Professional Builders Merchant September 2020 by Hamerville Media Group

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PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

SEPTEMBER 2020

BRICKS, BLOCKS & MASONRY Brick slips in demand

CONFIDENCE IN A CRISIS

GARDENS & LANDSCAPING Opportunities in the great outdoors

TOOLS, FIXINGS & ADHESIVES Timber cutting machines for merchants

Plus: News, Huws Gray’s 30th anniversary, apprenticeships, industry comment and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Season’s greetings! See page 51

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CONTENTS BRICKS, BLOCKS & MASONRY 24

BUILDING THE NEW NORMAL Ibstock discusses the vital role of construction in the UK’s recovery.

SLIP SERVICE Design trends in bricks and slips.

UPSELLING INNOVATION Maximising sales of packed cement.

PRODUCTS & SERVICES

September 2020, Volume 30 No. 8

GARDENS & LANDSCAPING 32

ARTIFICIAL INTELLIGENCE How merchants can make the most of the demand for artificial grass.

LET THERE BE LIGHT Has Covid-19 opened up opportunities to sell garden lights and electrical accessories?

TREATMENT TABLE Sustainable and regulation-compliant timber treatment solutions.

PRODUCTS & SERVICES

SPECIAL REPORTS 8

TOOLS, FIXINGS & ADHESIVES 41

POWER AND FLEXIBILITY The latest additions to Makita’s cordless ranges.

CUT TO THE CHASE The provision of profitable sheet material cutting services.

PRODUCTS & SERVICES

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

REGULARS 5

VIEWPOINT

NEWS

MARKET MONITOR

PEOPLE NEWS

BMF TRAINING ZONE

SKILLS & TRAINING

NBG BUYING BETTER

MERCHANT FOCUS

PB & PHPI CAMPAIGNS

MARKETING SUPPORT

PRODUCTS & SERVICES

ADVERTISEMENT INDEX

www.professionalbuildersmerchant.co.uk

22 GET SMART Stocking and selling smart home products.

COMPETITIONS 51 EVO-STIK FANTASY FOOTBALL Looking ahead to the new season…

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VIEWPOINT

Brave new world?

s it overstating things to say that we are standing on the brink of a revolution? The Covid-19 impact has fundamentally altered society since lockdown measures were introduced towards the end of March but the question is, will this be a far-reaching, lasting transformation or will we just edge back to what was unquestioned back in spring — even if this takes months or even years? Many (most?) business models have certainly witnessed a technologically-fuelled, rapid reinvention. Changes that were either considered a project for the long-term or simply incompatible with the needs or structure of an organisation have been brought about almost overnight. Would you ‘go back’? Indeed, the last six months or so have been something of a ‘live fire exercise’ for the country (and indeed, much of the world). Take the example of working from home, which has been a revelation for many — individuals and businesses alike — and has put a spotlight on established practices that have been automatic for decades. For employees, a far better work/life balance can be struck by eliminating an often lengthy commute — potentially enabling huge cost savings and, crucially, freeing up precious time. For businesses, overheads can be radically reduced whilst numerous studies argue that home working has facilitated significant productivity increases. Many firms have stated they will retain WFH, at least to an extent, for the long term. Of course, working from home is a great example of how much ‘disparity’ there is to our experiences of Covid Britain. Productivity gains for ‘desk-based’ PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

SEPTEMBER 2020

BRICKS, BLOCKS & MASONRY Brick slips in demand

CONFIDENCE IN A CRISIS

GARDENS & LANDSCAPING Opportunities in the great outdoors

TOOLS, FIXINGS & ADHESIVES Timber cutting machines for merchants

Plus: News, Huws Gray’s 30th anniversary, apprenticeships, industry comment and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Season’s greetings! See page 51

“In terms of business transformation, the last six months have been something of a ‘live fire exercise’ for the country.” companies won’t support the sandwich shop near the office or the viability of the building’s commercial landlord. Toiling away alone at your kitchen table is purgatory for some and simply not an option at all for vast swathes of the economy — not least the majority of those in merchanting and the wider building trade. Then there are those most devastated by the pandemic, such as hospitality, travel and retail. The long-term impact on accepted norms of spending and taxation will be seismic. An innovative and more balanced strategy is clearly required for the post-Covid future. For the building and construction sector specifically, there are huge opportunities ahead. Further government pronouncements continue to place the industry at the heart of the recovery. Though not without controversy, the ‘Planning for the Future’ White Paper promises a radical overhaul of the system to encourage more development, whilst more detail on the Green Homes Grant scheme

includes the welcome news that it will work in harness with the existing supply chain (see page 7). Hopefully this will ensure that many of the failings of its doomed Green Deal forerunner will be avoided. Such measures alone will not resolve the sector’s challenges, deep-set and pandemic-heightened alike. A skills shortage — both on the tools and behind the counter — has to be resolved; merchants being able to support the growing use of MMCs is perhaps the other side of the same coin (see page 18). More broadly, ecommerce is both an opportunity for those adapting to the technology and a greater threat as more ‘pure-play’ brands and even suppliers directly target the market. These are transformational times and, for many, the upheaval since March has been unrelenting. Yet we are also being presented with an enticing choice. If you were to design a purpose-built business for the 21st century economy, what would it look like?

■ As guidelines shift and business support packages

evolve, we would urge readers to check in with PBM’s website and social media streams for the latest news and updates. Please also make use of our digital ‘Readerlink’ enquiry service — www.rdr.link — to instantly access additional information on the topics, articles and new products featured in the magazine.

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

www.professionalbuildersmerchant.co.uk

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

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

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

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

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NEWS UPDATE BMF AND TRUSTMARK TO DELIVER GREEN HOMES GRANT SUPPLY CHAIN

Secure supply chain Paper-free future NMBS will no longer be accepting paper documents as of 1st September following a review of the buying society’s processes and procedures following the Covid-19 outbreak. Julie Langford, Finance & Operations Director, said: “The whole NMBS team has continued to work hard for our Members and Suppliers throughout the COVID-19 outbreak. Now, as the lockdown restrictions ease, it is important for us to make sure that we remove any possible health risk associated with handling paper documents, both for the safety of our own employees, and to protect our Members and Suppliers. “Going paperless also helps to make NMBS a more sustainable and environmentally-friendly business, which is equally important in the fight against climate change. The decision to no longer accept paper documents wasn’t made lightly, but we hope that our Suppliers and Members can understand the reasons why we have decided to take this step, and will support us in making this change.”

Lintel coup Naylor Industries has opened a £2m lintel factory at its concrete products plant at Barugh Green, near Barnsley. The plant represents both the introduction of cuttingedge automation as well as a significant increase in capacity. Chief Executive Edward Naylor said: “We’ve got ambitious plans for Naylor Concrete Products and the new plant will help our business fulfil its growth potential. The construction industry will be central to the UK’s economic recovery from the coronavirus crisis and we are proud to be playing our part.”

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Going live at the end of September, the £2 billion Green Homes Grant scheme will enable consumers in England to claim vouchers worth up to £10,000 to be offset against a variety of sustainable home improvement measures such as insulation, heat pumps and solar thermal. A second tier of the scheme will allow savings on measures including replacement glazing, energy efficient doors and heating controls. The Builders Merchants Federation has recently confirmed that it will work in partnership with TrustMark to ensure the quality of the supply chain from manufacture to project completion. To take advantage of the new initiative, the Government is urging tradespeople to sign up for TrustMark accreditation whilst a dedicated page on the TrustMark website will list, by region, the BMF members participating in the scheme. The BMF will also help TrustMark facilitate specialist product training for tradespeople signing up for the scheme, using the trade body’s extensive physical and online training capacity. It has also offered its 32 Centres of Excellence across the country as potential training centres, with a number of these already located at insulation specialists such as Encon, Knauf, Saint Gobain, SIG, Superglass and Xtratherm. John Newcomb, BMF CEO said: “We are excited to work with TrustMark to develop the

quality supply route required to facilitate an anticipated 600,000 projects through the Green Homes Grant. BMF supplier members are at the forefront of product development in insulation and heat pump technology and our merchant members account for over 80% of trade distribution channels, making this a natural partnership. “We fully support this Government initiative that will not only cut energy bills for consumers and reduce the country’s carbon emissions but will also support over 100,000 jobs for skilled tradespeople.” Simon Ayers, Chief Executive of TrustMark added: “We welcome the opportunity to work with the BMF and build a partnership that takes in the whole supply chain. Consumer confidence is not only essential to the recovery of the UK economy but also to the protection and creation of key jobs that will support the long-term delivery of quality green home improvements.” For more information on the scheme, enter www.rdr.link/mt004

Magnificent Seven Hiab says its strategy to increase network coverage across the UK and Ireland is paying dividends as more businesses — including JT Dove — invest in both its service support and truck-mounted cranes. The supplier can call on a 150-strong team of professional support engineers to help drivers if they have an issue with a Hiab crane or demountable when on the road. Ian Mitchell, Hiab UK MD, said: “This level of coverage gives us a leading edge over the competition and it’s paying off as we are seeing businesses choosing Hiab as a result.” One of those businesses is JT Dove, which has recently invested in seven Hiab X HiDuo 158 cranes on Mercedes chassis. Chris Pearson, the merchant’s Operations

Manager, said: “Hiab has seven service engineers in our region in comparison to the competitor who only has three. The number of engineers on the road makes a big difference to us — we are more reliable and able to provide a better-quality service to our customers.”

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TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

REMEMBERING KEVIN FOWLER, FOUNDER OF PAVESTONE GROUP

In memoriam: Kevin Fowler It is with utmost sadness that we report the unexpected death of Kevin Fowler, Founder and Managing Director of the Pavestone Group of Companies, from a sudden heart attack at his home on the morning of 28 July. Following roles at Rogers Concrete and Atlas Concrete Products, Kevin recognised the opportunity to substitute the sale of traditional concrete paving with imported natural stone paving. Through the newly formed Pavestone business, he set out to ‘demystify’ the products and market them via builders’ merchants in ‘easy to lay’ patio project packs. 17 years on, the business — now comprising Pavestone, Bekstone and Paving Direct — has a combined turnover of over £40 million. Terry, his wife for 37 years, and son Ben were described as “always his top priority”. Ben said of his dad: “My dad made me so proud. I have never met anyone who knew my dad that, over the years, he had not helped in some way. I am looking forward to continuing his legacy,

with upmost pride and hope I can become half the man he was. He will be missed so much.”

Fleet efficiency Last year, Selco opened its first distribution hub in Edmonton, North London to service the delivery requirements for six of its branches and the merchant is now using My Transport Planner to further improve and streamline its operation. A pay-as-you-go, web-based platform, My Transport Planner uses powerful route optimisation algorithms to optimise delivery schedules, improving productivity while reducing costs and total fleet mileage. Richard Evans, Head of Transport Operations at Selco, described the platform as a “game changer” for the business, which is currently upgrading to

a @PBMmagazine

Group membership agreement Effective from 1 August, all full members of h&b have joined the BMF following the conclusion of a group membership agreement between the two organisations. 61 full Members of the buying group were already in BMF membership, with the remaining 23 due to come aboard in August. Any merchants joining the group will be auto-enrolled into BMF membership during the period of the agreement. The two parties will also work together to advance specific training requirements for h&b members and develop programmes to encourage maximum participation. Jamie Wyatt, h&b Trading Director, said: “With many h&b members already taking an active role in the BMF we have been considering a more formalised agreement for some time. The value of a strong and proactive trade body became even more evident as individual merchants sought to navigate the Covid crisis and the clear and authoritative response of the BMF was apparent.”

CORONAVIRUS COVERAGE

My Transport Planner Pro to take advantage of additional benefits such as fully automated optimisation and mobile apps. My Transport Planner is currently offering a free 30-day trial to help companies adjusting to operating during the pandemic. To register, visit www.mytransportplanner.com

Despite the easing of certain lockdown measures, the cancellation of this year’s NMBS Dinner Dance and the decision to hold the forthcoming BMF Members’ Annual Conference as a ‘virtual’ event (see page 14) serve to demonstrate that the coronavirus crisis continues to be a key news story, and underpins many of the articles later in the issue. Please also use the shortcode www.rdr.link/mt001 to access the most up-to-date Covid-19 information on the PBM website.

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Back to business! The latest monthly survey — conducted in July — shows the industry returning to a pre-Covid world to an extent, with many branches now fully open and most of the rest are planning to follow. PBM presents more feedback from the merchanting front line.

ranches are in safety mode, operating with restrictions to protect staff and customers, and this is unlikely to change anytime soon. Following a surge in sales and confidence in June, merchants were more cautious in July with sales and confidence easing a little. Overall though, it’s a positive picture. Ongoing impact of COVID-19 The Pulse, by MRA Research, is a monthly tracking survey of merchants’ confidence and prospects. Telephone interviewing took place between 6th and 9th July. Because of the unusual circumstances, we continued with the extra questions we added in April to get a better picture of the market through the lockdown.

While material supply continues to improve in line with the easing of lockdown (see Chart 1), supplies of many products and extended lead times are a problem. Sales expectations As in the last survey, a net +37% of merchants expected sales to improve in July compared to June (Chart 2). Large branches (+75%) and Nationals (+50%) were most bullish. Year-on-year expectations continue to improve, reaching -8%, a net +18% improvement from June’s survey (Chart 2). Mid-sized outlets and independents are more positive with a net +5% and +7% respectively forecasting increased sales. Large branches (-30%) and those in Scotland (-23%) are cautious.

Nearly two thirds of merchants forecasting lower year-on-year sales expected July sales to be as much as 25% down compared to July last year. See Chart 3 on the following page.

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

8 PBM SEPTEMBER 2020

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TRENDS MONITOR Confidence in the market weakened year-on-year, compared to the June survey, with a net -51% of merchants less confident (see Chart 5). It was weakest in Scotland (-62%) and the South (-65%).

However, the outlook for quarter-on-quarter sales is upbeat and continues to improve. A net +52% of merchants expect better sales in July to September compared to April to June. Expectations are strongest in large outlets (+80%). Looking six months ahead, expectations are also positive — but not as strong as the surge in expectations after the election and before Covid (Chart 4). The largest outlets are significantly more bullish with a net +75% expecting sales to grow.

Confidence in the market Market confidence has eased since the June survey but is still positive. A net +30% of merchants were more confident in July than in June. While there was no change among independent merchants, a net +30% of regionals and +42% of nationals were more confident.

Confidence in their business Merchants’ confidence in their own business dipped a little since the June survey but remains strong. A net +46% of merchants were more confident in July compared to June. Branches in the Midlands (+52%) and Scotland (+69) are most positive, with none of those interviewed in these regions less confident over the period. Year-on-year, confidence in their own business levelled off in July’s survey (also Chart 5). It’s much improved compared to April and May, but is well down on normal levels. Independents (-29%) and merchants in the North (-28%) are least confident. ■ About the Pulse The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is the 15th in the series, with interviews conducted by MRA Research between 6th and 9th July 2020. Each month a representative sample of 100 merchants is interviewed. Due to the Coronavirus lockdown and impact on business closures and restrictions, surveys since April have been based on a larger number of contacts. The sample is balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

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

www.professionalbuildersmerchant.co.uk

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MARKET MONITOR in association with

Forward progress?

Construction Industry Scenarios 2020-21 Summer 2020 Edition

- £210

The Construction Products Association states that its latest industry forecasts show Covid-19 “still leaves uncertainty for construction industry, despite a pledge to ‘build, build, build’ from government”. PBM reveals more.

espite the government putting the industry at the heart of its recovery plans, the Construction Products Association warns that potential structural changes to the UK economy brought on by the pandemic — as well as uncertainty around consumer confidence and unemployment rates — could prove significant to construction activity returning to preCovid growth rates. Whilst activity on site returned slightly quicker than initially expected post-lockdown, the CPA Summer Scenarios still anticipates construction output in 2020 to fall by 20.6%, with the worst affected sectors including private housing (-33%) and commercial (-29%). The report points out that returns to construction sites from mid-May were largely to drive completions on existing projects and pent-up demand for refurbishments that couldn’t take place during the restrictions. It further suggests that uncertainty still remains around longer-term demand and future new orders, given the state of the wider economy. For housing projects, completions have been prioritised since the easing of lockdown due to the first phase of construction for Help to Buy requiring completion by 31 December, and a stamp duty holiday announced by the government. Long term confidence for

new developments, however, seems fragile with the prospect for rising unemployment and signs that lender appetite is worsening. Consumer confidence is equally impacting the commercial sector, which is further grappling with larger structural shifts towards e-commerce, accelerated by the coronavirus shutdown of non-essential retail, as well as the potential shift towards homeworking, reducing the demand for city centre office developments and diverting retail spending further away from high streets to online. The CPA Scenarios point to these larger shifts in the UK economy as crucial to the construction industry’s fortunes, claiming that the £5 billion ‘New Deal’ of construction investment announced under the government slogan ‘build, build, build’ was largely a re-announcement of existing budgets. As such, the ‘New Deal’ will have little impact on boosting construction activity beyond what was already expected. Noble Francis, the CPA’s Economics Director, said: “The quicker-than-expected return to sites is certainly a positive sign, and evidence of the CPA’s main scenario of a ‘tick’ shape, sharp recession and recovery, with coronavirus a temporary issue primarily affecting economic activity in the first half of 2020. When

social distancing eased in mid-May, sustained UK economic recovery from June was enabled as services that involve person-to-person interaction gradually opened. “There still remains a significant number of long-term uncertainties for the UK economy though, including: unemployment rates as furlough comes to an end, the uptake of homeworking, the potential of a second wave of infection, and, of course, the end of the Brexit implementation period in December. While government plans for a £2 billion Green Homes Grant is welcome news for the industry, the key will be in the delivery of this policy, ensuring it provides long-term, patient finance rather than being spent quickly and thoughtlessly. “While next year we anticipate construction output rising 18.0% overall, it is worth noting that this is compared with a low base of activity in 2020 and will still be 6.4% lower than pre-coronavirus levels. The delivery of major infrastructure projects will be crucial to growth in 2021, with activity on site less affected by social distancing and major projects like HS2 driving significant growth for the sector.” ■ For more information, visit www.constructionproducts.org.uk

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PEOPLE NEWS

MKM has appointed Kate Tinsley as its new Chief Executive Officer. Kate has worked in the construction sector for over 20 years, with her most recent role being that of Divisional Managing Director of Ibstock Clay and also serving on the Ibstock Plc board. Prior to this, she was with the Grafton Group for seven years where she held senior finance and operational roles, most notably that of CEO of the Buildbase group of companies. Kate is also a Non-Executive Director of the FA. Attracted by the “exciting growth potential of the business”, Bain Capital invested in MKM in 2017 and has been working with MKM’s founder David Kilburn to identify a successor capable of driving further growth over the medium term. David will continue as a main board director and as a major investor whilst, after a handover period, he will be concentrating on driving the organisation’s new branch opening programme and assessing potential acquisitions. Kate, who will take up her new role on the 28th September, said: “The unparalleled success of the organisation over the last 25 years has been the envy of many in the industry and a credit to David Kilburn and the wider MKM team. I am really looking forward to working with David as we take MKM into the next phase of its development.” Allun Pittingale has been appointed by Independent Builders Merchant Group — comprising Parkers and Chandlers Building Supplies, Fairalls and Stamco Timber — to the newly created role of Managing Director of the Builders Merchants Division. Since starting his career at the independent Western Builders Merchants in South London, he has held several branch manager positions for Erith Building Supplies, Hall & Co and Builder Center before joining the Travis Perkins Group in 2001. He spent eighteen years with the TP Group and was a central figure in the leadership team that brought the Benchmarx Kitchens & Joinery business to market before being appointed Regional Managing Director in the South East — a role he held for the last four years. Allun said: “I have been a big fan of independent merchants for many years and I had been intrigued by the unique competition provided by the newly formed Independent Builders Merchant Group. I am absolutely thrilled to be joining IBMG and be going back to my independent roots.” Bostik UK has appointed Carl Millerchip as Commercial Director with responsibility for driving the commercial strategy of the company’s construction and consumer divisions. Carl joined the firm in 2014 as a National Account Manager and quickly progressed to become Head of Sales – Consumer. He then moved into a European Key Account Manager role, before more recently becoming Country Purchasing Manager. Gary Dee, Managing Director for Bostik UK, said: “I’ve no doubt that this wealth of experience coupled with Carl’s forward-thinking attitude will be instrumental in driving our business forward for years to come.”

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Now in its 98th year of trading, EH Smith has recently made three senior appointments to strengthen the management team at the privately-owned, family merchant. Firstly, Mark Setchell (pictured) has joined as Managing Director. Taking over from Phil Yates who retired in June after over 20 years at the business, Mark brings a wealth of strategic and merchanting experience including 19 years within the Saint-Gobain group — most recently as Commercial Director at Gibbs & Dandy. Ian Grainger has also come in as the new Head of Finance. With many years’ experience in senior accountant roles in the construction and insurance sectors, the firm states that he is ideally placed to lead its finance team in the unprecedented economic landscape. Finally, Adele Chambers has been promoted to the position of HR Director. For the past 10 years she has been the firm’s HR Manager and replaces Mark Faulkner, who is retiring after over 30 years in the organisation. John Parker, EH Smith’s Chairman, said: “We welcome Mark and Ian as newcomers into our business and I’m grateful for the experience they bring. While we find ourselves in challenging and unchartered waters, I’m very pleased with the fresh focus these two roles and Adele’s promotion bring to our management team. We have exciting plans to develop the business as we approach our centenary in 2022 and these key appointments will play a pivotal role in shaping our future.”

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Following the appointment of Philip Johns as SIG UK Managing Director in March, the ﬁrm has recently announced its new UK Board of Directors. This includes the return to SIG for David Hope and Richard Burnley as Divisional Managing Directors North and South respectively for the Distribution business, which includes such brands as SIG Insulation, Construction Accessories and Fixings. David has over 22 years in the industry including 10 years at SIG where latterly he held the position of Sales & Marketing Director for SIG Distribution. Richard joins from his most recent role as MD for Kingspan Insulation, having previously worked at SIG for nine years holding various Director roles. To drive the rooﬁng part of SIG, additional appointments have been made to the UK leadership team with George King taking up the position of Divisional Managing Director South (Exteriors) and John Magee taking up the position of UK Operations Director. Further to these appointments Andy Williamson has joined SIG as part of the UK Leadership team in the position of Commercial Director. With over 25 years’ experience in the construction industry, including 11 years with the IKO Group where he held the position of Group Managing Director for six years, Andy has strong relationships with customers and suppliers and is recognised for his work with the BMF and CPA. Just before the start of the Coronavirus pandemic, Elliotts appointed Nigel Green as a Sales Representative. Now that lockdown is easing and trade is beginning to return to normal, Nigel is looking forward to finally starting to head out to meet his customers. He said: “Everyone at Elliotts has been so welcoming and helpful. It wasn’t the start to the job that I expected, but in lots of ways I've had the best possible start — I’ve learnt so much about the people, the company and the products!” LFI has promoted Darren Smart and Andy Ferris to Operations & Commercial Directors respectively. MD Ben Walker said: “It’s all go at LFI — just in the last year we have recruited four new managers into our team including Graham Ridley, our R&D Manager, who has spearheaded the introduction of more than eight new products including our new WideStep, PRo Combination Ladder and Low Level Platforms — all manufactured here in Great Britain. “Further to this we look to champion our new brand and strengthen our product offering by recruiting the top industry talent.”

Polypipe Civils & Green Urbanisation has strengthened its senior management team with the appointment of Clark McAllister as its new Sales Director. Clark, who has been with Polypipe for 27 years, joins from sister company, Polypipe Building Products, where he was Divisional Sales Director. As Sales Director, he will work in tandem with the company’s speciﬁcation team, led by Speciﬁcation Director, Sean Robinson, to deliver hybrid water management solutions that help create and maintain more green spaces and amenities.

Keller Kitchens has announced the appointment of a new Area Sales Manager for the Northern region with Paul Shiels joining the firm’s team of kitchen experts to assist and support development in the years to come. With a wealth of experience in the sector, Paul said: “I have been working with mid- to high-end companies from Germany and Italy, with independent specialists from all over the UK, for the past 18 years. I am delighted to have joined Keller and am really looking forward to developing the region in these new, exciting times."

www.professionalbuildersmerchant.co.uk

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TRAINING ZONE Former Team GB star Roger Black

Olympic medallist, Steve Backley

Training tasters This year’s BMF annual Members’ Conference will now be held as a half day ‘virtual event’ on 17 September — and training will form a key part of the programme.

n addition to speaker sessions packed full of informative content — including an hour devoted to Building a Sustainable Britain, featuring the Rt. Hon. John Gummer, Lord Deben (the longest serving Secretary of State for the Environment the UK has ever had), and Megan Adlen, Head of Sustainability for Travis Perkins — the Virtual Conference offers delegates an opportunity to get a taste of some of the BMF’s latest training programmes and member services. One of the training “taster” sessions will be hosted by the day’s Keynote Speakers, two sporting heroes of Team GB — the Olympic medallists Steve Backley OBE and Roger Black MBE. Steve Backley is the only British track and field competitor to win medals at three different Olympic Games – Barcelona, Atlanta and Sydney. When he finally hung up his javelin at the 2004 Olympics in Athens, he was still one of the world’s best, placing fourth in the final. Roger Black represented Team GB for 14 years as an individual 400 metre runner and as a member of the 4x400m relay team. During his career, he successfully overcame serious injuries and setbacks to win 15 major Championship medals. Today, Steve and Roger are not only accomplished and entertaining motivational speakers, they have also teamed up to develop Mind-Setting — a new online coaching programme to help individuals optimise their performance. The duo identified and modelled the key skills and habits from sport and of successful people from other fields, converting them into practices that anyone can learn and apply to

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everyday life. The programme is delivered via elearning in bite-sized pieces to encourage daily training and implementation. You can find out more about Mind-Setting at one of the 30-minute taster sessions at the BMF’s Virtual Members Conference. Other training taster sessions will be led by BMF Membership Services Director, Richard Ellithorne, who will give an overview of the new suite of online courses developed since the start of the year, and by Sue Reed, who will give examples of Leadership courses that help individuals develop skills to lead themselves and their business teams. Sue is a Learning Development Governor within the Institute of Builders Merchants as well as a Fellow of the Institute of Sales Management. She is also one of the BMF’s most popular trainers, with a passion for developing individuals and discovering skills and abilities they never knew they had. With recent Government announcements of increased financial support to encourage the provision and take-up of apprenticeships, there is even more incentive to invest in training the next generation of merchants. In a highly topical service taster session, BMF Apprenticeship Manager, Carmen Daly will focus on BMF’s Apprenticeship Plus service, which removes the administrative stress of engaging and managing apprentices and also provide an update on the new BMF Level 5 Management Apprenticeship incorporating the Diploma in Merchant Management.

The final session will be led by BMF Service Member and business partner, Trustpilot. The review platform gives companies the tools to track and analyse customer satisfaction and merchants will gain insight about their customers’ experience and identify trends and patterns in feedback — something which is even more critical in these changing times. To find out more about the BMF’s one day Virtual Classroom courses and half-day Webinars, check out the Training section of the BMF website at www.bmf.org.uk or email paige.godsell@bmf.org.uk To book your place for the virtual BMF AGM & Business Conference on 17 September 2020, contact June.Upton@bmf.org.uk or visit the BMF website.

■ BMF training ranges from formal Apprenticeships and, with leading British universities, sector-specific Diplomas, Degrees and a Masters Degree in Merchant Leadership and Strategy, to online product knowledge and other specialist skills training.

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TRAINING & SKILLS Apprenticeships are available across the Travis Perkins Group

The Apprentice A widening skills gap is often cited as one of the biggest challenges to face the merchanting industry, with many young people opting to pursue college or university rather than finding a career and ‘working their way up.’ PBM’s Assistant Editor Abbie Smith takes a look at how offering high quality apprenticeship schemes can help to improve your business.

hen it comes to choosing a career, it is probably not a secret to say that builders’ merchant is not necessarily the job role at the forefront of young adults’ minds. However, through engaging and insightful apprenticeship schemes, merchants are able to help the younger population discover an exciting career path — whilst also benefitting their own business for good measure. Why should I offer an apprenticeship scheme? Highly trained, personable staff with great product knowledge and an understanding of the industry can be very difficult to come by. An apprentice in your company offers an opportunity to train new staff in a way that promotes the specific skillset that a merchant requires, and benefit from the fresh insight of the next generation of merchants.

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Indeed, according to the BMF, 86% of apprentices who are offered a permanent role after their apprenticeship continue to The Apprenticeship Management Group works with a number of organisations including the BMF

work within that company, directly applying their newfound knowledge and experience. In fact, an apprenticeship

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“An apprentice in your company offers an opportunity to train new staff in a way that promotes the specific skillset that a merchant requires” scheme is likely to drastically increase staff retention, as people are more likely to remain loyal to an employer that is willing to invest time, money and effort into the career progression of its staff. Even if a new starter is not what you are looking for, an apprenticeship scheme is a great way to offer career development to staff that are already on the books, allowing them to train and develop their skills whilst still working. According to Skills Training UK, 77% of employers agreed that taking on apprentices helped to make their organisations more competitive, and more than eight out of 10 customers prefer to buy from companies which employ apprentices. Can I afford to take on an apprentice? Whether your company is large or small, the Government has taken steps to ensure that offering work-based training does not put a financial burden on the firm itself. Employers in the UK with a wage bill of more than £3m per annum will be charged an Apprenticeship Levy of 0.5% of their full UK payroll. This fund enters your Digital Apprenticeship Service (DAS) online account and must be used within 24 months, or the funds expire.

How can the BMF Apprenticeship Plus help? ■ The BMF’s accredited Apprenticeship Training Academy (ATA) acts as the formal employer of the apprentices who are placed with member companies. This removes potential administrative hurdles, making it easy for BMF members to take on an apprentice in any job role. This is a great option for many merchants looking to employ entry level staff. Richard Ellithorne, BMF Membership Services Director, said: “BMF Apprenticeship Plus will enhance the appeal of merchanting as a career option. Young people entering the industry using this route are supported by a full employment contract and apprenticeship agreement that gives them the opportunity to train and be recognised as proficient across the range of skills that our members need, as well as providing increased security for the duration of their apprenticeship.” For bigger companies, a larger Levy Management service will source and contract the training provider and negotiate the cost of apprenticeship training as well as the cost of end point assessments.

To find out more about BMF Apprenticeship Plus contact Paige.Godsell@bmf.org.uk or on 02476 854980.

www.professionalbuildersmerchant.co.uk

As a levy payer the Government will also top up your digital account by 10%. There is also a £1,000 incentive for recruiting a 16-18 year-old Apprentice or a 19-24 year-old Apprentice with additional learning needs or an Education, Health and Care (EHC) plan. Furthermore, SMEs who do not pay the Apprenticeship Levy can co-fund their apprenticeship training, paying 5% (with the rest paid for by the Government). This is also managed through the DAS online account. For firms with less than 50 employees, the Government is meeting the full cost of Apprenticeship training for those aged 18 and under. For employees aged over 19 they will pay for 95% of Apprenticeships training, with the employer co-investing 5%. The process of applying for this funding can be complicated, but that does not mean you should not take advantage of the funding available. Help can be found through the Government website or companies such as Skills Training UK, whilst the BMF offers a range of guidance and assistance (see panel).

Talent Retention Scheme ■ The Construction

Leadership Council’s Talent Retention Scheme is a not-for-profit programme, backed by Government, business organisations, professional institutions and construction unions. The free-to-use online portal allows skilled individuals to showcase their experience and expertise, and helps businesses find the skills they need. Announced as part of the Chancellor of the Exchequer’s Plan for Jobs to mitigate the impact of coronavirus on the economy, there has been a strong initial interest with more than 350 employers signing up to make use of the scheme. Drawn from across the country, these companies range from multinational engineering giants, through building product manufacturers and merchants to SME builders. Early adopters in the merchant sector with roles listed at launch on July 24th included Bradfords, MP Moran and Travis Perkins. BMF CEO John Newcomb said: “The Construction Leadership Council moved quickly, working with Government to develop a portal designed to keep vital skills built up over many years within the industry. The Talent Retention Scheme can play a major role in securing the construction sector’s long-term recovery and I am delighted that builders’ merchants are amongst the first employers to sign up and support it.” The platform offers a fully featured system allowing companies to easily search candidates’ online profiles and CVs on a local, regional and national basis. For more information on the scheme, enter the shortcode www.rdr.link/mt002

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NBG BUYING BETTER

MMCs — what merchants need to know Earlier in the year, National Buying Group (NBG) organised a workshop for its Partners, giving them an insight into how changes in construction methods are challenging the traditional build routes to market and what this could mean for builders’ merchants.

zero-carbon agenda, reduction in plastics use, skills shortage, and a Government commitment to deliver 300,000 homes a year means that it was becoming a challenging time to be working in construction, even before COVID-19 hit. As local authorities look for faster solutions to the affordable housing crisis, there is a growing market for off-site building. Known as Modern Methods of Construction (MMC), building houses in a factory environment is gaining momentum, as it is perceived to eliminate many of the quality, energy efficiency, speed and skills issues that have plagued the industry in recent years. A few months ago, NBG hosted an MMC seminar in partnership with Keystone Group to delve into this new market and explore what its growth will mean for our sector. We learned that Mark Farmer’s 2016 report — ‘Modernise or Die’ — led to the establishment of an MMC cross-industry working group which is working to establish the business case and create guidance for the adoption of MMC in the housing market. The group’s work on an MMC definition framework, which sets out seven categories of MMC modular building, has informed the hotly anticipated Future Homes Standard. We invited a group of NBG’s Partners to the seminar to hear from building product manufacturers who have embraced the new techniques. In the Brick and Block sector, Adam Smith from Forterra showed how it was embracing innovation to protect and grow market share with Surebrick, a next generation brick slip system. Using a rail system, structures can be built eight times

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faster, reducing the need for skilled labour on site and enabling contractors to meet challenging financial targets and schedules. Nathan Annand from Hadley Steel explained how steel framed structures had many advantages. Using knowledge gained from working in the automotive sector of just-in-time systems and Kanban processes that streamline Before lockdown, NBG hosted an MMC seminar in partnership with Keystone Group. and speed up production, the company has focused on improving the logistics around the build. Tom Fairlie at Walker Timber supplies timber frame houses and has been working with Lovell to meet ambitious targets. Using off-site manufacturing, land can be prepared while houses are being built, halving the time it takes to build each home. Meanwhile, Brian Maunder at Totally Modular is taking off-site house manufacturing one step further by delivering a house that is as complete as possible, so there is very little left to do on site. This local providers that can supply products reduces waste on site, from an average of quickly with limited advance notice. 8-12% of lost materials, down to just 1%. This is a service that our Partners and NBG is open to working with innovative Suppliers to create great deals for our Partners Suppliers would be able to work together to provide, and we are excited to be at the so they as independent merchants can lead forefront of these innovations. the way in bringing these new innovations to housebuilders across the UK. The rise of MMC is both a threat to ■ To download a copy of the Farmer review, enter the shortcode www.rdr.link/mt003 traditional routes and opportunity to create a ■ For more information, visit potentially new and exciting market for NBG nationalbuyinggroup.com, follow Partners. Just-in-time manufacturing promises @NBGLLP on Twitter or National Buying to speed up the delivery of new housing, but it Group on Linkedin. requires each factory to have a bank of trusted,

“The rise of MMC is both a threat to traditional routes and opportunity to create a potentially new and exciting market for NBG Partners.”

www.professionalbuildersmerchant.co.uk

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MERCHANT FOCUS

Going for growth Huws Gray has recently celebrated its 30th anniversary and, whilst it reflects on the trials of recent months, indicates its plans to resume its policy of further growth. This month, a number of other merchant businesses have also continued their own expansion plans as trading patterns begin to return a little closer to normal. PBM reports.

ugust 6th officially marked Huws Gray’s 30th year in business. Founded from a single branch, the Angelsey-based company has seen exponential growth over its three decades including, in October 2018, the acquisition of Ridgeons. Employing over 1,600 staff and now trading from almost 100 locations (26 in Wales and 70 throughout England), the firm is now one of the largest (independent) builders’ merchants in the UK — as demonstrated by placing seventh on PBM’s most recent league table.

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Terry Owen, co-founder and Managing Director, said: “We owe a huge thank you to our people, customers and suppliers for our success. Many of them have been loyal and stayed with us right from the start and there is no way we would be where we are today without their support. 30 years ago, we set out with four staff in Gaerwen on Anglesey and a very clear vision which was ‘to put the customer at the heart of everything we do’. That vision and ethos hasn’t changed.” John Llewelyn Jones, co-founder and Chairman of the Huws Gray Group, added: “Without a doubt, this year, as for most businesses, has been our most challenging yet. Despite the Covid-19 threat leading to the difficult decision to close for several weeks in March and April, we have been humbled by the fantastic commitment from our branch and head office teams. We are also extremely grateful to all our customers for their continued support during these challenging and uncertain times.”

With its most recent acquisition of Welshpool-based AC Roof Trusses completing just before lockdown, the Group notes its intention to continue to “push forward with ambitious plans for growth.” Other merchants have already resumed the expansion trail in recent weeks, with MKM opening its 73rd branch in July following a delay of “several months” due to the national lockdown. Located in Birkenhead, the depot is a spacious, new build facility situated on a 2-acre site and has created 13 jobs in the area, led by experienced Branch Directors, Chris Winskill and Phil Morris. City Plumbing Supplies, meanwhile, has opened a major new trade counter at Ribston Trade Park on Roundhay Road, Leeds. The site is said to have recently benefitted from “an extensive refurbishment programme” and the plumbing and heating merchant has expanded into 5,515sq ft of space that spans two units.

www.professionalbuildersmerchant.co.uk

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THREE THINGS YOU MIGHT NOT KNOW In association with

BRIGHT SPOTS IN DIFFICULT TIMES í˘ą Among many things lockdown stopped was spending. UK households now have more money saved than at any point since 2016. And what do they want to spend it on? Their homes, apparently.

Selco Builders Warehouse has also confirmed that, despite the Covid-19 impact, it will be adding to its branch network before the end of 2020. Plans are on track for the business to open its 69th branch in the UK in Salford in October, with CEO Howard Luft commenting: â&#x20AC;&#x153;The coronavirus crisis has been an extremely challenging period for the entire country, and itâ&#x20AC;&#x2122;s been no different for us at Selco. However, opening up in Salford has been a long-term target and we are determined to achieve that over the coming months.â&#x20AC;? In common with many merchants, Selco closed all its branches and delivery services when lockdown began in late March before gradually reopening its offering from early May. It has recently returned to seven day trading, with its branches all now opening again on Sundays, and is gradually re-opening its on-site cafes, initially as a takeaway-only service. Of the plans for Salford, Howard added: â&#x20AC;&#x153;The operating conditions we have in Salford will be dictated to by government guidance, which we are following extremely closely. At present, we have social distancing measures inside branches including a 2m gap being maintained between all individuals, no more than two customers being allowed to enter the branch together, a limit to the total number of customers allowed in a branch at any one time and protective safety screens around the trade counter and tills. â&#x20AC;&#x153;I think itâ&#x20AC;&#x2122;s a reasonable assumption that most â&#x20AC;&#x201D; if not all those measures â&#x20AC;&#x201D; will still be in place when Salford opens, but we will take stock of where we are then and ensure the health and safety of our customers and colleagues will be our No 1 priority.â&#x20AC;? â&#x2013; For more merchant news stories, please take a look at the PBM website by entering the shortcode www.rdr.link/mt040. Recent updates include ecommerce optimisation at Kellaway Building Supplies and Haldane Fisher, RGBâ&#x20AC;&#x2122;s donation to the Tools for Africa charity initiative and Jewsonâ&#x20AC;&#x2122;s support for the Letâ&#x20AC;&#x2122;s Get the Midlands Moving campaign which is designed to support people and businesses in the area as they emerge from the pandemic. In addition, we have reports on the latest trading updates issued by both Travis Perkins plc and the Grafton Group, outlining the organisations current performance and how they have adapted throughout such a challenging year.

Kingfisher, owner of DIY chains B&Q and Screwfix saw sales surge in May, June and July. The Chief Economist of the Bank of England thinks that the UK recover from this horrible downturn is progressing â&#x20AC;&#x153;sooner and fasterâ&#x20AC;? than expected.

í˘˛ And many of those who canâ&#x20AC;&#x2122;t improve are looking to move. Property website Rightmove recorded its busiest ever day at the end of May. It also conducted a survey suggesting that of people who were not planning to move house at the start of 2020, 28% are now planning to do just that. Mortgage lending took a hit during lockdown, but lenders are now back and offering 85% and 90% loan to value mortgages again. The combination of available finance, the stamp duty holiday and historically low mortgage rates might just encourage people to take the plunge. After all, if you are being asked to stay at home more than ever, you want that home to be somewhere you really want to be.

í˘ł The Green Homes Grant scheme will see households able to claim a voucher for ÂŁ5,000 to use towards energy efficiency alterations to their home â&#x20AC;&#x201D; or ÂŁ10,000 for poorer households. The scheme should be open for claims from September 2020. In this unprecedented year, none of us know what is around the corner â&#x20AC;&#x201D; but perhaps it is worth considering the possibility that a recovery may also be unprecedented..

Keep an eye on the H+H website www.hhcelcon.co.uk for more topical views on housebuilding. PBM SEPTEMBER 2020 21

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SPECIAL REPORT: SMART TECHNOLOGY

With home technology becoming more accessible and in demand, Mark Shelford, Heating Category Manager at Primaflow F&P, explores the key starting points for independent merchants when it comes to introducing and promoting smart home products in-branch.

Get smart S mart home technology is becoming increasingly popular as more individuals desire control over every aspect of their home via a smartphone app — from adjusting the lighting and heating, to monitoring home security and even customising showering experiences. However, it can prove to be a challenge for merchants to know how to promote these products in-branch and help customers understand the value proposition. Products such as the Google Mini and the Ring doorbell may, for example, be grabbing consumer attention, but many other smart home products need better promotion.

Promoting in-branch Whilst more customers are shopping online, it remains essential that product displays are maximised in traditional branch layouts. Some branches organise displays by category or brand, which can result in products sitting next to their non-connected counterparts. It is therefore important to enable shoppers to easily identify the smart home product

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offering and the benefits of these devices, focusing primarily on sleek interfaces and connectivity. Even if merchants do convince a customer to buy, many first-time smart home installers will find they are out of their technological depth when it comes to installation, which may result in returned goods. Consequently, retail as we know it must evolve to better communicate and demonstrate what each product does and why consumers should embrace smart home technology in their lives. Supporting installers There are many ways in which merchants can support their installer customers — from video tutorials to instruction manuals and offering telephone support. Guiding customers where to start the smart home journey can help ease the transition to a fully connected home for the end user. A part of that process is identifying customers’ needs and explaining the variety of different smart home products available. These include: Smart thermostats: Smart thermostats are becoming increasingly popular due to their ability to manage energy costs. Most, if not all, enable consumers to change the temperature

of their home, or in some cases individual rooms, remotely from their mobile, tablet or PC. Installation usually involves removing the existing thermostat and connecting the wires to the smart thermostat. This can be done in less than 20 minutes. Smart security: Improving home security through a range of video doorbells, security cameras and alarms allows users to stay connected and keep their homes protected. Many devices feature built-in motion sensors which detect activity around the property and send instant notifications to the users’ smartphone, tablet, or PC. Fitting devices can take between 15 to 30 minutes without making permanent modifications to the property. Smart showers: Smart bathroom products are still relatively new to the market but have great potential. For instance, smart showers retain all the benefits of digital showers, but enable users to programme and save specific shower settings for later use. As the system involves installing a new shower and controller, this typically requires half a day depending on accessibility and expertise. Smart lighting: Smart light bulbs are one of the simplest ways to introduce and demonstrate the ease with which some smart home products can be installed. Users can simply replace an existing bulb and adjust lighting from their smartphone. There are a range of options, including dimmable,

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“Retail as we know it must evolve to better communicate and demonstrate what each product does and why consumers should embrace smart home technology in their lives.” colour changing and cool to warm bulbs to suit customers’ needs. Leaning on suppliers Building relationships with suppliers may seem an obvious thing to do, but if you aren’t already, it is definitely worth doing. Suppliers can share tips and tricks on promoting smart goods and ensure you are up to date with all the latest available technology. Strong business links can also lead to better prices and terms. For example, why

not ask if it’s possible to order some products in smaller or larger quantities to better fulfil customer requirements? Many wholesalers, such as Primaflow F&P, will note your needs and help to fulfil them. Wholesalers also often run promotions and deals which may include smart products. Alternatively, ask suppliers whether it’s possible to be notified when new product images or videos are available, so you can use them on social media or in-branch.

Furthermore, Primaflow F&P’s website enables merchants to check live-stock levels and prices with online ordering available 24/7. By working together in a smarter way, we can improve returns and ensure people get to live in smarter homes. ■ For more information on the latest deals across the full Primaflow F&P range, enter the shortcode www.rdr.link/mt005

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BRICKS, BLOCKS & MASONRY

Building the new normal Andy Batterham, Group Technical & Innovation Director with Ibstock Plc, looks at the vital role the construction sector will play in Britain’s economic recovery, and examines some of the steps the clay and concrete building products manufacturer is taking to support the industry.

lthough the Coronavirus pandemic is still at the top of the news agenda and directly impacting each of our daily lives, there are positive signs that the UK construction industry is already adapting to the new normal. Across the UK, merchants have reopened and the majority of building sites are doing the same, with construction professionals able to pick up their tools and head back to work. Indeed, the ability to head back to work is particularly welcome news in a sector that has a significant number of self-employed people, where very often downtime — planned or otherwise — means they don’t get paid. Of course, health and safety remains paramount and, despite the easing of some restrictions, merchants, contractors and construction specialists must still adhere to stringent government regulations, including maintaining correct social distancing, wearing the correct PPE and observing hygiene measures. Although nobody can say for sure how long this ‘new normal’ will be part of our lives, what we do know is it signals new ways of working — a challenge the construction industry is already rising to meet, as it helps lead the British economy towards recovery.

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Hopeful signs While the pandemic and subsequent lockdown undoubtedly had a seismic impact on construction business’s productivity and profitability, there are signs of renewed confidence across the industry. Much of this has been triggered by the government’s recent announcement which put the construction sector firmly at the heart of their plan for the UK’s economic recovery. The landmark pledge, delivered by the Prime Minister at the end of June, laid out

“Nobody knows for sure how long this new normal will be part of our lives, but I can think of no industry better placed to overcome the challenges — and grasp the opportunities — than construction.”

plans to invest significantly in UK infrastructure and housebuilding projects, alongside introducing the most sweeping reforms to British planning regulations since the end of the Second World War. And if the promised investment materialises, there will be significant opportunities to be taken by British construction businesses. Moving forwards As Britain’s largest manufacturer of clay and concrete building products, Ibstock sits at the heart of the construction industry supply chain; a position we think will help us lead the UK’s economic fight back. That’s why we have invested in our processes to ensure merchants have access to all the stock they need to meet demand and supply their end-user customers. In line with changes to government guidelines, we have launched a process of phased recommencement of activity across our national network of facilities. The strategically-led decision enables us to prioritise factories which are experiencing higher demand, ultimately helping us get crucial stock out to customers as projects re-start. Across the past month, we have continued to scale-up activity throughout

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our facilities, working in partnership with the wider supply chain — including merchants and specifiers — to ensure we are in close collaboration with the construction industry as activity further increases. Of course, the health and safety of our workforce and customers remains our utmost priority and, to that end, we have implemented strict new regimens to safeguard those working at our facilities. These include innovative temperature screening technology at the entrances of each site, alongside changes to work spaces and shift patterns to ensure social distancing can be properly observed at all times. As we move towards the next stage of the national response to Covid-19, we remain well-placed to maintain an unbroken supply of goods to the UK construction industry. Thanks to previous investment in the

reliability and capacity of our assets, we have maintained strong stock levels, in spite of the temporary suspension of work at our facilities. And, as a British manufacturer, more than 95% of the raw materials used in our products are sourced from UK quarries. When coupled with the scope of our nationwide manufacturing network, we’re able to minimise average radial delivery mileage, shoring-up our responsiveness and, ultimately, enabling us to get Britain building again. We have also recently launched our innovative online Product Selector, a virtual tool for merchants which allows builders, architects and specifiers to see each of our clay and building products in-situ on their project — before a single brick or block is laid. Nobody knows for sure how long this new normal will be part of our lives, but I

can think of no industry better placed to overcome the challenges — and grasp the opportunities — than construction. With sites returning to life and projects once again taking shape across the country, it’s a sign that — despite a slowdown the like of which we have never seen before — recovery is underway. ■ To take a look at Ibstock’s online Product Selector, enter the shortcode www.rdr.link/mt006

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BRICKS, BLOCKS & MASONRY

A display at Jewson’s Wrexham branch.

The showroom at Trading Depot (the online arm of Grant & Stone).

Slip service Jason Hughes, Managing Director of specialist brick supplier, Imperial Bricks, looks at recent trends in bricks and slips.

e may have been building homes out of bricks for thousands of years, but the trend for exposing it on internal walls didn’t come into fashion until the mid-late twentieth century. Developers converted old industrial buildings in Manhattan’s Meatpacking District into apartments for practical (ie: cost) reasons, but the creative community loved the look which revealed and celebrated the raw structural elements and materials. It’s been in vogue ever since. Exposed brick feature walls are used in the UK today to great effect in commercial developments, premium penthouse apartments, rural barn conversions, cottages and almost everything in-between. But removing old plaster to expose original brickwork can create a myriad of deterioration issues, particularly as the interior layer (or wythe) was traditionally a lower quality brick or one that might not match the external bricks. However, using full-size bricks to create a feature wall requires time-consuming (and expensive) brick-laying skills, and takes up too much space.

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Cut from full size bricks, slips are cheaper, easier and quicker to fit and can transform a room in a day. Bought from a reliable supplier, they should be as high quality as the bricks themselves, and available in just as many options. They can be sourced and finished to exactly match the brickwork on the outside of a property in terms of weathering, age and locality (clay varies from region to region, so local bricks differ widely — even over a few miles, the colour and texture can change dramatically). And if you’re looking for something ‘different’, then slips and individually-made brick-shaped tiles — very different to your standard ceramic tiling product — can be used to create a stunning feature wall in pretty much any colour or finish you like.

“We’re experiencing increased demand and enquiries for slips from merchants, self-builders and architects.”

Any of Imperial’s bricks can be supplied as a slip, and we’re seeing handmade, wirecut and pressed versions used for interior feature walls, or to clad timber or steel framed buildings. Accordingly, we’re experiencing increased demand and enquiries for slips from merchants, self-builders and architects. The fashion for slips is a natural follow-on from the trend for handmade bricks; a market that has seen unprecedented growth in recent years. For example, Grant & Stone Purchasing Manager Mark Smith, who also serves on the NBG Brick Committee, states he has seen demand for high quality, handmade bricks increase year-on-year over the past decade. Mark commented: “Demand is outstripping supply, for even basic bricks and blocks. But our customers also want something different; something to set their developments apart from the crowd.”

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Imperial Reclamation Yellow Stock and Yellow Stock bricks and slips were used inside and out at this Vanquish Iconic development in Belgravia (pic credit: Vanquish Iconic / Clague Architects).

A slip of colour We’re definitely seeing demand for more unusual bricks and slips in terms of colour, finish, size and shape. TV interior design programmes have helped inspire homeowners and raise awareness of the options available. And recent events have boosted this interest further. During the Covid-19 lockdown, we saw visitors to our website increase significantly

as people stuck at home searched for ways to improve their living (and now working) environment. Web pages for traditionally ‘niche’ products such as slips, or out-of-the-ordinary colours and finishes are proving popular. The new Imperial Brick Tile range has been particularly in demand. Launched last year, this range is suitable for both heavyside and lightside merchants, as well as tile

retailers. It features staples such as handmade Victorian Limewashed, Victorian London Stock and burnt-orange Victorian Pressed slips — but also a stunning, metallic blue Designer Linear option. The range also includes glazed brick tiles, individually made and covered in a specialist coating before fired in kilns. Iridescent jewel tones — Ruby, Pyrite and Jade, to name just a few — mean merchants and their customers can offer homeowners something truly unique. “We’ve been promoting brick slips recently, in all finishes and colours,” explained Nigel Edwards, Branch Manager at Travis Perkins, Malvern. “Sales have really done well. Customers love them, for trendy interiors mostly. It’s a niche market but it’s proving very popular.” Adam Lundy, of Jewson’s Worthing branch, agrees, saying they keep 2 or 3 handmade bricks for their local area in stock, but 6-7 slips. He said: “Before lockdown we had half a day’s training on tiles and slips from Imperial. And we’ve had a lot of interest over the past few months.” In the past few years Imperial’s range has grown to 70+ different products in response to demand for more choice and diversity. Slips and tiles are the tip of the iceberg! But we’re also dedicated to supporting merchants with the training, samples and point-of-sale material they need to make the most of these profitable markets. Our brick-matching experts are always available to offer advice, help on specification and even site visits, with appropriate Covid-19 safety measures in place. ■ For more information on Imperial’s range of slips and tiles, enter the shortcode www.rdr.link/mt007

www.professionalbuildersmerchant.co.uk

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BRICKS, BLOCKS & MASONRY

Upselling innovation

At a time when competition to win business is tough, keeping abreast of new product innovation and understanding the benefits for customers is crucial to ensuring a valueadded service. In terms of maximising sales of packed cement, Lee Dunderdale, Product Manager at Aggregate Industries, discusses why a diverse product range supported with informed consultancy will be crucial to success.

hen it comes to cement, it might be all too easy to assume that there is little in the way of scope for innovation. How different, after all, can one bag of cement be from another? However, the reality is that there can be rather a lot of difference. In recent years the global cement industry has continued to reinvent itself. From the use of better materials to fulfil more sophisticated specification requirements, through to the emergence of low-carbon options to deliver optimised sustainability, the sector is evolving rapidly to meet the needs of a changing world — and to disregard this means missing out on beneficial innovations. Here in the UK, one of the challenges is that the cement market can be quite traditional. Typically, a builder or contractor will turn up to their local merchant and tend to ask for the same type or brand of cement that they have used time and time again, safe in the knowledge that it will effectively get the job done. Yet while standard staple buys may take up a majority share, it is equally important that merchants also stock — and actively recommend — a wide range of application or solution-based products too. For the customer, the benefits can include improved performance, ease of application and general

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added value. In turn, merchants can benefit from a boosted revenue stream. The good news is that in pre-empting the need for greater product diversification, recent years have seen leading manufacturers invest in new cement products designed to fulfil niche issues. Take, for example, the introduction of sulphate resistant cement specifically developed to negate the impact of increased sulphate exposure in underground and marine environments, through to the beautiful white pigment cement designed to seamlessly blend in with

“By taking stock of the latest innovations and taking the time to actively communicate the benefits to customers, merchants can play their part in helping ensure the road ahead for cement remains innovative, efficient and lucrative.”

architectural cast stone. The list goes on. At Aggregate Industries, this year alone we’ve recently launched three new high-specification packed cement products specifically designed to fulfil a range of emerging customer requirements and make their lives easier. This includes our new 40N strength High Performance Concrete which offers a solution for forming the base for domestic garages and driveways, alongside our 15N strength Instant Concrete which is well-suited to garden sheds, greenhouses and domestic footpaths and steps that require quick setting. With no mixing required and available in 20kg bags, both products are quick, easy and ready to use — making the lives of builders and contractors as hassle-free as possible. The final new high-spec product, Premium Cement is a 42,5N cement made from a higher specification material that has been specially designed for applications which require extra strength such as steps, paths, concrete bases, and repair and maintenance projects. Unlocking the full packed cement opportunity, however, relies not just on offering choice but supporting it with sound, informed consultancy. While the internet has its role, it is still some way short of being able to build a genuine rapport with customers. It is the sheer level of product

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and industry knowledge that helps merchants to gain the trust of builders and contractors, and it is also what keeps them coming back for years to come. With this in mind, merchants should be sure to ask what additional support is available from manufacturers, as this can really help when answering any queries customers might have about the products in stock. At Aggregate Industries, our support

materials include easy-to-digest product information, safety sheets and technical information â&#x20AC;&#x201D; and all of our merchant partners get a dedicated account manager who they can deal with direct for a speedier, more personal response. As we look to the future of the cement industry, innovation is key to ensure we donâ&#x20AC;&#x2122;t fall behind where the rest of the world is moving towards. By taking stock of the

latest innovations and taking the time to actively communicate the benefits to customers, merchants can play their part in helping ensure the road ahead for cement remains innovative, efficient and lucrative. â&#x2013; More information about Aggregate Industries and its range of packed cement products can be found via www.rdr.link/mt008

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BRICKS, BLOCKS & MASONRY PAREX MULTI-PURPOSE RENDER FORTERRA SUREBRICK SYSTEM Said to further the company’s commitment to developing modern methods of construction (MMCs), Forterra’s brick slip system is suitable for use in a range of construction and architectural projects and is described as offering “unparalleled features and benefits without the risks or limitations of previous brick slip systems”. The system is lightweight and non-combustible, with practical benefits including flexible installation and cost efficiency for use in a variety of new build and refurbishment projects. It can be fixed to a variety of backing wall types including steel framing systems, timber frame and concrete.

To view a video of the SureBrick system, click www.rdr.link/mt009

Parex’s MPR multi-purpose render is a weather resistant grey render for internal and external walls which can be easily applied by hand or spray machines. This factory-produced render can replace site mix render — the applicator simply needs to add water to the mix — with one product, and gives consistent mix proportions and performance. Suitable as a base coat for receiving a Parex decorative finish such as Crylane, Revlane+, Silicane or Siloxane, the render can be used on masonry and walls conforming to BS EN 1996 including blocks made from concrete, clay, aircrete, and expanded clay insulation as well as shuttered concrete, stone and brick.

For comprehensive details on Parex MPR, enter the shortcode www.rdr.link/mt010

WIENERBERGER BIM OBJECTS

Wienerberger has been awarded a BSI Kitemark for its BIM (Building Information Modelling) objects as part of the company’s ongoing digital transformation. To achieve the certification, a complete audit by BSI of the manufacturer’s BIM Objects took place to ensure that they are a true likeness of its physical products. Having received the Kitemark, the supplier says its customers “can have complete confidence during the design, construction and asset management phases of a project that what they see onscreen will translate seamlessly into a physical product.”

To see a short video on Wienerberger’s approach to BIM, enter www.rdr.link/mt011

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GARDENS & LANDSCAPING

Artificial intelligence Artificial grass has enjoyed a surge in popularity in recent years, and has become a key growth area for merchants. However, not all grass is created equal and contractors need guidance from stockists to ensure they choose a suitable, high-quality product. Adrian Buttress, Managing Director at PermaLawn, outlines the differences between low and high-quality artificial grass options, and explains the importance of merchants recommending an upfront investment for longer-term benefits.

rtificial grass is a smart, convenient, and aesthetically pleasing alternative for homeowners who want a lawn that’s hassle-free and always looks freshly cut — but it is important to invest in a quality product up front to ensure the lawn’s longevity, whatever the British weather. So whilst it may be tempting for contractors to go for cheaper options, if it only lasts one season before it starts to look shabby, the installation can have reputation-damaging consequences — potentially even harming their relationship with the merchant that recommended the product. As buying habits continue to change with new products coming to market all the time, it is vital that builders’ merchants become

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more than just ‘stockists and sellers’; instead continuing to develop their knowledge to become a trusted source of information. Knowing exactly how a product performs and the benefits it can provide — both during installation and to the end-user — will ensure merchants are properly assisting contractors and landscapers, and ultimately helping them choose the right product to give the best possible installation. With this in mind, it is inaccurate to only compare price when supporting a customer or contractor in their decision-making. Cost comparison in any industry is always on a like-for-like basis, however in the grass market, that difference is far more than simply pile height and price.

There is only so far you can go when cutting production costs before you start hitting problems. When something is cheaper, it’s usually because you are getting less product — for example, while it may all looks the same when it is brand new on the roll, once the artificial grass has been exposed to the elements things can change dramatically. Stand the test of time To help steer contractors and landscapers away from purchasing artificial grass they

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may regret installing in the future, and to help them maintain their reputation, there are a few key signs that can help you spot poor quality products, ensuring homeowners enjoy the many benefits that having an evergreen and ever-mowed lawn brings for years to come. For instance, a certain level of yarn loss is to be expected but it shouldn’t be excessive. The easiest way to test this is to try and pull the tufts from the middle of a sample — if you get good resistance and no shedding, the product is solid. When supporting a contractor as they purchase artificial grass for a job, you should also discuss stich rate, which is the number of stitches per 10cm. As a general rule of thumb, better quality grass has a higher stitch rate. The secondary backing material, which tends to be made up of either latex or polyurethane, holds the tufts in place and allows the fake grass to lie flat. One of the keys to a long-lasting fake lawn is artificial grass that has been manufactured with sufficiently high quantities of latex. Generally, artificial grass made in Europe tends to be of much higher quality because of the EU’s stringent standards and

regulations that manufacturers must comply with. PermaLawn works with a renowned European manufacturer with decades of proven background and experience, ensuring the artificial grass we supply is well worth the money. It’s also important to check the warranty you can offer contractors — some cheaper options will only guarantee the product for five years, whereas PermaLawn products are guaranteed for seven. Stock when you want it Merchants can support contractors in making the most of demand by working in partnership with tried and tested brands. We purposefully sit on 100,000m2 of PermaLawn stock at our Derbyshire head office all year round, meaning traders won’t have to wait the usual average of up to 12-weeks for a delivery to be fulfilled and can start selling straight away while the demand is there. Being familiar with what constitutes good quality artificial grass and advising contractors to take an intelligent approach to product selection is so important for a high-quality result. Artificial grass is a smart, convenient and

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aesthetically pleasing solution, so for a lawn that lasts and will make others green with envy, it is worth recommending that your customers invest upfront in a quality product. ■ PermaLawn states that it offers a wide range of grasses to suit each individual customer’s needs, which are measured and delivered to exact garden specifications and with the quality to stand the test of time. The company has been actively seeking new merchant partners to work with, as MD Adrian Buttress explained: “We’re searching for 100 new stockists to take advantage of the product that we have ready to go at our Derbyshire headquarters. In addition, our support team is on hand to help merchants across the country. “By introducing a range of PermaLawn products, stockists will be able to ensure they’re selling a high-quality product that’s in demand, easy to install and, to top it all off, comes with a seven-year guarantee.”

■ For further information about PermaLawn’s product range and on becoming a stockist, enter the shortcode www.rdr.link/mt012

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GARDENS & LANDSCAPING

Let there be light With the impact of Covid-19 likely to be with us for some considerable time, many merchants are looking at expanding their product offering to appeal to an even wider cross-section of trade customers. Furthermore, the lockdown has reinvigorated the nation’s love for their gardens and outside spaces. Scott Brewer, Head of Technical at Knightsbridge, discusses some of the key considerations the trade should be aware of when it comes to providing power and light for outdoor areas.

hanks to lockdown, people have been appreciating outdoor space like never before, and are bound to seek to maximise their gardens for the future. Lockdown has given people with outdoor space a much better appreciation of it — and feedback from our customers suggests that they are looking to enhance their assets with lighting and water features, in addition to access to power in the garden for tools, appliances and leisure. There are two main elements to providing power in the garden: safety and, with lighting, design and aesthetics. From April 2013 electrical work in a dwelling, or associated with its surroundings, is notifiable to a to a local building control body where the work includes: the installation of a new circuit, whether at low voltage (typically 230V or extra-low voltage); or the replacement of a consumer unit or any addition or alteration to a circuit in a special location. Part P of the Building Regulations applies to fixed electrical installations in dwellings (including gardens and shared amenities in blocks of flats, and any building that shares its electricity supply with a dwelling). Gardens do not feature among the 18th Edition’s ‘Special Locations’. However, you can refer your customers to Sections 702

(swimming pools), 705 (agricultural and horticultural locations) and 714 (outdoor lighting installations) for analogous guidance. Switches, sockets and accessories should be purpose-designed and have suitable ‘ingress protection’. Ingress Protection ratings identify the ‘degree’ of protection against the entry of objects, accidental contact or water into the enclosures of electrical equipment. An IP rating consists of two digits: the first from zero to six and the second from zero to nine. The first refers to the size of object that could enter an enclosure. The second indicates the level of protection against liquids. The highest ratings refer to a product’s capacity for immersion, for such applications as ponds and fountains. For garden sockets and switches, IP66 is a prudent minimum. This means they are completely secure against ingress of dust, any possibility of contact and protected against powerful jets of water. Socket casings should have enough height to accommodate moulded plugs comfortably to form a proper seal when closed. Sockets should also have either integral 30mA RCD protection or be on an RCD/ RCBO protected circuit. This reminds us that it is not recommended to take the garden circuit off an existing circuit through a fused spur.

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Should the device fail and/or allow water into the home, the homeowner would be at risk of shock, or inconvenience through continual tripping of household appliances. Ideally, the supply to the garden should be an independent circuit with an independent RCD, or RCBO, so that, if faults occur, tripping doesn’t affect the rest of the installation. Any new circuit becomes notifiable under Part P as above. To avoid damage from rodents, cables should be either armoured or buried in a suitably robust ducting. Oversizing ducting will make cable pulling easier and allow for future proofing, to the extent of even laying extra cable that can extend a scheme later. Standard twin and earth PVC cables are not suitable for permanent use outdoors. The sheath of this cable (grey or white) has limited resistance to UV radiation, but is not specifically designed for installation in direct sunlight or outdoors. Safety concerns surrounding exterior lighting is the same as those for wiring devices, and Section 714 of BS 7671 will provide guidance, despite it applying to commercial and public installations. IP ratings for lighting doesn’t need to be as stringent as wiring devices because of the nature of the products, locations — which may be raised, or embedded — and nature of

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GARDENS & LANDSCAPING

use. They range from IP44 for high level LED security lights, IP54 for wall-mounted luminaires through to IP67 or IP68 LED spike and ground lights. If not for simple amenity purposes — like lighting driveways to front doors — the intended usage of garden lighting needs to be considered, and the scheme designed accordingly. Does the (end) customer want floods of light to wash the rear of the house, LED deck lights to light a social space, a

water feature to be accented through submersible lights, or ambient lighting to highlight a feature such as a statue? Having established the effects desired, the products — uplights, floods, downlights, ground lights and so on — will suggest themselves. Quality lighting, thoughtfully designed and installed by professionals can really enhance the aesthetic of a home and its outdoor space. Lighting is a great way of

creating versatile spaces both inside and out, especially on good weather days when it can make a huge difference to the way a homeowner can enjoy their garden on long summer evenings. ■ For further details of Knightsbridge’s weatherproof outdoor wiring accessory and lighting products, and to start a wholesale order, visit www.rdr.link/mt013

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GARDENS & LANDSCAPING

Treatment table Regulatory change in relation to building chemicals and treatments is one of the key reasons for a continual drive towards product innovation and development. Bond It discusses the challenge of meeting regulatory demand whilst producing products that can also deliver the solutions the market needs.

he building and construction industry seems to be continually at the mercy of various regulatory bodies as to what ingredients can or can’t be used in the manufacture of building chemicals. It is a challenge faced by manufacturers such as Bond It, which strive to offer high quality products at affordable prices — but as raw materials become obsolete, finding comparable alternatives that don’t compromise the quality of a product has become something of an art. The latest active ingredient to be banned by the EU Standing Committee on Plants, Animals, Food and Feed (SCoPAFF) is propiconazole, which did not pass the latest regulatory requirements that are carried out every 15 years. Propiconazole is a broad spectrum systemic fungicide for control of fungus, and has been widely used historically in formulations for Wood Treatments and Wood Preservatives. The EU has been studying the registration package for propiconazole since

38 PBM SEPTEMBER 2020

2015 and several key studies have been conducted, including ground water studies and the impact of endocrine disruptors (ED) on the environment. Endocrine disrupters are chemicals that may interfere with the body's endocrine system and produce adverse developmental, reproductive, neurological and immune effects in humans and wildlife. It is this which has led to the chemical being dropped from use.

“As raw materials become obsolete, finding comparable alternatives that don’t compromise the quality of a product has become something of an art.”

In response to this latest legislative change, which was to be in place by March 2020, Bond It has used valuable research and development time to produce a package of Wood Treatments to offer users safer alternatives. Accordingly, the company has introduced a Coloured Wood Preserver that offers a water-based alternative containing no VOCs and no propiconazole, making it safer to use. Instead, it contains a fungicide specifically formulated for use against wood rotting, decay and staining fungi, algae, lichen and other growths on wood surfaces. As such, it is an ideal product for the protection of outdoor timber structures such as sheds, fences, trellis, pergolas and gazebos, and can be applied to all rough, sawn or smooth timbers. The new product is available in a range of durable UV fade resistant colours — Light Brown, Dark Brown and Green — that provide deep penetration into timber and leave a colour

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finish with the natural timber grain texture still visible. Available in 5L tins, it has virtually no odour and can be applied either by brush or low pressure spray to provide lasting protection. As the formulation is

water-based, it produces a non-flammable, quick drying product that is ready to apply direct from the container. It also facilitates easy clean-up of brushes and tools. With the launch of its new Coloured Wood Preservers, Bond It has also

identified the need to offer even more wood treatment products under its new Wood Guard banner. For example, its new 3-in-1 Wood Treatment is a ready to use, 3-in-1 micro emulsion universal wood preserver that — based on a combination of fungicide and insecticide formulations — prevents attack by wood boring insects such as woodworm and termites, and wood rotting fungi whilst protecting against re-infestation and wood rot. Certified to European and British Industry standards, the product not only boasts zero volatile organic compounds (VOCs), but is also water-based, non-flammable and quick drying. ■ For more information on the latest additions to Bond It’s Wood Guard range, enter the shortcode www.rdr.link/mt014

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GARDENS & LANDSCAPING EURAMAX ENDURAWOOD RANGE Part of windows and doors manufacturer Euramax’s offering, the Endurawood range of wood-effect coated aluminium battens can be used for cladding, decking and fencing. Environmentally friendly, aluminium is a recyclable material and is corrosion-, stain- and scratch resistant to increase longevity. Unlike natural wood and steel grades, Endurawood is also freeze- and frost-resistant as well as being non-slip, which makes it well-suited for decked areas.

To find out more, visit www.rdr.link/mt015

ARBOR FOREST PRODUCTS TREX LIGHTING The new Trex Lighting collection features three versatile lighting options which can be used in isolation or together to suit any deck. The range includes the recessed deck light, which sits flush with the surface of the deck; the stair riser lights for use on raised decks; and finally the post cap lights for use with Trex railing posts. The lights are available in black and bronze colours and feature high-performance energy-efficient LEDs which are weatherproof and salt-air resistant. The lighting level can be controlled via a timer, with the option of a remote control dimmer also available, and can be fitted to both new and existing decks.

Enter www.rdr.link/mt016 to download the Trex Lighting flyer.

INSTARMAC GEO-FIX

GRABO UK VACUUM LIFTER

Instarmac is now the nominated supplier of Geo-Fix All Weather and Original Paving Jointing Compounds. Geo-Fix is a ready mixed jointing compound that is simply applied to joints with minimal effort. Available in two versions, Original in 20kg buckets in Buff and Grey, and All Weather in 14kg buckets in Natural Stone, Mid Grey and Slate Grey.

The Grabo is a hand-held battery powered vacuum lifter that enables the handling of multiple materials from stone and paving to composites and glass. Its twin seal design works on uneven surfaces, textured façades and even on surfaces that are dusty or wet, as well as porous materials, and many types of porous stone. With a lifting capacity of up to 170kg, the Grabo is said to offer users much better lifting positions, helping to reduce manual handling injuries that occur when lifting materials by their edges alone.

Full details can be accessed via www.rdr.link/mt017

COMPOSITE PRIME HD DECK PRO Composite Prime has added the HD Deck Pro ‘luxury decking system’ to its line-up. The 200mm composite board is manufactured from a mix of FSC-certified hardwood flour and recycled plastics offering a low-maintenance and long-lasting alternative to traditional timber decking. HD Deck Pro is available in two shades, Champagne (a pearl cream) and Oyster (soft grey). Matching fascia and bullnose boards are available, and the system installs using Composite Prime’s hidden clip system.

Information for stockists can be found at www.rdr.link/mt019 whilst you can see a video of the Grabo in action via www.rdr.link/mt020

For details on becoming a stockist, enter the shortcode www.rdr.link/mt018

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TOOLS, FIXINGS & ADHESIVES

Power and flexibility Makita has released a number of new products in recent weeks including new band saws, a lightweight folding mitre saw stand and even a powerful portable swing fan to keep the trade cool on site. Here, PBM takes a closer look at the company’s expanded XGT 40V Max range of cordless power tools following the launch of four new brushless angle grinders.

ngineered to deliver the necessary power in combination with the flexibility and improved safety of cordless, Makita has added four new brushless angle grinders (GA022GZ, GA023GZ, GA028GZ and GA029Z) to its XGT 40V Max line up. Launched this summer, XGT 40V Max is the highest power cordless solution from Makita and is said to offer the high output, durability and fast charge times needed for highdemand applications. To maximise on-site productivity, the new machines have been designed to withstand frequent heavy-duty cutting and grinding. Each model delivers a no load speed of 3,000-8,500rpm and features a variable speed dial, enabling operators to easily control and adjust the speed of the machine, depending on the application. The GA022GZ and GA028GZ have a wheel diameter of 115mm and the GA023GZ and GA029Z both have a 125mm wheel diameter. The tools all feature Makita’s Auto-start Wireless System (AWS), which connects the machine to a compatible dust extractor via Bluetooth that can be turned on and off

automatically. A further safety innovation is Active Feedback Sensing Technology (AFT) which shuts down the tool to protect the user if the rotation speed suddenly slows down, whilst an Anti-Restart function prevents accidental start-up. To make working on site more comfortable, the firm has added the cordless, portable CF001GZ 40V Max Swing Fan to its XGT range. Described as ‘ultra-quiet’, the fan has three speed settings and delivers a maximum air speed of 120m/min - 190m/min, depending on the setting chosen. The fan can run for up to 730 minutes when using a 2.5Ah battery without oscillation, or 655minutes using 2.5Ah batteries with oscillation. Weighing in at just 3.0kg, it has been designed with a large carrying handle for easy handling. Further new product launches have included a lightweight folding mitre saw stand (WST07) along with additions to its range of LXT cordless tools with the DPB183Z and DPB184Z Brushless Portable Band Saws, which are said to offer the high-power and flexibility needed to tackle a wide range of metal-cutting tasks.

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■ To celebrate the launch of its new XGT 40V Max battery platform, Makita UK is offering users the opportunity to claim a free 40V 2.5Ah battery with selected XGT product purchases via a redemption scheme that runs until the end of September. The promotion enables stockists to incentivise sales of the new range and Marketing Manager Kevin Brannigan said: “With XGT, end users experience the same high power associated with mains-powered corded machines but with the increased flexibility of cordless. The redemption scheme provides end users with a cost-effective gateway into the new 40V XGT system, whilst providing our valued retail partners with an opportunity to offer increased value.”

■ For more information on the latest additions to the Makita range, enter the shortcode www.rdr.link/mt021

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TOOLS, FIXINGS & ADHESIVES

Cut to the chase The consequences of the Covid-19 pandemic are forcing merchants to re-evaluate their service provision in many different ways. PBM hears from Holz-Her, which asks: “Do you offer a profitable, ondemand sheet material cutting service to your customers? And if not, what’s stopping you?”

art of the Weinig Group, one of the world’s largest manufacturers of wood processing machines, Holz-Her explains that the answer often lies in the capability of the saw. The brand offers over 50 years of machining experience and states that “if yours doesn’t provide accurate cutting, the set-up time is too long, or it simply doesn’t give you the cutting flexibility your customers need, you’re probably not onto a winner — especially if you don’t have huge amounts of money to fix the problem.” As a solution, it presents its best-selling SECTOR 1254 vertical panel saw. Designed and manufactured specifically for timber and builders’ merchants, the machine has

been built to provide a simple, cost-effective way of cutting materials to size. Describing it as ‘small but mighty’, the unit has a compact footprint of just 4.085 x 1.67m to allow “even the smallest branches to benefit from the precision cutting of perfectly square panels”. Built around a 100% rigid welded frame for strength and rigidity, the latest model in

the series has a cutting length of 3,300mm (10 feet) and cutting height of 1,900mm (5’ 10”) with a cutting depth of 60mm and a standard five horse-power motor. The saw also comes equipped with a digital display that dispenses with lengthy set-up times. The company says that with the digital display, inaccurate cutting of material “will become a thing of the past” whilst users will also reduce any waste resulting from the manual measuring processes. Finally, the SECTOR 1254 is available on a tailored pricing plan from £73 per week (subject to status). ■ For more information including a video demo, enter the shortcode www.rdr.link/mt022

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TOOLS, FIXINGS & ADHESIVES BESSEY STE PUMP GRIP

MARSHALLTOWN DURACORK HANDLED BRICK TROWEL

Distributed in the UK by Rollins & Sons (London), Marshalltown has been making quality tools for building professionals since 1890. Its DuraCork Handled Brick Trowel features a patented handle with a textured and ‘tacky’ feel for superior grip and includes a bumper and finger guard. The blade is forged from a single piece of high carbon steel and then heat treated for strength. These American-made trowels are available in 10”, 11” and 12” lengths in Philadelphia and Wide London patterns.

Enter www.rdr.link/mt023 for more on the full Marshalltown range from Rollins.

The telescopic drywall support of the STE series is said to be stable, resilient and can be operated using only one hand, featuring an integrated pump mechanism and quick-release button. With a load limit of up to 200 kg at maximum vertical extension length and up to 350 kg when the telescopic rod is fully retracted, the stable steel construction and practical features will allow fixing work at heights of up to 3.7m. The swivelling range of the STE extends from -45° to +45° and the range is available in three sizes.

More information including a brochure download can be found via www.rdr.link/mt024

NORTON QUANTUM3 Said to be faster, smoother and more precise than the 7mm counterparts, Norton has expanded its Quantum3 offering with the addition of a range of light comfort grinding (LCG) discs for multiple applications. These 3mm lightweight discs can be used to remove light welds, burrs and excess material quickly and effectively. According to the company, the enhanced performance means less pressure is needed from users, so operator fatigue is minimised and product lifespan is increased. The self-sharpening shaped ceramic grains on each disc ensure an effortless glide through workpieces, removing metal quickly and accurately.

For a product video on the firm’s YouTube channel, enter the shortcode www.rdr.link/mt025

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FREE TO TH E TR ADE

Professional

Counter talk

ING ■ ROOFING BUILDING ■ FLOOR ING ■ PLUMB AND DECOR ATING ■ ■ CARPE NTRY ■ PAINTIN G SEPTEMBER 2020

FOR THE BUILDING INDUSTRY THE BUSINESS MAGAZINE

ROOFING, FLOORING & INSULATION WE’RE BACK ON THE ‘PITCH’

UPDATE COVID-19 RY TO RECOVE – THE ROAD

BRICKS, BLOCKS & PAVING

UP THE GARDEN PATH

ORK BUILDERS LOCKDOWN FOR BACK-TO-W IT’S A CLEAN SLATE AFTER

Rollins & Sons Estwing Rubber Mallet

Instarmac Geo-Fix paving compounds

Supplied by Instarmac, the two versions of Geo-Fix ready mixed jointing compounds are Original, which comes in 20kg buckets in buff and grey, in addition to All Weather in 14kg buckets in natural stone, mid grey and slate grey. Both products are applied to joints with minimal effort. For details, enter the shortcode www.rdr.link/mt026

Onduline Bituminous Corrugated Roofing

Available through Rollins & Sons in 12oz and 18oz sizes, the Estwing Deadhead Rubber Mallet is fitted with a hickory handle. A grey rubber head eliminates damage and marring to the striking surface, whilst the manufacturer’s deadhead technology reduces bounce and enhances control. It is ideal for use in woodworking, tiling, laminate flooring, plasterboard, sheet metalwork, window fitting and any other striking task where surfaces can be marked or damaged. More on the full Estwing hammers range from Rollins can be found via www.rdr.link/mt027

A key selling point of the Onduline Building Products roofing system is that it is made from 50–60% recycled materials, which gives it a carbon footprint advantage over many roofing products. This eco-friendly roofing solution can be used in timber frame buildings, the equestrian and agricultural sectors, log cabins, orangeries, sheds, summer houses and pergolas, with pitches as low as 12.5°. For more on the Onduline product range, visit www.rdr.link/mt029

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Sika Multi-purpose primers

SureCav Revamped website

The refreshed online presence for the SureCav cavity wall membrane delivers what it describes as a more concise, intuitive customer journey, whilst showcasing its potential for housebuilding. Visitors can benefit from up-to-date product information and comprehensive specification guides. The manufacturer of the system points to cost savings, enhanced sustainability, and lower U-values as just some of the benefits of SureCav, as well as increased floor space in the finished build. For technical specifications, product videos and more, enter www.rdr.link/mt028

Builders are demanding rapid, durable products with added sustainability — and that’s what Sika is claiming for its ‘next generation’ range of primers and coatings. Sikafloor-150 and Sikafloor-151 are multi-purpose primers comprising two-part, epoxy resin. Suitable for use as levelling mortar and mortar screed, they are rapid curing, exhibit excellent penetration, and are ideal for low-to-medium absorbent substrates. Comprehensive details on the products is available via www.rdr.link/mt030

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SEPTEMBER 2020

Throughout the lockdown, Professional Builder and Professional Heating & Plumbing Installer magazines have continued to communicate with tradespeople across the nation, increasing their digital reach when trade counters were closed. As the restrictions continue to ease, and more customers return, PBM takes a look at some of the essential products to feature in the latest issues of PB and PHPI as proactive suppliers seek to influence the buying decisions of approaching 200,000 trade professionals in merchant branches each month. PipeSnug FlueSnug

Wiseman Industries Medigrade Pro

Wiseman has expanded its range with Medigrade Pro Alcohol Hand Sanitiser Atomiser Spray, Alcohol Sanitiser Gel and Promain Antibacterial Liquid Soap. Medigrade Pro hand sanitiser gel and spray contain over 60% and 70% alcohol respectively, and both products combat the risk of cross contamination while leaving a residual biocide for maximum cleanliness. More information, including on becoming a stockist, can be found via www.rdr.link/mt031

The team behind PipeSnug has launched a larger ‘FlueSnug’ version, designed to fit all 100mm boiler flues. Removing any need for pointing, FlueSnug can reportedly be installed in less than five seconds and snuggly fits the 152mm core-drilled hole in the wall through which the boiler pipe and flue exits. The product also allows installers to quickly access the flue for any service or maintenance requirements, without the need to remove existing brickwork, mortar or sealant. To see a video of the products in action, enter www.rdr.link/mt032

HIB Air

With a 2.5cm ultra-slim proﬁle and a border of LED illumination, HiB has unveiled the latest addition to its portfolio of illuminated mirrors — the Air. The mirror can be hung landscape or portrait and has been designed to create the illusion of more space without overwhelming the rest of the décor. Air is available in four sizes: 70 x 40cm, 80 x 50cm, 60 x 80cm and 70 x 120cm. Watch a product video on the Air series via www.rdr.link/mt034

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Kinedo Kinemoon

Kinedo by Saniﬂo has launched the Kinemoon shower tray. It is available in ﬁve colours — white, anthracite, grey, black and sable — and has three different patterned waste covers which are self-coloured to blend-in with the tray. Easily cut to size on site if required, the tray stands at 26mm in height and doubles as an anti-slip surface rated to PN24. Supplied with an optional riser kit if extra height is required, it can also be used in a wetroom-style application. Find out more via the shortcode www.rdr.link/mt033

Wilo ‘Connect Module’

Wilo UK has announced an add-on product, the ‘Wilo-Connect Module’, which allows for additional features on the existing Wilo-Yonos MAXO pump range. Developed with customer feedback in mind, the module gives users greater ﬂexibility by enhancing the functionality of the Wilo-Yonos MAXO. It will also allow for integration into building management systems (BMS) with volt free contacts, fault/alarm signal, enable signal, run signal and dual pump management/integral changeover control for smooth operation when no BMS is on site. Visit www.rdr.link/mt035 for more.

PBM SEPTEMBER 2020 45

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MARKETING SUPPORT

Another level BSW Timber has launched a new premium merchant membership scheme to offer an extra level of partnership and support for stockists.

aunched in August, the Crown Distributor Scheme offers “the most dedicated and forward-thinking” BSW Timber stockists across the country an “unparalleled timber support package”. It covers key business areas — sales and marketing, service and innovation, finance, training, and presentation — and a wide range of timber products, including BSW’s IRO and Alchemy brands. As well as assisting with the growth of both traditional and added value timber sales, the initiative also offers the selected stockists a variety of premium benefits including: ● enhanced security of volume and supply; ● dedicated one-to-one timber marketing support; ● exclusive staff training and development programmes;

●

● ●

increased visibility on all BSW web and social channels; priority access to new BSW products; access to an exclusive suite of branded workwear, point of sale, shop fitting options and vehicle fleet accessories.

Sales and Marketing Director Dave Chapman said: “We’re aiming to create the gold standard for timber merchanting and to reward the delivery of timber excellence within the industry. Our aim is that by working together, we can ensure that our Crown members really stand out from the crowd.” Beers Timber, LBS, WH Bond, Barkers Fencing, SW Yorke, Main Line Timber, WJ Odds and Fountain Timber were appointed as Crown Distributors ahead of the scheme launching. Paul Conboy, Director at Beers, said: “This agreement strengthens our already

close working relationship with BSW. What was appealing is that there is a commitment to provide specific training for staff which will help their future development. We are sure that this arrangement will be of massive benefit to both of us.” ■ For more details on the Crown Distributor Scheme from BSW Timber, enter the shortcode www.rdr.link/mt036

Digital partnership Lakes has launched an online platform to give its trade and end user customers a personalised showroom experience without leaving the comfort and safety of their own homes as the impact of the coronavirus continues to be felt.

he pioneering selling tool allows Lakes’ showering space products to be viewed and 'favourited' so merchant sales and showroom staff can turn them into orders. Accessed through stockists’ own websites, visitors can download joint-branded brochures and ask questions directly to the stockists’ staff via chat and email. Graham recently became the first merchant to go live with the online showroom on both its trade and consumer websites. Ian Kenny, the merchant’s Marketing Director, said: “In an industry

46 PBM SEPTEMBER 2020

where real innovation can be hard to come by, the Lakes online showroom is a genuinely different proposition, and we’re extremely proud to be the first to adopt it. It’s more than just a campaign or a gimmick for us; it’s a whole new way of working.” As well as driving product awareness and engagement, the virtual showroom collects data which can be shared with merchants and stockists to help them close more sales

and upsell complementary products such as taps, showers, grab rails and shower seats. ■ To see Lakes’ online platform in action via the Graham website, visit www.rdr.link/mt037

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BEAVERSCREWS BEAVERTAPE PROMOTION

Beaverscrews has announced the latest additions to the ‘Beaver Family’ with the launch of Beavertape Multipurpose — an all-weather, high tack, waterproof, extra strong duct tape for sealing, jointing and repairing — and Beavertape Masking, an extra strong, removable masking tape for decorating, drilling, spraying, wrapping and bundling. The products are distributed in the UK by Olympic Fixings, which is offering stockists the chance to ‘try before they buy’. Merchant customers can order two sample rolls wrapped in Beavertape’s eye-catching retail packaging for free, shipped out with their next stock order.

PJH PARTNERS PORTAL UPDATES

Partners Portal, PJH’s online sales channel for stockists, has received further feature updates with the addition of a new Order Tracking facility as well as a new Product Spares section. The Order Tracking feature allows retailers to follow their order from placement through to delivery, allowing information such as order status and the ability to track the delivery vehicle en-route to drop-offs, for greater communications and customer satisfaction. The new Product Spares feature, meanwhile, has been introduced to provide greater after sales support to all PJH bathroom, appliance, sink and tap products.

PIPESNUG VIDEO ANIMATION

PipeSnug has released a video animation which visually explains the time saving, cost effective and energy efficient benefits of using PipeSnug and FlueSnug to seal around pipes. Filled with characters such as builders, plumbers and energy assessors, the animation has been produced to capture the attention of as many people in the construction industry as possible to help communicate the changes being made to Part L of the Building Regulations. Due to come into force in late 2020, the new regulations will require all pipes and boiler flues to be properly sealed with a collar or grommet — a job PipeSnug’s products are specifically designed for.

KNAUF INSULATION PRODUCT FINDER TOOL

COMPOSITE PRIME REWARDS Your trade customers could be in with a chance of winning a range of prizes in the Composite Prime Rewards monthly draw. There’s no limit to the amount of times that a customer can enter the draw and, simply by uploading a copy of their receipt/proof of purchase, the will be in with a chance of winning a host of prizes such as a Lay-Z-Spa Miami, a Sonos Move, a Weber Smokey Mountain Smoker, Karcher K4 Full Control Pressure Washer, and more.

IDEAL TRIPLE UP To support merchants through the COVID-19 pandemic, Ideal Bathrooms has launched the Triple Up promotion. For every £2,020 your trade customers spend with the bathroom distributor, they will receive three unique codes instead of the one, tripling their chances of winning a host of luxury prizes through the Triple Up promotion. In addition, and following in-depth market research and discussions with customers and suppliers, the distributor has developed and launched iDeals. Replacing its previous Trade Offers publication, iDeals is a quarterly, 18-page, A5 foldout publication, grouped by product range and containing a host of special deals. The concept can also be viewed online, 24/7, through the ﬁrm’s offers website.

To help merchants give their customers advice on insulation and noise reduction, Knauf Insulation has launched the Noise Reduction Insulation Product Finder. The tool uses details of a project’s location and build-up to advise whether Building Regulations stipulate a noise reduction level — and the most appropriate product to use in that application. Merchants can use the tool to help them make the correct product recommendation, or can refer installers and contractors to it directly. The company has also produced a supporting leaﬂet on Noise Reducing Insulation. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mt038

www.professionalbuildersmerchant.co.uk

PBM SEPTEMBER 2020 47

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PRODUCTS & SERVICES VOKÈRA BY RIELLO VISION PLUS Offering outputs up to 40kW, Vokèra has launched the Vision Plus condensing boiler range. The collection includes stainless steel heat exchanger technology on selected models to offer high flexibility in performance and installation for a wide variety of domestic applications. The range includes a choice of seven boilers: four combination boilers with outputs of 25-40kW and three system boilers with outputs of 20-30kW, all with a standard seven-year warranty. The units also feature a click-fit flue system for easy installation across the range, and combination models with a universal pipe connection layout.

MEDITE SMARTPLY SITE HOARDING Smartply Siteprotect and SiteProtect Plus OSB3 panels are specially developed by Medite Smartply as site hoarding solutions. With security and durability in mind, the panels can be produced up to three metres tall and are structurally sound, meaning it won’t bend, break or allow a site to be easily accessed by unauthorised people. Both versions have been developed to provide a smooth, flat surface to allow suitable, clearly visible signage to be incorporated easily, and on both sides in the case of SiteProtect Plus.

HENKEL LOCTITE PC 6315 AND LOCTITE PC 6262 To help reduce slips and falls in the workplace, Henkel has added Loctite PC 6315 and Loctite PC 6262 to its coatings range. Both create an anti-slip coating on concrete, asphalt, wood, ceramic, fibreglass and metal surfaces, and they are suitable for use in dry service temperatures from -29°C to +60°C. The solvent-free formulation of Loctite PC 6315 makes it suitable for use across industry and in odour sensitive environments. Loctite PC 6261, meanwhile, is a single-part epoxy, primarily designed for application in areas of high pedestrian footfall or light rolling traffic.

KNAUF INSULATION SOFFIT LINERBOARD Knauf Insulation has added to its Earthwool Soffit Linerboard range, to meet the increasing demand for non-combustible insulation in spaces such as car parks, stadiums and commercial units. The collection now has a lower thermal conductivity of 0.034 W/mK, and is said to be less susceptible to thermal bridging thanks to a new fixing method which uses tube washers in the corners of each slab instead of traditional all-steel fixings. The board is available in thicknesses from 50 to 220mm, with an additional base layer available to meet build-up requirements. There are two options available — Standard and Extra — depending on the aesthetics and impact resistance required.

BOSTIK SURFACE SANITISER SPRAY Formulated to kill 99.9% of bacteria in industrial and commercial environments, Bostik has launched a new Surface Sanitiser Spray. Containing 80% alcohol, the fast-drying formula complies with sanitiser standards EN1276, EN14476 and EN1650. Alcohol-based sanitisers have been found to be effective at combating many types of bacteria and enveloped viruses, including coronaviruses, influenza, SARS and hepatitis. Quick and easy to apply across large areas using the portable spray canister, it dries in just five minutes. The 400ml aerosol will cover up to 14m2 and is available to order in shelf-ready cartons of twelve whilst an FSDU containing ten cartons is also available to help drive sales in store. 48 PBM SEPTEMBER 2020

SNICKERS LIGHTWEIGHT WORKWEAR Everyone needs to be cool, dry and safe at work in warm weather to maintain wellbeing and working efficiency on site. Snickers’ lightweight range includes the LITEWork Trousers and Shorts in addition to a special offer ‘two-pack’ of 100% Cotton T-shirts — customers can choose from three different easy-care colour and design options to compliment whatever they are wearing, at work or play. Hoodies, Sweatshirts and Hi-vis ProtecWork protective wear are also available in a range of styles and colours that are designed to be ‘super-light and quick drying’ with advanced ventilation to keep users cool in the warm.

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TRITON SILENT SHOWER PUMP TECHNOLOGY

GLOW-WORM POWER SYSTEM FILTER Glow-worm’s patent-pending Power System Filter has been engineered to fit into tighter spaces easily and discreetly. Specifically designed for use with Glow-worm boilers, the filter — which is fitted horizontally — offers flexible siting, quick installation and easy dirt removal. Compared to classic filter designs, a smaller portion of the filter is visible once fitted so that it looks less intrusive and gives installers more siting options. The filter can be easily dismantled in the middle to remove the magnet sheath for cleaning.

Triton Showers’ AS2000SR Thermostatic Power Shower was recently granted Quiet Mark approval for its silent pump technology, in recognition of its commitment to providing quieter pumped showering solutions. Marketing Director Tina Simpson said: “In homes with low mains pressure, where a power shower may be required, we’re aware that the motor can be quite noisy. The silent power shower has been designed (to ensure) no unwanted disruptions at any time of the day or night thanks to significantly quieter operation, without compromising on quality or performance.”

HAMILTON EXPRESSION Developed to provide an exceptional finish with today’s water-based paints, all Expression brushes feature Max Stroke — a synthetic filament blend comprising a mix of different types of filament. The full range includes: Expression Flat brush, a longer wooden beavertail handle provides a well-balanced brush for comfort and a flexible grip; Expression Angled brush, featuring a longer wooden beavertail handle for a balanced hold coupled with a MaxStroke filament which has been produced to an angled finish; and Expression Precision which are designed for fast painting on profile surfaces.

VISQUEEN RADON R400 Visqueen has launched a new version of its radon membrane to meet the latest BBA building standards which come into effect on September 1st this year. The Visqueen Radon R400 at 0.4mm thick (1600 gauge) is designed to deliver improved puncture resistance, protecting new buildings from the ingress of radon gas as well as providing damp proof protection. Manufactured from an enhanced blend of polymer films and supplied in four-metre wide by 25-metre long rolls, the R400 is available from stock for shipping ahead of the September 1st policy deadline.

JT JTFUSION Complimenting the growing trend of black trims on shower enclosures and statement black brassware in the bathroom, JT has launched a new Black Waste cover for the JTFusion range of shower trays. The cover is available in 48 size options including square, rectangle, quadrant and offset quadrant. John Schofield, JT’s Sales and Marketing Director, commented: “We are pleased to be expanding our waste colour options, the statement black cover now provides even more of a luxury feel to achieve that sought-after premium bathroom design.”

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mt039

www.professionalbuildersmerchant.co.uk

PBM SEPTEMBER 2020 49

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ADVERTISEMENT INDEX

Aanco (UK) Ltd t/a Made For Trade ................................................................................page 19 AUTOPA Ltd .................................................................................................................page 34 Blue Rock Systems Ltd .................................................................................................page 39 Bond It .........................................................................................................................page 30 Bradite Paints Ltd ..........................................................................................................page 34 BSW Timber Ltd ...........................................................................................................page 10 Centurion Europe Ltd ....................................................................................................page 43 Etex (Exteriors) UK Ltd ...................................................................................outside back cover Flexseal Couplings Ltd ..................................................................................................page 36 Global Stone (Colchester) Ltd ........................................................................................page 34 H+H UK Ltd ..................................................................................................................page 21 Hilton Banks Ltd ............................................................................................................page 23 Keylite Roof Windows ...................................................................................................page 15 Kilwaughter Minerals Ltd ................................................................................................page 31 Long Rake Spar Co. Ltd ..................................................................................................page 7 Michael Weinig (UK) Ltd ..................................................................................................page 4 Norbord Europe Ltd ......................................................................................................page 11 Permaroof UK Ltd .........................................................................................................page 25 Setcrete ..........................................................................................................inside front cover Simpson Strong-Tie ......................................................................................................page 29 Stuart Turner Ltd ...........................................................................................................page 42 The Millboard Company Ltd ...........................................................................................page 37

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BRICKS, BLOCKS & MASONRY Brick slips in demand

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THE PULSE Fantasy Football Sporting shutdown See page 51

Feedback from the merchant frontline

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

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Fantasy Football And we’re back! See page 51

Timber cutting machines for merchants

Plus: News, Huws Gray’s 30th anniversary, apprenticeships, industry comment and more.

Fantasy Football Season’s greetings! See page 51

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Please contact Kirstie Day on 01923 237799 50 PBM SEPTEMBER 2020

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With Paul Davies

PAUSING FOR BREATH… So the strangest season in living memory has finally reached its conclusion, following a frenetic finish played out in circumstances that were never anything other than surreal. Empty stadia, water breaks and five subs notwithstanding, Liverpool deservedly took the crown for a sensational campaign whilst the final day drama saw Manchester United edge out a depleted and out of puff Leicester side on what was effectively a Champions League play-off. Having picked up precisely zero points after the restart, Norwich quickly confirmed what had looked inevitable for some time. I’ve enjoyed watching Bournemouth over the last few years, especially Josh King and the Dad’s Army duo of Wilson and Fraser, but something just didn’t click for them this time. Despite a shaky defence, their young keeper Aaron Ramsdale was voted Player of the Year and — whether it is with the Cherries or elsewhere — the kid has a very bright future ahead of him. The basket case that is Watford also dropped through the trap door as, how strange, sacking your manager every five minutes doesn’t seem to bring any sense of stability, cohesion or momentum to a football club… After such a whirlwind end to the campaign, it feels bizarre that it all starts up again in just a few short weeks, but nothing is ‘normal’ in 2020…

TEAM OF THE YEAR It should come as no surprise that the highest scoring XI you could have picked is dominated by Liverpool (five players) and Manchester City (three). Given those pesky rules about budget and no more than two players per club, the best legal team we could muster was: ● ● ● ●

Schmeichel Alexander-Arnold Doherty Maguire

● ● ● ●

Stevens Salah De Bruyne Martial

● ● ●

Sterling Vardy Ings

Doherty, Vardy and Ings actually all made the budget-busting ‘max points’ team too — any would have been a decent fantasy pick at the start of the season, but I doubt too many would have predicted they’d make the team of the year. The other changes we had to make were to shift out Ederson, Mane (to Martial) and Van Dijk (Maguire). Finally, Robertson made way for, er, Sheffield United’s Enda Stevens. Surely not even Sean Bean would have picked him at the start, but the Blades really were exceptional on their top flight return.

Thanks for playing PBM / Evo-Stik fantasy football this season! Please check www.professionalbuildersmerchant.co.uk/fantasy-football soon for details of the 2020/21 campaign!

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