next six months are also robust, with a net +63% of merchants anticipating better sales in January to June 2020 compared to July to December 2019. Merchants in large outlets (net +77%) were most positive for the period.

Confidence in the market Confidence rebounded after the election, with a net +38% of merchants more confident about the market in January compared to December. This compared to -3% of merchants less confident in the December survey. Year-on-year, market confidence bounced back above the line for the first time in six months, with a net +28% of merchants more confident in January compared to January last year — see Chart 4. Merchants in the South (+40%), regional merchants (+40%) and independents (+54%) were particularly confident. However, national merchants are more cautious (+2.7%).

The main reasons given for improved confidence over the period were not surprisingly centred around the result of the general election and the belief that Brexit will now ‘get sorted’. Confidence in their business Merchants’ confidence in their own business remained strong with a net +54% more confident in January than in December. None of the merchants interviewed were less confident. Year-on-year it’s similar, with a net +48% of merchants more confident (Chart 4).

The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is based on the 9th survey in the series, with interviews conducted by MRA Research between 2nd and 6th January 2020. Each month a representative sample of 100 merchants is interviewed, balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

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

www.professionalbuildersmerchant.co.uk

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TRAINING ZONE

Counting the cost of discounting The BMF reveals how it has improved upon one of its most popular training programmes.

aximising Margin is one of the most popular courses delivered by the BMF. Even the taster session for the course at the Members’ Conference last year was packed to the rafters, with many senior managers in attendance. The subject clearly sparked their interest, but left some wondering if it could be made even better. The answer is a resounding YES, as follow-up discussions have led to the introduction of a new Margin Development Programme designed for the whole sales team. The original stand-alone course was usually attended by just one or two staff members. The results they could achieve were therefore limited if the sales and negotiating culture within the branch, and indeed the business, remained unchanged. If the rest of the staff, including management, continued with bad habits and applied discount as usual, it could prove quite difficult for the trained team member to achieve more than limited improvement. However, the Margin Development Programme is designed to involve all customer-facing staff — from director to trade counter and telephone sales. It is far more likely to ensure that a change of culture within the business takes place and that the required changes in behaviour in the workplace are driven home across the board. The programme has already resulted in tangible and measurable margin increases for the initial users. As one said: “The tutor’s experience and knowledge came through on the course. The BMF has created an essential driver to delivering both sales and margin

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enhancement within the merchant business, resulting in both continuous improvement and cultural change.” The new programme can be tailored to suit individual needs, but includes essential elements to understand:

Branch Managers Forum

Of course, commitment and hard work will be required to ensure that improvements are maintained, but the Margin Development Programme provides support before, during and after the training element phase to help set targets, design incentive schemes, track and monitor progress, avoid common pitfalls and measure statistical success.

There is still time to book your place on the next BMF Branch Managers Forum, taking place on 25 & 26 March in Coventry. The two-day event is specifically designed to help Branch Managers to run their branches more effectively and to improve performance in every aspect. Chaired by Sue Reed, a BMF trainer and Fellow of the Institute of Sales Management, an impressive array of industry experts will share their knowledge on a wide variety of branch-related subjects such as the importance of margin management. Other topics covered include leadership and management, digital marketing, sustainable sales, stock shrinkage, teamwork, mental health and wellbeing, health and safety, as well as product masterclasses covering timber, insulation and bathrooms. All this and plenty of time to network with your peers, this is one training event that anyone new to branch management, or aspiring to that role, really can’t afford to miss.

To find out more about the Margin Development Programme, or to book your place on the Branch Managers Forum please contact paige.godsell@bmf.org.uk or phone 02476 854980.

■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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● ● ● ● ● ● ● ●

The difference between mark-up and margin and why this is so important when pricing The amount of net profit that sales ultimately generate Customer “key drivers” Market reputation and differentiation Reasons to hold firm on pricing (and when to provide a discount) The Perception of Value Character Type Recognition Negotiating Styles The true cost of discounting

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PEOPLE NEWS

Builders’ Merchant Company has announced the appointment of Alex Cramp in the role of Regional Sales Manager. Alex joins from Saint-Gobain, where he held a number of positions culminating in the role of National Account Manager, so will bring a strong working knowledge of sales management from within the construction industry. Alex will head up the key account sales within the company, and will also be responsible for driving forward its digital marketing plan. Global Stone has appointed James Gilmartin as Regional Sales Director, North. In this newly created role, James will focus on driving sales and new business in the north of the UK, as part of the firm’s overall growth strategy. James comes from a strong background of sales and business development, most recently from Grono Ltd, a national landscaping product supplier which has shown rapid growth under his leadership as Business Development Director. The IPG has announced the appointment of Glenn Fisher as its new Managing Director, succeeding Founder and Chairman Robin Beal. Glenn, who has held various senior positions in his career and is also a qualified accountant, brings a wealth of knowledge to the role, having worked with several ownermanaged businesses. Glenn says he is passionate in supporting independent companies and is keen to “Not just level the playing field, but reshape it in favour of our members, by creating an environment where they can thrive!” Hanson has appointed Andrew Simpson as Packed Products Director, adding operational responsibility to his commercial remit. Andrew is responsible for sales of all of the company’s packed products, including cement, ready-to-use concrete and aggregates, and will now also look after manufacturing at Hanson’s ready-to-use production site in Nuneaton as well as the company’s construction aggregates packing plants across the country. He started his career with the company in 1997 when he was appointed area sales manager for Castle Cement, part of the HeidelbergCement Group, which bought Hanson in 2007.

MKM Building Supplies has invested in both its marketing and digital capability and its human resources division with the appointment of Tony Rivenell, as Group Digital and Marketing Director and Amanda Williams as Group Human Resources Director. Tony has an outstanding track record for delivering improvements in customer experience for some of the UK's best-known brands including Boots, Waitrose & Partners, Ocado and Halfords. Amanda's strength and expertise, meanwhile, is working with senior teams in high growth businesses, most recently at Quorn Foods.

Storage and racking specialist Fil (formerly Filplastic) has appointed Mike Gorman as its new Sales Director. Mike brings more than 17 years of industry experience to the Yorkshire company, having previously supplied builders’ merchants, national DIY chains, supermarkets and high street and budget retailers. In addition to managing the company’s key accounts, he will initially be covering the North West region for Fil, but his role will grow once the company recruits a permanent business development manager to cover this area.

www.professionalbuildersmerchant.co.uk

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NBG BUYING BETTER

Significant business growth between NBG and Aliaxis Through its brands such as Marley Plumbing & Drainage, Hunter Plastics and Multikwik, Aliaxis is a global leader in manufacturing and distributing plastic piping systems and related building and sanitary products, and states that it develops innovative ways of working for business growth.

liaxis continually looks at improving its products and services for merchants, to boost sales and assist the running of a smooth and efficient business, serving the needs of their customers effectively. Since 2015, Aliaxis has worked with NBG to convert 26 Partners and 60 branches to its products. Indeed, the partnership with NBG has resulted in an increased turnover of 43% between 2015 and 2019. David Thomas, Merchant Trading Director at Aliaxis, says: “We don’t follow the traditional approach of a Supplier. It’s something we try to avoid. Instead we focus on the commercials and how we can give NBG Partners the best margins. “We also sponsor a lot of events which means we are always up to date with new product launches and what is going on across the building sector.” David adds. “Aliaxis has been trading with NBG for around 15 years, constantly working together to explore new ways of developing sales for Partners across the Group.” David aims to be innovative, when it comes to stock-cleansing, by working closely with Aliaxis’ Merchant Trading Manager Andrew Bishop. The pair are involved with all aspects of the NBG Partner’s businesses from managing stock rotation, through to agreeing local promotions and aligning stock for local markets. The Key Account Managers handle day to day activity at branches and business

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David Thomas, Merchant Trading Director at Aliaxis

Andrew Bishop, Merchant Trading Manager

“We don’t follow the traditional approach of a Supplier. It’s something we try to avoid. Instead we focus on the commercials and how we can give NBG Partners the best margins.” David Thomas, Merchant Trading Director at Aliaxis development, but the Merchant Trading team (David and Andrew) often get involved with these other aspects too which together adds real value to the merchant business. NBG Toolbox Aliaxis has also worked with NBG to develop an NBG Toolbox to assist merchant teams, making selling Aliaxis products easier. As well as saving Partners valuable time and minimising errors when making orders, Aliaxis ensures that the tool automatically records all the individual product codes, and has the ability to apply cost discounts and understanding that merchants may often run promotions or offer special price reductions for regular customers. David adds: “We launched the NBG Toolbox in 2015 and it has evolved greatly, as we have worked with Partners to understand

exactly what information they need. The NBG Toolbox evolution has definitely helped us win business in 2018/2019 and we have seen consistent year-on-year growth.” Bob Fleetwood, Purchasing Director at Kellaway, one of the fastest growing independent building merchants in the South West, says: “Aliaxis is a very professional company that employs professional people. We find, at all levels, staff are easy to deal with and nothing is a problem. They look to solve issues rather than create them meaning we can both focus on the key aims of working together to maximise mutual business opportunities.” ■ For more information, visit nationalbuyinggroup.com, find them on Twitter at @NBGLLP or on Linkedin at National Buying Group.

www.professionalbuildersmerchant.co.uk

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SPECIAL REPORT: SUPPLIER PARTNERSHIPS

Key to success With the ever-growing digital age changing the nature of the trade counter, Tim Sykes, Divisional Director – National Sales Team at RWC, discusses why merchants and manufacturers must collaborate to succeed in an increasingly challenging marketplace.

uch like any other brick-andmortar retail-orientated business, plumbers’ and builders’ merchants are under an increasing amount of pressure to stay ahead of the game. The marketplace is evolving faster than ever with a myriad of factors creating opportunities and threats. Take for instance the advent of digital. Go back 10 to 15 years and the trade counter would be where merchants would be doing most of their business, by interacting with their customers and providing added value. This could be from giving advice on jobs, to making recommendations on products, and selling solutions face-to-face. Fast-forward to the present-day, and while the trade counter is still a focal point for many merchants, it is undeniable that websites and online suppliers are now challenging the traditional counter business model. These virtual entities are becoming stronger and stronger, and as installers and contractors become more digitally savvy, they can now go online to search for prices and products. Not just this, but they can easily find out stock and range information, branch locations, promotions, and even buy products online. The pressure of merchants having a strong online offering is now too hard to ignore. Digital technologies are also giving installers and contractors more choice than

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ever before. Simply tap a few buttons and they can compare one merchant’s prices to another. In turn, merchants have fewer opportunities to build face-to-face relationships with customers and help them with their projects. Thus, keeping hold of a strong, loyal customer base is becoming more challenging. Consumer brands have also influenced the merchant and installer relationship. Installers now want services like click-and-collect and next-day delivery, and expect merchants to be a one-stop shop where they can get all the supplies they need for the project at hand. By streamlining the product research and purchasing process, installers can reduce delays and lost jobs, and increase profit and reputation. While the outlook may seem tough, it is important to remember what gives merchants their intrinsic, intangible value to installers — expertise, knowledge, quality products, and strong customer relationships and loyalty. Passing this knowledge on can only truly be done via face-to-face interaction, and so there will always be a place for the trade counter. To ensure this value remains in the face of changing times, merchants must be able to count on manufacturers and suppliers to do their bit in collaboration with them and draw installers back to the store.

A helping hand One of the biggest reasons for construction project delays is down to stock and a lack of materials. Ultimately, it is a huge frustration when installers are ready to get the project going, only to find that the parts they need aren’t available at the merchants. In the plumbing and heating business, this can be made even more complex due to the number of manufacturers that supply pipe, valves and fittings (PVF) but each with slightly varying ranges. This is where merchants who can be that one-stop-shop really matter the most. It is important that merchants have as complete a PVF ‘basket’ as possible, and that in turn means working with manufacturers who can supply a wide range of products. For example, RWC’s family of brands — JG Speedfit, Reliance Valves and SharkBite — offer pipes, water control valves and both plastic and metal push-fit fittings that integrate seamlessly with each other, helping simplify and speed up jobs. Training support Another well documented issue is the national skills shortage. Of course, overcoming this challenge won’t be solved in a day, but manufacturers and merchants can certainly do their bit to support. Training is imperative on new products to ensure installers know how to install them. To that

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end, merchants must work with manufacturers to create training days on-site, or at the merchant’s branch. At RWC, for instance, our technical sales engineers are able to offer on-site training and ‘tool-box talks’, while our area sales managers can also provide training in-branch. This is especially critical when working with valves or underfloor heating, where pressures and flow rates must be set correctly to ensure safety and optimal performance. Installers are likely to appreciate in-depth training sessions and see value beyond just product knowledge. Merchants that tap into these types of offers will be able to provide an added level of service to customers. Merchants can also help overcome the skills shortage by stocking quality and reliable products that take the complexity out of installations by ensuring a simple right first

time connection. To that end, the majority of RWC’s range is available in push-fit — both plastic and metal — thereby enabling leak-free connections to be made quickly and easily, in a safe and hassle-free way. Sales support Support from manufacturers should also extend beyond just training and products. With merchants stretched thin dealing with day-to-day administration and footfall in branch, it is imperative that manufacturers can help with marketing and demand creation. In this respect, merchants and manufacturers should work together on sales leads. This is especially the case when it comes to bigger projects or developments, where warranty, accurate measurements and quotes are required. To help push the order through, sales managers from manufacturers should go

on-site to meet customers and end users and help them through the buying journey. To ensure trade counters and bricks-andmortar stores keep up to date with the ever-evolving market and customers’ demands, marketing plays a huge role. For merchants who may not have a strong eCommerce offering, or the infrastructure to create marketing campaigns, manufacturers like RWC can help. Whether it is through in-store promotions, email campaigns, competitions, discounts or otherwise, merchants should seek out the manufacturers that can help them drive installers through the door where sales can be made. ■ For more information about RWC’s products and support services for merchants, enter the shortcode www.rdr.link/mn003

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MERCHANT FOCUS

Bradfords Building Supplies is celebrating an incredible 250 years in business. PBM takes a look at the background to the thriving independent merchant — which was listed in 10th position in our annual countdown of the sector’s largest firms — and how it is marking the milestone anniversary.

250 not out! O

ne of the oldest builders’ merchants in the UK, Bradfords Building Supplies was founded back in 1770 and now the company, which won the Independent Builders’ Merchant of the Year title (21+ branches) at the Builders’ Merchant Awards last year, boasts a turnover of around £150 million and currently employs 700 staff across 42 branches. CEO David Young, who in the past five years has doubled company turnover, said: “Bradfords has stood the test of time; we are a great British business success story. The 250th anniversary is a time for celebration and also for reflection — in the past few months, we’ve questioned our customers, suppliers and team (past and present) to consider why the business has endured. “The feedback has unanimously focused on the grassroots customer service that we provide for the local communities in which

we operate. So, our focus for 2020 is to get even closer to our customers and put all our energy into being the best and easiest merchant to do business with.” Giles Bradford, the merchant’s Communications & Engagement Manager and one of six Bradford family members currently working in the business, said: “In 1770 George III was on the throne and Captain James Cook discovered Australia. Also, my ancestor, William Bradford of Yeovil started a merchant business. A business that has witnessed the Industrial Revolution, survived two world wars, endured recessions, undergone significant diversifications, made numerous acquisitions and most critical to its success, always embraced innovation!” Bradfords has chosen to use this significant birthday as a platform to invest in initiatives that benefit and champion the trades. For example, it has entered into a partnership with

Mental Health UK, with fundraising initiatives through the firm’s Charity of the Year scheme whilst it has also committed to working with Band of Builders — a community that helps members of the construction industry when times get tough — to officially launch the charity in the South West. The company has also commissioned a commemorative truck which will support a community engagement project with local primary school children to name all the vehicles in its LGV fleet. Through the initiative, the children will also learn about road safety and careers in the building trades. Its ongoing sponsorship of the Exeter Chiefs will be supported with a grassroots rugby programme across the region to encourage more young people into the sport, whilst it is to broaden its support for apprentices in the South West to reach beyond Yeovil and Weston Super Mare through the supply of materials and toolkits to colleges in the area and to those customers with apprenticeship programmes. Branch events for customers and suppliers will take place throughout the year, culminating in ‘Bradfords Day’ — the official birthday on 17 September 2020. Celebrating the milestone, a commemorative video series will explore the past, present and future of Bradfords. ■ To see the first video in the series to mark Bradfords’ 250th anniversary, enter the shortcode www.rdr.link/mn004

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MKM BUILDING SUPPLIES 70TH BRANCH Grantham is the location of the 70th branch in MKM’s ever-expanding network following the official opening of a new 1.88 acre site in the Lincolnshire town, creating 17 jobs and headed up by Branch Director, James Truman. David Kilburn, MKM’s Executive Chairman, said: “This really is an exciting milestone for MKM. Opening our 70th branch in Grantham at the start of our 25th anniversary year is really something to celebrate.”

HOWARTH TIMBER & BUILDING SUPPLIES TRAINING PROGRAMME The latest graduates of Howarth Timber & Building Supplies’ 12-month training programme have passed with Alistair Howarth, Jack Holleran, Nick Harlow, Paige Blanchard and Kyle Blakeston flying colours. Spearheaded by director Nick Howarth, the bespoke course was designed by branch managers at the firm and provides the fundamental skills for participants to learn and excel in an exciting career. For the first six months, students work in a variety of departments, including health and safety, IT, customer service and project management to gain an understanding of the operation and its customers. Additional resources including e-learning and mentoring are also available to students during this time. For the final six months, the trainees are given a portfolio of ten customers to manage and nurture and £500 to organise a customer event. The programme finishes with a presentation to the Institute of Sales Management (ISM) team and senior members of Howarth, where students demonstrate the skills they have learnt throughout the scheme.

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DOORS, WINDOWS & SECURITY

New openings PBM outlines the growing number of opportunities available to merchants with an increasing number of suppliers now offering a broader range of fenestration solutions — including a wider choice of colours plus high value bi-folds and roof lanterns — in addition to the support to help them secure sales.

istorically, 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 not worth the hassle — too cumbersome and prone to damage to hold in stock, and with too many variables, along with a host of 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 aluminium bi-fold doors and elaborate 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

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technology and logistics, making the ordering of often complex and bespoke windows and doors a far more simple proposition. In many instances, builders could complete the order themselves at the point of sale in branch while merchants could also benefit from an array of technical and marketing support from proactive manufacturers. As one of the expert panel contributing sector analysis to the Builders’ Merchants Building Index (BMBI) quarterly reports, it was interesting to see the comments of Kevin Morgan, Group Commercial Director at The Crystal Group, in the most recent Q3 publication. Citing ‘flat to falling trading’ across the construction and refurbishment sectors, Kevin noted that the window industry was having an especially tough time. FENSA, the sector’s trade body, had presented 2019 first half figures that showed an 8.2% drop in volume, and in the BMBI

report Kevin commented: “We’re seeing more companies heading towards administration or sale, reported jobs cuts and weaker profitability.” Significantly however, he suggested a dramatically different picture of doors and windows sales via merchants. He said: “Sales of PVC-U windows and doors through Crystal’s network of independent merchants are 7% up year-on-year, demonstrating that merchants are in a good place to weather a weaker market and grow — if they do the right things. Some national merchants report performance up around 18% year to date. Looking ahead, the prospects for continuing strong growth in bespoke PVC-U windows and doors are undimmed.” He also made the following fascinating point: “Merchants who invest in showrooms and marketing as they do for kitchens and bathrooms do extremely well: one south coast merchant saw a 43% year-on-year category growth.” Summarising where the broader market is, Kevin commented: “Builders’ merchants initially missed out on this large market as builders had to buy elsewhere to get the choice, availability, display and service they needed. By providing merchants with the

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means to offer better choice, availability, display and service, Crystal has shown that merchants can boost sales easily by recapturing ‘lost’ sales by selling to existing customers” with the firm’s top performing customers doing well “due to a mix of product choice, showroom investment, the continuing trend to colour, and competition exiting the market.” Another company to have acted on this market shift and seeking to work more proactively with the merchant sector is Euramax. Working with merchant businesses of all sizes, the firm — which celebrates its 70th anniversary in 2020 — has for example significantly expanded the range being carried through Travis Perkins. It had supplied the merchant since 2004, primarily delivering standard white PVC-U windows, however in April 2019 the range was extended to add coloured PVC-U windows,

deluxe French doors, sliding patio doors and bi-fold doors. Speaking at the time of the announcement, the supplier’s Commercial Director Richard Banks said: “Trends in the market are always changing and evolving, which means more choice is needed to meet customer demand. We understand that appearance is one of the primary reasons why homeowners upgrade their windows and doors, so we know that colour and style is important. “Previously, Travis Perkins only supplied a selection of Euramax products in white, but as 40% of the market want coloured doors and windows, we have added Chartwell green and Golden Oak options, along with Anthracite grey as it is becoming increasingly popular.”

Roof windows from the likes of Velux, Fakro and Keylite continue to offer a strong proposition to merchants, whilst examples such as Made for Trade’s Korniche aluminium roof lanterns push the category envelope further still. From being an outlier just a few years ago, doors and windows now appear to be a crucial growth area for the merchant sector. ■ For more information on the suppliers featured in this article, enter the following shortocde: Crystal Group www.rdr.link/mn005 Euramax www.rdr.link/mn006

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DOORS, WINDOWS & SECURITY

Paul Atkinson, Sales and Commercial Director for Yale, outlines the importance of effective door and window hardware and explains how merchants can help their trade customers secure a more profitable sale.

Key considerations T

he security considerations when your customers are buying new doors and windows are often taken as a given. However, enhanced security guarantees, new product developments and a household brand that engenders trust can all help to offer an often untapped competitive advantage for the trades when they are talking to their own customers. Whilst the clocks are due to change at the end of the month, crime statistics show that opportunistic thieves ramp up activity during the winter months, with the earlier onset of night time and darker evenings offering greater cover. But at any time, it is worth encouraging customers to consider security in their buying needs, building on a higher specification for a higher margin.

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Back to basics In many cases, security may be some way down the priority list of requirements for end customers when considering new doors and windows, perhaps after aesthetics and price. However, many homeowners underestimate the importance of sufficient door and window security, taking it as a given that their new windows and doors meet the latest standards — despite reports that seven homes a minute were burgled across the UK last year. It’s important to understand that not all windows and doors are made equal, and therefore providing protection against common methods of attack can offer your trade customers an ideal opportunity to upsell. Cylinder snapping is one of the main methods of entry for burglars, as it requires little to no experience or skill. In response to attacks, builders should be promoting doorsets that meet the TS007 standard — developed in conjunction with the Door and Hardware Federation. Under the TS007 three-star system, the cylinder — or a combination of the cylinder and security furniture — must have an accumulative three stars to meet the minimum-security requirements.

To achieve the highest TS007 3 Star accreditation, the Yale Platinum 3 Star cylinder has been independently tested by BSI (British Standards Institution) against known cylinder attack methods. The benefit of the three-star accreditation means no additional security door furniture is necessary to achieve the highest level. In addition, the Yale 3 star cylinder has also been tested to meet the MLA SS312 Diamond standard and it is also Secured by Design approved — meaning it could save homeowners money when it comes to renewing their insurance premiums. Yale is also offering a £1,000 guarantee in the unlikely event that its Platinum 3 Star cylinder is snapped under attack due to a forced break-in. This guarantee provides ultimate peace of mind to homeowners, offering a translatable selling feature to tradespeople. Smart security As the smart market develops, homeowners are looking to extend their smart ecosystems by investing in security devices that can be integrated with their

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voice-activated speakers, or simply controlled remotely via a smartphone. However, consumers still often want a trade professional to install devices for them, with 40% preferring professional installation and a third opting for a mix of professional and DIY. The Conexis L1 Smart Lock from Yale allows users to configure, control and unlock their door all from their smartphone. This offers trade professionals an easy entry point into the smart home market, enabling them to capitalise on a different revenue stream with the reassurance of a household brand. Security guarantee The Yale Lifetime Security guarantee offers simple, easy to translate security reassurance for consumers on doors and windows that

are fabricated with Yale hardware to PAS 24:2016 specification. To back this guarantee, the company offers a range of incentives including up to £1,000 towards home insurance excess, up to £1,000 towards repairs or replacements, £1,000 compensation and up to £250 refund on call-out fees. Trade professionals have no admin or additional costs as everything is managed by Yale, who also supply them with point of sale literature and guarantee certificates. With 98% brand recognition, Yale is heralded as the leading home security brand throughout the UK. Tradespeople can benefit from this by providing assurance to their own consumers that one of the key components of their door or window design — security — is in tried and tested hands.

■ For more information on Yale’s range of mechanical and smart security solutions, enter the shortcode www.rdr.link/mn007

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DOORS, WINDOWS & SECURITY ARRONE AR708A LETTERPLATES Allowing housebuilders to achieve an exact colour match with a range of external door handles and matching items, Arrone (sister company to Hoppe) has launched its new AR708a letterplates. According to the company the letterplate has been cycle tested 50,000 times and includes a patent pending return spring to ensure a positive return action and prevent water egress. Designed to complement popular Hoppe external door handles such as Atlanta, Tokyo and Birmingham, the letterplate is available in five finishes including polished brass and silver, and powder coated anthracite grey, white and black.

ERA FAB&FIX DECORATIVE HARDWARE

www.rdr.link/mn008

www.rdr.link/mn009

New Fab&Fix decorative hardware retail packs have been designed to enable merchants to display the product either via the dedicated Fab&Fix merchandising units or via their own peg board display units, showcasing the full range. The packaging enables customers to immediately see what they are getting, and includes a detailed explanation and a ‘show window’ to display the quality and matching finish of the product. The company says that the decorative hardware boasts a ‘Hardex’ coating, which has surpassed 1,000 hours of prohesion testing. The range also incorporates four distinct lines: Classic, Heritage, Architectural and SSeries, thereby ensuring a co-ordinated finished look for any application.

HB42 ULTIMATE PRO-FINISH DECORATORS CAULK The 380ml HB42 Ultimate Pro-Finish Decorators Caulk is claimed to be long lasting, movement-resistant and can be overpainted in just one hour. The white, solvent-free, acrylic caulk is flexible up to 12.5% and can be used in joints up to 25mm wide and 20mm deep. The flexible seal contains a fungicide to help prevent mould and can be used both inside and out for sealing around plasterboard joints, cornices and architraves, window frames and PVC cladding. It can also be used as an adhesive for polystyrene and for sealing cracks in plaster, brick and stone, concrete, skirting boards and walls.

GARADOR GARAGE DOOR OPERATORS

Featuring a complete range of pre-selected products that work together, look good and meet every relevant standard, Union las launched its new Fire Door Kits. There are four different Fire Door Kits each of which combines all the hardware needed to install or repair a fire door, each designed to work in a specific application. This includes hinges, door closer, lockcase, levers and signage, as well as installation instructions, fitting templates, fixings and the performance sheets to hand over to the building owner for their records.

Garador has launched its Series 4GaraMatic garage door operators, featuring three models: GaraMatic 9, GaraMatic 10 and GaraMatic 20. The new operators retain important safety and security features, such as automatically reversing when the door meets an obstruction, and locking via a mechanical latch in the boom to prevent forced entry into the garage. The operators are also said to include significant advances in energy efficiency, lighting and new smartphone connectivity — for example, providing an automated garage door that can be controlled via an Android or iOS smartphone.

www.rdr.link/mn011

www.rdr.link/mn012

www.rdr.link/mn010

UNION FIRE DOOR KIT RANGE

ISO-CHEMIE ISO BLOCO 600 PREMIUM EDITION Providing easier joint sealing in temperatures as low as -30°C, ISO Bloco 600 Premium Edition foam tape has been launched by ISO-Chemie. The pre-compressed impregnated self-adhesive foam tape, which is independently tested and BBA approved, can be used on joints up to 42 mm, providing a high-performance weather tightness and thermal/acoustic insulation seal for fenestration and façade applications.

www.rdr.link/mn013

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PB Live - PBM_Layout 1 07/01/2020 15:07 Page 1

THE TRADESHOW FOR PROFESSIONAL BUILDERS

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WORKWEAR & EQUIPMENT

Premier league POS AND

FIXTURE GUIDE AW19 / 20

The evolution of the workwear category in recent years has been dramatic, with style an increasingly important companion to the substance of functionality and safety. PBM reports on the launch of a new, premium quality Timberland PRO range of jackets, trousers and heavy-duty variants of the well-known brand’s famous footwear.

ttitudes to workwear have changed substantially in recent years. No longer an afterthought, the trade have largely eschewed paint-strewn t-shirts, tracksuit bottoms and the bare minimum of

PPE in favour of more professional attire to present a stronger image to potential prospects. Functionality has been improved across the board, with hard-wearing yet flexible fabrics becoming the norm, reinforced by practical design touches to ensure the garments are up to the job. Stylish designs that don’t look out of place away from the job site have also become standard, as a new generation of perhaps more image-conscious customers showcase their businesses on social media or relax straight after work. For merchants, servicing the changing demands of their customers has required a different approach to workwear, not least in terms of presentation. In many stores, a basic range of staple items — often with limited or no

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merchandising — has given way to almost ‘shop-in-shop’ boutiques, with retail-style displays of clothes racks and shoe stands. It has also become a battleground of brands vying for the attention of merchants and their trade customers alike, with design and performance measured against price and longer-term value. Entering the market in November 2019 was a reinvigorated range of apparel — including jackets, trousers, t-shirts, hoodies and accessories — under the Timberland PRO brand. A collection of work boots followed at the turn of the year. Established as a professional brand in its home territory of the United States since 1999 and subsequently present in a number of other countries around the world, the new UK range builds on the recognition afforded by Timberland’s broader heritage as an ‘outdoor fashion’ label famous for its iconic waterproof boot.

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WORKWEAR & EQUIPMENT

A stablemate of Dickies in the global VF Corporation — which also includes the wellknown names of Vans and The North Face — products in the Timberland PRO portfolio are very much pitched as a premium offering of ‘workwear that’s designed to last’. Cassie Hepner, the brand’s Global Marketing Director, explains: “Timberland PRO’s clothing and footwear products have been designed to deliver maximum comfort, durability and performance — with an aesthetic that reflects the iconic Timberland brand. Plus, an ethos of sustainable

innovation is at the heart of everything we do and we’re always looking for ways to make our products as environmentally friendly as we can. “All these factors place our products at the premium end of the market, which can make a positive difference to the perception of your store as a workwear destination. Our eye-catching point-of-sale materials and sales support can help merchants to make our products stand out and draw in customers, who will then browse your wider workwear collection.” She added: “The innovation behind Timberland PRO’s products, coupled with the unique design techniques and engineering for performance means that the range will stand out against high end competitors and sit alongside other more established brands. For example, our parent company, VF Corp, also owns Dickies Workwear, which has a long-standing reputation for quality workwear alongside trend-led pieces that appeal across a wide range of trades, including younger tradespeople starting out in their careers.”

■ Technological innovation driven by an understanding of the trades’ practical needs is said to be a crucial feature of Timberland PRO’s clothing and footwear designs. For example, the company’s Anti-Fatigue Technology is used in a number of footwear styles and absorbs shock with each step while returning energy back to the foot in key zones, providing strength and stamina. Within the clothing ranges, the Mimix fabric used in the Interax Work Trouser is designed to maximise mobility and flexibility without sacrificing on durability, allowing the wearer to bend, squat and stretch with ease. In addition, the MIPAN aqua-X fabric used across the new trouser styles is said to be highly absorbent and quick to dry, with a soft, comfortable feel. In terms of aesthetic detailing, on a number of clothing designs, subtle orange side seams and bar tacks nod to Timberland PRO’s distinctive logo while a limited colour pallet is said to make it easy to coordinate items across the range. ‘Sustainable innovation’ is also important, with a number of the brand’s products including the use of materials such as recycled PET plastic, organic cotton and recycled rubber. Newly-launched products include three new trouser styles, five new footwear designs, three jackets and accessories such as knee pads. Highlighting the changing nature of the market, Cassie continued: “Whether your customers typically purchase from a selection of different brands or switch to a fresh option for some of their items, it’s about attracting attention and showcasing your store as a high-quality workwear provider. “After all, when shopping for workwear, tradespeople are investing in something that not only offers the practical features they need to support them while working, but that also reflects their individual, professional image. As such, it’s important to stock a range of workwear that offers something to suit all tastes and budgets — just as your customers would expect when shopping for clothing they wear outside of work.”

■ For more information on the new Timberland PRO range, enter the shortcode www.rdr.link/mn014

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WORKWEAR & EQUIPMENT

Raising standards Paul Bruton, Product Development Director at WernerCo, reflects on how working at height has changed during his four decades in the industry and the ways in which improving user safety has become ever-more essential.

he industry is ever changing, which means that the needs of people using access equipment are always evolving too. Accordingly, during the development stages at WernerCo it is important to engage with end users to understand how products are used in reality to make sure any new developments are addressing customer needs, or fill a gap in the market, ultimately making tradespeopleâ&#x20AC;&#x2122;s work easier and, of course, safer. In addition to customer feedback, legislation also drives much of WernerCoâ&#x20AC;&#x2122;s product development, and there have been several changes to the governing standards here in the UK in recent years, such as the introduction of the updated EN131 standards. Following a review, the European Commission found that a number of improvements were required to help increase safety when working at height. As a result, EN131 was updated in 2018 in order to create a harmonised standard

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for ladders, setting out a clear distinction in classification between professional and non-professional ladders. As well as the classification between products, additional considerations have brought in major safety changes to the design of both domestic and professional ladders. For example, all ladders must now have a minimum load capacity of 150kg, while extension and combination ladders over 3m are required to have a stabiliser bar. Alongside these new safety features, the updated standard also introduced new test protocols for slip, strength in the position of use and durability in professional use ladders. So whilst tradespeople can still use any ladder they already own, this update to EN131 guarantees that any new ladder purchased for professional and non-professional use meets the new standards, effectively phasing out older insufficient ladders.

However, one of the most significant changes in the industry was the introduction of the Work at Height Regulations in 2005, which had a huge impact, providing a much greater emphasis on risk assessment and more onus on both employers and end users to ensure safe working practices. As a result, research from Health and Safety Executive (HSE) found that the UK has consistently had some of the lowest workplace fatality and serious injury rates in the European Union â&#x20AC;&#x201D; thanks to the hard work and commitment of installers and businesses in implementing the regulation's requirements. The tangible benefits of training Although improvements to product safety and the introduction of the Work at Height Regulations in 2005 have done much to help, falls from height are still one of the leading causes of workplace fatalities and injuries. Over the last five years, nearly 200 people have been killed following a fall from height at work, and alarmingly almost 29,000 injuries have been reported. A big challenge in the industry is educating tradesmen on how invaluable training can be. Although as a

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manufacturer, WernerCo makes its products as safe as possible, most falls from height are sadly down to user error. If a tradesman does not evaluate the risks of working at height, and take safety seriously, there will always be a chance of accidents happening.

Tradesmen who work at height could often think an accident will never happen to them, and therefore discount any need for training. While cost and time spent off the tools might minimally impact a business, the life-changing consequences from a fall can be much greater, and WernerCo is working hard to make people understand that this small investment can have huge benefits. Education and training are key elements that can make working at height safer. Many manufacturers and trade bodies offer accredited training courses for regular and occasional access equipment users alike. Furthermore, in 2019, the All Party Parliamentary Group (APPG) on Working

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at Height — supported by the Ladder Association and all 11 members of the AIF — published their first report ‘Staying Alive’. This report called for enhanced reporting of all near misses and accidents, which could help create a safer environment for the millions who work at height every day. Despite these challenges, it is positive to see that during my time within the industry the UK has taken its place at the forefront of work at height safety. However, there is more work to be done as one accident is one too many. ■ To read the APPG ‘Stayling Alive’ report, enter the shortcode www.rdr.link/mn015 ■ For more information on the range of access solutions from WernerCo, enter the shortcode www.rdr.link/mn016 to see a selection of product videos.

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WORKWEAR & EQUIPMENT DICKIES JACKETS Two new jackets have been added to the Dickies range, and designed for tradespeople who work outside throughout the year. Padded for warmth, the Dickies Winter Softshell Jacket features stretch fabric for ease of movement — allowing the wearer to stay warm without the restrictive, bulky feel of some winter jackets. Easy to embroider with company logos, the jacket is available in six colour-ways, making it simple to coordinate as part of a uniform. Also new is the Dickies Winter Jacket, which benefits from quilted lining for added warmth on particularly cold days, plus a fleece-lined chin guard for extra comfort.

HELLBERG SAFETY SAFE FACE PROTECTION Specialist PPE from Hellberg Safety includes hearing protection products, face protection and communication solutions for personal wellbeing on site. The company’s SAFE face protection range offers visor solutions to suit a variety of different internal and external work environments. With a standard product design across all the products, the visors and carriers can be combined with hearing protectors and safety helmets for more complete solutions, or be used as individual visor solutions. The Hellberg Safety PPE range features the latest advanced technologies, modern design, comfort and quality together with great performance to appeals to all types of professional users in high-risk work environments.

www.rdr.link/mn018

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KNIPEX CONTROL CABINET KEY ‘DOUBLE JOINT’

SNICKERS LITEWORK STRETCH TROUSERS Designed for a wide variety of jobs on site, the LiteWork four-way stretch work trousers from Snickers Workwear are described as “the ideal choice if you’re working hard in warmer weather.” The trousers are made from full-stretch material for maximum mobility and feature detachable holster pockets whilst Cordura-reinforced kneeguard pockets are designed to offer additional comfort and protection. For maximum functionality, they also feature ruler and cargo pockets to ensure easy access to tools and fixings.

www.rdr.link/mn019

HYDE PLANO Helping tradespeople get organised while making a professional impression, the Plano brand of pouches, bags and belts is now available in the UK through Hyde. The range includes toolbelts as well as a multi-tiered tool pouch, while smaller pouches are available specifically for carrying items such as nails, drills and hammers. The pouch with kickstand can be positioned on the floor for easy reach with no fear of it falling over and loss of tools, while the Pouch with Shoulder Strap is one of the largest items in the range and has been designed to make it easy to carry tools around site in comfort, while keeping nicely organised.

Designed to work across a range of utility and control cabinets, fitting locks made by different manufacturers, Knipex has launched the 00 11 06 Control Cabinet Key ‘Double Joint.’ This new product is a universal swivel head wrench with four different rotatable closing heads and three closing heads with a double function. There are three profile types available: outside square, triangle, and double bit. The tool contains strong magnets allowing it to open and close easily. It can be opened to 180° or held at 90° giving it an easy to use handle. Weighing in at just over 100g it can be carried easily in a pocket.

www.rdr.link/mn021

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INFORMATION TECHNOLOGY

Competitive advantage With an increasing number of buying groups emerging and greater input from external investment capital companies in the sector, there’s a clear message that merchants must seek out every competitive advantage they can in today’s marketplace. It’s therefore vital, says Ten-25 Software’s MD Ian Oldrey, for merchant businesses to optimise their chances of success with strong foundations in technology.

he UK’s economic and political landscapes are uncertain, and have been for some time, making growth harder to achieve and longer-term success far from certain. So how can merchants make sure they’re both ready for expansion and growth, yet protected from risk should the economy slow further? The digitisation of business is not ‘new news’; but for many merchant businesses, it’s far from a priority. However, the advantages of a truly modern software system at the heart of your business are significant — and without it, merchants could be missing out on more trading opportunities than they realise. Sustainability throughout “Sustainability should be front and centre on every business agenda in every sector,” says

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Ian Oldrey. “And that’s not just about sourcing responsibly; it should be part and parcel of the operations of every business — and by the very nature of a builders’ merchant’s stockholding, optimising the management and lifecycle of that stock should be of paramount importance.” It’s no surprise that stock management is the core function of most merchant software systems. For a start, full certification tracking is a must, to enable responsible sourcing of natural materials like timber. Here, Ian asserts that Ten-25’s latest offering, the fully cloud-based UT400 system, adds an extra advantage via the integration of the system with the rest of the business. “By having every member of the workforce using the system from the yard to the finance team at head office, every part of the business is linked,” he says. “When deliveries go out, the system is updated; when they arrive, again, it’s recorded in real time. That level of accuracy means that stock controllers and ops managers have a huge advantage, and the reporting and analysis functions will help to better predict stock requirement fluctuations across the year more accurately.

“That means better negotiating power with suppliers, and better availability for customers, with better, more reliable service. It also moves closer to an on-demand system, negating the need for huge overstocks, while minimising the out-of-stocks.” It seems obvious that enhanced stock management would help reduce waste, optimise storage requirements and help deliver better customer service through improved availability; yet many merchants still use older methods for stock control. Enhanced employee engagement There have been a lot of worrying headlines about employee mental health and wellbeing recently. Absenteeism and lack of productivity costs the UK economy billions every year; but can the software you use really help? “We believe that the software people use in their jobs every day has a big impact on how much they not only enjoy their job, but how efficient and productive they are able to be while doing it,” argues Ian. In what appears to be an unusual move, Ten-25 brought in an experienced video game designer during the development process to consult on usability and user experience. Ian explains: “We’ve essentially gamified the whole interface to make it more fun to use. It includes really clear, customisable dashboards so people can see their own targets simply.

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“It is motivating to see how you’re performing, but it’s also genuinely useful for managers to be able to monitor all the measures of success they need, from stock availability to margin maintenance and profitability. It helps everyone feel more in control, which is key to the user experience, and really helps to empower people in their roles.” Designed to be simple to operate, UT400 includes a range of automation functions to reduce time spent on manual, repetitive tasks. From invoicing to certification matching with different batches of stock, Ian explains there’s a lot of meaningful time saving to be had. “The granularity of detail is vital, but so is the ease of use. You can have all the data in the world at your disposal but if you can’t easily access and understand it, it’s a bit of a waste,” he says. “We’ve put a huge focus on ease of use — in fact, we’re even letting prospective customers access an online

UT400 key features: ● 100% cloud based, allowing 24/7 access from ANY smart device ● Customisable dashboards for the most relevant user experience ● Full integration across business areas, allowing up-to-the-minute accuracy ● Tiered pricing makes it feasible for the whole workforce to use – not just management ● Easily switch between metrics, stock types and unit measures, whether individual or pack ● Instantly see customer and supplier history; quotes, notes and credit history included ● Credit controls built-in for peace of mind ● Margin protection limits to ensure profitability while empowering sales teams ● Advanced yet simple analysis for better understanding of operations and finances ● Compatible with leading online accountancy packages ● Full training, implementation and onboarding as standard. demo by themselves, without one of us hovering over their shoulder to show them how it works.” Integrated, Accessible, Simple Overall, “It’s a complex and competitive world out there,” concludes Ian. “What we are trying to do is give merchants the best tools to get the job done; a system which helps them have the right stock in the right places at the right times, to deliver the best service possible. We believe we’ve created

exactly that — but I think we’ve really gone the extra miles in terms of the usability. “Our customers have given us so much feedback and we’ve built all of it into this system, so we know it works exactly how they need it to. We’re very proud of it, and we think it really will give merchants a genuine commercial and operational edge.” ■ To find out more about UT400 and get an instant quote and value estimate, enter the shortcode www.rdr.link/mn022

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INFORMATION TECHNOLOGY

Casting a spell Established in 1985, family-owned and run NYEs Building Supplies trades from a wellstocked four-acre site in Horsham, West Sussex. An NBG partner, the business expanded its facilities with a new 1,000m2 warehouse and office last year whilst in 2018, it acquired Redhill-based Fixings & Powertool Center. NYEs is a customer of Merlin Business Software’s ERP system and the IT specialist recently spoke with the merchant’s Managing Director Rex Nye to talk about the firm’s evolving requirements. What is the background to you becoming a Merlin customer and what were the considerations behind your decision? Merlin has been around for us for about seven years now. The software first went into DW Nye (the company’s name prior to a rebrand last year) when we changed from a

very old dot matrix system. Then with Fixings & Power Tools, we installed Merlin in June 2018. It was quite hard to choose which software we actually wanted, because we were going from such an old system to such an updated system! One of the main considerations for

choosing Merlin was because we could talk to people — we could interact with them, we could get an answer quickly and it wasn’t an outsourced company. The service aspect and support were key. How does the software work for the business at the trade counter? In a word, ‘fast’. We have secure trade counter logins, so we don’t have to worry too much about what the customer is seeing. At Fixings & Powertools, we’ve just made it so that we can flip the screen around to show the customer what we are looking at. Because of the speed, we can turn over customers nice and quickly. There’s no playing around with anything, it’s just “we’ve got it, we can sell it, it’s sold” — thank you very much! How easy has the system been to use? Merlin has helped with a few things. One is confidence — it is relatively robust; you can’t really break the back end of it. You

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If we were to acquire another company, it would also mean that we could install that quite easily without having to upgrade again. And how did you find the initial implementation process? The implementation of Merlin into Fixings & Powertools was relatively smooth however implementations are always bumpy and if anyone says they are perfect, they’re lying! It is more about the people that helped us get around it and the support, from the build-up to the go-live, meant we knew exactly what was happening. Everything was sorted out and whatever problems we had were resolved quickly and the guys didn’t leave site until we were happy, which was very important to us.

press a button, you know why you press it, you know where that goes yet with some systems, you can get lost in data of what’s actually happening. But also, it’s the clarity of the reporting and the ease for the staff. When we get new staff members in, they can adapt to it very easily. After only about a week or two, we can pretty much leave them to it. What are your favourite features of the system? We use the ‘back-to-back’ orders feature a lot, especially for direct to sites. Also, the special stock item creation and the direct to site creation. It means my staff can actually become salesmen and not just

order takers. They can buy from one place, sell to another place — no one else has to get involved. The reporting functionality also moves nice and simply. Any number or any piece of data I want out of Merlin, I can get at my fingertips. What do you plan to do next with Merlin? In terms of our own evolution, we already have some things in place so that as the company grows Merlin has been set up it will grow with us. One of the main things was having the system hosted so now we can implement it into anywhere — as long as it’s got internet, we know we won’t have any troubles.

What advice would you give to those considering a change to their ERP system? Wherever I go, it is a staple of mine to ask “which IT system do you use?” It’s always a very large question in this industry and everyone is always talking about it. I’m quite proud to say that we use Merlin and I always recommend it. To other existing users, I would also say play around with it and make sure you understand everything it is capable of. Look into all the bits you think you don’t need, because there’s a big chance that you probably will need it and you just don’t know what it can actually do for you. ■ For more information, enter the shortcode www.rdr.link/mn023

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INFORMATION TECHNOLOGY

On the waterfront Merchant businesses of all sizes are looking to make the most out of their business software solutions in a drive towards improved efficiencies and maximising competitive advantage. PBM reports on Lakeside Timber’s implementation of the K8 system from Kerridge Commercial Systems.

smaller, family-run merchant, Lakeside Timber was established in 1989 by Del Peters and is currently managed by his son Lee. Operating from a modern showroom in Gillingham it supplies a huge range of timber, sheet materials, decking, doors, windows and tools to customers across the Medway area and has developed a particular expertise in the supply of loft conversion products.

The firm has eight full time employees as well as two apprentices. Business is split fairly evenly between retail and trade customers, with many of the trade account holders having dealt with Lakeside since the company started. “As we’re a small, family run business, we have a great relationship with our customers because we know most of them well,” explained Lee. “They trade with us as we can compete on price with the big nationals and

our staff offer a great service and are all highly trained in the products we sell.” A Fisher Price toy till(!) eventually made way for some early business management software which in turn has only recently been upgraded to K8, Kerridge Commercial Systems’ a modern ERP system. Lee said: “Our incumbent provider had informed us that it was no longer supporting our software at about the same time we realised it was time to upgrade to a more

New direction for KCS Professional Services Group ■ Camilla Lardner has recently been promoted to the role of Professional Services Group (PSG) Director at KCS. She has already been with the business since July 2018 following 12 years in Application Delivery Services at IBM and her background in project delivery and passion for continuous improvement will mark the start of a new direction for PSG, with a strong emphasis on excellent customer service and experience. In her previous role as Project Delivery Director, she focused on expanding the governance and control of projects in order to provide more repeated successful implementations and her first few months as Director of PSG has seen this inward focus continue. Camilla says her attention is now turning to the integration of best practices from multiple teams and solutions, which in turn will increase the value of KCS’ services for customers during the implementation stage and beyond. Under her direction, PSG is said to be redefining the way in which it puts customers live. This has involved standardising approaches to implementing core functionality, creating a more agile way of dovetailing configuration with training, and giving clearer recommendations on how system features should be layered and added to in the months after a go-live.

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Camilla explained: “PSG is a department that everyone can, and should, benefit from. Getting implementation right from the outset is imperative, as this sets customers up for a positive journey with KCS. My intention is to shift from being wholly reactive to our customers’ demands towards proactively identifying the value-added services we know they will benefit from.” She continued: “We have already built strong relationships with a number of our customers who benefit from consultancy input on a regular basis. The sophistication of our systems brings great potential, and untapping that potential in the most efficient way is something our consultants should help our customers with in the months, even years, after a go-live.” Similarly, a key goal is to provide a more responsive ‘ad-hoc consultancy service’ for customers looking to make smaller changes to their system in a more efficient and effective way.

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modern system. We needed more functionality around business intelligence and accurate visibility of stock. “I looked at one other solution before choosing K8. Cost was a factor in my decision but not the only one — I was more impressed with the attitude of the K8 sales

team and the quality of their demonstration.” The software is suitable for firms in the builders’ and timber merchant industry of all types and sizes, including those with less than 20 users, to provide all the required functionality around sales, purchasing, stock control and accounting. Especially relevant for companies similar in size to Lakeside Timber, KCS asserts that set up can be implemented very quickly and with minimal training for users. Lee and his team are already said to be benefitting from the detailed reporting capabilities provided by K8 when they check

their live business performance figures at the end of each day. And, once implementation is fully completed, they’ll be able to quickly and confidently answer customer enquiries without having to go and physically look at what’s available out in the yard. “Being able to send out invoices and statements directly from K8 by email has made this job much quicker and easier,” added Lee. “I used to have to print them out and put them in the post! Our customers have also told me that this is more convenient for them too. I’m also looking forward to further time saving benefits when implementation is complete — including automatic ordering when minimum stock levels are reached.” ■ To download a guide to builders’ merchant software from the KCS website, enter the shortcode www.rdr.link/mn024

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IT ROUND-UP BORDER MERCHANT SYSTEMS WOOD LANE SELECTS COUNTERACT Wood Lane Timber Merchants in the East Midlands has been trading since 2003 and serves a wide range of customers including builders, roofers, shopfitters and landscapers. It also supplies to local authorities and for public sector projects, as well as to the general public. In September 2018, Wood Lane Timber was forced to look for new software as MD Pat Kelly explains: “We were given a year’s notice that our software supplier would be ceasing to trade. Prior to this, they hadn’t really been updating their system so we already knew it was time for a change.” Selecting CounterAct from Border, Pat said: “The reason for this choice was the great reputation of CounterAct within the industry, along with the fact that we felt it was nearest fit to the system we had been using previously. “We were impressed with how quickly Border got to know our business and our objectives; it was even able to help with the finance by spreading the payments over a one-year period. We have been delighted with the service it has given us and are already noticing real changes to our business in terms of speed and efficiency. The fact that the system is constantly updated means we always have the latest technology at our fingertips.” Since going live in May last year, a further benefit has also been the assistance from Border’s support desk. Pat said: “Their expertise and knowledge has been outstanding, for example helping us ‘make tax digital’. Of course, there will always be some teething troubles with a new installation — for us we had issues with transferring some information, but Border was able to step in immediately and help resolve any queries we had.”

www.rdr.link/mn025

LEADOO LEAD GENERATION CHATBOT Leadoo has launched its interactive chatbot service in the UK to help customers generate more sales leads from their websites. The Finnish firm argues that whilst most chatbots have up until now focussed on providing customer support, it takes this a step further by using chatbots to ‘take better care of website visitors’ and turning them into leads which can potentially also increase online sales. This, says Leadoo, helps overcome the challenge of average website conversion rates being between just 0 and 1%. With a particular focus on all quarters of the building sector, Founder and CEO Mikael da Costa explains: “Leadoo brings website content alive. Our chatbots activate passive website visitors, who represent over 90% of all traffic, by providing a two-way conversation between the visitor and the site to convert them into leads. In our experience in other markets in Europe, we find that all aspects of the building trade — including tradespeople, suppliers and merchants — can benefit from our bots.” Leadoo believes it can help any company in the building sector looking to convert leads, the only requirement being that they already have enough website visitors to make it worthwhile. Depending on an individual company’s requirements, Leadoo can implement a number of different bots — including ModalBots, VideoBots and InpageBots — and says that it aims to keep its processes and customer service as simple and responsive as possible, including a tiered pricing structure.

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PEAK AI CMOSTORES.COM Recent investment by CMOStores.com has seen it add cutting-edge artificial intelligence (AI) and machine learning technology into its six digital superstores. The self-described online builders’ merchant has joined forces with Peak to utilise the latest AI technology to provide a ‘hyper-personalised experience’ for customers on the websites. Peak’s Customer AI solution will provide predictive recommendations by learning from customer interactions; a personalised experience that will help connect customers with the products they are most likely to need. Ben Hodson, Marketing Director of CMOStores.com, said: “We are known as a positive disruptor in what has been a traditional sector, and this latest investment marks our continued commitment to keeping customers at the heart of our business by using exciting new technology to deliver real benefits to them. “With over 75,000 products across our six superstores, many that are used in conjunction with others in tasks or projects, the introduction of tailored recommendations for all users, based on their usage of the site, will further enhance the customer’s experience on our websites. The developments will enable customers to find exactly what they need more swiftly as well as reminding them of any associated products they may have forgotten.” CEO Andy Dunkley added: “We are proud to be the only builders’ merchant adopting AI in this way. Partnering with an AI leader like Peak is ground-breaking for the construction materials sector and will deliver clear benefits both to our customers and to our business.”

www.rdr.link/mn027

CMOStores.com’s Andy Dunkley (left) and Ben Hodson

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For over 40 years, Professional Builder has picked up each month from merchant trade As we delve into its March issue to look at advertising campaigns from the industry’s insight into the buying habits of your key TOOL WATCH ANTI TOOL THEFT APP Tool theft is sadly an occupational hazard for many in the trade, with crime figures suggesting that a UK van is broken into every 23 minutes. With an overstretched police service and all-too-often an unhelpful insurance company, many in the industry have developed initiatives to thwart the criminals or at least minimise the disruption — take, for example, the Tool Angel service launched by Williams & Co and reported in PBM’s last issue. Following the theft of tools worth more than £8,000 back in 2017, Alan Brett, proprietor of Hertfordshire-based building firm Absolute Building Structures, set about developing the Tool Watch App with a vision of helping tradespeople recover from tool theft with minimal financial loss and to make the reporting of the crime — and claiming against insurance policies — as simple as possible. In essence, the app allows trade professionals to build a database of their tools by logging the make and serial numbers. Fully accredited by both Secured by Design and BSI, it works closely with police forces throughout the UK to ensure that if a stolen tool is recovered, it can be reunited with its rightful owner. In the worst case scenario, the fully itemised list will support any insurance claims. The service offers a number of additional benefits and we support Alan in his endeavours to combat the tool theft epidemic. www.rdr.link/mn028

MARLEY LOW PITCH ROOF Marley’s technical team shared a number of top tips for creating the perfect low pitch roof extension in the latest issue of PB, addressing issues such as matching the new roof with the existing structure, water run-off considerations and building regulations compliance. The roof systems manufacturer highlighted its new Mendip 12.5 concrete interlocking tile (part of a dedicated range of Low Pitch solutions) which features special weatherproofing channels that mean it can be used down to a 12.5° pitch. Equally, to replicate the look of slate for lower pitch extension work, the company suggested its Edgemere range of thin leading edge concrete tiles which can be used down to pitches of 17.5°. www.rdr.link/mn029

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KNAUF INSULATION ACOUSTIC PERFORMANCE

With fire safety performance a growing concern and keeping the cold out remaining its primary purpose, the acoustic benefits of insulation are being increasingly recognised as the damaging effects of noise pollution are increasingly recognised. An informative article from Knauf spells out just how much of an issue this is and puts the case for some simple, and very cost-effective, solutions and highlights how the fibre structure of glass and rock mineral wool can help absorb “much of the kinetic energy of sound waves”. To bring clarity in appropriate application choices, Knauf recommends its Insulation Solutions Guide which compares performance characteristics. Take a look via www.rdr.link/mn030

SNICKERS/SOLID GEAR WORKWEAR REVIEW

Professional Builder’s Tibby Singh Chodha was revealed to be slipping into something more comfortable in the magazine’s March issue as he gave his verdict on some of the latest workwear. Included in his review were the Ruffwork Canvas Work Trousers with Holster Pockets, the XTR Craftsman D30 Knee Pads, the new Allround Work Logo Hoodie and the Solid Gear Venture Safety Trainers. Tibby found the trousers gave flexibility where it was needed, whilst the extra durability of reinforced knee protection was a key benefit. He was especially impressed by the shoes, which he described as being extremely light (thanks to the lightweight NANO toe cap technology) whilst the BOA Lacing System has done away with laces and means they can be adjusted simply by turning a dial — particularly useful when working outside in the finger-numbing cold. www.rdr.link/mn031

ARDEX A46 MULTI-PURPOSE REPAIR MORTAR A46 is described as being a hugely versatile rapid repair product that “should find a place on the back of virtually any tradeperson’s van”. It is suitable for external and internal repairs and is a polymer modified mortar, which sets and hardens rapidly to give a repair of high performance, strength and hardness. Setting in under 30 minutes, it fills gaps up to 50mm deep. To watch a video of A46 in action on the Professional Builder website, type www.rdr.link/mn032

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MARCH 2020

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Hilton Banks HB42 ‘More grip, more power’ proclaims this striking ad for what is billed as “the ultimate sealant & adhesive”. Flagging up the company’s Top Product Award from Professional Builder magazine, the advert highlights the key features and beneﬁts of the high performance, all-in-one product which boasts “outstanding adhesion and strength”. As previously reported in PBM, the product is now available in more sustainable ‘Eco-Foil’ packaging, helping to cut down on waste on site. To see videos of HB42 in action, enter the shortcode www.rdr.link/mn050

Shurtape T-Rex tape

Hoppings SmartFrame

Like a poster for a classic B-movie behemoth, this campaign from the people behind T-Rex tape certainly doesn’t hold back! The makers say it boasts four times the staying power, three times the holding power and twice the bite of ‘standard duct tapes’ whilst the full range includes a variety of tapes — including waterproof, clear and brilliant white — to provide a solution irrespective of the task at hand. Get your teeth into more info by entering www.rdr.link/mn033 in your browser

Here’s a chap who looks happy with his purchase! And no wonder, given Hoppings’ reinvention of a familiar staple. The claim is that “It’s 4x2 but not as you know it” and Hoppings says that its SmartFrame structural grade, treated Scandinavian softwood is designed for ‘high risk situations’ such as deck posts and framing, garden structures and fencing. The C24 strength class softwood is said to be suitable for use above ground and in-ground contact and is offered with a 25 year performance warranty. Full details can be found by searching www.rdr.link/mn034

Ecotherm Insulation boards

Toupret ‘Simply better fillers’

Cracking the clues to this crossword puzzle leads to one conclusion — that Ecotherm has the answer to your customers’ insulation requirements. Stating that it provides insulation solutions for the entire building envelope, EcoTherm’s thin polyisocyanurate (PIR) rigid thermal insulation board products are said to be cost effective, easy to handle and quick to install. www.rdr.link/mn035

Putting its portfolio on the line, Toupret says that it can help your customers to ‘joint, skin and fill with great results first time’ allowing them to quickly get on to their next job. Indeed, the company says that its ready to use ‘JSF’ range has been developed because it recognises that excellent results really matter, but so does the time it takes to get the job done. As such, the range is specially formulated to joint, skim and fill with one coat, no shrinkage, no need to spot prime and easy sanding. For full details, head to www.rdr.link/mn036

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More than 60,000 plumbers and heating Heating & Plumbing Installer from merchant feedback gleaned from our sister magazine, the buying habits of your key customers as products and latest ad campaigns from DRAYTON SMART CONTROLS With the installation of smart controls becoming an increasingly requested job for heating engineers, Natalie Wathan, Product Manager at Drayton, answered some of the frequently asked questions about the recommendation and installation of smart controls. She emphasised that controlling the heating from a mobile phone is now one of the most appealing factors influencing smart control sales for consumers, whilst multi-zoning capabilities are also a key feature — systems like Wiser, for example, utilise smart radiator thermostats to manage the heating on a room-by-room basis and this can save up to 20% more energy in a three bed semi-detached house over a smart thermostat system alone. Furthermore, smart controls also help installers meet the additional requirements of Boiler Plus. www.rdr.link/mn037

PIPESNUG EASY-FIT PIPE SEALS In a great interview, the PHPI team caught up with Chris Burdett and Alex Lever out on site. Chris and Alex are the guys behind the innovative PipeSnug product — a simple seal which removes the need to point around or seal the hole where a pipe exits the building. The concept came to builder Chris out on site as he prepared to mortar around a waste pipe for “what seemed like the millionth time” and was quickly developed with Alex into an idea that caught on with the trade. Launched in 2017, additional sizes have subsequently been developed and Alex explained: “Lots of installers are using the product and are big fans of the advantages it brings, but we still want to spread the word to plumbers all around the country on just how much time PipeSnug saves on site. Today is a perfect example — it’s throwing it down and freezing, but you can still fit it in seconds without having to wait for dry conditions to mix mortar or apply sealant.” To see a video demo, enter www.rdr.link/mn038

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FERNOX TF1 SIGMA FILTER INSTALLER’S PACK The new ‘3-in-1’ TF1 Sigma Filter Installer’s Pack from Fernox comprises the TF1 Sigma Filter with slip socket connection, the enhanced reformulated Cleaner F3 and the company’s Protector F1 500ml product to give installers all they need to clean and protect a domestic heating system. www.rdr.link/mn039

AQUALISA AQ COLLECTION An interview with Colin Sinclair, Senior Channel Marketing Manager at Aqualisa, discussed the company’s ‘trade only’ AQ Collection of mixer showers. Launched last November, the range was developed specifically for the trade counter with Colin stating that “consistent pricing and ex-stock availability are key drivers for installers” in a very competitive product sector. The range was developed to offer a “strong aesthetic value” and also to provide “integral features that make it easy (for installers) to locate and fit”. A variety of styles are available, whilst additional benefits include safe temperature control and a five-year parts and labour guarantee along with adjustable fixing points for the shower rail to make installation even easier. www.rdr.link/mn040

SURESTOP I-WATER CONTROL

The Surestop product range has been developed to “move water control into the 21st century” and ensured that the humble stopcock benefitted from somewhat of a revolution when it was first launched a few years ago. Having made turning off mains water “as easy as turning a light switch on or off”, the launch of the Surestop i-water control promises further benefits for installers and homeowners as it provides the ability to control water away from the property. As featured in a step-by-step installation article, the device has been designed to easily integrate into domestic plumbing systems. Installed in as little as 30 minutes and WRAS approved, the i-water control can help prevent water damage and in reducing water wastage. For more information about becoming a stockist, enter the shortcode www.rdr.link/mn041

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MARCH 2020

Attack!

DOMESTIC HEATING MAKE THE SWITCH TO SMART CONTROLS

engineers pick up their copy of Professional trade counters each month. From the take advantage of PBM’s unique insight into we look at some of the most in-demand PHPI’s March edition. Stelrad 3D app This advert from Stelrad showcases a very clever idea — a 3D augmented reality app that allows homeowners to envisage their chosen radiator in a real life setting. It sounds like a great added-value sales tool for your installer customers, and may even help merchants directly with showroom sales. For comprehensive details on the company’s range of ‘radiators for every room’, enter the shortcode www.rdr.link/mn042

BUSINESS & TRAINING

KEEP YOUR SKILLS UP-TO-DATE

TOOLS & EQUIPMENT BOSCH’S NEW INSPEC TION CAMER

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Bosch GIC 120 C Inspection Camera Inspection cameras are increasingly being used by professional plumbers and heating engineers to investigate a whole host of tricky situations they are likely to be confronted with on the job, and this piece of kit from Bosch seems up to a variety of challenging tasks. With a user-friendly design, it offers a large display, the easy storage of pictures and videos, and a 120cm long cable for added ﬂexibility in checking hard to reach areas. See the full technical specs via www.rdr.link/mn043

Wavin Feel the rumble

Talon More than just a pipe clip

The Hep2O In4Sure secure jointing technology means that installers can actually ‘feel the rumble’ which lets them know they made the ‘perfect push-ﬁt’. Compatible with a variety of piping solutions and given a 9 out of 10 rating for quality, Wavin offers a 50-year guarantee on the product and is even offering free test packs for installers to try it out for themselves. Take a look at a video on the company’s YouTube channel via www.rdr.link/mn044

With solutions that are said to work with all pipes including PEX, copper, MDPE and PVC, Talon’s advert in this month’s PHPI showcases its British-made, ISO-accredited clips and accessories. It also highlights the company’s newly-launched website, which offers a host of engaging features including an industry blog and a ‘How to’ video section. For details on becoming a stockist, enter the shortcode www.rdr.link/mn045

Baxi The complete line-up Said to offer ‘a product solution for every customer’, Baxi is showcasing its full complement of its latest combis — the 200, 400, 600 and 800 — with warranties reaching up to a full ten years. Comprehensive details on the company’s wider portfolio — including system boilers, natural gas and LPG variants, and accessories — can be viewed through www.rdr.link/mn046

www.professionalbuildersmerchant.co.uk

PBM MARCH 2020 45

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POINT OF SALE

‘Loyalty schemes’ for merchants are a great way of incentivising sales. Often driven by individual supplier companies, the NMBS Professional Points scheme offers redeemable rewards on behalf of multiple manufacturers and the initiative is now said to be easier than ever to beneﬁt from. PBM reports.

Points mean prizes N

MBS’ already successful Professional Points scheme is enjoying a new lease of life thanks to the launch of its all-new website. The new site — www.professionalpoints.co.uk — has been designed to be even easier to navigate while offering all the features and benefits NMBS members have come to expect. Through the loyalty scheme, merchant members receive a point for every £10 spent with participating suppliers. These can then be redeemed online for products such as electrical items, power tools, workwear and sporting equipment. The likes of Makita, Spear & Jackson, Redring, iTP, Methven, Midland Lead and Reisser are already signed up, with new suppliers joining the scheme all the time. Around 800 of NMBS’ merchant members currently take advantage of the scheme, but NMBS believes more will be encouraged to do so thanks to the improved functionality of the redesigned eCommerce site. Nicola Harley, NMBS Marketing Communications Manager, explained: “We’ve created an intuitive site that is easy to use and designed to offer the same simplicity and straightforward user journey as other eCommerce sites our members will 46 PBM MARCH 2020

be used to using. This will encourage more of our members to go online and redeem their points.” The site has been built on the popular Magento industry platform, which gives it additional familiarity for users who will already be used to using other sites based on the platform. The loyalty scheme is open to all NMBS members, who can redeem points by logging into their online Professional Points account. Once logged in, they can see their current points total and browse the products available to redeem their points against. Merchants are also able to view their previous orders online, and can manage their own login and password details. For those members who don’t already have an account, signing up is said to be easy at www.professionalpoints.co.uk. Features that have been introduced with the latest version of the site include improved search functionality and product categorisation, all introduced to make it easier for users to browse the products that are available and navigate quickly to the ones they are most interested in. Once the order has been placed, most are delivered to the merchant within five days. The new site is responsive and has been

optimised for use on mobile devices, tablets and desktop computers, so that merchants can use and access their accounts on the move, whenever and wherever they wish. Nicola added: “Once our merchant members have signed up for a Professional Points account, they can receive points every time they place orders for products they were going to purchase anyway. It’s another way that NMBS is rewarding our independent merchants, bringing them even more added-value benefits alongside the core services that we provide for our members every day.” ■ Once again taking place at the Ricoh Arena in Coventry, the NMBS Exhibition is the premier buying and selling event on the independent merchant calendar. With over 300 suppliers and manufacturers set to exhibit at the show, merchants will be able to take advantage of a range of special offers, additional rebates on ‘on the day’ deals. ■ The NMBS Exhibition takes place on 22nd April 2020 at the Ricoh Arena, Coventry. For more information, enter the shortcode www.rdr.link/mn047

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LAKES #DESIGNEDFORLIFE BROCHURE Lakes has kicked off the new decade with a refreshed #DesignedForLife brochure. Building on Lakes’ key themes of lifestyle imagery and bathroom sets “that reﬂect life as lived”, the 2020 brochure includes a new dedicated section for walk-ins, the new Bay Series and Lakes Stone launched last summer, and an extended Collection of Lakes Additions. According to the company, the brochure makes the case for the whole showering space — the glass, tray, hardware, framing and optional extras — and can help to explain the market easily and effectively whilst making the most of new selling opportunities.

BAXI GOLDEN TICKET WIN Michael Cockcroft, Director of Centurion Plumbing Services Limited, Sleaford, has won the first Big Baxi Bonanza Golden Ticket prize draw. He bought the winning boiler, a Baxi 600 Heat, from the Sleaford branch of Wolseley. All the boilers registered on Baxi Works loyalty scheme during the first week of January were entered into the draw, and the winner was drawn at random at the end of the week. Michael’s is the first of four Golden Tickets. Three more winners will be picked at random each week and will receive a high street gift card to the value of £1000!

KUDOS NEW BROCHURE The new 2020 brochure from Kudos showcases its complete range of shower doors, walk-in enclosures, bath screens, shower trays and wet-room systems. The brochure is now available to download on the company’s website and includes the recently introduced Original6 shower enclosure collection and the latest additions to the Pinnacle8 shower enclosure range. The guide also incorporates a host of new photography that shows off the selection of profile finishes that are growing in popularity and designed to suit the expanding range of popular showering and brassware finishes now available for the bathroom.

AQUADART ROLLA 8 COMPETITION

GROHE SHOWER CASHBACK PROMOTION After consumer and retailer feedback in 2019, Grohe’s shower cashback promotion is back, running until 31 March 2020 with all cashback claims to be made by 30 April 2020. The latest promotion enables customers to make savings of up to £100, with products in the promotional offer spanning an array of installation and aesthetic styles. The cashback will now be presented to customers via a Grohe-branded debit card, which can be used like any other regular debit card, with all cashback savings expiring 12 months after the date of issue.

IDEAL BATHROOMS REWARDS PROGRAMME Aimed at bathroom retailers and merchants, Ideal Bathrooms has launched its ﬁrst rewards programme. A variety of prizes are to be won all year around, including Apple Watches, weekend getaways, amazon vouchers and much more, to ensure that the 2020 Rewards scheme is set to make waves with the distributor’s customers. For every £2,020 spent, retailers will be given a unique code, and will also be entered into a prize draw to win a luxury ﬁve-star, seven-night stay in Cape Town, Mauritius or Dubai. They can then access their personalised microsite to scratch off the code(s) and see if they have won a prize.

Aquadart — a Cavalier Bathrooms brand — has launched the Rolla 8 which is said to combine the aesthetics of a wet room with the functionality of a shower enclosure, and is now available in anodised matt black. The 8mm toughened safety glass, 2000mm height, concealed ﬁxings and clear seals are designed to make it a ﬂexible bathroom solution. To celebrate the addition to the range, Cavalier Bathrooms is inviting your trade customers to ‘Roll an 8’ on the virtual dice for the chance to win a Rolla 8 product. Those who ‘Roll an 8’ will be put into a prize draw and winners will be selected at random. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mn048

www.professionalbuildersmerchant.co.uk

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PRODUCTS & SERVICES ROCKWOOL TIMBER FRAME INSULATION As the market for new-build timber frame housing continues to grow, Rockwool is supporting merchants by expanding its Trade Insulation range to include solutions specifically for timber frame buildings. The Thermal Timber Frame Slab is designed to provide faster installation, sized to minimise on-site waste and is available in 90mm and 140mm thicknesses and a 570mm width. The new Sound Slab product, meanwhile, is designed for timber frame partition walls built at 400mm centres and is designed to provide high levels of both sound and fire protection.

ESSENTIAL BATHROOMS MAINE FURNITURE COLLECTION Following the successful launch of the contemporary Dakota and Colorado ranges, Essential Bathrooms has strengthened its offering once again with the new Maine furniture collection. Embracing both contemporary and traditional design, Maine is available in two colour options — Cashmere Ash and Graphite Grey — and is supplied fully assembled. The range consists of floor standing units and ceramic vanity basins, WC units, mirror, toilet seat and bath panels, and features an on-trend textured wood grain finish, solid cast doorknobs and soft-close functionality on the doors. The units come in 500, 600 and 800mm widths, offering a variety of options for stockists.

COOLAG ALFIE Coolag has launched Alfie, a wall mount developed to simplify the installation of wall mounted taps, bar shower valves and many other brassware fittings, offering both accuracy and protection for the connections during the period they are vulnerable to other trades prior to final fix. The mount is designed to overcome such problems as alignment, depth planning, rigidity, hot works, drilling tiles and the risk of concealed water leaks occurring within the wall. It is manufactured from corrosion resistant materials and can be rapidly configured for either solid wall or hollow wall applications.

BMI UK & IRELAND SEALOFLEX The manufacturer of flat and pitched roofing and waterproofing solutions has revised and enhanced its portfolio with the introduction of Sealoflex, a liquid applied waterproofing range which offers a choice of high-performance system solutions for a host of requirements and applications. To provide ultimate specification and installation peace of mind, the three systems in the range — Ultima, Prima and Endura — are all backed by the company’s guarantees and six-step specification service to meet customer design and technical needs. Sealoflex is available in four and 15 litre resealable cans, to reduce waste, and a colour choice of grey and white.

FORTERRA SUREBRICK SYSTEM The SureBrick brick slip system is described as lightweight and noncombustible, offering practical benefits such as simple, flexible installation and cost efficiency. Suitable for use in all new build and refurbishment projects, the system can be fixed to a variety of backing wall types including steel framing systems, timber frame and concrete. From a design perspective, the system is compatible with any 65mm frostresistant brick and can incorporate traditional brick detailing and brick coursing alignments. Projects that require brick matching can also be accommodated.

48 PBM MARCH 2020

FLUIDMASTER AIRGAP 6000 SERIES The Airgap 6000 Series is a height adjustable, bottom-inlet toilet fill valve which is compliant with UK Water Fittings Regulations and has been introduced to deal with the issue of ‘blue water’ prevention. Other features include: easy ‘no tool’ service; quiet refill with the spiral flow Vortex Generator; unhindered performance at low and high pressures; delayed/non-delayed side and bottom entry; plastic and brass fixings available.

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VITRA SMART PANEL FLUSH PLATE SENSIO POLAR COB New from Sensio Lighting, Polar is a flexible strip light designed to deliver a uniform line of light showcasing great advances in Chip On Board (COB) LED technology. Available in warm white, natural white and cool white, Polar is suitable for any type of kitchen styling and is available in a 5m reel. It is easy to install with the applied, high-quality 3M VHB adhesive backing tape that sticks to any dry flat surface. Unlike many flexible strip lights, it can be cut multiple times — scissor icon marks are situated at 31mm intervals identifying where the strip can be cut.

The VitrA Smart Panel flush plate uses digital sensor technology to create a hygienic and efficient WC flush. Made in glossy black glass, the panel can be synced to the owner’s mobile phone through VitrA’s app, allowing the user to flush using the app remotely. The panel has three flushing options, allowing the user to have control over water usage. An auto-flush mode is also available, supplying the optimum volume of water according to each flush. For families, the smart flush plate can be locked as a safety precaution for children.

HB42 ECO-FOIL STARTER PACKS Addressing the environmental problem of disposing of the single use plastic cartridge, Hilton Banks has launched the HB42 All-inOne ‘Eco-Foils’ Starter Pack, including three Eco-Foils and a Sealant Gun. According to the company, the Eco-Foils produce 95% less waste than the single use tubes and users get 38% more sealant than in the 290ml plastic tube. The product itself seals, sticks and fills, is flexible up to 230%, can be over-painted and also works in the wet. It is low in VOCs and the company says it will bond to almost anything. It is also food safe, and fully cures in 24 hours.

PJH GREY ASH LUCIA Satisfying the steady demand for classically styled bathroom furniture with contemporary design cues, PJH has expanded its popular Lucia floor-standing bathroom furniture collection by adding a new Grey Ash range to its Bathrooms to Love portfolio. Grey Ash joins Satin White Ash and Sea Green Ash in the collection, all with a textured woodgrain finish and brushed chrome handles. Fine design details are featured across the range of units and accessories, such as tapered legs, slim borders, modern framed doors and a tactile finish. Supplied pre-assembled, all units come complete in PJH’s ‘One-Box Solution’, simplifying ordering, delivery and installation.

TUSCAN WHITE OAK AND WARM OAK

HIKOKI ‘HI5’ FIVE YEAR WARRANTY Designed to provide peace of mind for users, HiKOKI Power Tools has announced its ‘Hi5’ five year extended warranty on its 18V and 36V (Multi Volt) brushless cordless ranges. To secure the Hi5 warranty all your customers have to do is register the cordless brushless power tools for an extra two years over the already automatic Heavy Duty three year warranty. Batteries 5.0Ah and over are covered, as well as Multi Volt batteries.

Extending the Strato wood flooring collection, Tuscan has introduced White Oak and Warm Oak to its Strato range. The ‘au natural’ White Oak is said to create a light and airy feel in the home and provides a modern rustic look, which will work with both contemporary and traditional decors. The Warm Oak addition, meanwhile, responds to the trend for darker woodgrains which create a warm environment for the home. White Oak and Warm Oak are available in large single planks in size 14 x 207 x 2200mm. Strato wood flooring is suitable with underfloor heating, both electric mat and water piped. For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mn049

www.professionalbuildersmerchant.co.uk

PBM MARCH 2020 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade .....page 15

Kerridge Commercial Systems Ltd ......page 29

Bond It ..................................................page 41

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

Border Merchant Systems Ltd .............page 37

Marmox (UK) Ltd ..................................page 35

Bradite Paints Ltd .................................page 41

Merlin Business Software Ltd ..............page 39

BSW Timber Ltd .....................................page 8

Permaroof UK Ltd ................................page 26

Buckler Boots Ltd ................................page 31

Professional Builder Live ......................page 25

Builders Merchants Federation ..............page 4

ROCKWOOL Ltd .........................bound outsert

Centurion Europe Ltd ...........................page 26

ROYD Tool Group ...........................loose insert

Dickies ..................................................page 33

Simpson Strong-Tie .............................page 29

Everbuild Building Products Ltd ........................

The Millboard Company Ltd ..inside front cover

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VIP Polymers Ltd ....................................page 6

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

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With Paul Davies

UNDER REVIEW Whilst it is surely a formality that they will be crowned Champions in May, Liverpool could theoretically have wrapped up their first title in 30 years by the time this issue lands on your desks. What looks more likely to run on without any immediate resolution, however, is the continuing calamity that is VAR. A recent survey of fans revealed that 67% felt that “matches were now less enjoyable since the introduction of VAR” following a string of controversial decisions, delays to the game and a sense of general confusion in the stands. That said, only 15% of those surveyed wanted the system to be scrapped altogether with an overwhelming majority wanting it to be kept but with modifications. Indeed, VAR has largely got the key decisions correct — ‘armpit offsides’ are actually more of a problem with the offside rule than technological interpretations, for instance — and we are hopeful that a ‘review of the review’ during the close season will deliver a much better system next year. In the meantime, can we just revel in this brilliant recent story from Spain’s second division in a match between Fuenlabrada and Girona. The home side’s Cristobal Marquez was shown a straight red for a high tackle and was duly dispatched to the dressing room, however the ref reviewed the foul on the pitchside monitor and downgraded the decision to a yellow card. Marquez was called back to the field but before play could resume, he got into a row with Girona’s Alex Granell. Both players were booked, meaning that Marquez received his second yellow and had to disappear down the tunnel a second — and final — time in mere minutes!

GIMME A BREAK! Another innovation this season has been an approximation of a ‘Winter break’ in the Premier League. And once again, it has not been without its problems. Whilst the idea of staggering the break over two weekends was quite clever (in theory) to ensure that armchair fans at least weren’t deprived of their regular football fix, Man City’s game being called off due to the weather will have further implications when it comes to rearranging the fixture in a more truncated schedule. Similarly, it seems to have been a necessary gamble to have FA Cup replay dates falling in the middle of the earmarked off-period but it was a little farcical to see Liverpool’s kids face Shrewsbury because Jürgen Klopp — quite rightly, in our VHO — insisted on his players recharging their batteries elsewhere, as instructed, and even sent U23s boss Neil Critchley to take charge on the night.

DAVIES PREDICTS I’m slightly hesitant in picking some prospects for the weeks ahead as last month I highlighted the role Ismaïla Sarr had played in Watford’s resurgence in addition to the form of Marcus Rashford at Man Utd. Both were promptly injured... Undeterred, however, Leicester, Wolves and Southampton have decent fixtures in March — Barnes, Jimenez and Ings are your men in form — but we must also give a shout out to Everton. On paper, they’ve got a tricky run but Ancelotti has simply worked wonders. The recent performances of both Richarlison and Dominic Calvert-Lewin in particular certainly warrant your consideration.

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