Professional Builders Merchant May 2020 by Hamerville Media Group

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MAY 2020

CORONAVIRUS How the sector has responded to the crisis

BRICKS, BLOCKS & HARD LANDSCAPING Pushing the pause button

PAINTS & WOODCARE Premium coatings

TOOLS, FIXINGS & ADHESIVES New product launches

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

www.professionalbuildersmerchant.co.uk

Fantasy Football Sporting shutdown See page 51

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CONTENTS BRICKS, BLOCKS & HARD LANDSCAPING 23

PUSHING PAUSE The Brick Development Association outlines the response from manufacturers to the coronavirus crisis.

FOR THE LONG TERM H+H discusses the nature of developing sustainable supply chain partnerships.

DIAMOND LIGHTS The Northern Ireland-headquartered landscaping specialist celebrating 60 years of trading.

PRODUCTS & SERVICES

May 2020, Volume 30 No. 5

TOOLS, FIXINGS & ADHESIVES 28

SEAL OF APPROVAL Sustainable solutions for sealants and adhesives.

IN THE BAG Generating added-value sales with practical and durable tool storage ranges.

UNSUNG HEROES Why sealants, fillers and adhesives shouldnâ&#x20AC;&#x2122;t be taken for granted.

EASY DOES IT Dunlop explains the details behind the major re-launch of its powder tile adhesives range.

PRODUCTS & SERVICES

SPECIAL REPORTS 10

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

PAINTS & WOODCARE 36

JERSEY BOYS Reporting back from the Channel Islands, we take a look at the support offered by Bradite to The Paint Pot Colour Centre.

PREMIUM SALES Maximising margin with premium quality brushes and accessories.

ANOTHER LEVEL Why premium paints offer excellent opportunities for merchants.

MAKING A SPLASH The growing market for water-based paints.

PRODUCTS & SERVICES

COVID-19 The impact thus far on the merchanting and construction sectors of the coronavirus outbreak.

SAFE AND SOUND Assessing the dangers of noise pollution and how Quiet Mark is assisting the sector to find answers to the growing problem.

LATERAL THINKING Enabling merchants to grow sales in the new build market with time-saving, flexible drainage and groundworks solutions.

REGULARS 5 6 8 16 20 46 48 50

VIEWPOINT NEWS MARKET MONITOR BMF TRAINING ZONE SUPPLIER PROFILE POINT OF SALE PRODUCTS & SERVICES ADVERTISEMENT INDEX

www.professionalbuildersmerchant.co.uk

COMPETITIONS 51

EVO-STIK FANTASY FOOTBALL The Beautiful Game during the lockdown...

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VIEWPOINT

Life under lockdown

“F

rom this evening, I must give the British people a very simple instruction — you must stay at home.” The words from the Prime Minister on the evening of 23rd March which changed everything. Despite looking on at the horrors unfolding in other parts of the world, for the early part of the month, life in the UK continued relatively as normal. Businesses were beginning to take steps to minimise physical interaction and limit non-essential travel in line with the guidance at the time, yet trade counter operations were understandably ongoing in the absence of explicit instruction to do otherwise. The ‘furlough’ scheme — an unfamiliar word that is now part of the daily lexicon — was announced on 20th March, however it took the Prime Minister’s address a few days later to bring about what has become a disorientating ‘new normal’. With perhaps an excusable lack of clarity as to how the merchant sector was defined when set against the list of essential businesses allowed to remain open, many swiftly took decisive action to close their doors. ‘Protecting the safety and welfare of staff and customers’ was a common refrain. Now, almost a month on, a more nuanced picture has developed. Some merchants remain closed for business entirely; others maintain a policy of ‘essential supplies’ only. For many, providing a limited collection service and running deliveries whilst adhering to the

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

MAY 2020

CORONAVIRUS How the sector has responded to the crisis

BRICKS, BLOCKS & HARD LANDSCAPING Pushing the pause button

PAINTS & WOODCARE Premium coatings

TOOLS, FIXINGS & ADHESIVES New product launches

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

www.professionalbuildersmerchant.co.uk

Fantasy Football Sporting shutdown See page 51

“For many merchants, providing a limited collection service and running deliveries whilst adhering to the relevant safety recommendations has proved possible, with online services ramped up considerably. Business models have transformed almost overnight.” relevant safety recommendations has proved possible, with online services ramped up considerably. Business models have transformed almost overnight. Whatever the intention and capacity to safely keep trading, it is also clear that custom has dwindled — for example, a report from Eureka Research suggests that the plumbing and heating market is “currently operating at about 13% of what it would in normal circumstances, with considerable work being postponed even if it could be carried out within official guidelines.” With infection rates and fatalities remaining alarmingly high, the long-term economic impact has to be a concern for another day as survival in all senses takes priority. Trade bodies such as the BMF have devoted considerable resource to ‘intensify support’ for their members. And whilst not without its flaws, the Government has unveiled a considerable support package for businesses —

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

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

Subscriptions to PROFESSIONAL BUILDERS MERCHANT are available at the following rates: UK – 1 year (11 issues) – £30 post paid

EUROPE and OVERSEAS 1 year (11 issues) – £50 post paid AIRMAIL – 1 year (11 issues) – £65 post paid Printed by Walstead Peterborough

Cover story: We’re very grateful to Elliotts for this image which we think perfectly encapsulates the trials being faced by the industry and the country — for all the current challenges, ‘the industry will be back’.

www.professionalbuildersmerchant.co.uk

from the aforementioned Coronavirus Job Retention Scheme to a raft of other grants, loans and tax breaks. Please visit www.gov.uk/coronavirus for the most up-to-date advice. Later in this issue (pages 12-13), we reference a number of sources which we hope will provide further detail on the Government schemes and other areas of business assistance. We are updating our website www.professionalbuildersmerchant.co.uk and our social media channels each day with the latest critical news, and you can also sign up to receive PBM digitally via www.rdr.link/mq001 Whilst we’d love to maintain our usual, upbeat tone, we recognise the huge challenge being faced by all the businesses in the sector right now. It is impossible to predict when the situation will change for the better, but change it eventually will — and the services provided by the merchant sector will be vital in the rebuilding of the nation’s economy.

Average Net Circulation figure for the 11 issues distributed between 1 July 2018 to 30 June 2019 = 9,993 To be removed from this magazine’s circulation please call 01923 237799 or email circulation@hamerville.co.uk

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NEWS UPDATE Coronavirus coverage

Whilst the coronavirus crisis is clearly the key news story at present, publishing deadlines make it difficult to present up-to-the-minute updates on the pandemic. However, please see our report on pages 12-13 for the latest industry responses to the Covid-19 challenge along with using the shortcode www.rdr.link/mq002 to be taken directly to the most up-to-date coverage from the PBM website.

Enhanced security

BMF TO OPEN TWO REGIONAL TRAINING CENTRES, POST-LOCKDOWN

Access all areas The Builders Merchants Federation is set to launch two further Regional Training Centres with the assistance of Marshalls. The new centres will be hosted in Marshalls Design Space facilities in central Birmingham and in Clerkenwell, London. They will both open after COVID-19 restrictions are lifted. BMF Regional Training Centres provide meeting and training spaces for smaller groups to come together, reflecting the BMF’s localisation strategy to help members participate in events closer to their own home base, thus reducing time spent away from their business. Peter Hallitt, Marshalls’ Group Trading Managing Director, said: “The two Marshalls Design Spaces are ideal venues for this purpose, designed for construction industry professionals to explore, experiment and imagine a range of possibilities. They are great places to learn too and we are delighted to Students visit Howarth’s head office, before lockdown

The Myers Group, which operates 19 builders’ merchant branches, three Readymix concrete plants and the Johnsons Wellfield stone quarry, has invested £200,000 in the install of artificial-intelligence (AI)-enabled CCTV systems across its sites as part of the group’s ongoing efforts to upgrade security and boost profits. Paul Bradley, Group Operations Manager at Myers Group, said: “We already had CCTV in place, but it was outdated and unreliable, with many cameras being out-of-action, meaning that we experienced issues surrounding missed health and safety incidents, as well as trespassing. We were aware that better technology was available, and that we could improve staff and visitor safety, whilst simultaneously having an immediate and positive impact on the bottom-line.” The technology has been designed, installed and maintained by Huddersfield-based Centurion Fire & Security. Centurion designed a complex network of 335 HD cameras, 22 HD recording units and a PA system — enabling direct communication with any trespassers — to observe the sites, and now carries out out-of-hours remote monitoring of the system. 6 PBM MAY 2020

support the BMF in this way.” BMF CEO John Newcomb said: “I would like to thank Marshalls for working with the BMF to bring our second and third Regional Training Centres on stream. They are both fantastic spaces and will serve city centre areas in the BMF’s Midland and London/South East regions. Our first RTC, in Cornwall, serves the far South West, and we are targeting three more by the end of the year, which will give us one in each of our five UK regions and one in Ireland.”

Student support

Howarth Timber & Building Supplies’ has joined forces with Derby College Group (DCG) to establish an Employer Academy for construction students in Derby and lkeston. Giving youngsters the opportunity to gain industry-accredited learning to boost their chances of securing a job in the industry during lockdown and beyond, the initiative will provide students across a broad range of disciplines, from brickwork to joinery, access to Howarth’s award-winning online training academy. Groups of students will also join (post-lockdown) industry visits to Howarth’s head office in Leeds, factory and adjoining port in Hull and local suppliers. In addition they will attend expert demonstration days at the Derby branch, which has spearheaded the Employer Academy. Howarth Timber & Building Supplies won last year’s PBM-sponsored Training Company of the Year award from the Builders Merchants Federation, and the online training academy covers the spectrum of the latest product and industry knowledge. The merchant’s Senior Sales Executive, Adam Fox, explained: “We have supplied materials to the college Construction Academy for some time and were keen to develop the relationship further. We have launched the Academy to around 350 students so far and will introduce new students to the programme at the start of every academic year. Talsa Middleton, Derby branch manager, added: “By sharing the wealth of knowledge and training that is embedded in our own staff training programmes, our aim is to give the students a head start in their careers as tradespeople.”

BMA postpones conference

In light of the current COVID-19 pandemic the Bathroom Manufacturers Association has taken the difficult decision to postpone its Industry Conference until 2021. The conference, which had been due to take place in Cheshire in October, will now be held in June 2021. CEO Tom Reynolds said: “We’ve not reached this decision lightly. After consultation with the venue, our board and a selection of members it was clear that our attendees’ focus would be on recovering from COVID-19 well in the autumn. We are now looking forward to holding the event in 2021 alongside our AGM at Carden Park on the 7th and 8th June 2021.”

www.professionalbuildersmerchant.co.uk

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

NEW ECOMMERCE-ENABLED WEBSITES KEEP MERCHANTS TRADING

Digital developments JT Dove is the latest merchant to have launched a new ecommerce website. The facility has been provided eCommonSense, which reports that the coronavirus pandemic has seen online sales dramatically increase and argues that “having an optimised website has become increasingly important for merchants” and further states that many of its clients have chosen to bring forward their launches as a consequence. Steve Robinson, Managing Director of the Newcastle-based merchant, said: “We chose eCommonSense as our digital partner because we wanted someone who knew digital and knew the builders’ merchant sector. They ticked all the boxes in this respect which meant that we have a solution that is designed specifically for merchants. “This provides lots of benefits such as a deep integration into our trading system,

a @PBMmagazine

Fleet management

Kerridge. The website will allow us to truly compete with some of the nationals and disruptive retailers that are eyeing up our market. If we want to retain and grow our business, we need a world-class online solution — with eCommonSense, we believe that is what we have.”

Sign of the times Social Distancing is at the top of mind for many at the moment and Spectrum Industrial reports that it has developed and extended its range of Social Distancing and Safety Signs. “We have worked hard to develop our range to suit our customers’ needs so they can react quickly and get these measures in place to help keep their customers and staff safe,” says Paul Kantecki, Managing Director. He continued “These signs will help provide a constant reminder to customers / visitors on premises and guide them to adhere to 2m / 6ft social distancing advice provided by the government.” Visit www.spectrum-industrial.co.uk for details.

EH Smith is now using TruTac’s tachograph and compliance software to help reduce driver infringements and produce monthly DVSA reports, in line with EU regulations and their FORS accreditation. With 85 drivers and a mixed fleet delivering from 12 sites, the merchant recently upgraded from its previous tachograph system to TruTac’s TruControl web-based portal in order to gain better control over fleet operations and compliance. Transport Compliance Manager, Chris Paul, explained: “We moved from our previous supplier to TruTac because the software is intuitive and easier to use. Now, using a combination of TruAnalysis and TruView, we have brought down infringements and can monitor all relevant aspects of our vehicle and driver performance. Plus, we can produce accurate reports in a fraction of the time previously spent.”

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MARKET MONITOR in association with

Global timber supply While much of our focus on Covid-19 has inevitably concentrated on the specific impact on the UK, the global nature of the pandemic clearly has much wider implications. PBM reports on the findings from the ETTF and EOS in relation to the international timber market.

n April 15, the European Timber Trade Federation (ETTF) and the European Organization of the Sawmill Industry (EOS) organised a joint conference call with representatives from eleven European countries, which assessed the effects of the covid-19 crisis on the timber market and tried to gauge what the situation will be in the coming months. With the coronavirus outbreak having wide-ranging and severe effect upon the timber value chain, there are significant differences among European countries where the impact has been hardest. Whilst the construction sector has taken a hit in countries such as Spain, Italy, France and the UK, the market is faring better in Scandinavia, Germany and the Netherlands. However, participants to the call cautioned that “a crunch period might be on the cards also for these countries in Q3”. To meet struggling demand, “double-digit production curtailments” are said to have been introduced by mills, with reductions in Scandinavia comparatively milder than in Central Europe. It is expected that the DIY sector will prop up the market as people spend more time at home, especially as DIY markets mostly remain open currently and hence are supporting sawmills and trade. Overall, callers suggested it is likely that countries that are

navigating this crisis with fewer casualties “will turn more inward and direct their sales to their local market in the coming months”. Looking farther afield, participants in the call stressed that China — as both fundamental client and producer — has been recovering in the last few weeks, while sales to the United States are dropping. The Indian market is completely closed, and there are difficulties in some South-East Asian countries. A shortage of container availability (alongside increased prices) remains challenging, but the situation seems improving compared to a few weeks ago. Participants emphasised that the unhindered flow of raw materials and goods remain fundamental to ensure long-term viability of the industry. Both

sawmillers and trade agreed that “acting as a warehouse” can buffer regional curtailments in supply and demand; an important function for general market stability and a functioning chain-of-custody. Looking forward, both organisations agreed that the length and intensity of the crisis will be crucial as to the pattern of recovery. If the coronavirus will be neutralised in the coming months, there is hope for a return to almost a business-as-usual situation — as the timber sector in Q1 was performing well — however if the general economy and the construction sector remain subdued in Q3 and Q4, a prolonged contraction will take a heavy toll on the timber industry, even in countries that so far have managed to weather the storm.

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Before the storm The latest edition of The Pulse revealed a level of cautious positivity from the merchants surveyed as they waited to establish the implications for their business and the market in light of the then-looming Covid-19 threat.

etween the time of interviewing (beginning of March) and the time of writing (end of March), the buildersâ&#x20AC;&#x2122; merchantsâ&#x20AC;&#x2122; world has been turned upside down as the Government introduced a series of measures to contain the Coronavirus pandemic.

Looking to the next three months (March to May 2020), a net +72% of merchants forecast improved sales compared with the previous three months (December 2019 to February 2020). See Chart 2. Expectations were generally strong: large outlets (net +90%), mid-sized merchants (+87%), and independents (+84%).

The new measures, and their daily reveal, created a lot of confusion in the last two weeks of March for suppliers and contractors. National merchants closed temporarily to seek clarity from the Government, while other merchants variously stayed open awaiting developments, shut down, or partially closed to provide a skeleton service. Few could foresee the extent of these measures or their knock-on effects, however it remains important to present these findings as a benchmark for future surveys. Sales expectations A net +77% of merchants expected sales to increase in March compared to February â&#x20AC;&#x201D; see Chart 1. Few expected sales to drop over the period. Expectations were strongest among mid-sized branches (net +92%), although small and large outlets were also positive (+68%). Regionally, merchants in the South, North and Scotland (net +81%) were particularly upbeat with none of those interviewed expecting a fall. This compared to a net +65% of merchants in the Midlands. Year-on-Year, a net +47% of merchants expected better sales in March compared to March 2019, although expectations for sales growth weakened compared to the last survey (Chart 1). Merchants in the North (+71%) were most positive.

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Prospects for the next six months were also seen as robust, with a net +70% of merchants anticipating better sales in March to August 2020 compared to the previous six months (September 2019 to February 2020). See Chart 3. Expectations for the period were strong across the board. 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

Confidence in the market A net +23% of merchants were more confident about the market in March compared to February. Those in the South (net +53%) and regional merchants (+40%) were most confident. In contrast, a net -8% of merchants in Scotland were less confident. Year-on-year, confidence dipped since the last survey with a net +20% of merchants more confident about the market in March compared to the same period last year, dropping from +54%. See Chart 4. Brexit being ‘done’ was still among the main reasons for merchants’ improved confidence. However, uncertainty generated by the Coronavirus was starting to weigh on people’s minds. Confidence in their business Merchants’ confidence in their own business remained strong, with a net +61% more confident in March than in February. Nationals (net +64%) and regional merchants (+69%), were more confident than independents (+37%). Year-on-year, a net 51% of merchants were more confident. Independents (+21%) were less confident than others. See Chart 4.

“At the time of the survey, Brexit being ‘done’ was still among the main reasons for merchants’ improved confidence. However, uncertainty generated by the Coronavirus was starting to weigh on people’s minds.” www.professionalbuildersmerchant.co.uk

About the Pulse The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is from the 11th survey in the series, with interviews conducted by MRA Research between 2nd and 4th March 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.mraresearch.co.uk/the-pulse or call Lucia Di Stazio at MRA Research on 01453 521621.

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SPECIAL REPORT: CORONAVIRUS

Crisis management As the devastating impact of the coronavirus crisis continues, merchant firms of all sizes find themselves confronting what are surely the most challenging circumstances they have ever faced. With the situation continuing to move at great pace, and the timeframe for ending the lockdown unclear, PBM has collated a number of the key information sources for readers to access the most up-to-date data and business support. OFFICIAL ADVICE AND BUSINESS SUPPORT The government has unveiled (and regularly updated) a range of measures to help businesses, including the Coronavirus Job Retention Scheme (to ‘furlough’ employees), the Business Interruption Loan Scheme, a Corporate Finance Facility, Grants for qualifying firms, a Business Rates Holiday and a SSP rebate. The CJRS is being administered through HMRC for PAYE employees, and more than 140,000 firms utilised the scheme’s web portal on its first day of operation. For a central source of information on the various Government initiatives please visit www.businesssupport.gov.uk/coronavirus-busine ss-support For an excellent commentary on the CJRS from law firm Wright Hassall on the PBM website, enter the shortcode www.rdr.link/mq003

■ In addition to accelerating its online trading plans, eCommonSense customer TJ O’Mahony has established a range of safety provisions within its branches.

MERCHANT SECTOR AND BMF Following an initial lack of clarity when the lockdown measures were first announced, it was established reasonably quickly that merchants could remain open for business — provided operations were carried out whilst observing the relevant public health guidance. Many merchants nonetheless elected to temporarily close their doors, citing the paramount need to ‘protect the safety and welfare of staff and customers’. Following discussions with BEIS, BMF CEO John Newcomb confirmed that for those merchants remaining open, trading “should be through online and delivery services, but those who need to maintain depot service are able to do so providing they observe PHE guidance including social distancing, cleaning and hygiene, staff welfare and all other means to minimise the risks of transmitting coronavirus.” On its comprehensive coronavirus hub, the BMF has continually updated its guidance to merchants to reflect the evolving situation.

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This includes details of enhanced online training courses, information on its ‘virtual’ forums and meetings, in addition to revised Branch Operating Guidelines. The website also details a constantly monitored summary of the current opening policies of its member merchants, enabling other businesses to measure their own operating decisions. Visit the BMF hub via www.rdr.link/mq004 Suppliers Working in tandem with the BMF and other trade bodies, the Construction Products Association is also outlining the current status of manufacturers and suppliers to the merchant sector, detailing how product availability may be impacted by “reductions or closures in production, distribution, and stocks.” Beyond this, a section on the CPA website contains a host of useful links and resources relating to the coronavirus impact and can be accessed via www.rdr.link/mq005

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CUSTOMER IMPACT Trade bodies such as the Federation of Master Builders and the National Federation of Builders have continued to illustrate the stark realities facing their membership ranks, comprised predominantly of SME contractors and housebuilders. Speaking in mid-April, FMB Chief Executive Brian Berry reflected on the legacy of the 2008-09 financial crash when around half a million workers were estimated to have left the industry. And even though the Government has broadly clarified that sites could be kept open, Brian said: “In just the first month of this outbreak, construction output has fallen at the fastest rate since the financial crisis a decade ago. It reflects what we have been hearing form our members, 60% of whom have had to stop the majority of their work, to protect their workforce and their clients during the coronavirus outbreak.” A comprehensive survey of firms in the plumbing & heating sector conducted by Eureka Research drew a response from more than 1,100 small business owners and sole traders. Describing the concerns relating to “immediate sources of cashflow and being able to pay themselves and staff in the short term”, it estimated that the sector is “currently operating at about 13% of what it would in normal circumstances, with considerable work being postponed even if it could be carried out within official guidelines.” Read the full survey via shortcode www.rdr.link/mq006

PRACTICAL STEPS We have carried a number of articles online which outline some of the practical steps merchants can consider during the coronavirus outbreak. These have covered in-branch safety measures such as installing safety screens and signage or facilitating ‘safe’ collections and deliveries, in addition to other business considerations such as FLT battery checks and effective CCTV monitoring for shuttered premises. Furthermore, many suppliers and trade organisations have significantly ramped up their online training provision — and this is something which even be undertaken by furloughed employees. With the branch environment obviously an area of concern in terms of maintaining the safety of staff and customers, there has been a significant increase in online trading and eCommonSense, one of the leading companies in this area, says that it has accelerated the launch of a number of its clients’ ecommerce-enabled websites. Founder and MD Andy Scothern said: “If you don’t have a fully optimised online channel, you will be at a disadvantage both during this current crisis and also once it ends. Merchants are now recognising that an industry-leading website will be one of the most critical weapons in their arsenal against the current COVID-19 pandemic.”

HEALTH & WELL-BEING The latest information from the NHS can be accessed at www.nhs.uk/conditions/coronavirus-covid-19/ As health is a devolved issue, more specific guidance is available via: Public Health England: gov.uk/phe Health Protection Scotland: www.hps.scot.nhs.uk Public Health Wales: phw.nhs.wales Public Health Agency (NI): publichealth.hscni.net We are well aware that this is also a crisis that will have a particular impact on mental health and general well-being. Help is available from the BMF’s official charity partners, mentalhealth-uk.org and www.samaritans.org whilst further support for those working in the industry can be found via www.rainydaytrust.org.uk and www.lighthouseclub.org which can each provide financial as well as emotional care.

■ Such is the nature of the response to the coronavirus pandemic, support and advice is constantly being revised. Please check official sources for the latest information, whilst a dedicated section has been established on the PBM website to bring you the latest updates: www.professionalbuildersmerchant.co.uk/tag/coronavirus Courtesy of Spectrum Industrial

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SPECIAL REPORT: NOISE POLLUTION

Safe and sound Noise pollution is an often-overlooked issue in the building and construction sector. PBM speaks with Poppy Szkiler, Founder and CEO of Quiet Mark to find out how merchants can do their bit to reduce the noise. What exactly is meant by noise pollution and why it can be such a problem? Noise surrounds us every day from obvious sources such as traffic, aircraft, neighbours and power tools. Less obvious sources also impact our senses, such as floorboards creaking, the constant soundtrack from radios and TVs, and appliances whirring, rattling and sometimes thundering into our consciousness. The World Health Organisation has actually defined noise as the biggest threat to public health after air pollution. Noise causes many short and long-term health problems, including extreme stress, sleep disturbance, increased risk of hypertension, cardiovascular disease, as well as hearing impairment.

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considerations in product development. Quiet Mark educates millions of consumers on the impact of noise in the home environment through new national retailer partnerships with Argos, ASDA, Currys Dixons, John Lewis, Very, Littlewoods and more, presenting a clear, easy way to identify quieter products.

Through its acoustic tests, and validation of manufacturers’ performance claims, Quiet Mark awards its distinctive Purple ‘Q’ Mark to products that are the quietest high-performance models in their category and noise reduction solutions to equip designers to build and design better buildings.

How is Quiet Mark looking to reduce the issue? Quiet Mark engages directly with industry, manufacturers, consumers, retailers and influencers establishing noise-reduction and acoustic design as key

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So why is Quiet Mark an important consideration for the construction sector? Noise pollution is a universally disruptive problem that needs addressing with greater understanding, and the building services sector could play a crucial part in the fix because we spend 90% of our time indoors. Noise insulation and absorption is something we need to address seriously within our built environment. Professionals often don’t know enough about which acoustic products are best to meet the bespoke needs that each building project requires, or aware of the latest solutions available to suit their project budgets. As a result, sound design can often be low on the list of priorities. Products and materials are selected without full understanding of their acoustic performance or the important installation and specification process to make them effective. This leads to poor acoustics in buildings that do not support human health.

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What can merchants do to make their customers aware of the issue? To assist the construction sector, Quiet Mark has launched Acoustics Academy. This online platform has been developed to showcase expertly verified acoustic solutions for architects, designers, contractors, build-developers, specification-buyers and the wider building sector. Acoustics Academy presents Quiet Mark approved solutions to unwanted noise to further equip and empower the building sector for every scenario. This includes science-made simple commentary, installation insights for building sector materials and Quiet Mark approved products in consumer and commercial technology sectors.

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“Professionals often don’t know enough about which acoustic products are best to meet the bespoke needs that each building project requires, or aware of the latest solutions available to suit their project budgets.” By simplifying the complex world of sound design, Acoustics Academy helps this vital industry audience understand and compare the most reliable and best-performing products on the market. This is achieved through like-for-like comparisons and validation of products, which are organised into a master directory for their performance, design, sustainability, suitability and cost-effectiveness. What sort of brands are Quiet Mark Partnering with? Quiet Mark partners with 60+ brands worldwide including AEG Electrolux, BSH Bosch, Dyson, Fisher & Paykel, Interface, Karcher, Mitsubishi Electric, Samsung, Siemens, STHIL and Whirlpool. The Acoustics Academy framework includes specialist products, materials and technologies. This covers every type of acoustic solution for all building application scenarios including; approved specialist Acoustic Glazing from Pilkington Glass, Sound Barriers from Saint-Gobain Ecophon, Pumps from Grant and Salamander, Acoustic Doors from Enfield Speciality Doors, Insulation from Rockwool, Commercial Ventilation from S&P UK Ventilation Systems, Acoustic Plasters from Armourcoat Acoustic and BASWA acoustic AG and much more. *Other familiar brands listed on the Quiet

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Mark website include Dimplex, Glow-worm, Grohe, Hiab, Ideal Boilers, Karndean, Mira, Triton, Vaillant and Vent-Axia. What plans does Quiet Mark have to work with the construction industry, and merchants in particular, going forward? Quiet Mark awarded brands and products are currently promoted in Screwfix, and we are in conversation with other groups about formal partnerships, continuing to meet with building merchants to add to existing Quiet Mark partners.

Q A

■ As well as the online Acoustics Academy platform, Quiet Mark is working to launch further opportunities to teach merchants and their trade customers about noise pollution, and how they can work to reduce it. For example, the organisation is currently completing the production of an Acoustics Academy Podcast Series recorded with industry expert speakers. These are designed to bring a new wave of knowledge to the design and building industry audience and anyone keen to understand the vast world of sound design for living spaces. ■ To find out more about Quiet Mark and the building sector, enter the shortcode www.rdr.link/mq007

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TRAINING ZONE

Zoom in on BMF training The BMF moved quickly to ensure that some of its most popular training courses will continue to be delivered, despite the restrictions on movement brought in to counter the transmission of coronavirus.

hree half day courses, Search Engine Optimisation, the Social Media Marketing Masterclass, and the Psychology of Pricing are going ahead as webinars, with dates available in May and June. All three interactive workshops will be led by Andrew Lloyd Gordon, a marketing psychologist and an experienced Google Academy Tutor. Each course will comprise four, one hour webinars — starting at 10am and ending at 3pm — with ‘virtual breaks’ between each session. The webinars will be delivered via the Zoom meeting software platform. There is a fee for each course, but delegates can access Zoom free of charge on their internet browser or from their mobile app store. Extra resources, including slides, workbooks and other supporting material will be made available on a separate learning management platform. As the title implies, Search Engine Optimisation is designed for those wanting to take control of their search engine performance and discover proven, simple tactics to achieve top spots on Google, Yahoo! and Bing. This non-technical workshop is suitable for anyone in a marketing, PR or communications role, and no prior knowledge of SEO is required. Following an initial run on 15 April, the confirmed date for this course is 5 May. The Social Media Marketing Masterclass is primarily aimed at marketers, social strategists and managers looking for a comprehensive understanding of social media. Although many businesses now use social media, they can struggle to see a return on investment from

16 PBM MAY 2020

“Members will be able to come together through a digital interface as opposed to face-to-face, but they will enjoy the same great content of presentations, discussion and debate.” their efforts. This workshop will help them to understand the fundamentals that underpin effective digital communication, and how to apply those principles to any social media platform to dramatically improve the impact of their campaigns. The next course is due to take place on 13 May. Pricing, the subject of the third course, is one of the most important things for a business to get right, and one of the hardest. Price too low and you are leaving money on the table; price too high and you will scare customers away. This is where The Psychology of Pricing comes in. It will help marketing, sales and branch managers as well as business owners and directors to understand how to capture more value and support smarter pricing decisions. This course will next run on 23 June. All three courses can booked online via the Training Registration area at www.bmf.org.uk

The BMF is also running its first virtual Plumbing & Heating Forum on 13 May. The Spring Plumbing & Heating Forum, which was due to be held at Installer2020, will now be delivered as part of InstallerFESTIVAL — a virtual industry gathering taking place from 11-15 May. Members will be able to come together through a digital interface as opposed to face-to-face, but they will enjoy the same great content of presentations, discussion and debate. BMF members should register their interest via the Event Registration area at www.bmf.org.uk And don’t forget BMF Building Blocks — discussed here last month — is largely delivered online, with a growing programme of an industry specific curriculum that includes both core skills training and wider soft skills topics. These courses and other product learning can all be accessed online via BMF Campus. For more information on any other aspect of BMF training, please contact paige.godsell@bmf.org.uk ■ BMF training ranges from formal Apprenticeships, a sector-specific Diploma in Management and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

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SPECIAL REPORT: NEW BUILD GROUNDWORKS

Lateral thinking The Flexseal Coupling has become a contractor staple, however the manufacturer has taken a deeper look into its other product offerings and outlines further significant opportunities for merchants supplying the new build housing market.

s a manufacturer with 30 years history supplying the builders’ merchants and civils & drainage sector, Flexseal claims its technical expertise is second to none and its army of circa 65 members of staff all focused on adding value for customers. The specialist manufacturer says its product portfolio offers “solutions to connect almost any wastewater pipe configuration” and, talking to PBM specifically about the housing market, Flexseal states that it is “raising awareness with merchants of the competitive advantages some of its products can bring when tendering for housing projects.” Ricky Hasprey, National Sales Manager, explained: “With competitiveness at an all-time high and an increased need to provide reliable products and transparent product information, it’s never been more important for merchants to have credible and dependable suppliers. “As a specialist manufacturer, we’re well placed to provide direction and support for our customers and when we spot opportunities, we work with our merchant partners to ensure the whole supply chain benefits.” As well as its established range of flexible couplings, the company also manufactures a large range of lateral connection saddles which are alternative solutions to factory made pipe junctions and Flexseal states that its saddles offer multiple benefits to both merchants and contractors, specifically those serving the housing sector.

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Group of Flexseal Lateral Connection Saddles

How lateral connection saddles work To connect two pipes together linearly, Flexseal Couplings are used at the joint of two pipes. Similarly, if a lateral pipe is to be connected into a linear pipe then a Flexseal Saddle acts the same as a coupling, in that it creates a watertight and airtight connection between the two pipes. To connect into a linear pipe, a core hole must be drilled at the desired position, then the saddle is to be connected into the cored hole and the lateral pipe is to be connected into the top of the saddle. Materials cost savings Flexseal says that “saddles generally come at a much lower cost compared with factory made pipe junctions and we’re committed to see both merchants and contractors benefit from this.” Indeed, many of the company’s saddles are designed to be universal or semi-universal, meaning they have the ability to connect to multiple pipe sizes. Pipe junctions on the other hand are made to specific sizes to connect to specific pipes and as the size increases so does the cost. However, Flexseal states that its saddles — with their universal design — cost the same no matter what main pipe size is to be connected into. Ricky said: “All of this means that the bigger the pipe to be connected into, the

Example of lateral connections into Twin Wall and Concrete pipes

bigger the cost savings when comparing saddles directly with pipe junctions. To put the material savings that Flexseal Saddles can bring into context, when projects are large enough to be put out to tender the compounded cost saving saddles bring is often in the thousands. “Housing projects can be specifically lucrative, given that every house requires a connection into wastewater systems and rainwater systems, meaning at least two saddle sales for each home. For merchants faced with stiff competition, any material savings that can be provided for projects adds a great advantage.” Product reliability Material costs savings are a great way to grab the attention of buyers but ultimately contractors need to feel confident that any new product brought into a housing project tender needs to fulfil, if not exceed, the performance requirements and expectations. To support product confidence, Flexseal has had the vast majority of its saddles tested and approved by the water company-recognised WRc Accreditation. This approval can prove specifically important to groundworkers in the housing sector, as houses are ultimately connected into adopted drainage systems. “The WRc Approved scheme is recognised and established within the construction industry, providing suppliers, buyers and end-users confidence that the products are fit for purpose,” explains Ricky. “The scheme reduces risks in procurement by assuring quality, performance and installation processes have been tested with the most stringent of requirements. Flexseal can offer a range of lateral connection products which carry the assurance of WRc Approval.”

www.professionalbuildersmerchant.co.uk

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Installation of a Flexseal Saddle

User benefits It’s important for merchants to also understand the user benefits associated with saddles vs pipe junctions, as material costs are just some of the savings housing groundworkers can expect to see according to Flexseal, as Ricky adds: “The method of making a lateral drainage connection using a Flexseal Saddle is much quicker compared with traditional junction methods and therefore overall project costs are reduced.” Ben Beatson, Product Development Manager, continues: “The method to connect household drainage systems into main water company systems include excavation of earth to access the main pipes. To fit a factory made junction, a full section of pipe needs to be excavated, cut, removed and replaced with the junction — a time consuming process involving multiple people, lots of manual work and often heavy lifting equipment. “To fit a Flexseal Saddle, only the top part

its saddles offer the benefit of being small, compact and robust pieces of kit, allowing merchants to stock an array of universal saddles for concrete, clay, twin wall and smooth PVC pipes. These benefits are also transferable to benefit transportation of the product.

of a pipe needs to be excavated, a core hole drilled and installation of the saddle which takes approximately 5-10 minutes. This method can be completed by one person with no heavy lifting equipment and very little low risk manual work involved.” Stock profiling For merchants without the space to stock junctions and having to rely on direct to site services from suppliers, Flexseal states that

Supplier support For merchants stocking Flexseal products, the manufacturer has committed to provide training support in various forms as explained by Marketing Manager, Ryan Lockwood: “Our support package is a huge part of our value proposition to the market, so for merchants wanting to capitalise on saddle sales, we offer training courses via our online Flexseal Academy or in branch, delivered by one of our product experts.” ■ For more details on the Flexseal Academy, enter the shortcode www.rdr.link/mq008

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SUPPLIER PROFILE

Marsh Industries is a privately-owned company specialising in advanced off mains drainage solutions for the domestic, commercial and agricultural wastewater treatment sectors. PBM reveals more.

Going underground O

perating from bases in Kettering, Raunds and Bridgwater, Marsh’s specialist engineering, technical, manufacturing and distribution teams have provided products to the construction market since 2006. From small 234 litre pump chambers to 500-person commercial sewage treatment plants, thousands of Marsh products are currently in use across the UK and Europe. Products in the firm’s portfolio include sewage treatment plants, pump stations, septic tanks, septic conversion units, grease traps, oil separators, stormwater attenuation, rainwater harvesting systems and a host of ancillary products including the unique ‘Whisspurr’ acoustic vibration reduction unit. A significant differentiator at Marsh is, as a privately-owned company, said to be the ability to invest in continuous research and product development programmes. The firm says that this capability ensures its products and solutions are at “the forefront of technology, are specified precisely and exceed the recommended UK or EU standards”. Taking a proactive approach to the ever-changing environment of the industry and manufacturing, Marsh reports that it has identified “advantages that can be achieved by a research and development capability that expands the focus beyond the immediate expectations of customers and their requirements”. This proactive approach, it says, has been

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established since the company’s inception and is still in practice today. In 2009, when Marsh entered the commercial sewage treatment plant sector, the company performed a thorough assessment of the market with a focus on the demands and requirements of specifiers, engineers and end-users. The analysis of the market at that time proved there was appetite from merchants, specifiers and engineers alike to be more involved in sewage treatment plant design and system performance, with end-users showing a desire to understand plant maintenance. The first major step for Marsh was to develop the Gaia Sége process design software in alliance with Loughborough University. The software uses established core equations to generate process

optimisation for any size of commercial sewage treatment plant, providing assurance to specifiers, engineers and the end-user that the system is specifically designed to meet or, in most cases, exceed the needs of the site and satisfy the appropriate standards and regulatory bodies. In addition, Gaia Sége can generate three unique tank size options in 1.8, 2.5 and 3m diameters allowing specifiers to choose which tank best suits the site conditions. These options are provided at no extra cost; each tank is the same price so that customers are never disadvantaged by their site conditions or layout. Then next step was an alliance with Polylok Inc USA for the exclusive use of the Polylok Tertiary Filter in the UK. Pilot tests with WRc proved that a further 35% reduction in Suspended Solids and a reduction of Biological Oxygen Demand could be achieved post treatment within plants, meaning that the effluent discharge from the sewage treatment plant exceeded the most stringent UK and EU standards, and is almost safe enough to drink (although not recommended!).

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Fact File Key Contact: Steve Boyer, Managing Director Head office: Units 2-16, Addington Park Industrial Estate, Little Addington, Kettering, Northants. NN14 4AS Tel: 01933 654582 Email: sales@marshindustries.co.uk Website: www.marshindustries.co.uk Product range: Off-mains drainage products for the domestic and commercial sectors. Accreditations: ISO 9001 Registered. All products fully type-tested and CE approved. Trade Associations: Members of BMF, NMBS, H&B, FORTIS and IBC. No of staff: 60+ Company comment: “Marsh Industries delivers world-class water/wastewater treatment products and solutions to the domestic, commercial and agricultural sectors from its UK manufacturing plants in Kettering, Bridgwater and Raunds. The company is recognised as a collaborative and trusted partner to its customers, with a reputation for providing quality products that really do add value.” The Marsh Ultra:Polylok commercial sewage treatment plant was brought to market in 2016 and the firm says it was welcomed by merchants, specifiers and end-users alike. Since its launch, additional features such as carbon vented manholes and turret safety guards were added as standard to the range, further enhancing the system and making it what the company describes as being the “safest, most advanced commercial sewage treatment plant on the market”. Now in 2020, Marsh has launched an eco-friendly processing solution to accompany its range of Ultra:Polylok sewage treatment plants. Managing Director, Steve Boyer, explains: “Once again, the company’s research and development programme identified concerns from end-users regarding energy consumption and high running costs due to continuous plant processing or, in worse case scenarios, incorrectly sized sewage treatment plants. “The Marsh eco-friendly processing system offers the ability to control sewage processing conditions for any site. This allows end-users to further optimise processing during high periods of loading whilst returning to lower levels during quieter periods, meaning reduced energy consumption and overall improved running costs.” He concluded: “We are all proudly committed to our policy of continuous innovation and improvement across our full range of products and services. This policy encourages the team and instils a confidence in our products that is unrivalled in today’s marketplace.” ■ For advice on any off-mains drainage project, enter the shortcode www.rdr.link/mq009

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BRICKS, BLOCKS & HARD LANDSCAPING

Pushing pause

s a result of the Prime Minister’s instruction that only ‘essential’ services be kept open for business in late March, the Brick Development Association (BDA) reported that individual brick manufacturers responded quickly to ensure manufacturing facilities were temporarily closed in a safe and orderly manner. Appropriate safeguarding measures, including the use of Personal Protective Equipment (PPE) and appropriate social and work related distancing protocols, were said to already be in place across UK brick manufacturing facilities. However, since the manufacture of clay brick cannot be considered an ‘essential’ service, individual manufacturers, the BDA is advised, began to cease production across their respective factories whilst adhering to government guidelines. However, Keith Aldis, BDA Chief Executive, was keen to offer a degree of further reassurance, stating: “With approximately 400m bricks currently in stock in the UK, the industry has capacity to begin supplying the market again as soon as quarantine restrictions are eased.” Indicative of the plans being implemented by some of the BDA’s 13-strong membership, a statement from Kate Tinsley, Managing Director of Ibstock’s

The impact of the COVID-19 outbreak has clearly had a seismic effect across the industry, with different sectors either electing, or being compelled, to adopt their own tailored response. For its members, the Brick Development Association was quick to explain news of a substantial shutdown.

Clay Division, on 25th March included the following comments: “This temporary suspension of production will be done in a safe and orderly manner to enable us to return back to full production as the situation improves. “As you are aware, over the last 12 to 18 months Ibstock has focused on significantly investing in the reliability and capacity of our assets. As a result, we have good stock levels and are confident that by working together with our partners we can continue to meet your needs throughout this period.” The sentiment was echoed by Wienerberger’s MD, Keith Barker: “All production in our factories has ceased, with minimal staff remaining in place to support the safe decommissioning and closure of our facilities. However, we recognise that some products may be needed urgently by customers working to ensure construction projects are made safe. Therefore, we will continue to despatch products from existing

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stock whilst it remains safe to do so. “The industry impact is significant, but we are committed to doing the right thing — putting people first — and doing our best to ensure we are in the best shape possible when this period passes. We believe the construction industry will be a key player in the stabilising and reshaping of our economy in the months to come and we are confident that we have the right skills and infrastructure to cope with this major economic challenge.” Stephen Harrison, Chief Executive of Forterra, similarly noted: “A skeleton staff has been retained at all brick sites to preserve the kiln conditions so they can be restarted easily when required. This means that we shall be in a position to commence brick production within five to seven days of a restart being agreed. Our Thermalite and aggregate block facilities could be restarted within two days. “Inventory levels across all products remain strong, with most products being available ex stock. This comfortable position has allowed deliveries to continue and orders to be fulfilled. Rest assured that when some sense of normality resumes, we shall be well placed to get back to what we do best.” ■ For more information, visit the BDA website www.brick.org.uk

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BRICKS, BLOCKS & HARD LANDSCAPING

For the long term Whilst the coronavirus crisis has plunged the market into uncertainty, Jenny Smith-Andrews, Marketing Manager at H+H, considers the longer term view by discussing the basis of the supply chain relationships the company sets up with its merchant customers.

s the largest supplier of a staple product for the UK housebuilding industry, H+H has always looked to develop long term partnerships with customers, based on mutual trust. It may sound virtuous, but we believe that this approach has allowed us to weather economic storms and market dynamics and build a stronger and more resilient business. At the heart of this approach is the belief that our business relationships are more than simply transactional. Trust is built through honest and transparent communication, fair dealing and a recognition of our mutual dependence. It’s been a bit of a roller-coaster ride over the last few years, with the H+H Group making huge decisions on the timing of investment in our manufacturing and product development. The most recent of these was the decision to make the multi-million pound investment in a complete refurbishment of our Borough Green factory in 2018. Merchant customers may remember that the timing of this process meant that we

24 PBM MAY 2020

were facing the most buoyant market in years with a 30% reduction in our manufacturing volume for six months. We met this challenge head-on and, as ever, worked together with our customers to manage stocks. Telling customers that they cannot have as much product as they want is never easy, but the test of an honest communication strategy comes when things are not easy. We kept our customers updated regularly; we kept our word in terms of supply; managed stocks honestly, always prioritising the customers with whom we had long-established partnerships. Customer loyalty There have been periods when it would have been an apparently easy decision to capitalise on strong demand and divert product from established customers onto more immediately profitable spot market sales. We have never taken this approach, considering that the longer term commitment provides for more manageable trading relationships which will ultimately prove commercially more rewarding. To this end we are also happy to support our customers with participation in trading day promotions, on-site training and online training resources to help merchant counter staff better understand our products — enabling them in turn to give better advice to

their own customers. As we enter an unprecedented period of closure and remote working, so our online information resources will become even more significant. Our YouTube channel (hhcelcon) and resources section of our website contain a range of instructional videos demonstrating different wall constructions, from Party Walls and Spandrels, through to foundations, Thin-Joint construction and our offsite Celcon Elements products. Our online Academy — accessed via our website — is designed specifically for merchants, taking learners on a step-by-step programme of understanding more about aircrete. As I write this piece, it is fair to say that we have no idea how long the current hiatus will last or the longer term effects of such a drastic interruption in normal trading activity. All we can say is that no manufacturing organisation invests for the short term or anticipates trouble-free trading. There is a future at the other side of the current situation and we have our sights set on that future when we can resume our partnership habits, retaining our strong position in established supply chains. ■ To access the H+H online Academy, use the shortcode www.rdr.link/mq010

www.professionalbuildersmerchant.co.uk

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BRICKS, BLOCKS & HARD LANDSCAPING

Diamond lights

AG has recently celebrated 60 years of business. PBM reports.

taff at AG (formerly Acheson + Glover) have gathered at each of the company’s locations to celebrate its diamond anniversary. The first of a series of celebratory events was held in Fivemiletown in Northern Ireland, where three generations of the Acheson family joined staff to mark the firm’s historic milestone. The hard landscaping and building products provider was formed in March 1960 and now employs more than 230 people. In the intervening 60-years, AG has expanded from a single quarry-based outlet to a business with eight locations across the UK and Ireland. The firm has enjoyed consistent growth over the years, and family values are said to remain at the heart of this business. CEO Stephen Acheson said: “Throughout our 60 years in business we’re proud that we’ve retained our traditional heritage and family

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AG co-founder Harry Acheson (centre) joined by son Raymond Acheson (left) and grandson, Stephen (right) and AG Fivemiletown staff at a pre-lockdown function to mark the company’s 60th anniversary.

values of honesty and integrity as well as our focus on innovation. “We have grown from a small company to a business with more than 230 employees, known for our ingenuity and our ability to deliver better, faster and safer products to our customers.” As part of its company-wide commitment to sustainability, in recent years AG has introduced CO2-reducing

machinery, employed a Conservation Manager and implemented various biodiversity programmes at its quarries. The company is also accredited to ISO 14001 for its environmental management systems.

■ For more information on AG’s manufacturing heritage, enter the shortcode www.rdr.link/mq011

www.professionalbuildersmerchant.co.uk

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BRICKS, BLOCKS & HARD LANDSCAPING

SURECAV SURECAV25 & SURECAV50 SureCav asserts that the use of its SureCav25 and SureCav50 in place of traditional backing blocks has saved the manufacture of 80,000 tonnes of concrete blocks over the last decade, replacing it with 1,000 tonnes of recycled plastic. Charlie Ayers, Managing Director and founder, commented: “We have worked closely with the BBA for many years, developing a product which directly addresses how we deal with waste plastic and offers a viable alternative to concrete backing blocks, in terms of sustainability and performance.”

■ Enter the shortcode www.rdr.link/mq012 to view instructional videos.

BESBLOCK MASONRY HOMES

IBSTOCK BRICK ATLAS ADDITIONS

Using British produced masonry is “vital” to plans by the Housing Secretary to shake-up the country’s planning system and create more quality houses, says Andrew Huxley Managing Director of concrete block manufacturer Besblock (pictured). He said: “Of course, we are in favour of any help out there to keep the house building industry moving, but when we talk about the quality of build then we really do need to consider masonry and traditional house building methods. “According to the Building Alliance masonry construction has a design life of at least 150 years, creating a built environment for future generations,” added Andrew.

The manufacturer has added three new bricks to its Atlas range — Atlas Dark Grey, Atlas Smooth Black and Atlas Silver Grey. Manufactured at the Atlas factory in Walsall, the new products are designed to meet growing demand for dramatic and unique finishes through a “cooler pallet” and a smooth, contemporary texture. Forming part of Ibstock’s I-Range, the new products are now live on the company’s Product Selector online visualiser tool which lets users customise photorealistic mock-ups of the bricks in a number of popular arrangements, with options to vary angle, layout, colour and mortar thickness.

■ For more on the full Besblock range, use the shortcode www.rdr.link/mq013

■ To see the Product Selector in action, use the shortcode www.rdr.link/mq014

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TOOLS, FIXINGS & ADHESIVES

Seal of

approval Sustainability is an issue that’s on everyone’s mind. PBM talks to Andy Cummins, Senior Product Manager at Geocel about the new ecoSEAL system, discussing how it was developed and why it’s so important that merchants begin to stock more sustainable alternatives.

Can you tell us a bit more about ecoSEAL and why Geocel launched it? We first launched the ecoSEAL range back in 2011, however since then we have worked to refine the design of the range, as well as adding some core products to it that we know are favourites with trade. In short, the system comprises a re-usable and recyclable plastic sleeve, which is used in conjunction with Painters Mate, Dowsil 785+, Dowsil 796 and Dowsil 799 aluminium foils. Importantly, it can be used with any standard gun, making it easier for installers to embrace more sustainable solutions. Unlike cartridges, which are normally made from single-use plastic, the ecoSEAL sleeve can be used on average 75 times, reducing the amount of plastic sent to landfill.

Q A

Why should merchants choose to start stocking sustainable products? It’s more important than ever for merchants to stock sustainable products. For one, demand for sustainable products is higher than it ever has been. Currently, the construction industry consumes around 23% of all plastic produced in the UK, which amounts to an estimated 50,000 tonnes of plastic packaging waste every year. A recent Considerate Constructors Scheme survey found that 95% of respondents thought the industry needed to reduce its consumption of plastics and packaging. Additionally, the same survey found 81% of respondents believe the industry wasn’t doing enough to reduce its plastic consumption. For installers, this will mean moving away from single-use plastic cartridges and instead adopting more sustainable foils. It’s a change that needs to happen, especially as over 100 million plastic cartridges are being sent to landfill every year. This shift in public sentiment will drive demand for foils and as such, merchants who stock up and champion these green alternatives are likely to see the most gains.

Q A

“Currently, the construction industry consumes around 23% of all plastic produced in the UK, which amounts to an estimated 50,000 tonnes of plastic packaging waste every year.” 28 PBM MAY 2020

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What’s more, increasingly there’s a strong commercial argument to be made for choosing sustainable products, especially as the government looks to introduce more stringent taxes and legislations to limit the usage of unsustainable products. What are the benefits of using the ecoSEAL system for installers? Adopting the ecoSEAL system helps installers to switch from cartridges to foils. In fact, it’s never been easier to make the switch, as once the foil is placed in the sleeve the process of using the product is exactly the same. In turn, this means that installers can choose a more environmentally friendly product, without having to sacrifice product quality. As mentioned, the sleeves can be re-used up to 75 times, which is a huge improvement when compared to the single-use plastic cartridges that have come

Q A

before. Furthermore, when emptied, the foils are eight times smaller than traditional cartridges and around 60% lighter. By adopting this solution, installers can achieve a significant reduction in plastic waste and ensure that less material is ultimately sent to landfill. Can adopting solutions like ecoSEAL really make a difference? From an environmentalist’s point of view, this reduction in plastic waste can make a significant difference, especially in the modern climate. Currently, the number of landfill sites in Britain is declining at a dramatic rate, meaning that construction waste has to travel further than ever before. Not only does this mean that more pollution is sent into the environment, but it also means that firms have to spend more dealing with waste transport costs. This trend

Q A

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looks set to continue, with the government recently increasing its landfill tax to £91.35 a tonne — treble what it was in 2008. How is Geocel supporting merchants that opt to sell the ecoSEAL system? We believe passionately in the ecoSEAL system and will do all we can to support merchants in making the most of this product launch. To start with, we’ll be providing fully branded in-store support display solutions for merchants to help drive interest in the product. These visually striking displays are a great way to attract customers to the product and will make a big difference in driving initial interest. Similarly, we’ll be providing full product stands, clip strips, fixture attachments and CTUs to all merchant stockists. The launch is also being supported by a major PR, advertising and social media campaign.

Q A

■ To learn more about the ecoSEAL system, go to www.rdr.link/mq015

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TOOLS, FIXINGS & ADHESIVES

In the bag The adage ‘a tidy tool box equals a tidy mind’ is an important one for merchants to consider. After all, customers want the latest tool solutions to help them work more efficiently so by also stocking quality tool bags and pouches, merchants can offer an effective additional solution. John Dabb, Sales and Marketing Director at Hyde, explains.

he majority of tradesmen, from electricians through to plumbers and builders, would admit that they could benefit from being a bit more organised. Those that do manage to keep their tool boxes in an orderly manner are those that can work the most efficiently, and quite importantly, are those that the consumer will have the best impression of. However, when working at full pelt and dashing from one job to the next, the tendency is all too often to gather all hand tools in to one big pile and throw them into the back of the van. Often, this isn’t because of any unwillingness on the tradesmen’s part to be organised, but more down to their tool box, bag or pouch not really being up to the job. For merchants it’s important to remember that while spanners, screwdrivers and pipe cutters are essential tools of the trade, encouraging your customers to

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upgrade the bag they use to carry them in can also pay dividends. Here, choice as well as quality is key, as bags and pouches that are designed for specific trades, or those designed for general use while offering an array of compartments, will help customers go about their work in a far more orderly fashion. Stocking a good range from a reputable brand is a good idea here. Take the Plano brand as an example; now available in the UK through distributors Hyde. Plano is a well-known American brand that was actually the first in the world to produce polypropylene tool boxes, which over time would prove to be a game changer due to their light weight and sheer flexibility. Today, it offers a variety of pouches and bags designed with the modern tradesman in mind. The Multi-Tiered Tool Pouch is a great all-rounder, with a good number of pockets in various shapes and sizes, while the pouch itself is easy to attach to a belt so tools are always to hand whether the tradesman is working from a height or at ground level. The brand also offers a good number of industry-specific solutions, such as an electrician’s tool pouch and voltage tester pouch, both of which ensure a snug fit for tools. Then, of course, there are pouches for all those niggly little items such as nails and pocket-knives which because of their size are often the quickest to be lost. For travelling between jobs, the range of Plano bags is just as

“Choice as well as quality is key to help customers go about their work in a far more orderly fashion.” varied, so whatever an installer’s mode of transport they’ll create a good impression without breaking their back. If a customer is going to make the investment though, they are going to want assurance that their purchase offers value for money and will last more than a few months. This is where merchants need to have confidence in their merchandise — show your customers the tightness of the stitching on tool bags and let them feel the quality of the fabric. Plano products, for example, are made to last; the 15” tool bag has a hard polyethylene bottom making it wear-resistant and water-repellent, while the handles are strong handles too. The pouches, too, are made from a durable, reinforced material and the fastenings are strong and sturdy. Such solutions may carry a slightly higher price tag than some alternatives, but it shouldn’t be difficult for merchants to sell their customers the long-term benefits. ■ To find out more about the Plano range from Hyde, enter the shortcode www.rdr.link/mq016

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TOOLS, FIXINGS & ADHESIVES

Unsung heroes Sealants, adhesives and fillers are the ultimate answer to many jobs on site, yet their qualities can often be undersold. Scarlet McAleese-Banks, Marketing Director of Hilton Banks, explains how a little extra knowledge can really boost sales at the trade counter.

e take sealants, adhesives and fillers for granted, but without them many jobs on site would be difficult and take a lot longer to finish. Whether it’s fitting a bathroom, finishing around windows or guttering, or simply making good at the end of a job, the number of applications for products such as ours is vast. The HB42 range, which grew by 45% in sales in 2019, was launched in 2013 to meet increased demand from builders’, plumbers’ and decorators’ merchants to supply a high-end trade range of sealants with clear branding and sensible pricing that offered merchants good margins. At the trade counter, understanding the uses of products is vital. Coupled with a bit of knowledge, eye-catching point of sale and effective product branding, merchants can take advantage of a good opportunity. Here are HB42’s Top Five Tips on stocking and selling sealants and adhesives. 1. Eye catching point of sale Make sure your supplier offers eye-catching brand and point of sale materials that work for you. HB42 for example has a POS trade stand for merchants, designed to showcase the range and maximise sales — optimising profit margin for merchants.

2. Meet demand for sustainability It is really important to understand that society and its attitudes to single use plastics have changed significantly. It’s estimated that over 2 million single use plastic cartridges are put into landfill every week in the UK — it is an unsustainable figure, especially when plastics can take up to 500 years to fully decompose. This is why Hilton Banks launched its HB42 All-in-One Sealant and Adhesive in 400ml Eco-Foils, removing the environmental problem of disposing of the plastic cartridges normally associated with these type of products.

It’s worth explaining to customers that the Eco-Foils not only produce 95% less waste than the single use tubes but that users also get 38% more sealant than in a standard cartridge. The Eco-Foils are very durable and foil guns are easy-to-use and stay extremely clean throughout their use. They also take a conventional cartridge so it can be used with every type of sealant if required. At the end of their life, the waste left over from foils is tiny compared to the plastic tubes and the foils are much easier to dispose of. We have also recently launched a starter pack which includes a sealant gun to encourage uptake of the Foils. 3. Chemical technology makes a difference Over the last few years, the chemical technology in sealants and adhesives has changed to make them stronger and safer to use. Advanced hybrid polymer technology, for instance, gives outstanding trade strength and adhesion. It also means that sealants can be used on many different applications. For example, Ultimate All-in-One can seal, stick and fill and is flexible up to 230%. It works in the wet, does not shrink and can

“Coupled with a bit of knowledge, eye-catching point of sale and effective product branding, merchants can take advantage of a good opportunity.”

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“Consumer satisfaction means repeat custom for merchants.” be overpainted. It is also low in VOCs, is anti-fungal, bonds to almost anything, is food safe and fully cures within 24 hours. It’s a product that does what it’s meant to do very well — and consumer satisfaction means repeat custom for merchants. 4. Upsell when you can Upselling is a really good way to maximise sales. For instance, if wood filler is being bought at the trade counter, your customer may be involved in carpentry work so why not offer an item like the HB42 Ultimate Bond, which is ideal for bonding on wood mitre joints? Similarly, the ‘All-In-One’ Ultimate Solvent is the ultimate

partner to our sealants range and is an ideal way to safely remove sealants, adhesives and other stubborn deposits such as wax, ink, tar, splashes of cement, adhesive labels and even chewing gum. Great for preparation work, the fast-acting spray evaporates to leave no oily residue, and is safe to use on virtually all materials. 5. Choose a specialist supplier Make sure your supplier is committed to the merchant supply chain. At Hilton Banks/HB42, we can draw on over 170 years’ of experience working with the trade. It is a company designed for merchants, with a central distribution centre and 48-hour delivery.

■ To watch product videos of the HB42 range, enter the shortcode www.rdr.link/mq017

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Easy does it Dunlop is re-launching its powdered tile adhesive range to make life easier for merchants and their customers. PBM reveals more.

he re-launch of Dunlop’s powdered tile adhesive portfolio is described by Head of Sales Debi Boulton as the firm’s “most ambitious project” since the ‘Back in Black’ re-brand of the full Dunlop Tile Adhesive range back in 2012. Debi explained: “It has all been done to help merchants better sell our products as part of a ‘system sell’ approach for customers completing tiling projects. This means easier stock profile management, easier product search, and easier project advice — ensuring that customers have the right products for their projects.” As part of the re-launch, a number of slow-moving lines will be deleted, with the most popular products being re-named for easy identification and some current essential products benefiting from further formulation improvements. The packaging and product names are also changing for the range. Products have been renamed using alpha-numeric coding, whilst retaining the longer product name descriptions and colour tones to ensure the products can be easily identified during the transition. The product codes help identify whether the product is non-flexible cement-based (CX), flexible cement-based (CF), or cement-based large format (CLF). The number equates to the setting time of the product; so 24 = 24 hours, 3 = three hours. For example, CX-24 Essential Tile Adhesive is the new name for Floor and Wall Tile Adhesive; Flexible Rapidset Floor and Wall Tile Adhesive becomes CF-03 Flexible Fast Set Tile Adhesive, and the Large Format and Natural Stone Adhesive will now be known as CLF-03 Flexible Large Format and Natural Stone Adhesive. This will make it easier for merchants to search and select the products using their ordering system and provides a summary of product characteristics at a glance.

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New innovations As part of the programme, Dunlop will also launch two new ‘S1’ tile adhesives, as an easy-to-use problem solver on more difficult substrates. The new products are the CS1-12 S1 Ultra Flexible Tile Adhesive and CS1-03 S1 Ultra Flexible Fast Set Tile Adhesive — S1 deformable tile adhesives that set in 12 and 3 hours respectively. Being S1 deformable means the product can used on projects where a little more “give” is required, for example: ● Heated floors — heated screeds or

undertile floor heating such as electric heating mats; ● Floor subjected to limited movement of deflection (i.e. suspended floors); ● External wall and floor tiling; ● Areas where vibration from machinery is likely to impact upon wall tiling. POS and marketing Dunlop’s new powders launch campaign is designed to support the key message that the range review has ensured that the “most-wanted” products have been kept on, ensuring that brand-loyal customers

understand they will not have to compromise on their preferred products. A full launch support is being made available for all branches and includes (COVID-19 restrictions permitting) on-site training for all staff, trade days and tile days, printed literature and Point of Sale items. This will be supported by a full communications plan including social media campaigns, competitions and promotions along the “Most Wanted” theme. In conjunction with new product launches, Dunlop is also providing a digital marketing pack that includes a number of tools to support merchants including explainer videos, website product information, pack shots, data sheet, website banner adverts, articles and “how-to” guides and draft social media posts. Debi concluded: “To support merchants, we have put together a whole host of marketing support for you and your branches to help you and your customers better understand the changes being made.” ■ For more information, visit Dunlop’s distributor zone via www.rdr.link/mq018

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TOOLS, FIXINGS & ADHESIVES C.K MASONRY DRILL BIT SET Carl Kammerling International’s C.K brand has expanded its range of colour coded products with the Masonry Colour Drill Bit Set of 9 (T3113). The firm says that it can be difficult to select the right drill bit for the right screw, however colour coding not only makes identification and size selection easier but also saves valuable time on each job. Designed for rotary and percussion drills, the set features the most frequently used drill bit sizes, all easily identified by their colour coding. In addition, the bits are tungsten carbide tipped, providing speed, performance and endurance, to complete any job quickly and effectively.

■ For information on becoming a stockist, visit www.rdr.link/mq019

JCP LIGHT DUTY WALL SCREWS JCP has extended its fire-resistant portfolio by launching a new range of light-duty wall screws. Manufactured from heat-treated steel, these specialist fire-resistant screws offer a ‘Reaction to Fire Class A1’ rating and are suitable for direct fastening into many substrates. They are available with two head styles, countersunk and pan head, and in three lengths — 32, 38, and 50mm — with white or self-coloured Zinc Plated heads. The screws can support compliance with the New Wiring Regulations BS 7671:2018 Amendment 3 (clause 521.10.202) 18th Edition and they are said not to require a plastic wall plug, making them an appropriate choice for fixing cable trunking, smoke alarms and fire-resistant clips, etc.

■ For full details and to download a product data sheet, use www.rdr.link/mq020

HIKOKI POWER TOOLS UC18YTSL 18V 4 PORT CHARGER Designed to ensure that your trade customers will never be without power on site again, HiKOKI has launched its UC18YTSL 18V 4 port charger. The charger simultaneously charges HiKOKI 18V and 36V power tool batteries, including Multi Volt. The unit also includes two USB charger points for added convenience, so mobiles can be topped up through the working day too. With a high visibility charge indicator lamp included, the charger operates at low temperatures and is compatible with petrol generators.

■ Download the latest HiKOKI product catalogue via www.rdr.link/mq021

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TIMCO GOOP TIMco has been appointed as the exclusive UK supplier of GOOP — a ‘waterless’ hand cleaner that quickly and safely removes grease, paint, ink, tar, industrial soils and can also be used to clean tools. The non-toxic and biodegradable product is described as being made from high quality ingredients and is specially formulated with natural moisturisers to leave hands clean and soft. Original GOOP, with pumice to give it a more abrasive cleaning power, is available in a range of sizes for a variety of applications.

■ Discover more about TIMco’s GOOP range via www.rdr.link/mq022

ROLLINS & SONS PONY JORGENSEN HEAVY DUTY STEEL BAR CLAMP Represented in the UK by Rollins & Sons, the Pony Jorgensen Heavy Duty Steel bar clamp has a rust-resistant steel bar that has a tensile strength of 80,000 pounds per square inch. Both the cast iron stationary and sliding heads deliver 1,000 pounds of clamping force with a large easy-grip handle and swivel pad, whilst Pony Jorgensen’s original design allows the sliding head to hold securely at any point along the bar. The product is available in 6”, 12”, 18”, 24”, 30” and 36” lengths for use in a variety of building and construction tasks.

■ For more on the Pony Jorgensen brand, click www.rdr.link/mq023

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Jersey Boys I

n Jersey, the Houiellebecq family has been serving the local decorating trade for over 120 years. Covering just 45 square miles and home to some 106,000 people, the largely rural island has a buoyant building and construction sector and boasts around a dozen outlets for decorators. Perhaps the most aptly named is The Paint Pot Colour Centre, where owner Anthony Houiellebecq is proudly carrying the family business through its fourth generation. “In 1899, my great grandfather set up a decorating business called J Houiellebecq & Son. My grandfather, my father and his brother all joined the business,” says Anthony, who began work as an apprentice decorator when he left school. The business emphasis changed in 1992 when Anthony’s father, David, set up a retail shop to supply high quality paint to the decorators. A couple of years later he closed down the decorating arm of the company to concentrate on selling paint, adopting a slogan that has underpinned the business ever since: ‘The trade secret anyone can share’. The Paint Pot, based in St Helier, serves both trade and the general public, catering for local builders, DIYers, hotels, schools and even the public sector including the island’s Government.

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Channel Islands-based store, The Paint Pot Colour Centre, outlines its long trading heritage and highlights the support it has received from suppliers such as Bradite.

The firm’s ethos is straightforward — to serve the island and its decorators, providing good quality paints at competitive prices but also to provide good advice. Anthony explained: “My father, in his time, realised that there was room for improvement but also for competition and it’s the same today.

It’s important to have a quality service that people can trust. Part of that is having good sales reps in our UK suppliers and good technical support.” Here, Anthony makes particular reference to UK-based Bradite Paints, the quality of its products and the help he receives from Bradite Technical Sales Manager, James Burton. “James is more than happy for any member of my team to ring him up, put him on speakerphone and discuss what is the best process and specification for a particular job. That is something that is very much appreciated by our customers,” says Anthony. This level of service has helped to build up customer loyalty but, equally as important, customer re-assurance and confidence in using a particular product for a specific job. The Paint Pot began stocking Bradite specialist paint products ten years ago, having initially stocked Little Greene and Paint & Paper Library. “From that time,” says Anthony, “we’ve never looked back. We’re more than happy.” One particular benefit has been that Anthony and his team of three employees can mix the Bradite products instore using

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the supplier’s mixing equipment. He also speaks highly of the turnaround in getting paint deliveries, with the manufacturer ensuring a response within 24 hours. Anthony said: “I’ve taken on two small warehouses to stock paint to keep up with demand because, being on an island, you have to get supplies by ship and at certain times of year the weather is bad. Furthermore, there’s point-of-sale information that customers find extremely helpful. And it’s not just colour cards, but data sheets that explain everything about the use of the products.” Customer feedback is of course a key consideration for the success of any business and here The Paint Pot and Bradite score highly. “At one point we couldn’t get enough of ‘One Can’ because it was flying out of the shop as people were using it for so many applications,” revealed Anthony. “Only the other day, I had a decorator say to me that ‘One Can’ is one of the stock items he keeps

in the van along with his other necessities.” ‘One Can’, Bradite’s single pack, quick-drying, low-odour, water thinned primer/finish coat, has been received well. There has also been an excellent response to ‘Floor It,’ the new quick-drying floor paint. Bradite Technical Sales Manager, James Burton visits the island on average about three times per year, and this is welcomed by Anthony. “It’s good for us to be face to face and he finds time to do staff training for us

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as well. He’s also prepared to look at specifications of work on the island if necessary, all of which are things that the people of Jersey appreciate — the expert coming over and talking to them, giving them confidence.” ■ For more information on Bradite’s range of premium paints and coatings, use www.rdr.link/mq024 for comprehensive details including product data sheets.

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Premium sales

The provision of quality tools matched with offering sound advice will bring about more business for proactive merchants. So says Andrew Cummins, Senior Product Manager at Purdy, who looks at why it pays to encourage your customers to consider high quality paint brushes and rollers.

he old adage ‘buy cheap, buy twice’ certainly rings true when it comes to paint brushes and rollers — and for merchants it may seem more lucrative to keep selling cheap multipacks that will inevitably be thrown away after just one use. However, helping to build loyalty to a higher quality brand — with products that are arguably longer lasting — also has it rewards. Whereas it can be tempting for customers to purchase the cheapest brush or roller to get the job done, low-quality products can have a variety of issues, such as shedding, and poor user comfort. They also have a much shorter lifespan and need replacing often — resulting in negative feedback which will ultimately come back to the point of sale; you.

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Quality finish A better-quality brush isn’t just about it lasting longer — it will actually result in a better finish and save a decorator time on site. A high-quality brush, for example, should comprise several elements, including more bristles, being properly sized, having a tight ferrule to secure the bristles and high-quality hairs or filaments. This all contributes to a better finish, with smoother, ‘no drag’ brush strokes and better paint distribution and cutting in capabilities. In addition, higher quality brushes offer superior paint lifting capacity, meaning decorators will actually spend less time ‘loading’ the brush and get the job done faster. Furthermore, manufacturers will be

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able to supply brushes that have bolstered epoxy, meaning filaments are locked in, eliminating any filament loss — helping to create a longer lasting brush that won’t ruin your paint job. Professional painting tool manufacturers also offer a range of brushes, specifically suited to achieving the perfect finish for different applications. For example, Purdy’s Pro Extra Monarch brush’s longer, thicker filaments are perfect for use with oil-based paint, whilst the Sprig brush’s thinner filaments give a smoother finish with water based trim paints. In a similar vein, the quality of the roller sleeves used will have a significant impact on the quality and efficiency of the job, with the best rollers sleeves offering maximum paint pick up and lay off, leaving a perfectly smooth, lint-free finish. For professional decorators in particular, the benefits of using higher quality brushes or roller sleeves, specific to the job in hand, are soon recognised — and with this comes a willingness to pay more, enabling premium pricing and of course higher margins for merchants. By understanding the benefits that higher quality products offer decorators and recommending them to their customers, this also reflects well on merchant staff. Building loyalty Quality also builds loyalty. In fact, a brand loyalty survey from Zendesk, the customer service specialist, found that the one biggest driver of loyalty was the quality of the product. In fact, 88% of customers valued quality and customer service above the price they pay.

Merchants should therefore recognise the opportunities that partnering with a highquality painting tools brand can bring in the long-term, alongside the immediate higher margins provided by a premium product. Although customers may not be buying a pack of cheap brushes every week, they are likely to continue to buy from one brand, as new products enter the market — and are also more likely to try new innovations from a brand that they trust. Partnering with a supplier that regularly adds to its range is therefore beneficial. For example, in response to feedback from its customers Purdy has launched its Cub brush, which has a short handle and angled tip specifically designed for use in confined spaces. The feedback from decorators has been excellent and the brush is a valuable addition to the Purdy range. To maximise margin opportunities when selling to painters and decorators, merchants should consider the benefits of stocking premium quality brands, which will not only improve on the quality and productivity of their customers’ work but also their ongoing relationship.

“For professional decorators in particular, the benefits of using higher quality brushes or roller sleeves, specific to the job in hand, are soon recognised — and with this comes a willingness to pay more, enabling premium pricing and of course higher margins for merchants.”

■ For more information on Purdy’s near100 year heritage and to download its latest product guide, enter the shortcode www.rdr.link/mq025

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Another level Ronni Lang, Account Brand Manager for Crown Trade, outlines why premium paints offer excellent opportunities for merchants.

ith competition high and a range of retail options available for general builders and specialist tradespeople alike, merchants have long understood that the key to ensuring repeat custom is offering excellent customer service and good value for money. The paint and coatings market, like other building products, has a dizzying array of options available for customers, from the basic matt emulsions, to high-quality premium ranges — and everything in between! Striking a balance between the quality of the product and the cost to the customer is therefore vital in gaining a competitive

advantage, and so merchants who understand the difference between a premium paint and the advantages it offers compared to a basic emulsion — and can effectively communicate this to customers — will gain an edge. The right paint for the right job The importance of starting out with the right product to achieve the desired finish can’t be underestimated, and a key factor in ensuring that rooms retain their ‘just decorated’ appearance for longer is using a paint that is specifically suited to meeting the long-term requirements of the project. In particular it’s

“By upselling to tradespeople, merchants can help the decorator to save valuable time and the end customer will receive a better finished result. What’s more, the merchant will increase their margins too — a win-win scenario.” www.professionalbuildersmerchant.co.uk

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important to identify how much the room will be used and more specifically, the type of maintenance and cleaning that is likely to be required. As standard paint products aren’t designed to withstand rigorous cleaning regimes, it is well worth getting to grips with the more innovative cleanable paint solutions that are now available to understand how and when they can help your customers. In fact, regular cleaning, either by wiping or scrubbing, is one of the main causes of paint finishes looking tired and scruffy over time and so it’s important that customers are aware of how well the paint will perform long-term to avoid any potential complaints. Cleanable paints have been specially developed and tested to be able to withstand intensive cleaning by minimising the amount of paint film that is removed each time. For example, based upon the ISO 11998 testing method (the industry standard for determining the wet scrub resistance of dry paint film) Crown Trade’s Clean Extreme Scrubbable Matt achieved a Class 1 rating and has an impressive durability level of 10,000 scrubs, which translates to a 400% increase in resistance to wet scrubbing when compared to conventional matt emulsions. That means that surfaces painted using Clean Extreme will retain their pristine appearance for much longer, increasing customer satisfaction.

“Striking a balance between the quality of the product and the cost to the customer is therefore vital in gaining a competitive advantage, and so merchants who understand the difference between a premium paint and the advantages it offers compared to a basic emulsion — and can effectively communicate this to customers — will gain an edge.” Filling in the knowledge gaps Keep in mind that while some merchant customers will be decorators by trade, and will likely already know which qualities they are looking for in a product, general tradespeople who are offering painting and decorating as an add-on may be inclined to opt for a cheaper or mid-range option, simply because they don’t know the advantages of a premium option. Even expert tradespeople may not be able to keep fully abreast of developments in paint manufacturing, so it is up to merchants to gain a full understanding of how premium paints can make decorators’ lives easier, improve their margins, and help them get the job finished more quickly and to a the best possible standard — something that midrange or basic products often can’t achieve. By upselling to tradespeople, merchants can help the decorator to save valuable time and the end customer will receive a better finished

result. What’s more, the merchant will increase their margins too — a win-win scenario. Whether using point-of-sale information or taking advantage of resources such as literature and online videos that contain indepth information about the products, merchants can encourage customers to opt for paints that offer better coverage and opacity alongside durability. And both of which will cut down on the time spent on any particular job, allowing decorators to work efficiently and ultimately generate more income, even where the initial cost of the paint is higher. For example, Crown Trade’s Clean Extreme Ultimate Opacity formulation has been specifically designed to cover existing paint colours, stains and imperfections and to provide a hardwearing, washable and long-lasting white finish. The paint’s increased opacity means that it will require fewer coats and will still provide a durable finish that will retain its ‘just decorated’ appearance for longer. Gaining knowledge of the research and development that goes into these products can allow merchants to offer their customers the guidance they need to sell the right products for the right projects, but they can also help to differentiate merchants from other high street or online retailers by offering a level of customer service that can’t be matched. ■ To download the Crown Trade Clean Extreme range brochure, enter the shortcode www.rdr.link/mq026

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Making a splash Dulux Trade explains the water-based paint formulations are “taking the industry by storm” with decorators across the country embracing the benefits. PBM reveals more.

ales of water-based paint products grew to represent a quarter of the interior trim trade market in 2019. The latest market data reflects a major shift in trade buying behaviour, with a growing move away from solvent-based products towards more sustainable alternatives that help decorators get the job done faster. The figures show a 12% increase from 2018, driven by the significant improvement of the quality of water-based products for interior walls, trim and exteriors, combined

“The science and technology behind water-based paints has come a long way in the last few years — it is essential that this information is passed on to our decorators.”

with increased environmental concern among decorators and their clients. Products like Dulux Trade Diamond Satinwood, the ‘hero’ of the Dulux Trade water-based trim range, are described as being the result of years of research and development. Offering quick drying, lower odour options, they are designed to give the same durability and professional quality finish as solvent-based paints. Paul Murgett, Sustainability Manager at AkzoNobel, said: “The science and technology behind water-based paints has come a long way in the last few years — it is essential that this information is passed on to our decorators and they are given every opportunity to get the best out of these products. “We know through our decorating community that clients are now looking for ways they are able to be more environmentally friendly — and that when people try water-based options like our Dulux Trade Diamond range they’re impressed with the results.

“We’ve worked hard to enable decorators to try the products, and this increased awareness is now being reflected in sales, as professionals recognise the quality offering available. We would encourage more people to try water-based products to see the difference for themselves. Paul adds: “We’re continually enhancing our water-based offering, including the introduction of Diamond Satinwood in thousands of colours in late 2019, to give decorators water-based options for every job.” ■ For more information on Dulux Trade’s water-based range, enter the shortcode www.rdr.link/mq027

Recycle path In partnership with Veolia UK, Dulux Trade states that it has become the first major paint brand to launch recycled paint. The moves comes as part of its ongoing commitment to reduce the impact of paint on the environment with Dulux Trade creating a ground-breaking matt emulsion made from 35% recycled paint. Named ‘Evolve’, the product was launched towards the end of last year and will allow decorators to offer their customers a sustainable solution that helps meet the growing demand for environmentally friendly products. To create Dulux Trade Evolve, the brand partnered with Veolia to extract and reprocess unused white paint from tins at its recycling centres. The resource management expert collects paint deposited by residents at its household waste recycling centres and takes it to its remanufacturing plant. Here, the paint is refined and filtered before being transported to a manufacturing facility where it is combined with new paint, re-engineered and tested extensively, ensuring that every tin on sale maintains the high standards expected of Dulux Trade. Dulux Trade Evolve Matt has been five years in the making and underwent rigorous testing by research and development experts, in addition to being blind tested by decorators and painting contractors to ensure consistent quality on any project. ■ For more details, including an informative video, enter shortcode www.rdr.link/mq028

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PAINTS & WOODCARE HMG PAINTS STOCKIST SUPPORT Demonstrating the support on offer to distributors selected on their “reputation, expertise and local knowledge”, HMG Paints is working with TopDec Decorating Supplies which has recently opened a new store in Hemel Hempstead. Alongside HMG’s full decorative range, the new store stocks the family-owned manufacturer’s next generation interior gloss and satin for professional painters and decorators. The gloss and satin offer a premium quality water-based, protective finish for use on interior woodwork. Avoiding the yellowing of oil-based paint over time, this water-based equivalent is said to have excellent colour retention as well as superior coverage and applies with enhanced ease of flow by brush, roller, or spray application.

■ Find out more about HMG’s fascinating 90 year history and full product range via www.rdr.link/mq029

BARRATTINE WOOD CARE RANGE Barrettine’s Wood Care range includes protectors, preservers and oils for all types of wood. For example, ‘Nourish & Protect’ Wood Protective Treatment provides water and UV protection whilst Wood Preserver provides additional protection against wood boring insects, wood rotting fungi and blue stain, as well as water and UV resistance. All-in-One Decking Oil creates a non-flaking finish that protects against water and UV-rays, helping to prevent splitting, cracking and fading. A surface biocide preserver also protects against mould and algae growth. For follow-on treatment, Anti-Slip Decking Oil is a low-sheen top-coat that enhances grip underfoot and also provides further protection against the elements whilst helping to slow discolouration.

■ To find out more about the full range, use the shortcode www.rdr.link/mq030

JOHNSTONE’S TRADE AQUA GUARD Designed to provide interior wood and metal surfaces with the ‘ultimate defence’ against scratches, wear and tear and greasy finger marks, Johnstone’s Trade has launched Aqua Guard. A durable water based satin paint, the company says that Aqua Guard has advanced application properties, excellent covering power and long-lasting whiteness. With quick drying and low odour qualities, the water based technology also means that customers don’t have to worry about lingering paint smells. The new product sits within the firm’s already wellestablished Aqua Water Based Collection, which is designed to offer high-quality water based alternatives to traditional solvent based paints.

■ For comprehensive info on Aqua Guard, including product videos, enter www.rdr.link/mq031

www.professionalbuildersmerchant.co.uk

HAMILTON PERFORMANCE CUTTING-IN BRUSH Hamilton says that the Performance 2” Cutting-in brush is “designed to deliver great results fast”. Boasting good paint pick up and spreading rate, the brush features an angled profile for precision cutting in and is said to be especially effective on hard to reach architraving where awkward angles are often found. Working effectively with water-based paints, the brush is made using high quality synthetic filament giving good paint application. With a short, quality wooden handle for easy and comfortable use, it features a rust resistant stainless-steel ferrule. Easy clean and vapour box compatible, the brush comes presented in a counter-top shelf ready unit of 16 brushes. Developed in response to changing paint formulations, the firm’s Expression brushes have been designed to provide a great finish with waterbased paints. Created in conjunction with Hamilton’s Professional Decorators’ Panel, each brush features ‘Max Stroke’ — a synthetic filament blend that is said to deliver a smooth and consistent finish whilst also achieving optimal paint pickup and release.

■ For video guides on Hamilton’s full range, use the shortcode www.rdr.link/mq032

PBM MAY 2020 45

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POINT OF SALE

Pick and fix JCP Construction Products has ramped up its marketing support for merchants with the launch of a comprehensive dealer catalogue and new merchandising options.

he specialist fixing division of Owlett-Jaton, JCP’s 2020 catalogue for distributors is said to be the firm’s most comprehensive to date, having undergone a complete design refresh, and now contains more information than ever before. Dedicated technical support information, a product application finder and a whole merchandising section have all been added. Along with a revised product order for ease of navigation, an index designed to enable products to be found easily has been included. The catalogue includes a host of new additions, including the full range of BlindBolts (of which Owlett-Jaton is the Master Wholesaler). Further new additions include the low profile Metalfix self-drilling

screws for steel to steel fixing and drill bit sets — Straight Shank and SDS — which are available from June in addition to new grooved nails and wall screws. The firm has also released two new point of sale stand deals allow its range to be more easily displayed for maximum return. Put together to include the best-selling items, small or large stands are available which will allow both bagged fixings and non-hangable products to be presented clearly to engage with customers and provide a complete merchandising solution. ■ To download the new catalogue, enter the shortcode www.rdr.link/mq033

First dates ‘Lakes Partners’ has been established by the showering spaces specialist to create the perfect match and help its stockists sell more.

he partnership programme is built on the company’s new Customer Commitment Charter, developed to drive awareness and demand for Lakes’ stockist partners, along with new service and support initiatives to help customers grow their business profitably and sustainably. The approach is based on a belief that the requirements of each stockist are different — “with different resources, ambitions and potential” — so the Charter is designed to match their individual “capacity, ambition, activity and commitment” to Lakes’ own. This close-matching is intended to enable both parties, stockist and supplier, to take advantage of the long-term growth opportunities in the showering space market.

46 PBM MAY 2020

The partnership is based on an increasing scale of benefits and loyalty — the more Lakes Partners commit, the more Lakes commits, and the more each will gain. Sales & Marketing Director Mike Tattam explained: “Building longstanding partnerships with stockists is at the heart of Lakes’ strategy. Our journey over the last two years has been to help our customers take advantage of big changes in the market and capture a greater share, but because each stockist is different, Lakes Partners takes a graduated approach where both sides are rewarded for their increasing commitment. “Lakes Partners is a joint commitment to develop a long lasting, mutually rewarding, business. Customers who sign up to our new

Charter will benefit from Lakes’ leading service and support — including some powerful new business-generating tools — and our investment in product development that will change the market, boost its value, and help customers capture a greater share.” ■ For more on the Lakes Partners programme, enter the shortcode www.rdr.link/mq034

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PJH BATHROOMS TO LOVE BROCHURE

PJH’s Spring/Summer ‘Bathrooms to Love Collection’ (Issue 16) featured some major enhancements to its ReﬂeXion own-brand enclosure range. The 312-page consumer bathroom brochure includes new ranges within its wider furniture, brassware, shower enclosures, mirrors, bathroom lighting and accessory categories, whilst the brochure aims to inspire through its lifestyle photography, easy to use format and useful product information and advice. The ﬁrm’s e-commerce site for stockists, the PJH Partners Portal, has also been updated with all new Bathrooms to Love products for convenient product browsing, online ordering and account management.

PIPESNUG POINT OF SALE BOXES

TRACER REBRAND FROM ACER

Due to the growing popularity of its ACER construction marking tools, the Royd Tool Group company says it has “become increasingly important to have a more relevant and less conﬂicting brand name” to ensure its smooth and continual growth. Accordingly, the new ‘TRACER’ brand has been introduced to take the place of the existing ACER name. The rebrand officially launched on 6 April 2020 and is being supported by a four-month marketing campaign to ensure both existing and potential customers are made aware of the transition.

PipeSnug has launched a new Point of Sale box designed to encourage more sales at the trade counter. The PoS box opens out to reveal six smaller boxes of 32mm and 42mm ‘Snugs, which can be removed and used separately if counter space is limited. If space allows, just remove the lids and the full box is there as a pick ‘n’ mix station for merchant customers. Merchants can replenish stocks by ordering either replacement PoS boxes or the separate reﬁll boxes in packs of ﬁve, making life easy.

BLANCO UK BROCHURE SET

Blanco UK has launched a set of three brochures for the residential market. The ‘à la Carte Collection 2020’ is an 80page guide to the ﬁrm’s kitchen sink and tap pack ranges whilst the Dealer Inspiration Range 2020 is a 225-page priced catalogue split into sections such as stainless, stone composite, ceramic, taps, waste management, and indexes. The 96-page, unpriced ‘Inspiration and Highlights’ product guide, meanwhile, is speciﬁcally designed for designers and the end consumer. Available as both print and downloadable versions, copies are free for stockists.

POLYPIPE BUILDING PRODUCTS 40TH ANNIVERSARY

Polypipe Building Products has been giving away 40 prizes to merchants and their trade customers as part of its 40th anniversary celebrations. The company has been offering 40 Virgin Experience Day vouchers to customers who follow it on social media. After the lockdown, the vouchers can be exchanged for everything from stadium tours to paintballing days. Simply follow Polypipe’s social media platforms to be in with a chance of winning vouchers valued from £25 to £250, with prizes announced on Fridays at 9am.

FOR MORE EXAMPLES OF SUPPLIER SUPPORT FOR MERCHANTS ON THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MQ035

www.professionalbuildersmerchant.co.uk

PBM MAY 2020 47

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PRODUCTS & SERVICES

SPIROTECH SPIROCOMBI RANGE EXTENSION To meet demand for two-inone air and dirt separators, Spirotech has extended its SpiroCombi MB3 range with the introduction of a broader range of sizes. The SpiroCombi MB3 is now available as a 1¼, 1½ and 2” unit, helping to meet demand for light commercial projects. The unit can be fitted on either the flow or return, depending on the location, age and condition of the system. The range features a robust brass body with swivelling connection and drain valve, which can be used without the need for isolating or dismantling the unit when cleaning.

HYUNDAI MATERIAL HANDLING E-FORKLIFTS With a focus on comfort, performance and reduced fuel consumption, Hyundai has reengineered the U series of its electrically driven three- and fourwheel forklifts. New features include the Zapi controls of the ACE series in addition to Schabmüller drive motors and ZF wheel gears. An improved and gentler control of the motors is realised thanks to Zapi ACE controls with protection class IP 65. The built-in electrical steering only uses energy when the steering wheel is operated, meaning that power consumption is reduced by up to 33% whilst an electromagnetic parking brake activates automatically when stopping.

KINEDO KOCOON Kocoon is a self-contained shower cubicle from the Kinedo range by Saniflo. It is described as combining luxury shower walls with a chrome frame, low level shower tray and overhead rain shower, handset and valve in one package. The cubicle offers a choice of three coloured shower wall options in grey, grey with tile pattern and beige with tile pattern. The low-level shower trays are textured for safe showering and available in two modern colours; white and taupe to complement the walls.

SHOWERWALL 26 NEW DECORS Showerwall has extended its bathroom wall panelling range with 26 new design-led décors to reflect the latest bathroom and interiors trends, and advances in registered embossed printing technology. The full collection now offers a choice of 84 designs. The 100% waterproof panelling system is guaranteed for up to 15 years and Product Manager Steph Harris said: “We pride ourselves on being the first to bring innovative new designs to the bathroom wall panelling market and have made significant investment in refreshing the collection so that it remains on-trend and relevant to consumer demand.”

W.HOWARD WALL PANELLING KIT The MDF Wall Panelling Kit from W.Howard is said to come complete with everything needed to create a high-quality ‘tongue-and-groove’ style finish in any room, and needs no special equipment to install beyond the standard tools to be found in your trade customer’s van. There are two packages in each kit — one containing a ready primed skirting and dado rail, and one including eight primed MDF beaded panels. Once fitted, each kit can cover up to 2.32m of wall space, with the skirting and dado rail creating a finish that’s instantly ready to paint.

RWC — RELIANCE VALVES EASIFIT TMV TMVs are now a requisite for properties of all types and for any hot water outlets undergoing a ‘change of use’ by law, and the Easifit TMV from Reliance Valves — an RWC brand — claims to solve this challenge. Ultra-compact and lightweight, the Easifit TMV’s small footprint lends itself to being fitted in tight spaces. It is easy and quick to install, and its flat faced union connections make any future maintenance simple and efficient. Designed to run at exceptionally low flow rates, the WRASapproved TMV reduces the risk of scalding and eliminates bacteria growth by enabling hot water systems to run at higher temperatures.

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SOLID GEAR SAFETY SHOE Solid Gear safety shoes are said to combine materials for comfort, protection and durability. The range features Gore-Tex Surround Technology for all-round breathability, as well as ETPU sports footwear performance that delivers footbed energy return to “really put a spring in your step”. In addition, the Vibram outsoles and Cordura Rip-Stop fabric in other styles are designed to deliver rugged protection all day long. The Gore-Tex Fabric Technology also makes the footwear water repellent and waterproof to keep the feet dry. Lastly, the BOA Closure System on certain styles distributes pressure evenly across the feet to ensure a glove-like fit.

MARLEY PLUMBING & DRAINAGE FLOWLOC SYSTEM Marley Plumbing & Drainage has announced the relaunch of its Flowloc system which helps to control and manage the rate at which stored water is released into natural water courses or underground sewer systems, during a heavy rainfall or storm event. Able to accommodate flow rates ranging from 2.5 l/s to 18 l/s, Flowloc comprises a Vortex flow control unit and pre-fitted inlet filter, all supplied within a chamber base. Available as a pre-packaged ‘drop-in’ solution, Flowloc is claimed to provide a more cost-effective, lightweight and efficient means of installation, compared to alternative concrete solutions.

BEAVERSWOOD VISUSAFE Improved levels of workplace safety and protection are said to be provided by the new Visusafe range of barriers, column protectors, flexi delineators and speed reduction bumps. The range features tough and hardwearing space saving and regular size Polywrap column protectors and hard wearing and highly visible yellow Armco barrier safety corners and ends. Flexi-delineators have been included as part of a package to provide end-users with a high visibility crush and bend resistant, self-righting post system. Impact resistant compression moulded speed reduction bumps, available in either 50mm or 75mm thickness black and yellow individual units, are also available.

RAK NEW RANGES Offering a15-year warranty and environmentally conscious water saving elements, RAK has introduced five new ranges. RAK-Sorrento, for example, features a long body and spout combined with single lever control for a modern twist. RAK-Portofino and RAKIschia both feature a contemporary design, while RAKPositano is described as ‘sleek and streamlined’ to make it a suitable choice for any minimalist setting. RAK-Amalfi is a brassware range that encourages creativity, with handles that can be combined in a number of ways with the tap body, mixing metals for an individual look throughout the bathroom. Each of the five new ranges can be chosen in one of four finishes — Matt Black, Brushed Nickel, Brushed Gold and Polished Chrome.

VELUX STUDIO WINDOW Velux has launched its new Studio window, featuring three sashes in one frame. The one-frame design has two centre-pivot roof windows on either side of a fixed unit to bring in more daylight and offer a wider, more impressive view. By utilising a solar conversion kit, Studio can be remotely operated via Velux Integra technology, offering greater flexibility to homeowners who want better control of their indoor environment. The unit is currently available in size FK06 (1837 x 1178mm) in a white painted finish in double and triple glazed variants, with slate or tile flashing kits that include all installation elements.

FOR MORE DETAILS ON THESE AND OTHER NEW PRODUCTS FROM THE PBM WEBSITE, ENTER THE SHORTCODE WWW.RDR.LINK/MQ036

www.professionalbuildersmerchant.co.uk

PBM MAY 2020 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade .......... page 25

Global Stone (Colchester) Ltd .................. page 26

Aggregate Industries ................................ page 22

Hexstone Ltd ............................................ page 29

AUTOPA Ltd ............................................. page 37

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

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

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

Buckler Boots Ltd ..................................... page 26

Norbord Europe Ltd ........................... pages 17,40

Builders Merchants Federation

Orkla House Care ..................................... page 43

................................................. outside back cover

Permaroof UK Ltd ..................................... page 19

Building Adhesives Ltd ............................. page 31

RWC (UK) Ltd ............................................. page 4

Centurion Europe Ltd ............................... page 33

Sherwin-Williams Diversified Brands Ltd/Geocel

Doosan Industrial Vehicle Ltd

.................................................................. page 21

.................................................... inside front cover

Simpson Strong-Tie .................................. page 27

Filstorage .................................................. page 37

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Fantasy Football See page 51

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Fantasy Football Sporting shutdown See page 51

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With Paul Davies

SUPER, SMASHING, GREAT! From the birth of a child to Dave Beasant infamously being ruled out for eight weeks of the 1993-94 season having severed a tendon by dropping a jar of salad cream on his foot, there are a host of reasons as to why professional sportspeople have missed matches. Bizarre as the Beasant injury may have been (and we can add David James pulling a muscle in his back when reaching for the remote, and Rio Ferdinand straining a tendon in his knee whilst watching television amongst MANY others), it is at least a bona fide explanation for being forced onto the sidelines. ‘Poor Wi-Fi connection’ can now be added to the list of particularly strange excuses for skipping a sporting fixture as, during the coronavirus lockdown, darts seems to be thriving — but only for players who have a decent broadband service! Bringing an entirely new definition to working from home, the Professional Darts Corporation has taken innovation to another level with the PDC Home Tour — featuring some of the sport’s leading players competing via video call from the comfort of their own homes. Each match is broadcast for free via the PDC’s own TV channel to registered viewers. The idea has been a smash hit, and has thrown up some crazy scenes such as Luke Woodhouse throwing the first nine-dart finish from his kitchen, however the BC reported that two-time world champion Gary Anderson and world number six Daryl Gurney were “unlikely to compete” because of Wi-Fi issues. Somerset resident Andersen even took to Twitter in frustration to post a picture of his ponderous broadband connection rate! The BBC report also contained possibly the most surreal sporting quote of all time, with two-time BDO world champion Scott Waites outlining an unusual logistical challenge: “My dartboard’s on my landing. If I get a bounce-out, nine times out of 10 the dart ends up at the bottom of the stairs. I have to run down 15 steps and back up 15 steps.” Who said darts wasn’t a physical sport?

ALTERNATIVE OPTIONS If darts doesn’t float your boat and with no return to domestic football in sight, there’s always Andrew Cotter’s Twitter feed to savour. The BBC broadcaster’s silky Scottish tones can usually be heard voicing athletics and tennis, but his commentary of Labradors Olive and Mabel displayed true mastery of his craft. I know that sentence sounds bonkers, but these are strange times… If you’re really missing football, the broadcasters have been doing a pretty impressive job of scouring the archives. Re-runs of some classics — such as the remarkable Crystal Palace v Liverpool FA Cup semi-final from 1990 — have already drawn huge interest, whilst the ‘Match of their Day’ retrospectives have gone some way to filling the void at 10.30 on a Saturday evening. There’ll be more to come as we move into summer, but one further alternative is the Belarusian Premier League which — inexplicably — continues without pause…

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

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