Professional Builders Merchant November 2024

BUILDE RS MERCHANT

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or t u n i t i e s fo r b u i l d e r s ’ m e r c h a n t s

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T h e o n g oi n g e v ol u t i on o f E l e v a t e

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T h e l o w d ow n on t h e Ve n t u s a n d Va l e t i s ro o f

t e r m i n a l s y s t e m fr om U b b i n k .

3 1 P R O D U C T S & S E RV I C E S

INFORMATION TECHNOLOGY

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E C I S p r u c e f a c i l i t a t e s e c om m e r c e i n t e g r a t i on a t

B r a n c h Br os

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L o o ki n g a t t h e d i g i t a l j o u r n e y f o r b o t h A l l Tr a d e

S u p p l i e s a n d H e a t M e r c h a n t s

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TOOLS, FIXINGS & BUILDING CHEMICALS

3 9 D E L I V E R I N G W I T H D ATA E xp l or i ng t h e p a rt n e r sh i p b e t w e e n Forge F

4 2 N EX T- G E N J O I N T I N G O u t l i n i n g t h e n e w E A S Y Jo i n t P or c e l a i n j o i n t i n g c o mp ou n d fr o m A z p e c t s

4 5 1 0 0 Y E A R S A N D C O U N T I N G A c e n t u r y o f i n n o v a t i o n a t M e t a b o

4 6 P RO D U C T S & S E RV I C E S

SPECIAL REPORTS

15 AHEAD OF THE CURVE Beesley & Fildes explain the advantages of proactively adapting to change.

17 BRUSHING UP

Looking ahead to the National Painting and Decorating Show, taking place later this month at the CBS Arena in Coventry.

Pump action

The Microgeneration C er tif ication S cheme (MCS) the “UK’s quality mark for small-s cale rene wable energ y installations” recently re vealed f igures w hich show that “ more than 30,000 cer tif ied heat pumps were installed in homes and small business es across the UK b etween Januar y and July 2024 ” Repres enting a 45% increas e compared to the same p erio d last year, thes e f igures take the “all-time” numb er of cer tif ied heat pump installations throug h the 250,000 milestone

Speaking about the launch of additional discounted training dates for installers, Hemal Morjaria, Managing Director of City Plumbing’s Renewables and Electrical division, said: “ The start of the year has seen a massive surge in demand for heat pumps, and it’s only going in one direction There’s a huge opportunity for heating engineers to take advantage of this demand and future-proof their business ”

Indeed, a number of merchant businesses and, of course, the major manufacturers are stepping up their training provision and increasing numbers of installers are looking to secure their businesses by upskilling and building up their knowledge. However, welcome as these installation totals are, they remain some considerable distance from the stated target of an annual 600,000 heat pump installations by 2028 set by the previous government and now endorsed by Labour

The topic is developed further in the findings of Baxi’s latest Installer Skills Sur vey Conducted in partnership with green supply

“Welcome as these installation totals are, they remain some considerable distance from the stated target of an annual 600,000 heat pump installations by 2028 set by the previous government and now endorsed by Labour.”

chain consultancy Gemser v and announced recently to a delegation of industr y visitors to the manufacturer’s new Solutions Academy training facility in War wick, the sur vey does reveal “ more positive sentiment towards heat pumps compared to the first edition in 2022,” however it becomes “clear that many installers still lack the training, knowledge and incentive to help homeowners begin their transition away from gas boilers.”

Indeed, installers’ efforts are “held back by… complex government incentives and sluggish consumer demand,” whilst a noticeable “generational divide” showed that those closer to retirement are “less inclined” to invest in the time and costs required to build up their knowledge Of those government schemes, such as the discounts available through the Boiler Upgrade Scheme (BUS), installers responded with frustration in the sur vey due to “perceived complexity, excessive paper work and lack of consumer awareness ”

More positively, the sur vey does indicate an improvement in the numbers of installers

saying they are ‘extremely confident’ and ‘moderately confident’ in discussing low-carbon technologies, indicating that increased training opportunities and industr y communication are able to have a beneficial effect in engaging installers And in a similar vein, more enthusiasm was shown for hybrid systems where a heat pump is combined with a gas boiler with 30% of installers showing interest, and potentially acting as a more practical transitionar y step

As Baxi MD Jan Rijnen commented: “ The closure of the skills gap through training is vital to the energ y transition but we cannot do it alone The entire supply chain, government, the media and heating professionals have to work together to drive awareness of and engagement with new training initiatives as we look to address the skills gap and drive demand for of new technologies ”

With a direction of travel established, a deadline set and an ultimate goal to be achieved, profitable opportunities are there to be taken However, the clock is ticking Loudly

Group Advertisement Manager Craig Jowsey craig@hamerville co uk Tel: 07900 248102

Advertisement Manager Ian Duff Tel: 01204 596633/ 07810 353525 probuilder@sky com Design Adeel Qadri

Digital Assistant Myfanwy Gathard

Group Production Manager Carol Padgett

Production Assistant Kerri Smith Circulation Manager Kirstie Day

N E W S U P D AT E

Fit for purpose

Regatta Professional has seen a huge increase in demand for product designed specifically for women in recent years and has now expanded its range with a capsule collection that includes Stretch Trousers with Detachable Holsters, a Stretch Softshell Jacket, Cotton Stretch T-shirts, and a Hybrid Bodywarmer alongside its core range of workwear trousers, fleece, soft shell and insulated jackets for women

Prior to launch, the company invited tradeswomen to road-test and review the new products, with their feedback used to make alterations before bringing the range to consumers Furthermore, the marketing campaign to support the launch features real professionals from a variety of trades to model the collection

Further growth for NBG

Family-run merchant Paton of Walton has moved buying groups to join National Buying Group citing “the enhanced buying power and better deals it makes possible ” The Surrey-based heating and plumbing specialist was established in 1975 and has two branches, ser ving much of the London area

Changing buying groups was not a decision taken lightly, but since becoming an NBG Partner, the business says it has already experienced improvements to its bottom line with some Supplier deals already reported to be costing the firm around 15% less than they were previously Paton of Walton is NBG’s eighth new Partner this year and the sixth new Partner specialising in plumbing and heating

Cowboy customers?

With implications for the merchant sector and the wider building materials supply chain, new research from Direct Line business insurance reveals that 81% of tradespeople are owed money and are currently chasing £6,210 on average Half say they have seen a rise in the number of customers disputing invoices, and a further 42% say they are chasing more late payments now than they were last year

Almost three quarters (73%) are chasing multiple overdue payments, fighting to secure an average of seven late payments. Almost a third of those owed money are currently chasing outstanding invoices worth £2,500 or more, with nearly one in ten owed more than £25,000 and 15% currently chasing ten or more payments.

Over four fifths (84%) of those sur veyed had pursued outstanding payments through a small claims court, with just under half (48%) being successful On average, the largest single invoice tradespeople have given up chasing comes to £4,390, with almost a quarter (22%) losing out on payments worth over £2,500 Nearly one in ten (8%) have given up a payment of over £10,000, with just over a fifth writing off an invoice of £25,000 or more,

Bridging the skills gap

Following the opening of the new Solutions Academy at its War wick headquarters, Baxi welcomed industr y stakeholders including representatives from the Department of Energ y Security and Net Zero, MCS, the BMF and Chartered Institute of Housing to the state-of-the-art training facility as it continues its efforts to address the installer skills gap

Aiming to equip heating engineers with the right skills and knowledge to help customers decarbonise heat and hot water, the new 10,000 sqft facility is set to train 2,000 delegates by 2025 Furthermore, the concept is set to be rolled out across the manufacturer’s other training centres and satellite locations around the UK

The company has also revealed the findings of its 2024 Installer Skills Survey which reflect the pace of change in the installer community And whilst this year ’ s findings reveal a more positive sentiment towards heat pumps compared to the first edition in 2022, the manufacturer notes that it is “clear that many

significantly impacting finances and the ability to run their business

To counter this, 36% take half of the payment up front, 21% send invoices well in advance and chase for the payment nearer the due date, while 19% charge a ‘late payment fee’ to discourage clients from paying late Another 19% offer discounts for paying quickly

Alison Traboulsi, Product Manager at Direct Line business insurance, commented: “Late payments can quickly become a big problem for small and independent businesses, leaving them unable to cover personal and business expenses, resulting in cash flow problems, stress and legal headaches Pursuing late payments is time consuming and eats into the time that could be spent working or with family and friends

“Research from the Office of the Small Business Commissioner shows that late payments cost small business owners £2 5 billion each year, and we know it is a major issue for tradespeople It’s concerning to see the value of invoices tradespeople have had to write off and that many are seeing a rise in the number of customers disputing invoices and the number of payments they need to chase ”

installers still lack the training, knowledge and incentive to help homeowners begin their transition away from gas boilers ”

Reflecting the manufacturer’s strateg y to increase the provision of practical training, Ian Trott, Baxi’s Head of UK Training (pictured), commented: “While the 2024 sur vey shows some positive developments, particularly regarding hybrid systems, many of the challenges highlighted by previous sur veys such as insufficient training, poor government support and low consumer demand haven’t moved on The transition to low-carbon heating will require more targeted inter ventions to support installers in overcoming these barriers.”

Improving outlook

Figures from Timber Development UK show that imports for July, the latest month for which data is available, were higher than in July 2023 the second consecutive month to have seen growth compared to the previous year Import volumes grew by 0.5% in June 2024, followed by 2 9% in July As a result, the deficit of import volumes in 2024 compared to 2023 is continuing to reduce C onsidering that the market saw comparatively weaker imp or t volumes during the s econd half of 2023, if e ven mo dest improvements continue during the s econd half of 2024, TDUK notes this “will likely s ee total imp or t volumes for the year moving ahead of 2023 ”

The overall deficit of Januar y to July 2024 import volumes of the main timber and panel products remains 2.8% lower when compared to the first seven months of 2023 Solid wood imports were 1.7% lower, with panel product imports 4 8% lower

Improved volumes of softwood, particleboard and OSB have been largely responsible for reducing the deficit, with softwood imports by the end of July 2024 just 1% behind the volume of the seven months to July 2023

On the agenda

With the Labour Government targeting the deliver y of 300,000 new homes a year, housebuilding has once more become a highly topical issue. Accordingly, the subject will be high on the agenda at the BMF All Industr y Conference next June, with the organisation confirming that Jennie Daly CBE, Chief Executive of Taylor Wimpey plc and Neil Jefferson, Chief Executive of the Home Builders Federation (HBF) will address delegates and lead a Q&A session at the event in Barcelona next summer

BMF CEO John Newcomb said: “ The UK urgently needs new homes, yet economic conditions in recent times have led to a significant fall in new housing starts over the past 12 months. Now the government has promised measures to kick start the deliver y of ‘homes fit for the future,’ I, for one, will be fascinated to hear the views of our speakers as to whether this will translate to the promised 300,000 new homes a year ”

The National Softwood Division (NSD) has also issued its forecast for 2024 and 2025, believing that import volumes will remain subdued in 2024, falling to around 5.6 million m3 before a 5% recover y forecast for 2025 to reach a level of around 5 9 million m3 UK softwood imports in 2024 are predicted to be 2 6% lower than in 2023

Nick Boulton, TDUK Head of Technical and Trade, said: “It’s encouraging to see a continued fall in the timber import deficit for 2024 when compared to the first seven months of 2023

While it’s still too early to have a clear idea of second half wood imports, the optimism for increased private housing and RMI in 2025 is certainly encouraging businesses to maintain their wood stocks through regular imports rather than letting them fall further

“While our NSD forecast is probably a realistic reflection of current construction levels, the thought of better times ahead may encourage some additional imports as we head to year end ”

The BMF has also recently announced its two charity partners for 2025, with the trade body raising money for Variety, the Children’s Charity and The Educational Frontier Trust (TEFT) John commented: “Both of our charity partners for 2025 fund and deliver life-changing programmes that give children and young people a better future and enable them to reach their full potential Fundraising with our members will help them to continue their invaluable work ”

Deserved success

Lawsons reports that it was “thrilled” by the success of Jordan Payne, a Branch Team Super visor from the company ’ s Acton branch, in winning the prestigious BMF Apprentice of the Year Award 2024. Presented in a glittering ceremony following the BMF’s Annual Conference at the end of September, the award recognises Jordan’s workplace educational achievements and commitment to his professional growth Managing Director Jeremy Norris commented: “Lawsons is committed to developing talent, nurturing and supporting the next generation of managers and department heads Jordan has shown himself to be a disciplined, motivated and ver y able member of our team whom we will be delighted to see continue to develop his career at Lawsons We heartily congratulate his achievement.”

For more on the stor y and to hear Jordan’s thoughts on his deser ved success, use the shortcode www.rdr.link/mbi001

Best Buy giveaway

To celebrate 15 years of receiving Which? Best Buy endorsement, Worcester Bosch is giving away 15 new boilers (including controls, accessories and covering installation costs) with the company encouraging gas installers to nominate a non-profit facility such as a local community space and/or a deser ving individual in their area to receive the prize. Sales & Marketing Director Jo Shepherd said: “We know that there are many deser ving people worried about heating their homes with energ y costs on the rise, particularly as we approach the colder months This initiative is also a thank you to our customers, who have helped us obtain the Which? Best Buy endorsement for 15 years ”

M A R K ET M O N I T

in association with

Take a stand on ED&I

As the Construction Inclusion Coalition (CIC) marks its first year of activity across the industry, Coalition Chair Angela Rushforth is calling for more construction leaders to add their voice to the cause, with momentum building behind the growing movement.

Coinciding with this year’s National Inclusion Week and its theme of Impact Matters, the CIC has published its first Impact Report, Together, it’s working, documenting the progress made by the organisations aligned to the CIC ‘Built on Better Pledge’ during the first full year of the Coalition.

More than 40 companies from across the sector, including founding CIC members Travis Perkins, Baxi, Ibstock, Wavin, Bradfords, Wolseley, Knauf, BMF and NMBS have been working to address issues such as fostering an inclusive workplace culture, attracting and retaining diverse talent, and providing the platforms for employees to ‘speak up’.

Notable successes outlined in the Together, it’s working report include:

• A number of Coalition partners successfully ensuring that recruitment panels and candidate shortlists are more diverse;

• Coalition members launching a range of forums to discuss female focused issues;

• The introduction of new policies designed to address female focused issues;

• A range of stand-out initiatives to provide a better understanding of

different minority groups and their perspectives

While these successes are to be applauded, they are not enough So says CIC Chair Angela Rushforth, who is calling on business leaders from across the construction supply chain to do more and join the Coalition in moder nising and improving the sector.

“This initiative isn’t just about gender or minority representation It’s about building an inclusive industr y that can meet the demands being placed upon it ”

Angela, who is also Managing Director of Travis Perkins Group company Toolstation, commented: “Twelve months ago, we invited all construction businesses, regardless of size, to join the Coalition and to commit to improving ED&I across the sector through our Built on Better pledge Despite the strong start we have made, now is the time for more vocal support from across the industry, and for leaders to join some of the fantastic organisations that have already committed their time, effort and voice to the CIC.

“As an industry, we know we need to embrace a broader talent pool and to ensure construction is more accessible to everyone. This initiative isn’t just about gender or minority representation. It’s about building an inclusive industry that can meet the demands being placed upon it, while securing the future of the industry ”

Angela continued: “The view of the CIC is that CEOs and construction industry leaders need to be allies to this common cause of enhancing gender and ethnic diversity within the sector, and that the need for greater diversity isn’t only a female or minority-led initiative, but an objective for all of us.”

In the coming twelve months the CIC will be looking at ways to increase the networking opportunities to share resources and develop a coalition strategy to drive greater impact in the sector For example, in early October the CIC hosted the Coalition in Conversation Conference, sponsored by NMBS, and its largest event to date

n For more information on the Construction Inclusion Coalition and to read the Together, it’s working Impact Report, use the shortcode www.rdr.link/mbi002

T R A I N I N G Z O N E

Showcasing opportunity

The Builders Merchants Federation formally introduced its ‘Sector Awareness’ programme recently, with the launch of the new bmcareers.com website at its Annual Members Conference in September.

The S ector Awareness programme is a long-term initiative to raise the public’s knowledge and understanding of the building materials industr y, positioning it as a “vital, varied, vibrant sector with a wide range of attractive career opportunities ” The website launch is the first stage of the plan and follows independent research which confirms the need for the sector to take action to build its profile and address the recognised issues in terms of recruitment.

The research was carried out by YouGov during August 2024 across over 2,000 adults and whilst nearly half (48%) of UK adults recognise the term “Building Materials,” almost 9 out of 10 people could not identify the types of businesses that make up the building materials sector This lack of understanding is deemed to be a major factor in its limited appeal as a career choice, with more than 2 in 3 respondents (67%) saying they would not consider a career in building materials

Developed by brand specialists CMDi alongside a working group of BMF members

and the BMF executive, the new programme is intended to “help members attract, retain and grow talent by building pride in what we do.”

Speaking at the conference, BMF Chairman, Richard Hill, said: “We are a people industr y, and to attract the next generation of new, diverse talent we need to shine a spotlight on our sector We know Building Materials is a vital, vibrant sector with incredible career opportunities, but there are a great many people who don’t know this

“Our Sector Awareness Programme is designed to educate and inform those who have little or no understanding of what we do To inspire them with stories from our existing talented people, to show them the role we have in our society, and how working in the Building Materials sector really is “materially different” to other sectors and industries ”

Dianne Lucas, MD of CMDi, leading a seminar session on the Sector Awareness Programme at the BMF Annual Conference

Since announcing the Sector Awareness programme to BMF members in the Spring, over 200 companies have appointed their own Campaign Owner, or champion, to manage the programme within their business. Around 120 of these companies have already added their Employer Profile to bmcareers.com, the website at the heart of the programme, and a further 100 entries are in progress

Many have also created selfie videos of colleagues speaking about their roles in the business and added other news content showcasing innovation within our sector, and it is “vital for ever y member to get involved” to showcase the sector to a wider talent pool

With the website now live to the public, CMDi has turned its attention to maximising exposure, with work starting on SEO (search engine optimisation) and website promotion to give greater visibility to the site leading up to a fullscale national consumer launch in spring 2025

Consumer facing activity will ramp up between Februar y and May, starting with a digital marketing burst, social media campaign, and national and regional PR coinciding with the BMF Parliamentar y Reception and lead up to National Apprenticeship Week in Februar y and National Careers Week in March

n The BMF states that the “immediate priority for members is to find out how to make bmcareers com work for them” and a helpful User Guide has been put together that explains “everything they need to do ” Email jeremy.harris@bmf.org.uk for your copy now

BMF Chairman, Richard Hill

MERCHANT FOCUS

CHANDLERS BUILDING SUPPLIES HIGH STREET SHOWROOM

Chandlers Building Supplies has launched a new concept with a high street timber and landscaping showroom in the heart of Windlesham town centre. Opening its doors at the beginning of October and employing two product advisers, the 40 sq. m retail space showcases “vast ranges” of cladding, decking, screening battens, porcelain paving, wooden flooring, doors and sleepers as well as decorative aggregates and more

The merchant firm’s Stuart MacDonald said: “Since opening the showroom in the town we’ve attracted a lot of attention from tradespeople and their customers We’ve also seen an influx of the general public who are keen to see products close up, get knowledgeable advice on their projects, and prefer a retail showroom environment than a big builders’ merchants setting so in many respects we are filling a gap in the market.”

The showroom is also helping to raise funds for Teenage Cancer Trust via donations to advertise on its popular ‘Tradesperson Noticeboard’ Along with fellow IBMG merchants Parkers and Fairalls, Chandlers has been raising funds for the charity for many years and have collectively raised over £300,000 to date

SELCO BUILDERS WAREHOUSE CULTURE TRAINING PROGRAMME

PBM takes a closer look at some of the latest news stories from across the merchant sector including new branch openings, acquisitions and service initiatives.

DAVIES BUILDERS MERCHANTS TAF BUILDING SUPPLIES ACQUISITION

In a strategic move which marks a significant expansion for the h&b Group member, South West Wales-based Davies Builders Merchants has announced the acquisition of Taf Building Supplies in St Clears Managing Director Kevin De Banks said: “We are excited to welcome Taf Building Supplies into the Davies Builders Merchants family Taf has a strong reputation for excellent customer service and a loyal customer base, and we look forward to building upon their legacy ”

All employees will be retained, ensuring a seamless transition for customers and maintaining the friendly and knowledgeable service they have come to expect, and as part of the acquisition, Davies plans to invest in the St Clears branch, including renovations to the yard and showroom Additionally, the company will introduce its popular kitchen and bathroom design and supply services to the area

Kevin added: “We are confident that this acquisition will benefit both our customers and the local economy By combining our strengths, we can offer an even wider range of products and services to our customers while supporting local jobs and businesses ”

FRAZER NEW BRAND IDENTITY

STARK Building Materials UK has announced a new brand identity for its specialist civils, utilities and infrastructure projects business with ‘Jewson Civils Frazer’ now to be known as simply ‘Frazer’ The newly refurbished branch in Inverness is the first to benefit from the rebrand, which is now being rolled out across the business.

John Carter, CEO, STARK UK, said: “We have made a clear commitment to our civils, utilities and infrastructure customers that with Frazer they can ‘Trust the Experts,’ and we’re dedicated to bringing them the benefits of our expertise, specialist products and high quality of service That’s why we’re also investing in our people, product range, and service proposition it’s a complete transformation of how we serve the industry ”

To ensure well-meaning fun remains in the workplace while ensuring a respectful environment, Selco has started providing training for its near 3,000-strong workforce as part of the “Better Banter” programme The initiative has been provided as part of a partnership between Halborns Law and the BMF

The content for the course includes debating the difference between banter and harassment, dealing with external forces such as social media, the rise in claims and avenues for dealing with unacceptable behaviour Around 1,000 of the merchant’s employees are set to undergo the training before the end of this year, with the remainder to be completed in 2025

HR Director Sally Kerr said: “We have strong, consistent policies and are making good strides in culture, diversity and inclusivity in the workplace and this training will ensure that we continue to make Selco a place where everyone belongs.

“This isn’t a case of ending banter far from it We want our people interacting with colleagues and customers and enjoying being at their place of work. We want to set the right tone for workplace communications between colleagues and ensure people have the right tools to deal swiftly with inappropriate banter if it occurs ”

Alice Constable at Chandlers’ Timber and Landscaping Showroom, Updown Hill, Windlesham

There

PLUMBWORLD 25TH ANNIVERSARY

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Founder and current CEO James Hickman said: “It is great to break through the £100m sales level for the first time and enter our 25th year of trading in such a strong position The internet has changed a lot since 1999, but the core business principles of selling high quality products at affordable prices is as successful today as it was in the last millennium ”

FRANK KEY DAYBROOK BRANCH

Frank Key has recently officially opened its flagship Daybrook branch, following a comprehensive £2 5m refurbishment The depot now features a modern layout with wider aisles, intuitive product sections and even express checkout lanes alongside a larger and safer customer parking and loading area

The business has also “significantly expanded” its product range whilst in a continued effort to reduce its carbon footprint, Frank Key has installed solar panels and a new heating and cooling system to give the building an EPC ‘A’ ranking and has also invested in a new electric forklift to help the firm lower its CO2 emissions and operate more efficiently. Watch a short video showing the transformation via www.rdr.link/mbi003

HUWS GRAY GROUP SUSTAINABILITY REPORT

Giving a transparent overview of the Group’s 2023 performance in the areas of environment, social and governance while also looking forward to its future ambitions, targets and areas of focus, Huws Gray Group has published its inaugural annual sustainability report

The firm’s strategy has four central pillars covering its People, the Planet, Products and guiding Principles which are all described in detail in the report, whilst the publication also covers its progress to date Highlights include 85% of its fleet now being electric or hybrid along with the completion of a successful trial switching from diesel to lithium-ion powered forklift trucks in its depots

In addition, since October 2023, 100% of its energy comes from REGO backed renewable energy suppliers whilst the business also became a founding partner in the newly formed Construction Inclusion Coalition.

are no others like us…

Taking a lead on environmental responsibility

Effi-Svende Ball, Customer Value Chain Director at Okarno (formerly Artex), examines how the company is reducing its environmental impact and that of its customers.

In today’s world, where sustainability is crucial for all businesses, eco-friendly products and ser vices within merchant branches are becoming highly sought after However, true sustainability goes beyond just focusing on the green credentials of individual products, important as they are

For instance, the Okarno team have made significant strides on the logistics side of our business by transitioning to a biofuel-powered delivery fleet, which dramatically reduces our carbon footprint This strategic move to HVO-fuelled trucks has led to a 90% reduction in CO2 emissions compared to traditional diesel, while notably improving air quality for our team, customers and local communities.

We have also transitioned to renewable energ y solutions by implementing a biomass heating system in our headquarters at Ruddington, Nottinghamshire. In a bid to minimise waste for our customers, we are investing in the development of sustainable packaging by exploring eco-friendly materials and designs that protect products while respecting the planet.

Perhaps most importantly and one which we are particularly proud of is that we are fostering a culture of sustainability from within, empowering colleagues through dedicated Sustainability Champions

This approach to environmental responsibility not only positions Okarno as a leader in sustainable business practices but also paves the way for a greener, more sustainable future for all. Activities include organising Sustainability Action Days for community project volunteering and partnering with local organisations to boost biodiversity.

As part of the Saint-Gobain group, we are committed to achieving net-zero carbon emissions by 2050 This ambitious goal guides our sustainability initiatives, pushing us to continually seek new ways to reduce our environmental impact and help merchants to do the same

n For more on Okarno’s portfolio of products and its support ser vices for merchants, use the shortcode www.rdr.link/mbi114

Ahead of the cur ve

In another challenging year for the merchant industry, James Beesley, Commercial Director at Beesley & Fildes, explains how the firm’s philosophy of proactively adapting to change is laying the foundations for growth.

High interest rates, the cost-of-living crisis and volatile product prices are just some of the challenges merchants have faced this year The impact on sales has been felt across the industr y requiring nimble management and proactive thinking to help weather the storm At Beesley & Fildes, this approach has seen us adapt across several areas to improve the bottom line

Evolving our sales strategies in response to market challenges has been essential This includes the launch of a new technical sales ser vice aimed at streamlining customers’ construction projects, providing a single point of contact for all our departments including construction, civil engineering, landscaping, joiner y, plumbing, kitchens, bathrooms and roofing Customers can access a variety of tailored support to assist with larger refurbishments or new builds.

As so many different ser vices are required to deliver these types of projects, our aim is to tie them together to make the whole process simpler and quicker for customers That could include anything from help with roof truss or floor design using industr yleading software through to sourcing prices

for all the required building materials.

Through the same point of contact, we can also guide customers on issues such as the latest building regulations and how these could affect product choices.

The ser vice is headed by Craig Halpin who has extensive design and technical expertise as well as product knowledge. As the first port of call for customers, Craig can provide instant advice while ensuring all our departments work collectively as one team to provide holistic support throughout a construction project

Proactive partnerships

Collaboration with our suppliers is essential to drive sales too We prioritise partnerships built on trust and mutual respect to achieve the best outcomes for all parties That means going well beyond transactional working relationships to encourage orders.

Joint visits to customers’ sites as well as our suppliers’ factories form part of this strateg y to ensure we get a thorough understanding of needs and products For example, we recently travelled to India to tour Digby Stone’s porcelain and natural stone factories, visit the quarries and meet

the team. During the tour, we identified a new premium sandstone product which we knew would sell well with our customers We have replicated the same display and generated a significant number of orders

We also work closely with our suppliers on joint marketing initiatives and incentives This sees us invest heavily in branch displays and promotional materials to maximise the outcomes of our suppliers’ loyalty schemes

Stepping up e-commerce

Across the whole of retail, the way consumers now shop has changed significantly, increasing the competition among merchants for online sales In response, we have invested in our website to make it more user friendly and ensure it meets customers’ changing needs

This includes adding more product information to ensure transactions can be

Craig Halpin, head of the new Technical Sales Service, behind the trade counter

The new timber treatment plant at Beesley & Fildes’ Chester branch

MERCHANT INSIGHT: BEESLEY & FILDES

completed seamlessly, without the need to call the branch to ask questions Most recently, this has seen us add tally sheets next to timber products which show the length options, how much stock is available for each, and the price

We have also introduced a new national deliver y ser vice for all products available on our website

Investing in tech

To keep up with the pace of change, new technolog y is another important element in all our sales strategies. We always look for ward in this respect, selecting innovations which will respond to customers’ needs in the future as well as potential shifts in market demand

A recent example includes the introduction of a new render tinting machine in our Walkden branch in Salford. The equipment, which can process six litres

per minute, can create render in any RAL colour and also be used to tint masonr y paint This investment ensures we can meet the growing demand for render which we expect to increase further in the year ahead as a result of rising brick costs and a potential uptick in housebuilding

We have also enhanced our timber services, investing £300,000 in a new timber treatment plant at our Chester branch

Replacing an existing facility, the fully automated plant can operate all year round and for the first time, enables us to treat timbers in green and brown from our Chester site With no need for manual equipment, up to 38 cubic metres of timber can be treated per day, more than tripling output

Strong foundations

Looking ahead, there are signs of positive market shifts. Lower rates of inflation, more stable material prices and a new government

committed to housebuilding should translate into an easier operating environment As trading conditions continue to change for the better, adapting products and ser vices should ensure merchants are in a strong position to grow sales in the year ahead

Andrew Shenton with the new render machine

While the focus may be on trade professionals, the National Painting and Decorating Show also promises much for merchants who head to Coventry later this month.

Brushing up

Returning to the CBS Arena Coventr y from 19-20 November, the organisers of this year ’ s National Painting and Decorating Show are once again promising “ a cracking event ” Thousands of products from around the globe will on display showcasing the latest in ser vices, surface preparation, decoration and remedial treatments from suppliers including Ultratape, Bradite, Crown, Hamilton, Tradekart, Mirka, Packexe, Okarno (the new name for Artex) and Frogtape.

Making their show debut, meanwhile, are brands such as Soudal, Beissier, Staalmeester,

OB1,

Offering the draw of these 100+ industr y-leading exhibitors, more than 3,000 visitors are expected to attend the sold-out event over the course of the two days whilst a rolling programme of topline presentations from experts in the field takes place in tandem with the exhibition which will feature a host of promotions, giveaways and special show-only offers

Apart from helping your bottom line, the atmosphere is set to be electric with competitions and prize draws worth thousands!

Organiser Terr y Dullaway said: “It really is the annual hub for the P&D trade Stockists see it as a great way to make or renew personal contact with suppliers all in one day, track trends in product development and to network with clients ”

n The National Painting and Decorating Show 2024 takes place on 19-20 November at the CBS Arena (formerly the Ricoh Arena) in Coventr y For free tickets, use the shortcode www.rdr.link/mbi005

Juno Paints, Mylands, Wooster, Liberon and HB42

FACE TO FACE

The Pallet LOOP is billed as a “transformational, circular economy, pallet reuse scheme to eliminate avoidable pallet waste in the UK construction sector ” The solution is designed to provide companies in the supply chain including builders’ merchants with a greener, leaner, safer and smarter way of transporting building materials, shifting the sector away from the current pallet practice of ‘deliver, distribute and discard’ to the principles of ‘ recover, repair, reuse ’

Furthermore, the scheme incentivises pallet returns via a cost-effective, easy-to-administer collection system that pays up to £4 for every green pallet put back in the LOOP by registered return partners

PBM speaks with Rob Devonshire, the recently-appointed Merchant Account Manager at The Pallet LOOP.

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

AI came to the industry relatively late having spent my 20s playing and coaching rugby professionally in England and Ireland I knew the playing side of my career couldn’t last forever so I took a role at a specialist door manufacturing company dealing with contractors, designers and end users

This gave me a great insight into the supply chain and introduced me to the merchant sector I then moved to Marshalls as an ASM which accelerated my learning and knowledge of the building merchant sector and led to roles with TP, Twyford/Geberit and VADO

Now I’m at The Pallet LOOP, working to tackle the huge issue of pallet waste While this problem affects all parts of the construction industry, my focus is on getting the merchant sector signed up to LOOP

QHow important is the issue of sustainability becoming to the merchant sector?

AI think the merchant sector is pivotal when it comes delivering a more sustainable construction industry Day in, day out, merchants deal with manufacturers from multiple sectors and builders and contractors of all sizes and specialities

At The Pallet LOOP, it was vital that whatever pallet reuse model we proposed had builders’ merchants at its heart

As larger contractors, construction companies and manufacturers demand more sustainable ways of working from the building materials supply chain, the team at LOOP wants to do all we can to make these changes as simple and straight forward for merchants as possible

That starts with having a dedicated fleet of vehicles to collect pallets, a rapid, nationwide collection service that can help keep yards free of pallet clutter, and a financial incentive for every pallet returned

“At The Pallet LOOP, it was vital that whatever pallet reuse model we proposed had builders’ merchants at its heart.”

QAnd how are thinks progressing at The Pallet LOOP, given that it is still a relatively new name in the sector?

AThe Pallet LOOP is changing the game when it comes to pallet use in the construction sector offering companies a simple way to improve waste management, cut carbon and save money Everyone we speak to be that manufacturers, merchants or

tier one contractors thinks what we are doing is a great idea

Now our green LOOP pallets are in the market, transporting bagged plaster and plasterboard from British Gypsum, we ’ re working hard to spread the word and get all parts of the sector to change how they deal with pallets

For years, pallets have just been skipped or scrapped once they are free of goods Our pallets are designed to be reused, so the challenge is to get the sector signed up and using the system

It’s a shift that will take time

Changing behaviours is hard but we ’ re already seeing some of the biggest names in the sector sending back pallets which is hugely encouraging

QWhere do you see yourself in five years’ time?

AWe’ve got a really exiting future ahead of us at The Pallet LOOP and I can’t wait to help us achieve our vision I’m part of a company with a clear ethos that will have a tangible, lasting, positive impact on this industry and I know I’ll be able to look back in the future and be immensely proud to say I was part of a business that made a difference

Trust me, I never thought I’d be passionate about pallets but the team we have here has a way of getting under your skin, in a good way!

n For more information about The Pallet LOOP and details on collections, use the shortcode www.rdr.link/mbi043

Highbourne Group has made two senior leadership appointments, with Rachel Baldwin joining as Chief People officer and Mark Allsop as Chie Digital officer With an extensive background in strategic Hr leadership, organisational development and change management, rachel will drive forward the development of the Group’s people strategy and further develop its focus on inclusivity

Philip Reynolds has joined Acoustic & Insulation Manufacturing (AIM) as business Development manager – South With a remit to support insulation distributers, builders’ merchants and their installer customers, Phil will work across east Anglia, the Home Counties, the South east and London, the south coast and South West england

Phil is the third new appointment to AIm’s sales and marketing team in recent months, with Chris Dale recruited as business Development manager – north and Simon Mayes as Specification manager

mark brings over two decades of experience with multichannel busine across retail and leisure sectors, and his appointment will be critical in accelerating the company ’ s digital transformation and growth strategy, driving online revenues, enhancing customer service and improving operational efficiency

Stuart Turner Group has announced a number of new appointments Firstly, John Blackburn brings with him more than 25 years of experience in the construction and home improvements sector to become the new Divisional managing Director for Domestic Products Mark Ayckbourn, meanwhile, has taken up the position of Product manager within the domestic division

Karl Bostock has also recently joined the business as Chief Financial officer, whilst Matt Lyndon comes aboard as Technical Director of the Group All will be continuing the company ’ s mission to “drive growth and innovation while maintaining its market leading position ”

In addition to its board of directors, the Builders Merchants Federation may appoint non-voting advisors to strengthen the advice available to it on merchant, supplier, regional or specialist issues Accordingly, it has recently appointed Martin Stables, Ceo of the Independent Builders Merchant Group, as a board Advisor

martin joined IbmG as CCo in 2021, following over 20 years in the industry with Saint-Gobain’s merchanting brands He was appointed Ceo of the business in 2022, which has seen rapid growth from a combination of m&A, new branch openings, and organic growth since 2018

bmF Chairman, richard Hill said: “The evolving ownership structure in the merchant sector makes it important for the bmF to reflect this in its own board ”

Conex Bänninger is pleased to announce the appointment of Kyle McArthur as regional Technical Sales manager for Scotland and northern Ireland

A qualified HvAC engineer, Kyle joins from emtec Group and his wide-ranging experience gained within the sector has helped develop his commercial awareness, technical knowledge and problem-solving abilities

He said: “I am looking forward to meeting existing customers and reaching out to many new ones over the coming months, I will be introducing myself to installers, contractors, specifiers and merchants as I widen my network of contacts ”

Rachel Baldwin

John Blackburn

Karl Bostock

Matt Lyndon

Mark Allsop

Making a difference

Following a period of sustained growth and the expansion of its services, PBM charts some of the latest developments at EPD Insulation Group.

Founded by Chairman Steve Boon in 2011, EPD Insulation Group is an independent, family-run distributor of insulation, screeding, dr ylining and associated products Growing “from humble roots with a few vans and drivers in Whittlesey, Cambridgeshire,” the company has expanded at a rapid rate and last year appointed its first full board of directors as the family team at the core of its operations

Steve, plus Director Jessica Brown and MD Tony Brown sought to gather the skillsets needed to take it for ward to new levels of success

Steve commented at the time: “As we see the business going through a record growth period, it was evident that we needed the right skills and personalities to take charge of their respective departments and manage that growth in the most effective way ”

Working with some of the “biggest and most established brands in the industr y ” including Rockwool, Ecotherm, Mannock, Superglass, Kingspan, Recticel and Jablite, the company also supplies other vital products such as plywood, timber and fixings, as well as being one of the largest independent importers of plasterboard to the UK Supplying the merchant sector and its customers through a substantial stockholding at its large, 85,000sq ft distribution hub in Peterborough, the business recently opened an additional depot in the Somerset town of Frome

Adding up to 30 deliver y vehicles, this second site opened its doors in June and has enabled the distributor to expand its deliver y ser vice into the Southwest, encompassing the South of England through to Devon and

the north of Cornwall in addition to ser ving South Wales.

Tony Brown commented: “Our operations will still be centric with sales, accounts, transport, logistics and marketing based at our Head Office in Peterborough This will ensure a smooth process for both depots and will remain to provide the excellent service we give our customers ”

The latest step to underpin the company ’ s strapline of ‘ Trust, Integrity, Ser vice,’ the Frome facility followed the introduction of a

Insulation Group founder and Chairman

new Electronic Proof of Deliver y (EPOD) system in March. Transitioning to a more efficient and sustainable paperless system, instead of needing to sign and receive paper deliver y notes, customers will acknowledge deliver y on a handheld mobile tablet device which will automatically send proof of deliver y via text and email.

Key details such as deliver y location, images of the products on-site, along with the name/signature of the person who accepted the deliver y, will all be instantly available This has been billed as a significant step for ward for the firm’s deliver y operation, simplifying and streamlining the process for customers whilst aiding the business “to become even more sustainable ”

Managing Director Tony Brown

Indeed, EPD Insulation Group states that it is “passionate about environmental issues and actively driven to learn more, change our business to include sustainable ideas, and change perceptions within the industry and the wider surroundings ” As Steve explains: “Our product portfolio is already dedicated to retaining heat within buildings, thereby futureproofing them with a higher EPC rating

“Insulating homes and commercial buildings with EPD products has a multitude of benefits, from reducing energ y bills and carbon footprint, creating a warmer home or building in winter and a cooler one in hot

The new EPD Insulation Group depot in Frome

Steve Boon, EPD

EPD s recently revamped website

ROOFING, FLOORING & INSULATION

summers, absorbing sound, reducing moisture and condensation, and providing greater fire protection ”

He continues: “We are also committed to driving down our carbon footprint here at EPD, and have invested in 14 charging points for company hybrid and electric vehicles at the head office With the new depot in Frome, we will be able to offer potential next-day deliveries to the South and reduce our mileage ”

Tony added: “We strive for excellence across our company operations, as

demonstrated by our FORS Gold (Fleet Operator Recognition Scheme) accreditation This ensures driver excellence, fleet expertise and sustainability best practice at all times.”

Ser vice standards

Overall, the company asserts that the elevated level of ser vice it offers customers stems from its “highly skilled team members.” There is a company ethos to “promote from within” wherever possible whilst also recruiting externally as it continues to expand and its experienced sales, warehousing and logistics teams all work closely with one another to ensure orders can be agreed and scheduled straightaway, with cost-effective loads planned and despatched via a range deliver y vehicles from articulated lorries to 3 5ton flatbed vans

With its large stockholding and the sizeable deliver y radius afforded by its

Peterborough and Frome depots, EPD is able to supply stock items from its warehouses on a next-day basis if required And buoyed by its consistent growth, the firm says that its “winning combination” of product range and availability matched by a diverse fleet of vehicles, strong supplier relationships plus its friendly, knowledgeable sales team allows it to “continue offering market-leading prices and ser vices ”

For the final words, we return to MD Tony Brown: “From door fills, plasterboard, studs, fixings, screed and acoustic membrane to, of course, insulation, we are the industr y ’ s chosen partner for all building supplies and premium B2B distributors to builders’ merchants, dr y liners, screeders and the wider construction industr y ”

n For more information on the products and ser vices available from EPD Insulation Group, use the shortcode www rdr link/mbi006

& INSULATION

The move follows the acquisition of YBS Insulation, a leading manufac turer of ref lec tive multifoil insulation in 2022 and Chesterfelt, a sp ecialist manufac turer of bituminous ro of ing pro duc ts in 2023. Having expanded the pro duc t p or tfolio signif icantly with the ne w business es, restr uc turing the sales team was “the next logical step in delivering a s eamless and resp onsive s er vice to the company ’ s valued distribution par tners ”

Bringing together existing members of the previous three teams and further strengthening the expertise with new recruits, the team now is now said to provide an overarching ser vice offering a complete range of products and system solutions via a single point of contact.

Roland Jackson, Commercial Director at Soprema UK, said: “Our aim is to provide a simpler and more effective ser vice for our distribution customers, offering a much wider range of products and system build-ups, without having to order through multiple points of contact.

“Adding YBS Insulation and Chesterfelt to our offering means we can offer a comprehensive range of solutions for insulation and waterproofing applications, all of which is backed by our in-house technical team and industr y leading warranties.”

The Group’s close links with the merchant sector were further indicated earlier this year, with the business “delighted to announce ” the news that Retail Sales

Soprema UK has restructured its sales team in a move intended to provide “a more cohesive service to its distribution customers (and) a complete product offering across three of its key brands.”

Overarching ser vice

Director Daniel McKane was inaugurated as a member of the Worshipful Company of Builders’ Merchants (WCOBM).

The prestigious recognition reflects Daniel’s significant contributions to the builders’ merchant industr y and his commitment to excellence and ser vice He

n YBS Insulation has recently launched ThermaQuilt Ultra, billed as a “highperformance multi-layer insulation blanket designed for diverse applications in roofs, walls and floors ”

Said to offer exceptional thermal resistance in a thin, flexible 45mm profile, ThermaQuilt Ultra is a suitable solution for both new construction and renovation projects in residential and commercial buildings, as well as for specialised use case in motor homes, boats, and cellars The product’s unique multilayer composition “effectively manages all forms of energy transfer, including conduction, convection and radiation” whilst its innovative design “not only retains heat in winter but also reflects solar heat in summer, reducing the need for artificial cooling systems ”

The manufacturer states that the solution achieves R-Values up to 2 61 m²K/W equivalent to 120mm of Mineral Wool Insulation (with a thermal conductivity of 0 044) In addition, ThermaQuilt Ultra also incorporates a built-in airtight vapour control layer to prevent moisture passage and reduce condensation risk

Retail Sales Director Daniel McKane said: “This product represents a significant advancement in insulation technology, offering

was officially inducted as a freeman of the WCOBM with nine other industr y peers in July at a distinguished ceremony held at Cutlers’ Hall in London Following this, Daniel and other guests attended the WCOBM’s Summer Social at the Royal Automobile Club

superior thermal performance in a thin, lightweight package Its versatility and ease of installation make it an excellent choice for contractors and DIY enthusiasts alike.”

Comprising lightweight, flexible material which makes handling and fitting straightforward, ThermaQuilt Ultra can be easily cut with a knife or scissors and fixed with staples, while overlapping joints are sealed with foil tape

The product is available in convenient 1.5m x 10m rolls, which YBS contends will help to minimise waste compared to traditional insulation materials

n Enter the shortcode www.rdr.link/mbi007 for further details.

Steve Rumble and Vanessa Alston from the Soprema Sales Team

“Our aim is to provide a simpler and more effective ser vice for our distribution customers, offering a much wider range of products and system build-ups, without having to order through multiple points of contact.”

Daniel commented: “It was an honour to accept the invitation to become a member of the Worshipful Company of Builders’ Merchants I was proud to have my wife by my side for such a memorable day and evening across two stunning venues. I very much look forward to supporting and contributing to the continued successes of WCOBM ”

Established in 1961 and granted its Royal Charter in 1976, the WCOBM honours individuals who have made outstanding contributions to the builders’ merchant industr y Renowned for promoting professionalism and excellence within the sector, the WCOBM upholds traditional values while embracing modern practices and engaging in numerous charitable activities and educational initiatives

Accordingly, as well as being a significant personal accolade, Daniel will also have the opportunity to help further the industr y in several ways, supporting the deliverance of WCOBM’s key aims:

l To encourage professional and social interaction and the exchange of information between those concerned with the business of builders’ merchanting.

l To support and encourage UK builders’ and plumbers’ merchants, distributors and

about a thriving and prosperous industr y.

l To promote and increase its charitable fund to make sizeable donations for education and training within the industry.

l To support the Lord Mayor, the Sheriffs and the City of London Corporation

n For more information on Soprema UK and its key merchant-facing brands, use the shortcode www rdr link/mbi008

n Further details on the Worshipful Company of Builders’ Merchants can be found via www.rdr.link/mbi009

Outside job

Matthew Woodhams, Technical Specification Manager at Baumit, looks at why breathable External Wall Insulation (EWI) creates sales opportunities for builders’ merchants.

Solid wall construction is common in homes built before the 1920s

However, without effective insulation, solid wall homes are prone to heat loss,

Step 1

The PVC or aluminium base profile is fixed in place, ensuring that it is level

This keeps the base clean and dr y The profiles are then joined, using the connectors supplied

drafts, and the risk of interstitial condensation moisture inside the wall that leads to serious problems like damp, mould, and structural damage

Step 2

The PVC flashing bead is fixed, incorporating fibreglass mesh to create a flexible, driving rain-proof connection between the render system and the plinth profile

Breathable EWI systems are designed specifically to address these challenges and here we look at how it is also an easy system for your customers to install:

Step 3

The flexible, mineral-based adhesive is mixed

Step 4

Adhesive is applied to the reverse of the PlinthTherm XPS slabs This system creates a reliable and robust protection for the building plinth and perimeter area

ROOFING REWARDS

Step 5

The adhesive is applied to the insulating boards using the method of ‘boundar y pass and three points,’ as illustrated

The board shown here features OpenAir technolog y, ensuring high vapour permeability, so it isn’t trapped inside the home This highly breathable insulation system has all the installation advantages of standard EPS boards.

Step 6

Using Baumit StarTrack Red, Baumit S or N fixings ensures a good adhesion without additional fixing on EWI systems Additional mechanical fixings are available for all wall types

EWI systems with insulation boards must be fixed onto various surfaces using supplementar y fixings, along with an adhesive bond

Step 7

After applying the basecoat and mesh, a breathable lime-based external render can be applied, available in a wide range of colours and textures

n Baumit has Training Academies at its head office in Maidstone as well as Doncaster, along with a mobile Training Centre that is currently touring the country.

n Supplied by many merchants across the country, use the shortcode www rdr link/mbi010 for more information on the company’s range of products and support services.

Marley outlines how merchants can play a central supply role in helping to meet growing demand and be a source of knowledge for tradespeople looking to add a solar PV offer to their service portfolio.

The UK’s decarbonisation journey is seeing a significant increase in solar PV specification 2023 Government statistics show that solar installations now stand at over 1 35 million, with the period between 2022 and 2023 seeing the largest annual increase in installation for the past seven years

The success of any solar PV installation is dependent on pre-planning and carefully considering three key areas. Merchants who outline their importance can add value to their relationships with trade customers

1. Roof suitability :

• Undertake an in-depth condition check on roof timbers to ensure they are suitable for the installation of solar panels

• For retrofit contracts, check the condition of the roof coverings including the underlay and the battens to assess the expected ser vice life of the roof before installing solar

• Ensure any noticeable unevenness in the roof timbers is addressed before installing the panels (remedial works may be required)

2 Installation planning:

• Look at the solar panel layout and determine the number and orientation of the panels.

• When it comes to orientation and angle considerations, a south-facing roof with a 35° angle is the optimal solution for maximising the energ y from sun exposure and panel efficiency

• Installs should avoid shading potential from nearby trees, chimneys or other adjacent buildings, as even partial shading can significantly reduce the overall effectiveness

• Existing properties where solar PV will need to be connected to the grid will normally need to be carried out by, or in conjunction with, a registered MCS installer.

3 Structural considerations:

• Weight distribution is still a key factor, despite panels often being lighter than tiles

• Successful solar installs should always be laid between the minimum and maximum pitches recommended by the individual manufacturer.

• Use scaffolding, be aware of the prevailing weather conditions and abide by PPE requirements and manual handling regulations to ensure both safe access and working conditions

n For more information on the solar solutions available from Marley, use the shortcode www.rdr.link/mbi011

ROOFING, FLOORING & INSULATION

Philip Moors, Managing Director of Elevate UK & Ireland, discusses how the business has evolved since its rebranding and change of name two years ago.

In 2021, Holcim acquired Firestone Building Products leading to the launch of the Elevate brand a year later Since then, our business has accelerated growth with a focus on increasing our market share in the commercial sector

As part of this strateg y, we have welcomed four specification managers to our team within the past two years, responsible for advising architects and general contractors and quality sur veyors on our EPDM/PVC/PIB offerings for the commercial market Also part of their role is to work with our distributors to provide guidance on the complete roofing systems (vapour barrier, Insulation, roofing membrane, green roof solutions) we now offer for commercial projects

C ompr ising t he Rubb erGard EPDM membrane, R esist a MG PIR insu l at ion, vap our cont rol l ayers and cover b o ards, t hes e systems prov ide professiona l ro of ing comp anies and cont rac tors w it h e ver y comp onent t he y ne e d f rom a sing le manufac turer. A f ur t her b enef it is t hat t he y are b acke d by a f u l l war rant y cover ing a l l t he comp onents and applic able to b ot h ne w bui ld and ref urbishment proj e c ts

When installed by a licensed contractor, the system is guaranteed for 15 to 25 years depending on the project specifications.

Ne w roll outs

In response to ongoing economic uncertainty, rising costs and skills shortages, we have sought to introduce new products that save time, labour and money

One of the most recent innovations is RubberGard SA, a self-adhered EPDM roofing membrane It features a factor y-applied adhesive which spans the membrane’s entire surface.

With no need for bonding adhesives or dr ying time on site, it can be installed more than four times faster than a standard EPDM system and requires less labour The absence of bonding adhesive also removes the need to dispose of empty cans, minimising waste and costs Indeed, the only waste product generated is the polyethylene release film, which is recyclable

Aimed at the commercial and industrial market, RubberGard EPDM SA is ideal for time-critical f lat and low-slope roof refurbishments such as those on occupied sites Further enhancing productivity, it can be installed in temperatures as low as -7 °C and requires little or no maintenance minimising its lifec ycle cost

The launch of RubberGard SA follows the introduction of RubberGutter, a self-adhered, EPDM waterproofing membrane designed for gutter repair Factor y applied, the adhesive provides a uniform and strong seal across the entire

Rising to new heights

membrane from edge to edge This makes it much easier and simpler to install compared to traditional gutter lining solutions

The installer simply peels back and removes the release liner before applying RubberGutter directly to the prepared substrate. When removed, the liner can be rec ycled along with the packaging

For the residential market, we have improved the water-based adhesives for the RubberC over EPDM roofing membrane These upgrades ensure a faster and simpler application while metal tins make it easier to transport

Following acquisitions within the last two years, we can also supply merchants with R henofol PVC and PIB roofing membranes These add to our EPDM and TPO membranes, allowing us to offer merchants the four main types of single ply for applications across the commercial, industrial and residential sectors

R aising standards

In an increasingly competitive market, which demands more innovative and sustainable roofing solutions, technical

also launched specialist training for commercial contractors focusing on the installation of our full systems

Our distributors play a key role in training too and we continue to work closely with them to inform and educate their customers, including specifiers and contractors

Providing a RIBA approved CPD for architects on sustainable roofing solutions, is our commitment to developing high end commercial roofing solutions To further enhance our support for contractors, we now offer site

inspections with drones, improving productivity and accurac y

As well as providing a quicker, safer and more efficient sur vey, the software is linked with our estimating tool This enables us to create a fast and precise digital list of all the materials and labour needed for a roofing refurbishment, removing the need for manual methods

Upholding a promise

Despite our name change, our ‘Nobody C overs You B etter’ message has been the foundation of our business for more than 40 years Looking ahead, we remain focused on this commitment, which not only

applies to our products, but our people We remain dedicated to providing high quality roofing solutions that maximise efficienc y and performance as well expert advice, training and support that covers all our customers’ needs

n For further information on Elevate’s range of products and support ser vices for merchants, use the shortcode www.rdr.link/mbi012

High per formance

In tandem with our colleagues on sister publication Professional Builder, PBM puts the questions to Ubbink regarding its recently launched Ventus and Valetis roof terminals, with the supplier addressing some of the key queries and considerations your trade customers may have.

QCan you provide us with so insight into what the Ventu and Valetis roof terminals have been designed to achieve?

AWith the increasingly stringen requirements for the energy performance of buildings, the importance of an efficient, highperforming roof is growing and there are many factors that nee be taken into account. These encomp airtightness and watertightness, insulation values, including roof penetrations and connections and, of course, ventilation efficiency

Specific factors also need to be considered For example, the air supply should not be placed next to the standpipe or the ventilation outlet, while any shade on solar panels should avoided

Ubbink’s Ventus-Valetis combination provides all the answers your customers will need

QWhat about the installation of the Ventus Insulated Terminals?

AThe product has been designed to be quick and easy to install as a perpendicular mounting on flat or pitched roofs from 15° to 55°. T

sign is suitable for air supply raction, and the four t mounting kits will connect bink’s 150mm, 160mm, 180mm & 200mm Aerfoam insulated ducts In addition, Ventus lated Terminals represent a 1 integrated solution for common ventilation y ms combining a roof terminal, cover section and reducer As well as that, there’s enhanced drainage capabilities, preventing snow entr y and ensuring continuous protection for the ventilation system

QAre there any specific benefits to the occupiers of the properties where Valetis Extraction Terminals have been installed?

AEfficient air extraction promotes a healthy indoor mate while reducing energ y nsump-tion Moreover, solar PV is increasingly popular with homeowners and, with a lowprofile design that follows the ape of the roof and only rudes 140mm above it the p em of casting shadows on solar panels is eliminated

That low profile also enhances the aesthetics of the finished installation because it is barely visible on the roof

QWhat

about Valetis sizings and types of roof tile?

ASuitable for use with universal tiles or slate roofs, Valetis Extraction Terminals are available in 160mm/150mm/125mm/ 110mm/100mm diameters The product fits perfectly with ventilation systems C or D, maintaining the maximum insulation performance of the roof

n Ubbink supplies a wide range of roofing and ventilation products and systems, in addition to an expanding portfolio of accessories to support the installation of solar panels and heat pumps The business works with its merchant partners, reinforcing its support for the sector through areas such as merchandising and display solutions, inbranch events and attendance at industry events including the NMBS Exhibition

n For further information on the Ventus and Valetis roof duct combination from Ubbink, including short video explainers, use the shortcode www rdr link/mbi044

Ventus on a pitched roof

Ventus used in a flat roof application

The Valetis Roof terminal

SUPERGLASS INSULATION

‘THE WALK’ MARKETING CAMPAIGN

Starring Grand Designs’ Kevin McCloud, a new brand film from Superglass underpins the company’s position as a pioneering manufacturer of glass mineral wool products and with its products made from up to 84% recycled glass showcasing the sustainability ethos of the business In the film, titled The Walk, Kevin highlights the Superglass journey from its roots in Stirling to modern lean manufacturing practices that define its products today Shot on location in the Ochil Hills, just outside Stirling, Kevin endorses the brand’s contribution to environmental performance, whilst praising the societal benefits based on the company’s commitment to the wider Stirling community Superglass has been manufacturing glass mineral wool insulation in Stirling for more than 30 years and states that “sustainability is at the core of the business.” Over its lifetime, glass mineral wool insulation is said to typically save up to 200 times the energy used in its manufacture and transport, making it extremely effective from an energy efficiency point of view

n Use the shortcode www.rdr.link/mbi013 to take a look at the new Superglass brand film.

AIM ACOUSTIC & INSULATION MANUFACTURING

WALL CAVITY BARRIER (RED EDITION)

GUARDIAN BUILDING PRODUCTS CLEVER CLICK RIGID FLOORING

The new Clever Click Rigid flooring range is a stone polymer composite (SPC) flooring solution designed for durability and easy installation, even over existing floors, to provide homeowners with a stylish flooring solution for every room in their home Available in a variety of realistic, textured wood and stone designs, the range combines the durability of SPC technology with the ease of installation enabled by Clever Click’s innovative joint system

This eliminates the need for adhesives, reduces the risk of fitting errors and allows for faster installation without sacrificing quality. Furthermore, it’s rigid structure and integral underlay allow it to be installed over existing flooring or uneven subfloors, helping to reduce preparation time and cost and making it ideal for renovation projects.

n Visit www.rdr.link/mbi014 to find out more.

SAMAC FIXINGS ROOFTEC FLASHING TAPE

Said to be suitable for tackling major projects or routine repairs, the selfadhesive Rooftec Flashing Tape is designed to protect structures from weather-related damage The strong facing tape provides “excellent puncture resistance” while the bitumen component delivers what is billed as “the perfect balance of flexibility and adhesion for long-lasting performance without the risk of slumping ”

The tape has a tear-resistant design to ensure quick and easy application while maintaining “excellent crease resilience ” The tape can be used for a wide range of general repair and sealing tasks, from roofing projects to sealing around chimney stacks, parapets, RSJs and flues

n More details can be found via www.rdr.link/mbi015

AIM has launched a ‘Red Edition’ of its Wall Cavity Barrier range, with the supplier stating that new features mean it is approved for a wider scope of applications Tested in accordance with BS EN 1366-4: 2021, recognised throughout the UK and EU as an appropriate resistance to fire test standard for this type of product, they are available cut to size or in slab form for on-site cutting and are manufactured in 75mm, 100mm and 125mm thicknesses. Commercial Director Ian Exall said: “Considerable investment has been made in product development and testing to extend the application potential of our Red Edition Wall Cavity Barriers (and) we now have one of the most comprehensive full fill cavity barrier bundles on the market. AIM is geared for quick order turnaround and we flexible in accommodating small orders.”

n Head to www.rdr.link/mbi016 for full details.

Accessing online demand

Online ordering is increasingly viewed as a necessity by trade customers, meaning that full ecommerce functionality is becoming a vital part of a merchant’s service offering. PBM looks into the rise of online trading, considering the example of the partnership between Branch Brothers and ECI.

According to the latest Digital Economy Sur vey from the Office for National Statistics, total website sales made by businesses in the UK non-financial sector reached £459 2 billion in 2021 an increase of £102 8 billion (28.8%) compared with 2019. Furthermore, the report noted that UK website sales “ were dominated by businesses with 1,000 or more employees,” with sales of £272.8 billion in 2021 and accounting for 59 4% of total UK website sales

Perhaps unsurprisingly, the “industr y sector making the highest proportion of website sales in 2021 was retail,” with 34 5% of businesses made website sales. Clearly, the ‘pandemic effect’ cannot be overstated in these figures, and it will be fascinating to see how the growth trajector y has continued in the next release of the sur vey (which the ONS anticipates will be presented before the end of this year, covering “data for the 2023 reference period”)

Yet while the rise of ecommerce in general has long since been considered beyond doubt, the experiences of Covid must surely have finally shattered the myth that trade customers remained reliably analogue in their purchasing habits Already experienced online buyers in their spare time, when branches were forced to close or access became increasingly complex, the trade clearly demonstrated how consumer trends accelerate business changes

Merchants with full ecommerce functionality cited enormous increases in

website traffic and transactions Whilst other firms adapted, it was increasingly clear in the words of ECI’s 2023 whitepaper entitled ‘Why does my merchant business need to be online?’ that “it’s no longer enough for timber and builders’ merchants, to sell only through in-store and over-the-phone orders.”

Without a robust web presence, the whitepaper contended, merchants “could lose those customers and potential sales to competitors who offer online ordering ” In response, the company launched Spruce eCommerce last year, describing it as “ an innovative ecommerce solution purpose-built for the unique needs of builders’ merchants and related businesses.”

Integrating with its proven Spruce ERP software, the platform was created to combine professional website design with an innovative customer portal to simplify online shopping and ensure “frictionless purchasing” a factor it bills as “crucial in creating customer loyalty” whilst providing them with “the convenience they’ve come to expect from online purchasing on desktop, mobile, or tablet ”

Said to be easy to use for merchants and their customers, the platform includes a

Spruce-proprietar y Product Information Management (PIM) system and capabilities for “seamlessly adding” products to the ecommerce storefront, alongside the content customers need to make informed buying decisions

In addition, it offers a broad range of features such as branch-driven inventor y counts and pricing, split shopping carts based on pickup or deliver y, order pickup time slots and capacity, customer quote builder and a branch finder facility Furthermore, it also enables tools such as abandoned carts, content pages, blog tool, drag and drop layouts, rewards and loyalty programmes, badges, banners, customer segmentation, reports and Google Analytics.

Branch Bros adoption

Establishing its first depot in The Deepings near Peterborough in 1967 and still owned and managed by its founding family, Branch Bros has expanded over the years to open a second, much larger location in Bourne in 1997. More recently, the business took on a third outlet in Holbeach which started trading in the summer of 2017 to coincide with its 50th anniversar y.

Reflecting on the company ’ s more recent

journey to develop its ecommerce capabilities, in a video produced in partnership with ECI, Managing Director Ashley Branch explained how its adoption of Spruce eCommerce has allowed it to “fill the gap in business revenue resulting from a shift in traditional buying habits.”

Ashley said: “ The main reason for looking for an ecommerce solution was changing customer shopping habits, especially with younger customers wanting to order online Customers were telling us that they were surprised we didn’t have an online ordering facility, and Covid certainly accelerated this trend

“ That was a ver y difficult period of

trading and as a company, we carried on (but) we didn’t have an online solution at the time and we certainly would have benefited by having one, because more of our competitors were already doing that We needed a better solution ”

The subsequent addition of online trading has enabled Branch Bros to more than fill that gap, as Ashley explained: “Since the launch of Spruce eCommerce, our customers’ experience has improved because they now have that facility to order online it extends our business outside of our normal opening hours, so we effectively have a 24/7 offering ”

He added: “We couldn’t be without it now We need a trusted supplier like ECI to

work with because the online solution is so important to us as a business, both now and in the future and I can only see that becoming more so as we go for ward.

“We know it’s a product that is going to be invested in and developed, which is ver y important to us because we see this as a long-term partnership with ECI ”

n For more information on Spruce eCommerce from ECI, use the shortcode www.rdr.link/mbi017

n To watch the full video of Ashley Branch outlining how the platform has worked for Branch Bros, use the shortcode www rdr link/mbi018

Branch Bros MD Ashley Branch in the ECI video

Inside Branch Bros’ Holbeach depot

PBM shares the experiences of two of the latest merchant businesses to specify K8 software from Kerridge Commercial Systems.

Building a dig ital ecosystem

Founded just over a year ago, All Trade Supplies has emerged as a dynamic builders’ merchant business, supplying a comprehensive range of products, with a primar y focus on general building materials along with specialist ranges in roofing, civils, plumbing and heating The company faced the “monumental task” of building its operations from the ground up, but recognised the importance of finding a robust, fully integrated ERP solution that could be tailored to the company ’ s requirements With two decades of industr y experience behind him, Commercial Director Luke Owen and his team evaluated various software solutions before deciding on K8 Luke recalls: “KCS got my vote because of the flexibility and functionality within K8 alongside its user-friendly interface, and I liked the fact that there was a big team of specialist people behind the software.”

The “straight-for ward nature of K8’s navigation and the understanding KCS demonstrated of the merchant industr y ” additionally played a pivotal role in the nascent firm’s decision-making process

The integration of K8 is said to mark a beneficial step in digitising the business enhancing efficiency, whilst allowing All Trade Supplies to achieve a higher level of control and visibility across its supply chain For example, the intuitive software is said to not only simplify order processing but also contributes to improved financial management, as confirmed by Luke: “ The sales order system is so simple to use and provides efficiencies that allow more time to focus on our customers and their needs ”

This feature optimises stock, links selling prices to cost prices, streamlines data upload, facilitates direct customer communication and dynamically adjusts stock levels. As a result, businesses can make

“The software also boasts “ a wealth of functionalities that the company has yet to fully explore” which the team will review as par t of its ongoing digitisation strategy as the business grows. ”

informed pricing decisions and adapt quickly to market changes.

Moreover, by automating intricate tasks and background processes, employees are “liberated to focus on delivering outstanding ser vice to customers.” Something which Luke sees will allow the company to “employ fewer people in the wrong roles and more people in the right roles, such as customer-facing ones ”

Lastly, with its ability to integrate with various other KCS apps and web trading platforms, the software also boasts “ a wealth of functionalities that the company has yet to fully explore” which the team will review as part of its ongoing digitisation strateg y as the business grows

Over in Ireland, the cloud-based software solution has been chosen by Heat Merchants as its core ERP Business System and digital platform The Wolseley Group company supplies a comprehensive portfolio of heating, plumbing, bathroom and renewable energy solutions for both domestic and commercial projects, trading from 42 outlets around the country through 30 Heat Merchants branches and 12 Tubs & Tiles showrooms, supported by a central warehouse and distribution hub based in Athlone.

The business will introduce K8 across all its outlets and central warehouse, supporting the requirements of over 300 daily users. Significantly, it will also complement the firm’s internet presence with the “powerful integrated web solutions” within the platform

With a commitment to providing excellent customer ser vice, Heat Merchants believes that K8 can “drive further efficiencies in its operations,” whilst the solution will also deliver “ a sophisticated digital ecosystem” that includes electronic mobile deliver y tools for drivers, mobile tools for picking and warehousing, eCommerce trading platform interoperability, WorldPay integration and labour-saving OCS tools for Accounts Payable invoice matching and document management.

Chris Cottington, Operational Design Director of Wolseley UK, commented: “Wolseley has made multiple acquisitions over recent years and we have been keen to ensure that excellent systems are in place in all parts of the group, along with a consistency of approach towards digitisation of processes and eCommerce

“Having first worked with KCS over recent months to implement K8 in Bassetts, a 16-branch supplier of heating, bathroom and plumbing products in Northern Ireland, we have now committed to roll out K8 to our other Irish operations ”

Chris added: “ This project has just kicked-off and we are ver y excited about the transformation it will bring, specifically around branch administration and sales, central warehousing and distribution where we know we can be more efficient. Our drivers and branch staff will be aided by the suite of mobile apps that are now available to us (and) the K8 business solution just gives us a great platform on which to grow our business.”

n Kerridge Commercial Systems reports that it has strengthened its logistics software offering with the acquisition of Vigo Software. Vigo designs, builds and hosts Warehouse Management Systems (WMS) and Transport Management Systems (TMS), helping businesses reduce transport costs through efficient loading, plan delivery routes, meet transportation deadlines and enhance the customer experience through transparent on time delivery

Vigo also offers real time driver mobile applications with functionality such as route scheduling and electronic proof of delivery, complementing KCS’ growing suite of logistics solutions

The move follows the recent announcement of KCS’ partnership with Open ECX (see PBM’s October edition) which will help users “facilitate fast, secure, and paperless transactions for smoother daily operations ”

n For more information on K8 from Kerridge Commercial Systems, use the shortcode www rdr link/mbi019

INFORMATION TECHNOLOGY

STITCH OFFICIAL WHATSAPP BUSINESS PLATFORM

Stitch argues that merchant businesses are missing an essential opportunity to better engage with their customers. The company contends that this audience lives in messaging apps, and particularly WhatsApp. However, most trade counters continue to rely heavily on phone calls and email which don’t align with their customers’ communication preferences

And whilst many trade counters have already realised that their customers prefer WhatsApp, by only downloading the free versions, they can quickly find limitations Stitch says that the free versions are designed for one individual, using a single mobile device, which means that the entire team cannot access or manage these conversations As a result, visibility is lost, and the business cannot scale its communication effectively or maintain compliance

The answer lies in upgrading to the Official WhatsApp Business Platform, which unlike the free versions is designed for multiuser environments, allowing a team to handle conversations, ensuring compliance and providing full visibility and control over customer interactions. Chats can also be automatically captured within the CRM.

Beyond just enabling customers to message trade counters directly for sales and service, the WhatsApp Business Platform also offers outbound marketing opportunities. Trade counters can reach their customers with promotions, offers and product launches using WhatsApp, which enjoys a 96% open and read rate compared to under 20% for email Moreover, trade counters can place a WhatsApp icon on their website, making it easy for customers to message their enquiries via the Platform, offering even more convenience for tradespeople

To access this solution, trade counters need to work with companies like Stitch, who can implement the WhatsApp API, enabling them to deliver a customer-preferred communication experience within a scalable and compliant framework

n For further details on the services offered by Stitch, use the shortcode www.rdr.link/mbi020

PLANE & SIMPLE REGIONAL EXPANSION

Extending its “big and bulky building materials distributio network across the UK,” Plane & Simple has launched in North West of England Offering access to high quality building materials and home improvement supplies, this specialist marketplace for the sector connects trusted lo independent merchants with online DIY consumers, prov “incremental sales from a higher margin customer set ”

With a shift in online behaviour increasingly moving towards specialist marketplaces, more merchants are loo to capitalise on this trend Four new merchants have alre signed up as partners in the region, with several more currently planned to go live in the near future.

This latest development extends Plane & Simple’s reach, with partners already in place in Central Scotland; Devon and Cornwall; South East England and Central London By entering a postcode, customers are paired with a selection of merchant partners in their area, and a full range of building supplies and products are delivered directly to their door The platform also allows merchants to set the areas that they are selling to, with full control over delivery areas

The premise of the online marketplace is to support and champion independent builders’ merchants, with dedicated pages for each merchant partner and an instant e-commerce route that they may not previously have had access to Plane & Simple says that it makes it easy for merchants to try this new way of selling from joining all the way through to receiving orders

Once a merchant signs on as a partner, they benefit from market insight, regular monitoring and additional marketing to drive online sales

n Enter www.rdr.link/mbi021 for more information.

RED TECHNOLOGY KRM BUILDING SUPPLIES

Ilkeston-based KRM Building Supplies recently launched its new ecommerce website, developed in collaboration with Red Technology Powered by the tradeit platform, the site is “set to revolutionise the online shopping experience” for the merchant’s trade and retail customers by offering enhanced usability, improved efficiency and robust features tailored to their needs

KRM explains that its legacy platform previously experienced issues with displaying pricing and the customary units of measure for the merchant industry This meant the business relied on a catalogue site, rather than being able to offer a fully transactional ecommerce site however, with customers wanting to order online, it needed a new ecommerce platform that could seamlessly integrate with its Kerridge K8 ERP system and deliver accurate, real-time pricing across its entire product range.

Chris Ainsworth, Ecommerce Manager at KRM Building Supplies, said: “We knew our customers wanted to be able to order online as we had many enquiries from those already using the catalogue site to quote product codes when ordering offline. The backend integration wasn’t going to be straightforward so launching with an experienced ecommerce agency and systems integrator like Red Technology was paramount

“They’ve been able to take the data from Kerridge and display it in a logical and user-friendly way to customers on the front end So much so, that it’s also now a tool used by our internal teams to look up pricing for client jobs ”

Dinuka Costa, Ecommerce Consultant at Red Technology, added: “Due to the nature of the products KRM sells and how they are priced, integration with its ERP was less straightforward than for most projects Normally when retrieving stock and pricing via an API it’s a simple unit, but for bricks, block paving, timber, artificial grass etc that’s not the case The flexibility of tradeit means we were able to deliver a great user experience for their customers and a seamless integration for KRM ”

Customers will now be able to shop 24/7 in their own time, view live product stock information and pick up orders at their convenience There are also a number of product calculators to aid customer purchasing, tools to aid fast and intuitive product search, as well as quick ordering and re-ordering tools

INTACT

POCHIN PLUMBING & HEATING SUPPLIES

A senior member of the PHG buying group, Pochins has “embarked on an aggressive growth strategy at approximately four branches per year ” Having outgrown its legacy system, the firm recognised the need for a more robust and modern solution to support its expansion plans Impressed by Intact iQ’s capabilities and the positive experiences of its peers within PHG, the plumbing, heating and bathrooms specialist chose to partner with Intact

“We’re very excited to welcome Pochins to the Intact family,” commented Simon Barber, Head of Merchant sales UK “Its choice of Intact iQ is a testament to our software’s ability to support and drive growth. We’re particularly pleased with the cultural fit between our organisations as independently owned, friendly and approachable businesses, we’ve found a true synergy ”

The Intact iQ system provides Pochins with enhanced visibility and control across its branch network, improving margin tracking on orders and modernising workflows and processes for its 150 users. Its scalability will support Pochins’ ambitious plans to grow, while real-time business metrics and insights will empower informed decision-making

Glynn Barrington, the merchant’s Finance Director, said: “We are excited to be working with Intact as we change our ERP system in 2025 This partnership will give us the tools to continue the growth of our branch network, with a strong sales system to help maintain our high levels of customer service backed up by excellent data, reporting and connectivity ”

Deliver ing with data

PBM explores the partnership between the National Buying Group and ForgeFix, a previous winner of the NBG PIM Supplier of the Year Award, to examine the importance of effective product information and data sharing in the supply chain.

Looking back to the challenges faced of coming out of the Covid-19 pandemic, ForgeFix one of NBG’s major Suppliers of screws and fixings recognised how important it was to get the word out that it was once again open for business and operating with renewed capacity Indeed, seeing the pandemic through was part one of a two-part process, with the second part being how to effectively let merchants know that stock levels were now strong and that trade could continue just as efficiently as it did pre-2020.

Reaching out to NBG, the supplier’s Head of Marketing & Digital Strateg y Rebecca Fortescue-Halliwell asked for advice on how to better ensure its merchant Partners knew about the ForgeFix products that were ready to go. Being proactive, the fixings specialist had already conducted customer research which highlighted communication as a potential area to grow its commitment to.

Rebecca was aware hat NBG’s Product nformation Management (PIM) ystem was a means of ommunicating directly with merchants, so she requested a training session Bob Davis,

one of NBG’s Categor y Buyers, and Sylvain Bordas, Buyer at Palladium Builders Merchants (Kingsbridge), both recommended that ForgeFix take full advantage of the PIM with the NBG’s team happy to coach Rebecca and her own colleagues on how they could best capitalise, including ensuring that the firm’s information was fully updated

TOOLS, FIXINGS & BUILDING CHEMICALS

PIM: a pathway to Partners

The PIM is NBG’s online system that provides a centralised source of business-critical data to its entire network of independent merchant Partners NBG is the reputedly first buying group to use a system of this kind, and all its members benefit from the access it gives Partners to Suppliers’ full catalogues and live pricing, increasing sales for both parties.

Following its consultation with NBG, ForgeFix achieved 100% data accuracy, including product descriptions, technical information, packaging information and imager y This enables all NBG Partners to better understand the company ’ s portfolio, but perhaps more importantly, to better sell its products to customers over the trade counter

Crucially, it is also via the PIM that NBG’s Partner merchants access information about promotions they can use to enhance their sales efforts in branch ForgeFix maintained its dedication to the PIM, keeping its information at 100% accuracy, and sought other ways to improve its PIM usage. For example, further conversations with NBG highlighted the impact that videos can have, and ForgeFix has embraced this advice to include videos along with its other PIM offerings.

PIM perfection

The high PIM rating led to ForgeFix winning the PIM Supplier of the Year Award

at the annual NBG Conference 2022 Since that win, ForgeFix reports it has enjoyed greater recognition among NBG Partners, with a boosted reputation and raised profile In the months following the award, it hosted a number of NBG’s regional meetings which gave the business an ideal opportunity to present its latest products directly to decision makers within the Group.

Rebecca reflected: “We are really grateful for the support NBG gave us It highlighted to us the importance of having business relationships that are invested in

n Designed to support the rebrand and range extension of its ForgeFast range of screws, ForgeFix’s innovative ‘Breakfast with ForgeFast’ campaign continues Working in partnership with Gre and independent merchants, the promotion allows end users to claim a free breakfast through a voucher obtained with ever y purchase of the newly branded ForgeFast Pozi screws

As part of the package, merchants get full merchandising and POS to help promote the products in store. They are also supplied with a digital toolkit which comprises of digital assets for use on their own website and social media channels, as well as posters and banners that can be printed and used in store.

As well as the new look, the refresh of the ForgeFast range of screws has seen the line doubled from 160 to 320 different screw types, offering merchants “the most comprehensive range of high-performance screws on the market ”

n Use the shortcode www.rdr.link/mbi024 for more information.

one another’s success Its willingness to contribute to our business growth speaks volumes about the culture within NBG and the passion it has for building up the industr y. ”

Les Boyle, Head of Technolog y & Systems at NBG, added: “ForgeFix is a great Supplier and its use of the PIM has really shown the strength of NBG’s technolog y. We always tr y to be supportive of other organisations’ goals, whether Partner or Supplier, so we were happy to be part of their evolution into award-winners ForgeFix thoroughly earned its award and it’s wonderful to see the business doing so well now. ”

Later this month, NBG’s Conference at Newport’s Celtic Manor and the ICC will celebrate the achievements of its Partners and Suppliers The theme of ‘Strengthening our Community ’ will highlight the ways in which NBG’s Partners and Suppliers work together to go above and beyond when it comes to supporting each other as well as those in the industr y

n For more information, use the relevant shortcode below:

National Buying Group www.rdr.link/mbi025 ForgeFix www rdr link/mbi026

Next-gen jointing

An addition to the company’s widely recognised EASYJoint range, Azpects has introduced a new solution that is specifically designed for porcelain paving. PBM reveals more.

The new EASYJoint PORCELAIN jointing compound from Azpects is described as “offering a game-changing solution for professional landscapers” seeking a high-quality, easy-to-apply jointing material Said to mark a significant advancement in patio jointing technolog y, the solution has been developed in response to the growing popularity of porcelain paving.

Its “state-of-the-art formula” is billed by the supplier as being unlike anything else available in the UK, “setting a new industr y standard (and) delivering exceptional results that ensure the longevity and durability of porcelain surfaces ”

The product’s formulation makes it well-suited for the UK’s demanding climate, offering “superior resistance” to the elements. Whether faced with harsh winters, heavy rainfall, or intense sunlight, the firm states that the compound remains stable, ensuring that joints do not crack or degrade over time This durability is paired with a “virtually airtight seal that effectively prevents weed growth and deters pests like ants” to make it a reliable, long-lasting solution for outdoor spaces

Available in two sophisticated colours, White Gold and Silver, EASYJoint

PORCELAIN has been created to seamlessly blend with various porcelain paving designs

These colour options provide landscapers

and homeowners with the flexibility to choose a jointing compound that complements the aesthetic of their projects, whether for a modern urban terrace or a more traditional garden pathway

The product’s ease of use is billed as being another standout feature. The product requires no mixing and can be applied directly to both exterior and interior porcelain surfaces. The application process is clean and efficient, free from the dust and debris that can be commonly associated with other jointing materials and this dust-free formula is said to be ideal for use in both commercial and residential projects, reducing cleanup time and ensuring a professional finish with minimal effort

Sustainability and shelf life

Its colour-consistent properties ensure a uniform appearance across the entire paved surface, enhancing the overall visual appeal of any project, whilst being crafted from natural aggregates, Azpects also states that EASYJoint PORCELAIN is a sustainable choice for environmentally-conscious users.

Additionally, the product boasts an indefinite shelf life when stored in moisture-free conditions, allowing users to keep any leftover material for future use.

This feature reduces waste and provides cost savings for those who frequently undertake paving projects.

Comprehensive merchant support Azpects is “fully committed” to supporting the launch of EASYJoint PORCELAIN with an extensive marketing campaign Merchants will benefit from a wide array of modern, eye-catching promotional materials including banners, pallet headers, strut cards, and sample kits

Meanwhile, the company ’ s dedicated sales and marketing teams also offer tailored support to help increase product visibility across various platforms, including social media, print, and custom campaigns

In addition, training sessions are being provided to merchants and landscapers alike, ensuring ever yone is equipped with the knowledge needed to maximise the product’s potential. Overall, Azpects states that its “commitment to quality and customer support” underscores its belief that

EASYJoint PORCELAIN will “quickly become a preferred choice among professionals and DIY enthusiasts.”

According to the company, EASYJoint PORCELAIN represents a significant leap for ward in patio jointing technolog y With its performance, ease of application and sophisticated design options, Azpects says it is set to become a staple in the landscaping industr y with its innovative approach and robust support for this product launch “ sure to make EASYJoint PORCELAIN a go-to solution for porcelain paving projects across the UK ”

n For more information on EASYJoint PORCELAIN from Azpects, use the shortcode www.rdr.link/mbi027

n To watch a brief YouTube explainer video from the company, go to www.rdr.link/mbi028

100 year and counting…

Metabo, the renowned German power tool manufacturer, is marking its 100th Anniversary. Since its foundation in 1924, the company has grown from a modest family business into a global leader in the power tool industry, known for its “high-quality, user-focused products.”

The company ’ s journey actually began in Nürtingen in 1923 when Albrecht Schnizler invented the first handheld metal drill, the ‘Metallbohrdreher,’ and thereby providing the etymolog y of the company ’ s name is invention laid the foundation for Schnizler G.m.b.H., established on 19 Februar y 1924, which would later become METABOWERK

And from the outset, Metabo says its name has been “ synonymous with professional quality and innovative spirit,” a tradition that continues to this day

Over the past century, Metabo has evolved from a mid-sized family business into an integral part of the international Koki Holdings Group when it was acquired in 2016 by HiKOKI Power Tools is partnership is said to combine the strengths of Japanese and German engineering, enhancing the company ’ s competitive edge through collaborative development, procurement, production, and marketing efforts

Today, Metabo’s Nürtingen headquarters (pictured) plays a pivotal role, housing the group-wide management for Research and Development and global purchasing. Additionally, Nürtingen is the manufacturing home of Metabo’s power tools, including its iconic angle grinders and related products.

e anniversar y motto, “Building our world Together ” is intended to underscore the brand’s focus on customer relationships Such a customer-centric approach is said to

be “deeply embedded in Metabo’s DNA,” driving the development of tools that “not only meet but exceed user expectations with smart solutions and technological advancements ”

As CEO Peter Vullinghs emphasises, “A spirit of innovation is something you have to live out ever y day”

Indeed, the firm states that this philosophy is evident in pioneering innovations such as the CAS (Cordless Alliance System), reputedly the world’s first cross-manufacturer battery pack system. CAS offers users the convenience of a single battery system to power over 400 tools from approximately 40 different manufacturers, embodying “Metabo’s values of cooperation, technological accessibility, and sustainability”

company remains committed to pushing the boundaries of power tool technolog y

In its centennial year, the supplier is highlighting the product categories that have been central to its success For example, the angle grinder is a cornerstone of Metabo’s product line, and exemplifies the company ’ s innovation in cordless technolog y Tools like the WPB 36-18 LT X BL 24-230 Quick angle grinder, which delivers the power of a 2,400-watt plug-in tool using two 18-volt batteries, are further said to showcase its leadership in “making the vision of a cordless construction site a reality”

With a robust pipeline of new and enhanced tools designed to meet the evolving demands of professionals, the

Reflecting on the milestone, Simon Miller, Managing Director of Metabo UK, said: “Celebrating 100 years is a remarkable achievement and a testament to our dedication to quality and innovation Our ongoing mission is to provide tools that empower professionals to perform at their best, day in and day out ”

roughout the anniversar y year, Metabo is hosting a series of campaigns to celebrate its histor y and future aspirations with initiatives designed to shine a spotlight on the innovative products and technologies that have defined its legacy and will continue to shape its future

n For more information on Metabo’s centenar y celebrations, product promotions and to explore the company’s histor y of innovation, use the shortcode www.rdr.link/mbi029

TOOLS, FIXINGS & BUILDING CHEMICALS

HIKOKI POWER TOOLS UK PRODUCT CATALOGUE

With a focus on delivering high performance, HiKOKI’s new 2024/5 product catalogue showcases the brand’s most advanced tools, accessories and systems designed to meet the needs of UK tradespeople Featuring new 18V and 36V Multi Volt cordless tools, the manufacturer says it continues to push the boundaries of what's possible in power tool technology, offering enhanced power, efficiency and flexibility for various applications on the job site

KNIPEX TWINGRIP SLIP JOINT PLIER RANGE

Knipex has expanded its innovative TwinGrip pliers range Now available in additional 150mm and 250mm sizes, together with the 200mm original, these slim, versatile Slip Joint pliers are said to be the optimum solution for stuck bolts and screws, even if they have a worn profile Marketing Manager David Barnes said: “With the introduction of these new sizes, we aim to provide our customers with even more flexibility and precision in their work. The expanded range ensures that there is a TwinGrip plier to meet every need, whether in confined installation spaces or for larger, tougher tasks.”

The catalogue highlights key innovations such as the brushless motor technology that powers the cordless range, providing longer run times and increased durability, and its Multi Volt battery system, which allows seamless switching between 18V and 36V tools without compromising performance and powers over 110 tools

n Use the shortcode www.rdr.link/mbi030 for more information.

MILWAUKEE M12 FUEL 75 MM RANDOM ORBIT SANDER DELIVERS

MAKITA 40VMAX BRUSHLESS MULTI-TOOL

A new addition to its powerful 40VMax XGT platform, Makita’s high-performance cordless TM001G XGT Multi-Tool is compact and lightweight, making it convenient and flexible to use whilst still delivering on all aspects of performance. The device is compatible with STARLOCK MAX accessories, a tight-lock interface system with tool-less blade change for fast installation and removal Users can set the blade at any angle for easy access while the quick release feature allows the user to switch between accessories in a matter of seconds to ensure workflow is not disrupted

Designed to combine power and efficiency to sand the toughest materials, Milwaukee’s new cordless M12 FUEL 75 mm Random Orbit Sander is s provide precise removal for spot sanding, more control and manoeuvrability The sander also introduces an active dust collection feature, providing hose free and cord free dust containment to minimise job site cleanup with over 80% dust collection efficiency

A variable speed trigger, equipped with a lock-on button, offers 4-speed settings ranging from 4,000 to 10,000 OPM to deliver controlled removal in various materials The lightweight new sander is also ergonomically designed to provide greater access in hard-to-reach areas, ensuring more control for the user

n More info can be found via www.rdr.link/mbi033

SAMAC FIXINGS PERFORMANCE DECKING, FLOORING AND COACH SCREWS

Samac Fixings has announced a series of new additions to its Performance Range of screws, which are all “engineered to meet the rigorous demands of professionals who demand reliability and superior performance in their projects ” The Stainless Steel Performance Decking Screws, for example, are made from A2 grade stainless steel to offer exceptional corrosion resistance and make them a suitable choice for securing decking Their coarse locking thread effectively clamps timber sheeting to joists, eliminating board movement, while the deep sharp thread provides a strong grip in wood, allowing for fast, continuous insertion.

The new Performance Flooring Screws, meanwhile, are described as an ideal solution for eliminating squeaks in chipboard flooring and are also suitable for most types of timber sheet material. For those seeking an efficient, strong and reliable fix when securing timber to timber, Performance Coach Screws have also been included in the range.

n Go to www.rdr.link/mbi034 for more on the new range.

Expanded portfolio

One of the UK’s leading wholesale suppliers of fasteners, fixings and associated products to the merchant trade, Owlett-Jaton offers more than 30,000 product lines to stockists across the country. Accordingly, the firm says that it “continually endeavours to reinvent its merchandising solutions” to help customers maximise sales.

With a dedicated merchandising team on hand, Owlett-Jaton works closely with its merchant customers to support them in converting to its tailored package of merchandising stands and point of sale solutions The team will first assess the store area to ensure the best configuration, stock availability, and customer visibility and engagement

A merchandising representative will then oversee the building and positioning of the stands, as well as stock implementation, all whilst minimising disruption to the store Indeed, the supplier states it will “take care of your complete store re-vamp ”

Alongside the allocated merchandising rep, the company ’ s Area Sales Managers team cover the whole of the UK and its aftersales support includes an allocated M who will make regular visits “ ensure the store remains looking its best ”

Stockists can also access a full collection of customer support materials to help them promote the range with a choice of banners, posters and window stickers available free of charge There is also a digital librar y of product, and lifestyle images, as well as product

information to assist customers in promoting the range across their website

The latest solutions

Starting with the royal blue metal 1 4 and 2 2m stands, which are available in a variety of configurations, the range of stands includes three variants in both sizes Options include plain-backed stands with shelving to display boxed stock and perforated back stands to merchandise hanging bags

The stands are further supported with a choice of branded POS, including striking header boards to give a clean and stylised look The stands are suitable for small spaces, as well as a complete store revamp, plus stand extras are available to maximise any space

The carbon steel Free Standing Display Units (FSDUs) are the most recent additions to the merchandising portfolio With a width of less than half a metre, they are described as the ideal solution for end-of-aisle merchandising or compact spaces The stands are quick and easy to assemble, and easy to re-stock

All merchandising stands are complemented by point-of-sale materials that cover a range of in-house brands including JCP, JRP, Thunderbolt, Unifix, and Vortex

Not only are there stands for boxed and hanging products, but there is also a

“All merchandising stands are designed to increase customer visibility, create an attractive in-store display, and ultimately encourage additional sales.”

dedicated branded stand for loose studding that can accommodate six different sizes The stand’s perforated upper also allows for the display of additional components in small quantities The stand effectively and attractively displays the studding assortment, whilst only using a small footprint

Finally, mesh and wire fencing can be displayed on the fencing stand, which has a broad, spanned body, a rack for holding mesh, and a side tray for coiled wire The stand ensures the mesh and fencing are held neatly and is clearly visible for easy customer selection.

All merchandising stands are designed to increase customer visibility, create an attractive in-store display, and ultimately encourage additional sales

n For further information on the range of merchandising solutions available from Owlett-Jaton, use the shortcode www rdr link/mbi035

NAVIGATOR MSL AUTUMN OFFERS

The Autumn offers from heating and plumbing distributor navigator mSL run through until the end of December and include numerous exciting products from the company ’ s exclusive range of trusted brands and innovative solutions Savings can be maximised with exclusive bulk purchase discounts and these all come with fast delivery (free on orders over £150 ex vAT) with further benefits for vIP web customers

HULTAFORS DISPLAY UNIT

In addition, customers ordering £175 worth of offer items online can claim a free premium quality beanie hat for the winter

Use www.rdr.link/mbi036 to see more about the offers and to download the Autumn Offers leaflet

LPD DOORS NEW WEBSITE

building on further investment into its marketing function, LPD Doors’ new website features a refreshed brand and improved functionality to enhance the user journey for its target audiences one innovative upgrade includes a “market-leading” stockist finder function, which showcases LPD Doors’ trusted network of stockists and offers new ways for end users to source and shop

Tradespeople will be able to determine which stockists have LPD Doors’ showrooms within their area as well as viewing stockists based on factors including delivery options and trade counters Merchants can find out more via www.rdr.link/mbi037

WATERLINE BATHROOM COLLECTION BROCHURE

With a track record as a leading kitchen distributor, Waterline is supporting the launch of its new bathroom collection with the release of The Little blue bathroom Co brochure This 52-page, full-colour brochure highlights the full range of bathroom products from furniture and sanitaryware to showers, towel warmers and lighting to offer independent stockists an “inspirational and comprehensive resource for their customers ”

The brochure combines lifestyle photography with detailed product cut-outs and specification details, making it both “visually engaging and practical for ordering ” Use www rdr link/mbi038 for further details

SUPPLIES4HEAT LATEST BROCHURE

The leading radiator manufacturer has released its 28th edition brochure featuring a number of exciting new product ranges The new additions join an already extensive collection of heating solutions and include four striking new aluminium radiator models in addition to four new towel rails

For example, the Chase (pictured), Addison, bosworth and newlands radiators all combine low water content with thermal efficiency to heat rooms effectively and reduce energy usage All can be finished in either matt white or flat anthracite and delivered in as little as 48 hours Download the brochure via www.rdr.link/mbi039

The Swedish hand tool brand has launched a new free-standing display unit for one of its hero products, the FGK Insulation Knife, specifically designed for placement next to displays of PIr insulation boards within merchants

The sturdy merchandiser which holds 24 units in total features an eyecatching design of the FGK in action and highlights the biggest features of ‘CUTS CLeAn no DUST ’ The FSDU is available to order via Toolbank on an attractive bulk deal with a suggested rrP of £9 99 eX vAT to the end user

Go to www rdr link/mbi040 to discover more.

PJH GROUP BATHROOMS TO LOVE BROCHURE

Showcased in an aspirational new 356-page brochure, the enhanced collection features a wide range of new products across most product categories which are designed to meet evolving trends and customer tastes And inspired by the growing demand for greater variety in colour and texture, the theme of this season ’ s launch centres around the brUSHeD bronZe finish

As always, new brand collections are supported with a package of stockist sales and service benefits, including new point-of-sale materials, product swatches, take-away range cards and product feature stickers Also available are new product Qr codes with Augmented reality links, new product videos and “excellent display deals ” Head to www rdr link/mbi041 for more details

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mbi042

ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade page 10

www.rdr.link/mbi100

Bond It page 20

www rdr link/mbi101

Border Merchant Systems Ltd page 37

www rdr link/mbi102

BSW Timber Ltd page 8 www rdr link/mbi103

Buckbootz page 47

www rdr link/mbi104

Builders Merchants Federation page 38 www rdr link/mbi105

Combilift Ltd page 22 www rdr link/mbi106

ECI Software Solutions Ltd ............................................page 35 www rdr link/mbi107

EPD Insulation Group page 29 www rdr link/mbi108

Forgefix Ltd ........................................................................page 47

www.rdr.link/mbi109

Impact Handling page 9 www rdr link/mbi110

Kerridge Commercial Systems Ltd page 33 www.rdr.link/mbi111

Kilwaughter Minerals Ltd inside front cover www rdr link/mbi112

Okarno Ltd page 4 www.rdr.link/mbi113

Okarno Ltd page 13 www rdr link/mbi114

Owlett-Jaton page 25 www rdr link/mbi115

Plasprime (Europe) Ltd page 17 www rdr link/mbi116

Scangrip Work Lights page 43 www rdr link/mbi117

SFA Saniflo UK Ltd page 41 www rdr link/mbi118

Simpson Strong-Tie page 16 www rdr link/mbi119

Superglass Insulation Ltd ................................................page 14 www rdr link/mbi120

TOOLFAIR and Professional BUILDER LIVE page 44 www rdr link/mbi121

Ubbink UK Ltd ..................................................................page 20 www.rdr.link/mbi122

Ultratape outside back cover www rdr link/mbi123

YBS Insulation page 23 www.rdr.link/mbi124

C A R E F U L N O W

Spare a though for Ipswich Town’s A x e l Tu a n z e b e , who joins the pantheon of footballers to miss games as a consequence of some extraordinary, non-playing injuries The Tractor Boys defender is out for a month or more, having sustained a serious injury to his thumb when “doing the washing up ”

We’re certainly not downplaying the severity of the incident itself, but Tuanzebe will now forever be cursed to be associated with the likes of St e ve M orrow (a broken arm when dropped by Tony Adams in the celebrations following Arsenal’s 1993 League Cup Final win over Sheffield Wednesday), Ri o Fe rd in a nd (pulled a tendon in his knee when stretching after a long session of Pro Evolution Soccer on his PlayStation) and Ri ch a rd Wri ght (injured

IN TERN ATIO N A L BREA K

Ah, the much-loved disruption of international football, with the top divisions formally suspending fixtures and teams lower down the pyramid able to postpone games if three or more of their players receive a call-up to their national teams This has frequently seen games in League One and even League Two needing to be rearranged but, incredibly, EIGHTH tier Lancing FC also saw their Isthmian League South East Division game called off during the last round of fixtures

Representing Bermuda, the Lancers’ Luke Robinson started the game at left back whilst Knory Scott came off the bench to score in a 6-1 away win against Dominica The club’s Charlie Gibson and Sam Bull were also away, playing six-a-side for England at the World Minifootball Federation (me either ) U23 World Cup in Croatia (losing 3-0 to Azerbaijan)

With the club currently competing at the highest level in its history, the West-Sussex side’s Chairman Barry Sutton told BBC

O PEN S EA S O N

With the likes of Bry an M bu emo , D wi ght M cN e il, Da n ny We l be c k, C hri s Wood and many more besides continuing to mix it with the more premium assets, there are plenty of options to deviate from the template or squeeze in an extra big hitter.

his ankle putting his suitcases into the loft…).

It’ll take something extra special to top the grand daddy of them all, of course

Step forward D a ve Be a sa nt who infamously attempted to trap a jar of salad cream that had been knocked from a kitchen shelf with a cushioned touch

The then-Chelsea stopper cut his big toe to the bone, dropped down the pecking order during his absence and never played for the club again

Sport: “To have international players is something we’re enormously proud of (and) we’ve got a Bermuda flag which we hang up behind one of the goals each home game ”

Brentford, Everton and Forest (sorry Danny!) all have decent fixtures over the next few weeks, so it’s certainly not too late to jump on board while Fulham’s Ra ul Ji me ne z and Ja me s M a d di son at Spurs have also been catching our eye…

With Paul Davies

Dave Beasant’s nemesis

The home end at Lancing FC?