Professional Builders Merchant September 2024

BUILDE RS MERCHANT

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a m a c r e f l e c t s o n 2 0 y e a r s o f b u s i n e s s s u c c e s s

3 6 P R O D U C T S & S E RV I C E S

BRICKS, BLOCKS &

MASONRY

3 9 A T W O - WAY S TR E E T

B e e s l e y & Fi l d e s a n d B i r t l e y L i n t e l s o u t l i n e t h e

b e n e f i t s o f s t r on g c o l l a b o r a t i o n b e t w e e n m e r c h a n t s

a n d s u p p l i e r s

4 2 T H E D E C A RB O N I S AT I O N D I L E M M A

W i e n e r b e rg e r o u t l i n e s t h e c h a l l e n ge s fo r

m a n u f a c t u re r s re l a t i n g t o d e c a r b o n i s a t i on a n d

w h y t h i s m a t t e r s f o r me rc h a n t s .

4 4 S T R E N G T H I N N U M BE R S

H + H U K p u t s t h e c a s e fo r a i r c r e t e a s “ t h e f u t u r e o f

s u s t a i n a b l e h o m e b u i l d i n g . ”

4 6 F U L L C I R C L E

Va n d e r s a n d e n b r i n g s “ t h e v e r y f i r s t C O 2- n e ga t i v e

f a c i n g b r i c k ” t o t h e U K

4 7 P R O D U C T S & S E RV I C E S

GARDENS & LANDSCAPING

4 9 D E C K I N G D E M A N D

C a p i t a l i s i n g o n t h e p op u l a r i t y of t o p - of - t h e - r a n g e

g a rd e n t i m b e r

5 0 W I N T E R I S C O M I N G A d d e d - v a l u e s a l e s w i t h c l e a n i n g a n d m a i n t e n a n c e

s ol u t i on s f o r t h

5 3 T H E N E X T S T E P S H a v i n g c e l e b

5 4 P RO D U C T S & S E RV I C E S

SPECIAL REPORTS

8 BMF CONFERENCE AND AWARDS

Looking ahead to this year’s ‘BMF Members’ Day’

12 RECOVER REPAIR REUSE

Further advances with the groundbreaking Pallet LOOP scheme

14 DRIVEN BY DATA

NBG war ns merchants of the consequences of “margin erosion from outdated back-office systems” as a result of rapid supplier price changes

22 PUT ON NOTICE

Okar no explains why new product development in tandem with in-branch point of sale remains an essential part of the merchant sales mix.

24 A QUESTION OF SUPPORT

Mirka outlines the importance of in-branch training for merchants and their customers.

Setting the agenda

With Parliament entering its summer recess so soon after the General Election, we ’ ve not really had too much of an opportunity to get the measure on the new Government’s plans other than hearing Ministers inevitably attempting to manage expectations by proclaiming the nation’s finances “ are much worse than we thought ”

Aiming for a strateg y of “under promise and over deliver” is entirely sensible of course, but as we suggested last month, they will ultimately be judged on actual deliver y, irrespective of whatever they may claim their inheritance to be…

B efore t he bre a k w hen attent ion dr if te d away f rom p olit ics to fo c us on t he l atter st ages of t he Euros and t he st ar t of t he Oly mpics, a he ad of an abr upt handbra ke tur n b ack into t he world of hard ne ws as dis order er upte d across many p ar ts of t he count r y t he L ab our Par t y s et out it’s leg isl at ive prog ramme w it h a rat her hef t y 40 prop os e d bi l ls

Reportedly “the highest number of bills to appear in a speech from the throne since 2005, and the second highest since 1997,” many of the proposals will have a direct or indirect on the construction sector, and the initial responses from the industr y appear to be relatively welcoming

Again, as we discussed last month, planning reform and a pledge to significantly ramp up housebuilding caught the eye, whilst a commitment to set up a “public body to improve workforce skills” will need to address the sector’s oft-repeated concerns about the shortfall of expertise in the industr y As Brian B err y, Federation of

Master Builders CEO, said: “O ver recent weeks the new Government has set out ambitious plans to get Britain building again, but this can only be achieved if the skills crisis is tackled

“ There is a serious shortage of all trades in the construction industr y, with the result that we need additional 240,000+ workers over the next four years. The Prime Minister’s announcement to set up Skill England recognises the seriousness of the problem, but details about how Skills England will operate remain light.”

Clearly, it is far too soon to make any judgements, especially with Parliament not sitting, but with a return to local development plans and a stated commitment to build 1 5 million homes over the next five years a rate that will need to double when set against the most recent data from NHB C L abour’s success or failure will be measured against these benchmarks, regardless of its current strateg y of dampening expectations

On the related point of skills and careers, we are looking for ward to this month’s BMF Annual Members’ C onference which will mark the official launch of its highly anticipated ‘S ector Awareness’ campaign The initiative has been designed as long-term programme to raise the profile of the wider building materials industr y, providing a platform for recruiting the best talent how it can be a career of choice, and not just a job you either fall into or are born into

Similarly, we would urge you all to back the Maddie Rose Campaign (see the news stor y on page 7 for full details) by supporting Maddie’s Day on Friday, 20th September S et up to honour the legac y of a much-missed young woman who was passionate about the industr y she worked in, Maddie’s Day helps to showcase the array of ‘hidden careers ’ within the construction industr y, highlighting the wealth of opportunities available to those just beginning their journey into the working world

N E W S U P D AT E

Plane & Simple expansion

Plane & Simple has launched in the Northwest of England, further extending its “big and bulky building materials distribution network” of builders’ merchants across the UK The business part of the Donaldson Group says its premise is to champion trusted local independent merchants, connecting them with online DIY consumers to “provide incremental sales from a higher margin customer set ”

It adds that with a shift in online behaviour increasingly moving towards such specialist marketplaces, more merchants are now looking to capitalise on this trend and four new merchant businesses have already signed up as partners in the Northwest, with “several more currently planned to go live in the near future ”

A Ser vice Member of the BMF, Plane & Simple already has merchant partners in Central Scotland, Devon and Cornwall, Southeast England and Central London The online marketplace provides dedicated pages for each merchant partner and an instant ecommerce route they may previously not have had access to.

The final stage of construction and fit out is now underway on Russell Roof Tiles’ £18 5m investment at its Burton site The firm’s largest ever investment, the project will double manufacturing output at the 9-acre site which continues to produce concrete roof tiles whilst the major scheme takes place.

The business is installing “state-of-the-art manufacturing processes ” which support its Net Zero ambitions and the project has already seen the construction of a groundbreaking new batching plant, complete with mixer to facilitate increased concrete roof tile production A high-tech curing chamber is currently being fitted out and the final piece of the jigsaw will see the new factory extension under construction

Signs of stability

According to the latest State of Trade sur vey (Q2 2024) from the Federation of Master Builders, SME building businesses are “reporting signs of stability within the building industr y ” with workloads up 7% and enquires rising by 3% over the last three months,

CEO Brian Berry commented: “The FMB’s latest survey for Q2 2024 has shown continued stability While this represents a clear improvement on the challenging market conditions SME builders were experiencing in late 2023, and offers a glimmer of hope for the future, there is still substantial room for improvement

“Increasing workloads are a positive sign that the construction industr y is slowly growing However, firms are continuing to face difficulties in recruitment, which has been an ongoing issue. It’s also worr ying to see a significant rise in the number of businesses reporting lower than expected profits this quarter (55%, up from 44% in Q1 2024), which shows the challenges the UK continues to face ”

Brian continued: “ The new Government has used its early weeks in office to announce promising plans to boost house building rates and reform the planning system, which may result in a much-needed economic stimulus However, the UK is currently experiencing a construction skills crisis, and concerns remain

about viability without the workforce in place to deliver new homes

“ The Prime Minister’s speech laying the groundwork for Skills England was hopeful but lacked detail. We need to see a long-term skills plan to deliver the Government's ambitions for growth ”

Further key findings from the FMB State of Trade Sur vey for Q2 2024 include 43% of members reporting that a shortage of skilled tradespeople has resulted in job delays, up from 36% in Q1 2024 In addition, 64% of members report that material costs increased in Q2 2024, down from 69% in Q1 2024, however the impact of increased outgoings has led to 67% of members “increasing the prices they charge.” Consequently, 52% report that their business in “ on track to make a loss or fall below expected margins” This is significantly up on 44% in Q1 2024

View the full report via www.rdr.link/mbg001

Wavin launches merchant team

Wavin has launched a new field-based, specialist branch development team to support merchants nationwide The team will comprise 13 business development experts and cover regions across the breadth of the UK, assisting larger merchants and smaller, independent businesses alike

The support offered will include POS training and product assistance across Wavin’s portfolio including its Hep2O, OSMA and Hepworth Clay ranges whilst the team will also deliver trade events at branches and help with remerchandising

Dan Scott, Vice President of Northern Europe at Wavin, explained: “With a rich histor y with merchant partners dating back decades, Wavin has consistently prioritised collaboration with partners to elevate the standards of construction materials and solutions on offer.

“Our deep understanding of the s ec tor enables us to tailor our supp or t throug h c ustomis ed pro duc t of ferings, ef f icient logistics, and comprehensive training programmes C oupled with our sing le s ource of supply, merchants can b e conf ident that all their plumbing and drainage needs are catered for throug h a dedicated team.”

MADIE ROSE CAMPAIGN GEARS UP FOR MADDIE’S DAY ON 20 SEPTEMBER

Go yellow for Maddie

The Maddie Rose Campaign shines a spotlight on the huge potential for young people to develop rewarding and fulfilling careers within the construction industr y, specifically the builders’ merchant and materials manufacturing sectors. The campaign was set up in memor y of Maddie Rose Hollamby, a young marketing executive in the Travis Perkins Group, who was passionate about promoting the industr y she so loved to other young people

Early bird entries

The 2025 Pavestone R ally takes place in September next year and the organisers of “the industr y ’ s most fun and largest charity fundraising event” are reminding potential participants that the special ‘early bird’ period for a discounted entr y fee is coming to a close at the end of the month

Administered by the C onstruction Youth Trust, the campaign brings together a wide range of people working across the merchanting and materials manufacturing sectors, all determined to promote the industr y to young people, and, by doing so, honouring Maddie’s memor y.

It aims to promote the take-up of apprenticeships schemes and work experience placements, engaging with schools and colleges through ‘Hidden Careers’ sessions which introduce youngsters to the huge variety of careers the industr y can offer and challenges pre-conceived ideas about what such roles might entail beyond the stereotypes of physically demanding, manual labour.

A focal point of the campaign is Maddie’s Day, which takes place in September each year.

Maddie’s Day is an opportunity for the industr y to come together in memor y of the life and work of Maddie Rose, to spread awareness of the career opportunities in the sector and showcase the incredible work the campaign has achieved so far

Maddie’s Day this year will take place on Friday 20th September and merchant and supplier businesses are encouraged to show their support by adopting the Maddie Rose Campaign logo and brand colour of yellow on their social media platforms, posting content to highlight the many rewarding career pathways available to young people as they take their first steps in the working world

Prospective employers can find all the information they will need in in the Maddie Rose Campaign C ommunications Pack, including branding, logos and suggested content they can post in the lead up to Maddie’s Day

For full details, visit www.maddierosecampaign.org.uk

VELUX marks 70 years in the UK

VELUX is celebrating the 70th anniversar y of its official launch in the UK Reflecting on the milestone, Alex O’dell, Vice President of VELUX Great Britain & Ireland, said: “We are extremely proud of the achievements of VELUX over the last seven decades. Our success is largely due to our committed local employees and our unwavering dedication to innovation and sustainability

“As we celebrate this milestone, we look for ward to continuing to transform spaces with daylight and fresh air through the roof ”

The VELUX journey in the UK began even before the official establishment of its business in June 1954, with the company recognising the potential to revolutionise

attic spaces post-WW2 in London The ver y first VELUX roof window was installed in London in 1948 whilst in the early 1970s, the firm relocated its primar y activities from London to S cotland, establishing the first VELUX factor y outside Denmark

The business opened a new flagship facility in Fife in 2020, further reinforcing its commitment to the local community and sustainable practices.

Offering the prospect of an exhilarating four-day journey through Northern Europe, venturing from Dusseldorf to Amsterdam via Berlin, Malmo and Hamburg, the adventure of a lifetime will be raising money for the Teenage Cancer Trust, Variety, CRASH and the Lighthouse Construction Charity. In addition, teams can raise funds for a good cause of their own choice.

Last year, the 32 participating teams raised £217,824 for their nominated charities, and the target for 2025 is an ambitious but achievable £250,000 For more information, use the shortcode www.rdr.link/mbg002

BMF

Board appointment

Dave Castle, Group Chief Commercial Officer and Managing Director of BSS at Travis Perkins plc, has been elected to the Board of the BMF Dave’s career at Travis Perkins began in 2001 as an apprentice and he has subsequently held a variety of positions within the Group, from branch level to senior leadership roles, becoming BSS MD in 2023 and assuming the added responsibility of Chief Commercial Officer for the Group in May 2024.

BMF Chairman Richard Hill said: “I am delighted to welcome Dave to the B oard. His expertise and dedication will be invaluable as we continue to drive innovation and growth within the BMF in support of our members ”

Building a Material Difference

The BMF Annual Conference and Awards, commonly known as BMF Members’ Day, will be held on 18-19 September at the Leonardo Hinckley Island Hotel, Leicestershire.

Taking the theme ‘Building a Material Difference,’ this year ’ s BMF Annual Conference and Awards will once again aim to deliver a vibrant platform of engaging and informative business sessions, a supplier exhibition and a networking-heavy social programme, culminating with a black-tie dinner focused on rewarding some of the sector’s brightest and best talents.

Hosted by T V and radio presenter Colin Murray, the event presents a parade of expert speakers who will address some of the key topics and vital issues facing the building materials sector and the wider ‘state of the nation’ in the UK today For example, the CBI’s Lead Economist Alpesh Paleja will discuss the countr y ’ s current economic headwinds, whilst Justin Webb, one of the hosts of Radio 4’s Today programme will share his insights on the UK political landscape As a former BBC North America Editor, he will also cast his eye on the forthcoming Presidential Election in the US

Closer to home, the industr y will also be well represented from the stage with speakers including Chris Carr, National President of the Federation of Master Builders Chris is MD of a fourth-generation family housing developing company, Carr and Carr (Builders) Ltd, which builds small developments and executive homes around the towns of Grimsby, Cleethorpes and the surrounding Lincolnshire Wolds

In addition to his role at the FMB, he is a member of the Construction Leadership Advisor y Group, Chair of the CLC’s SME Housebuilders Group and represents smaller housing development companies on several Future Homes Hub sub-groups.

Also addressing delegates will be Martin Stables, CEO of the Independent Builders Merchant Group

Martin has been with IBMG since 2021 following over 20 years in the industr y with Saint-Gobain’s Merchanting brands, and now heads up a talented management team at a merchant group which has seen rapid growth from a combination of M&A, new branch openings and organic performance since 2018

The session will end with a Q&A, and BMF CEO John Newcomb commented: “SME builders are an important customer group for our members I am really looking for ward to hearing Chris’s perspective on the sector (while) the rise of regional merchant groups has been a major aspect of the building materials landscape in recent years IBMG has been at the forefront of this trend, and I am looking for ward to hearing Martin’s views on what the future holds ”

The event concludes with a Gala Dinner and Awards Ceremony, with accolades including the BMF Training Company of the Year for the merchant business deemed to have shown “the most commitment to supporting and developing their teams through their use of BMF training ” The six shortlisted firms for the 2024 title are Haldane Fisher, Harlow Timber Group, Howarth Timber and Builders Merchants, IBMG, LBS and MGM Timber.

Nominated for the BMF Supplier & Distributor Member Engagement Award, meanwhile, are ForgeFix, Knauf Insulation, Ox, SIG, Talasey and Unilin Insulation UK whilst EazyStock, ECI Software Solutions, Epicor, Intact Software, Kerridge Commercial Systems and Stirling

Stables, IBMG CEO

Warrington are in the frame for the BMF Ser vice Member Engagement Award. John concluded: “Our annual Members’ Conference continues to grow in its scope, scale and attendance. Ever y year we look to develop on the success of the last and we are looking for ward to welcoming even more Members in 2024.”

n For more information about the BMF Annual Conference and Awards, use the shortcode www.rdr.link/mbg003

CBI Lead Economist, Alpesh Paleja

Martin

FMB National President, Chris Carr

M A R K ET M O N I T O R

SMEs “standing ready” for retrofit

Much of the debate since the General Election has focused on increased housebuilding targets and planning reform, however the importance of upgrading the nation’s existing housing stock cannot be overstated in providing more energy efficient, comfortable and ‘affordable to run’ places to live. Accordingly, the Federation of Master Builders has conducted a member survey to investigate SME perspectives on how to deliver such vital retrofit plans.

The UK is in need of a retrofit revolution, but it is “essential that householders feel confident in the people carrying out upgrades to their homes if the UK is to deliver the scale of rollout needed,” according to research carried out on behalf of the FMB by Professor Alice Owen, Director of the Sustainability Research Institute at the University of Leeds, and Professor Gavin Killip, Professor of Buildings & Energy Policy at Nottingham Trent University

Prof. Owen said: “This research brings to light the opinions of small, local building firms who are often forgotten in the discussions of how we reduce home energy bills. It will be this group that end up doing the work of upgrading — retrofitting — millions of the nation’s homes, so their opinions matter

“It appears there is work to do to ensure that the nation’s local builders are able to retrofit homes, not least in getting clear guidance from Government on a robust set of standards to support the rollout. However, the builders themselves seem ready and willing to take up the challenge; they need help in creating the real market demand that

will lead to action ”

Prof Killip continued: “The findings of this research are a valuable guide for how government and business must move forward with plans for retrofitting the UK’s homes. Clearly if we are to

“This research clearly shows that SME builders across the countr y stand ready to deliver the retrofit revolution the UK desperately needs.”

meet climate targets, consumer incentives to instil confidence to upgrade homes will be a necessity and this in turn will create a much-needed market for the builders delivering it

“There is huge potential for businesses growth, with the added benefits of improved standards, local job creation, warmer homes, reduced bills and ultimately lower emissions and healthier people there just needs to be an ambitious plan to make it a reality.”

Brian Berry, Chief Executive of the FMB, commented: “What this research

clearly shows is that SME builders across the country stand ready to deliver the retrofit revolution the UK desperately needs. However, presently there is limited demand from consumers to actually carry out the work on their homes.

“The key to boosting this will be putting a robust regulatory system in place to guarantee the competence of builders, setting minimum standards to ensure high-quality work that people can trust This is an issue which has been ignored by successive governments for far too long (however) there is an opportunity to generate real momentum in the retrofit sector, which must not be wasted.”

n Download the FMB report via www.rdr.link/mbg004

PALLET REUSE SCHEME

Recover. Repair. Reuse.

In partnership with British Gypsum, the latest phase of The Pallet LOOP scheme has seen the introduction of a second specification of its distinctive, green-coloured reusable pallets for transporting the manufacturer’s plasterboard products. PBM speaks with founder and CEO Paul Lewis to discuss the background to this game-changing sustainability initiative for the construction sector.

Go to almost any merchant yard, visit any manufacturer’s production facilities or take a look at building sites large and small up and down the countr y and you’ll be confronted with an issue so common that, paradoxically, it almost goes unnoticed: ubiquitous yet effectively unseen stacks of discarded single-use pallets, accepted almost as an occupational hazard and all-too-often, just waiting to be thrown in a skip

“ The industr y has been stepping over pallets for years, ” Paul Lewis, founder and CEO of The Pallet LOOP, succinctly explains, highlighting a problem that has become “accepted as just the way things are done in construction ”

With first-hand knowledge of the sector from working for his family’s pallet producing business, HLC (Wood Products) Ltd, Paul states that more than 20 million pallets are manufactured and distributed

throughout the UK construction industr y ever y year. To create these pallets, an estimated 6,000 acres of forestr y are har vested annually with a further 236,000 acres grown to cater for future demand.

However, less than 10% are reused as producers typically only recover around 5% of pallets, meaning that the vast majority are scrapped after just one use And even though most pallets circulating within the sector are cost engineered to be single use, the net effect is to add unnecessar y waste at significant expense to the supply chain not least for those having to manage the disposal process.

In an era of increased environmental consciousness reinforced by increasingly stringent legislative measures, the disposable nature of current pallet production is inefficient, costly and can no longer be considered sustainable in any sense of the word.

However, Paul’s experience of supplying into the FMCG retail sector where far greater numbers of pallets “flow and return” throughout the supply chain and reuse is typically around 98% presented the potential for the industr y to accept and adopt a better model

The family firm was sold to The Scott Group in 2019 and post-exit, Paul channelled his passion for pallets into creating a new

(L-R): The Pallet LOOP founder Paul Lewis and Nathan Wride, Head of Partnerships & Innovation, with British Gypsum MD Dean O’Sullivan and Regional Sales Director Hannah O’Donoghue

The Pallet LOOP's founder and CEO, Paul Lewis

distribution model with the foundation of The Pallet LOOP. Built around the concept of the ‘circular economy ’ , the business aims to provide construction companies with a “ greener, leaner and more cost-effective way of transporting building materials” by moving away from the current pallet practice of ‘deliver, distribute and discard’ to the principles of ‘ recover, repair, reuse ’ .

Designed for reuse

Its durable, green pallets are specifically designed to be reused, and The Pallet LOOP has a dedicated recover y infrastructure in place enabled through its partnership with Scott Pallets to ensure they can be returned to suppliers and re-enter circulation The concept has been continuously reappraised ahead of launch, moving away from an initial ‘deposit scheme’ to one that actually incentivises returns through an easy-to-administer collection system that pays up to £4 for ever y pallet registered return partners (such as merchants) ‘put back in the LOOP.’

From the outset, Paul recognised the importance of engaging with industr y stakeholders and the business has worked to

build its profile Joining the BMF as a Ser vice Member, it won the Federation’s Sustainability Award in 2022, and embarked on a series of working groups with BMF members to outline and refine the concept

Numerous manufacturers, merchants and construction firms signed up to an initial ‘charter’ acknowledging that “change is required” when it comes to pallet consumption, and the business has also forged relationships with the likes of NMBS and other merchant buying groups such as IBC, NBG and Fortis

The team has expanded, including the appointment of well-known industr y figure Andy Williamson as Director of Business Development in Februar y this year, to deliver the required buy-in and volume for the system to work. Partnering with manufacturers remained paramount to get the pallets ‘into the system’ and the real breakthrough came earlier this year when an agreement with manufacturing giant British Gypsum came on stream

The rollout began in early May with the despatch of the returnable, green-coloured pallets for the supplier’s bagged plaster ranges, and the latest step sees British Gypsum using a second specification a 2400 x 1200mm two-way entr y pallet for the distribution of its plasterboard materials

In what is ultimately intended to see more than 1 6 million of the circular economy pallets across UK construction, more than 40,000 of LOOP’s plasterboard pallets were shipped out in July to be processed through British Gypsum’s Sherburn, East Leake, Kirkby Thore and Robertsbridge plants and once loaded with product sent into the market

Steve Ottaway, the scheme’s Head of Operations, said: “ Twelve weeks in and The Pallet LOOP is now starting to really motor

along With the number of green pallets in the market increasing by around 20,000, week on week, we ’ re already starting to see pallets coming back from distribution centres, merchants and principal contractors nationwide

“At this early stage, we ’ ve already been able to put around 3,000 LOOP pallets back through the supply chain, for the second time a first step towards pallet circularity that will have a positive impact on the sector’s carbon, timber usage and waste numbers ”

Steve added: “We look for ward to the number of returned pallets growing significantly over the coming months to ultimately go back into the LOOP In the meantime, our message to businesses that receive pallets, en masse, is simple. When you get green LOOP pallets, don’t put them in a skip Stack them up and get in touch

“We’ll get you signed up for collections, come and take away any pallets you have and give you money back We can also pick up white pallets too.”

For the final words, we return to Pallet LOOP founder Paul Lewis Positing on LinkedIn on 29th May once the firm’s distinctive pallets entered the UK construction supply chain, Paul wrote: “ The feelings that come with seeing our vision become a reality are over whelming. From an idea back in 2017, and subsequent business formation in 2019, over the last five years, the team and I have worked diligently, with determination and resilience, to get this project over the line and deliver a world first in construction

“It’s not been easy, but we ’ ve always kept our end goal in mind to deliver a ser vice to help UK construction minimise avoidable pallet waste. With discussions ongoing with other material manufacturers that wish to transition to LOOP, this is the beginning of a major shift in the way building materials move, which is better for business, and the planet ”

n For more information on The Pallet LOOP, including a series of short videos outlining the scheme and how to set up the collections and payback process, use the shortcode www rdr link/mbg005

Driven by data

According to the National Buying Group, merchants are facing a growing threat to their profits from “inadequate back-office systems” that are unable to automatically track the increasingly rapid movement in Supplier prices. The concerns have been raised as NBG reports that its own “state-of-the-art” Product Information Management (PIM) software is being updated thousands of times ever y working day.

These rapid price changes are, according to NBG, leaving some merchants “at best slow to react to price reductions that could help them remain competitive or, at worst, unable to react to price increases that will ultimately erode profit margins.”

NBG states that figures from its PIM software demonstrate that “all categories of product have been affected from timber through to plastics,” with an average of over 200,000 changes being made to prices and product details every month This trend saw a peak of 352,000 updates as recently as January.

Mark Hughes, Managing Director at NBG, says that price volatility is here to stay He comments: “Although the pace of price changes has settled down in recent months, there is no doubt we now live in an era of exceptional price volatility as supply chains come under pressure

“We now have nearly three years of price data in the PIM which enables us to track the volume of price changes across our

categories. Previously Suppliers would increase prices once a year, but it has been common for us to see those prices move ever y two to three months more recently.”

Accordingly, Mark says that outdated back-office systems are leaving too many merchants exposed. He continued: “Any merchant still manipulating a Supplier

NBG warns that merchants are “facing margin erosion from outdated back-office systems” as a consequence of rapid supplier price changes.

Mark Hughes NBG Managing Director

been enhanced in support of the buying group ’ s commitment to enhancing the business performance of its Partners and Suppliers The PIM currently has 93% of Suppliers providing data, a 10% increase in the last year, and 92% completeness of Supplier pricing data

The value offered by the PIM is also said to expand into “other essential product data” such as materials, dimensions, weights, USPs and images, referred to as Logistics, Marketing and Media data

spreadsheet or manually inputting price changes will inevitably be unable to react quickly enough to changes Robust data is the key to profitability. Without it, quoting and tendering to supply product without knowing how much the Supplier will charge is little more than a finger-in-the-wind.”

NBG’s PIM software which the buying group believes is the most technically advanced product management software available to independent merchants has

“It is often a real challenge for merchants to stay on top of frequent price changes from Suppliers and ensure those changes are inputted into their IT system in a timely manner, ” concludes Mark “Our message is that robust IT systems, like the PIM, can offer a competitive advantage both in terms of accurate pricing, along with a clear time-saving benefit.”

n For more information on National Buying Group, including how to join the group, use the shortcode www.rdr.link/mbg006

FACE TO FACE

Part of Coram International and established in 1957 as an extension of its Dutch parent, Coram UK is the home of Tiger UK, Sealskin UK and Geesa UK in addition to its two primary brands, Impey and Coram Showers. The business states it designs and manufactures “wetrooms and shower enclosures of the highest standards in aesthetics, functionality and ease of use ” and operates a “culture of being quality focused and environmentally responsible to all its stakeholders” with an emphasis on excellent customer service and professional expertise

PBM hears from Gary Major, recently appointed as National Sales Manager Retail & Merchant for Coram UK.

QHow did you begin your career in the industry?

AI started my career as an estimator at Travis Perkins many years ago; that’s when I was bitten by the bug They say that once you ’ re in the industry, it’s hard to leave, and that’s certainly been my experience As my career progressed, I went on to work for Roman in its early days (and) the bathroom industry offers excellent opportunities for so many individuals and personality types

I have enjoyed all the elements; combining design flair, commercial engagement and product innovation

My career has been split between manufacture and retail I have seen both sides and that has led to an understanding of the challenges and the goals for many businesses

QWhat is your role at Coram UK and what are you most looking forward to in your new role?

AI am proud to be the new National Sales Manager, Retail and Merchant Coram UK is very well respected, and a leader in the market I have been aware of Coram UK and its brands Impey, Coram Showers, Geesa, Tiger and Sealskin for a long time

As a family-owned business, there is an excellent, close-knit ethos across all the brands and I have been made to feel incredibly welcome Many retailers have a longstanding and close relationship with the Coram UK brands and it is a well-liked and well-respected business

I am excited to see what the future holds and I am looking forward to getting out and meeting our customer base,

offering knowledge, understanding, and commercial guidance I very much enjoy being customer facing I am also keen to offer support to the Coram UK team whether with strategy, meetings or customer engagement

I love to help individuals and businesses thrive and reach their goals I am genuinely looking forward to

“To attract and inspire a good customer base, a showroom needs to offer high quality and contemporary showering solutions.”

getting to know the team, getting in front of customers old and new and being able to help deliver clarity in our sales channels and product portfolios so that our customers can provide the very best solutions to their customers

QAnd what are your thoughts about today’s K&B sector as a whole?

AThe market is recovering from recession and key to success for retailers is attracting the right customers into their showrooms and specifying high profile projects Impey’s wetroom offering is leading a growing market and the wetroom concept is highly desirable and also adaptable

To attract and inspire a good

customer base, a showroom needs to offer high quality and contemporary showering solutions, which is why Impey and also the Sealskin duka collection are proving to be an excellent choice for many retailers

QFinally, what focus areas do you feel are most important to manufacturers such as Coram at present?

AIn terms of sustainability, a lot of effort has been put into ensuring our UK manufacturing operation is as sustainable as possible The team has ensured that they have continuously monitored and improved environmental objectives and targets

At the manufacturing site, businesswide recycling (over 50 tonnes in 2023), removal of plastic packaging and a full overhaul of packaging methods and products have all been introduced to contribute to a more sustainable operation

Plus, a business wide replacement of staff vehicles with electric / hybrid, energy efficient lighting changes and an assessment of IT protocols to save energy have all contributed towards lowering the businesses carbon footprint

In addition, there are not many manufacturers who have a product which is designed, manufactured and distributed in the UK; I feel that it’s something to be incredibly proud of

n For more information on the products and support services available from Coram UK, enter the shortcode www.rdr.link/mbg007

Grafton has appointed Frank Elkins as Chief Executive Officer of Selco and GB Distribution, succeeding Howard Luft who leaves for a new position after six and a half years

Frank is a highly experienced Executive Director with broad experience in the UK building material distribution sector and, until last year, had worked with Travis Perkins plc for 12 years in a number of senior roles including Group Chief Operating Officer

eve Chesney is the new Managing Director of H+H UK, taking er from Calum Forsyth who moves into the role of non-executive airman Steve joins with over twenty years ’ experience in the ngineering and construction sectors, most recently as Group anaging Director for an international manufacturer of industrial nd commercial fans

He said: “I am hugely excited about the future of the H+H usiness in the UK and, indeed, for the construction sector as a whole In taking over the role I am absolutely committed to pholding the values and principles that have made the company leader in its field and will build on the work done over many ter a culture of excellence, innovation and collaboration ”

STARK Building Materials UK has appointed a Head of Sustainability, Sabrina Passley, as the business continues to implement its sustainability strategy and equip employees and tradespeople with the skills to move towards a more sustainable future

Sabrina brings more than 16 years ’ experience working in the industry, with previous roles in customer reporting and product innovation at Saint-Gobain UK & Ireland In her new post, she will be launching a UK-wide training scheme including the creation of sustainability ambassadors who will be experts in the latest products, regulations and best practic based in every branch across the country

Instantor has strengthened its UK team with the announcement of two new strategic appointments Firstly, Dan Wild joins as UK National Sales Manager and brings with him over 20 years of expertise gained at a senior level within the plumbing and heating products and fittings markets

In addition, Thomas Dickson takes up the position of Territory Manager, Scotland and Northern Ireland He has over 20 years of experience, working for both merchants and plumbing product manufacturers, and has extensive knowledge of the plumbing fittings market

Martin Smith has been appointed Business Unit Director – UK & Ireland by Conex Bänninger He joins from Triflow, a company within the IBP Group, where he held the position of National Sales Manager and his extensive industry experience includes leadership roles with Ideal Stelrad Group, Wolseley and Triton Showers

Martin said: “Throughout my career, I’ve been involved in sales development for key brands, establishing demand at the merchant trade counter and I’m looking forward to continuing in that vein ”

The growing Stelrad Radiators Brand Specialists team has been boosted by the arrival of Saffron Parry to look after the East Midlands and East Anglia territory She commented: “I’m already loving the role, and looking forward to meeting people face to face and helping installers and merchant staff with any issues they may have ”

Dan Wild

Thomas Dickson

MERCHANT FOCUS

SIG ROOFING CCPI ASSESSMENT

The Code for Construction Product Information was created to raise standards and encourage greater product information accuracy so that everyone in the supply chain manufacturers, merchants, distributors or contractors can make more informed decisions about product selection Built around five tests covering “clear, accurate, up-to-date, accessible, and unambiguous product information,” the goal of the initiative is for clients, specifiers and users to insist on working only with businesses that follow the CCPI guidelines

SIG Roofing has recently achieved the CCPI Assessment for Merchants and Distributors reportedly becoming the first merchant to pass this robust assessment and comes as part of a full-scale assessment of the overall SIG UK Merchant and Distribution businesses

Steve Marr, SIG UK Compliance Director, said: “We are delighted to be the first to have passed the Merchants and Distributors CCPI assessment We support the need for accurate product information and recognise the importance of the CCPI in raising industry standards. We hope more merchants and distributors will follow suit as this will strengthen the reputation of the CCPI and increase customer confidence in the market.”

Chris Lodge, MD of SIG Roofing, added: “The whole business has worked hard to put processes and training in place to pass this assessment It’s a great initiative that will increase customer confidence in the product information we supply CCPI is now part of the SIG Roofing Continuous Improvement plan to ensure we retain this standard as a business ” For more about the Code for Construction Product Information, use the shortcode www.rdr.link/mbg008

PBM takes a closer look at some of the latest news stories from across the merchant sector including new customer service initiatives, expansion programmes and supply chain partnerships.

KEYLINE CIVILS SPECIALIST PROTECTING BRITAIN’S WATERWAYS WHITEPAPER

Keyline contends that ‘road runoff pollution’ is causing catastrophic damage to the UK’s waterways, arguing that the issue is the cause of 18% of water body failures in England as “a toxic cocktail of chemicals is filtering from road surfaces into waterways through the drainage network ”

Accordingly, it has released an in-depth report into the subject, having collated the insights of experts from academic, governmental and civil engineering backgrounds at a roundtable event to reveal the impact of this critical environmental issue and to offer potential solutions

The specialist merchant argues that the problem hasn’t received the attention it deserves, and the whitepaper distils the insights provided through the roundtable into a comprehensive guide to help educate and raise awareness.

The report states that the damage is critical, but reversible and a willingness across industries to collaborate and find a solution through monitoring, SuDS or otherwise is an encouraging sign for a sector on the path to a more sustainable future Furthermore, Keyline is continuing to address road runoff beyond the event, working with a steering group that includes the roundtable participants to investigate the specifics of the challenges faced

This campaign is part of Keyline Civils Specialist’s wider ‘Breaking New Ground’ approach billed as a “commitment to finding new and better ways to support customers and drive the industry forward towards a more sustainable future ” Download a copy of the whitepaper via www rdr link/mbg009

CITY PLUMBING HEAT PUMP ASSOCIATION MEMBERSHIP

City Plumbing has joined the UK’s Heat Pump Association (HPA), the trade association committed to accelerating the deployment of heat pumps UKwide The HPA liaises with the Government on behalf of its members and also works to inform the public and the wider HVAC industry about the benefits of heat pumps to encourage adoption.

The membership enables City Plumbing to provide a supply chain perspective and work with other association members to support the UK’s net zero ambitions and help meet the UK’s goal of 600,000 heat pumps per year by 2028

Dave Evans, the national plumbing and heating merchant’s CEO, said: “By joining as members, we hope to bring a new outlook to the HPA, with a strong understanding of the supply chain and the challenges and concerns of the installer base Joining the HPA demonstrates our unwavering commitment to supporting the transition and adoption of renewable technologies and low temperature heating in the UK ”

FAIRFIELD BUILDERS SUPPLIES NBG

Buxton-based Fairfield Builders Supplies

has become a Partner of National Buying Group The family-run independent serves the East-Midlands and the North-West and had previously been part of another buying group

Fairfield’s Nathan Stone said: “Right from the off, NBG sounded like what we needed as we’d been exploring various ways to become more competitive We wanted to improve our buying power and establish better deals with Suppliers, which is exactly what’s happened since joining NBG

“We’ve had doors opened to Suppliers we’ve never worked with before, and we’ve had Suppliers reaching out to us and arranging to visit our branch.”

Fairfield is the sixth independent merchant to become an NBG Partner this year and the fourth with a plumbing and heating specialism, joining Plumb4Less, Valves Instruments Plus Ltd (VIP), MPH and P&R Building Supplies

WOLSELEY INFRASTRUCTURE FUSION UTILITIES NEW SITE

Set to be officially opened this month, the new ‘state-of-theart’ Horizon 29 warehouse facility in Chesterfield has enabled Fusion Utilities to upgrade from 86,000 sq ft of warehouse space to 150,000 sq ft, allowing it to consolidate four operations across two locations into just one

The expansive facility offers excellent access to the M1, and the site will be used as both a fulfilment centre for delivering stock directly to customers as well as a central location for stock replenishment for Fusion Utilities’ nationwide branch network

Simon Dennis, former National Operations Director at Wolseley Infrastructure, said: “With the Horizon site, we're not just investing in infrastructure, we’re investing in our capacity to deliver exceptional service and support that puts our customers first ”

PLUMB CENTRE

PLUMBPRO MEMBERSHIP SCHEME

Developed in-house by Wolseley Group

Strategy and Delivery Director Emma Conroy with a digital platform supported by Marketing Lounge Partnership, a specialist martech and loyalty service provider, the new PlumbPro membership scheme has been designed “using a digital-first focus, ensuring customer experience and accessibility to rewards and benefits are super easy and all manageable from a mobile device.”

The benefits include additional cashback offers, access to training and other essential advice alongside perks such as a free Greggs breakfast every month, free next-day delivery for emergency parts orders plus regular prize draws and monthly freebies

Simon Jamieson, Managing Director of The Marketing Lounge Partnership, said: “We’re really proud of PlumbPro and feel that this is a ground-breaking scheme in the sector Many other installer programmes are dated and don’t offer the customer much value back We know that plumbers and installers are busy and use their mobile to run their business, so it was essential we made the site mobile first with instant access to their reward balance and perks ”

LEYLAND SOUTH KENSINGTON STORE

Leyland’s strategic expansion across the capital continued with the opening of its new South Kensington store earlier in the summer Becoming its 34th branch, the outlet has created eight new jobs and is said to offer increased convenience for the decorating specialist’s core customer base of tradespeople and DIY enthusiasts

A grand opening event featured “sizzling summer fun,” including seasonal giveaways and games, whilst the firm also marked the launch by donating £1,000 to the Glass Door charity to help with its work in supporting homeless people in Kensington and further afield.

The South Kensington store features a vast selection of paints from leading brands, on-site colour mixing, decorating essentials, tools, hardware and timber It is also the first Leyland store to have a Zinsser paint mixing machine, allowing customers to mix the brand’s specialist paints in thousands of colours

CMO GROUP CUSTOMER REWARD SCHEME

Building Superstore, part of self-styled onlineonly builders’ merchant CMO Group PLC’s stable of nine online superstores, has launched a brand new customer reward scheme Known as SUPER rewards, customers can now earn points every time they place an order which can then be converted into cash vouchers to redeem against future purchases

Points can also be picked up in lots of other ways, from referring a friend to leaving photo product reviews and buying samples Plus, there will be regular opportunities to earn extra points by taking advantage of special deals and offers alongside a host of other exclusive benefits.

The SUPER rewards scheme is available to all customers purchasing from any one of the CMO Group’s nine online superstores, and account holders will automatically start earning points on their next orders so they “can simply sit back and watch the points mount up!”

In at the deep end

One of the quickest ways to lear n more about yourself and the team around you is to be thrown in at the deep end. And this is exactly what the BMF’s annual Master Merchant Challenge is designed to simulate.

Devised by Stephen Lee Associates, an organisation with over 35 years ’ experience of running team building and leadership development programmes in the Lake District, the event uses a range of outdoor sports and activities to test each team’s ability to work together to achieve a high level of performance through close communication and creative team problem solving

On day one the teams took to Derwent Water on paddle boards, found themselves in more cold water in a tricky downhill ghyll scrambling challenge, before getting harnessed up to scale a sheer rockface at High Lodore Farm

After a well-earned overnight rest, competitors headed to Wray Castle for a series of activities designed to test trust, collaboration and creative thinking, including creating a fire without matches, a blindfold challenge and a scavenger hunt to solve clues around the castle grounds.

The competition, which is open to teams from builders’ merchants and building material suppliers, attracts a mix of first-time participants and those who enjoyed their previous experience so much they came back

“The weekend is a per fect informal learning experience and as well as helping team members discover more about themselves and develop skills they can use at work, it’s a great way to build relationships with colleagues

for more And after a hard-fought but fun weekend, both groups were represented in the winning teams

An amazing team of first-timers from JT Dove emerged as the new Master Merchant champions, so congratulations to Rachel Conver y, Thomas Brown, Phillip Holman and Jacob Tabberer.

The Super Supplier trophy was won by ‘Pure Glass’, a team from Knauf Insulation captained by Jo Callow taking part for the seventh time and ably assisted by Luke Davies, Ryan Ferguson and Rachel Adams

across the industr

y. ”

The weekend is a perfect informal learning experience, and it is also fantastic fun As well as helping team members discover more about themselves and develop skills they can use at work, it’s a great way to build relationships with colleagues across the industr y. Judging by the amount of laughter over the two days, together with the comments on our feedback forms, forging new friendships was yet another a highlight of the weekend.

Master Merchant 2025 takes place from 11-13 July 2025. You can find out more or reser ve your place by emailing stacey lock@bmf org uk

For more information on all forms of BMF training, use the shortcode www.rdr.link/mbg010

n 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.

Put on notice

Point of sale plays a crucial role in helping merchants grow their sales by informing customers about new and existing products in a way that simplifies their on-site tasks The significance of utilising visual merchandising and other forms of in-store support, including training and marketing assistance, cannot be overstated as they contribute to the overall customer journey.

Understanding customer behaviour and preferences is crucial when it comes to POS, which is why it’s worth devoting time to the process getting it right can make a huge difference These displays need to be visually appealing, while providing essential information that influences customer purchase decisions

Data analysis

We develop POS for in-branch displays using data analysis, which includes focusing on customer behaviour, seasonal trends and legislation updates, amongst others This allows merchants to quickly optimise their product offerings and promotions to meet changes in demand.

Along with seasonal fluctuations in sales

we keep an eye on evolving longer term market trends For instance, the UK’s focus on sustainability has increased demand for eco-friendly products and packaging it’s the reason why we are working with our bag, film and tub manufacturers to make improvements in this area

This includes a focus on increasing the use of recyclable materials like paper and cardboard, as well as incorporating at least 30% recycled plastic across primar y, secondar y and transport packaging

We’ve also added recycling and safe disposal information on plastic packaging labels to ensure it is dealt with in responsible manner. The introduction of our “ eco stamp” further highlights a commitment to using recycled content, enabling merchants and their customers to make informed, sustainable choices

By highlighting these advances on POS, merchants can strategically introduce products that align with government initiatives and consumer preferences

Collaboration with Suppliers

Effective collaboration is essential when it comes to identif ying and introducing new product lines and we find that working in partnership with merchants to leverage their expertise and insights is the best approach. Ultimately, it results in the development of innovative products that meet market demands

This approach also allows for quicker identification of changes in demand and a

more streamlined introduction of new offerings

POS is invaluable for highlighting the benefits of these new products. And well-designed POS displays effectively communicate the unique selling points of new products, making it easier for customers to understand their value. This approach not only enhances customer experience but also drives sales by providing clear and compelling product information.

Furthermore, staff expertise significantly boosts sales by providing customers with knowledgeable advice and insights into the latest products and industr y developments It’s the reason why we focus on equipping branch staff with the expertise to help their customers make the right product choices

Value-added ser vices such as personalised training and tailored advice are a really effective way of influencing purchasing decisions, turning occasional buyers into repeat customers

For instance, we have a growing number of merchants who have added Dalapro to their portfolio, including our in-branch support and product training. Those that add this particular product to their portfolio find it quickly becomes a firm favourite with customers looking for a ready-mixed roller filler it really is highly valued by

contractors once they have tried it

A key benefit, which is communicated by the POS, it that it allows contractors to get the job done quicker That’s because being able to easily skim the wall or ceiling saves a huge amount of time on site We’ve made it possible to order full or mixed pallet deliveries of Dalapro, making this a quick win for merchants looking for additional sales

A positive outlook

Ultimately, having a supplier that can consistently deliver products when you need them, backed up by effective POS, is crucial for merchants Timely deliver y ensures that the business can meet demand from customers and avoid any potential delays or disruptions in their operations. It allows merchants to maintain a smooth and

efficient supply chain, which in turn enhances customer satisfaction and loyalty. It’s the reason why we ’ ve always been clear about our offering We provide a unique ser vice by combining market-leading trade brands and delivering them in a sustainable way directly through three ser vice offerings: Customers can choose from single pallets, mixed pallet loads, through to small parcels

Customers can order as little as a single pallet, whether that’s a full pallet of a single product, or a mixed pallet of products from across the range The Okarno Gyproc Express ser vice also allows customers to order a single parcel of product for small and speedy orders

Ultimately, marketing support is crucial in today’s competitive business landscape. It plays a pivotal role in promoting products

and ser vices to potential customers Without it, even the best products can go unnoticed It works hand in hand with products that are aligned with customer demand, ensuring merchants are effectively reaching their target customers and driving sales

n To find out more about Okarno and how its sustainable supply chain partnerships can benefit your business, use the shortcode www.rdr.link/mbg011

A question of support

Ryan Jones, Business Development Manager – Construction and Decoration for Mirka UK, tackles some of the key topics at the trade counter, exploring why regular staff training is vital for builders’ merchants?

In any builders’ merchant business, knowledgeable staff are key and help generate sales. S o, it’s important they understand the products they are selling by highlighting their unique selling points and how they will help benefit the customer in the short, medium and long term

When it comes to training, in the past marketing materials may have been sent out by brands highlighting any new products and their key USPs, supported by the odd visit from the sales team to go through the benefits However, over the years this situation has completely changed as highlighted by Mirka’s experienced technical sales team

They visit stores and demonstrate the products showing staff how they can be used, the design benefits and the provision of a dust-free sanding environment, which ensures control of the sanding process and allowing for multiple work phases to be undertaken in the same room, leading to a happy user

In addition, the provision of in-person training enables staff to “think like the customer,” asking questions and preparing answers furnished by our team. This, in turn, leads to sales staff being fully prepared to answer all customers queries

n Mirka UK has introduced a new Groove Interface for the Mirka DEOS II 343CV electric sander, which can be paired with its Abranet or Abranet Ace net abrasive to sand door and window mouldings quickly and without dispersing dust into the environment

The Mirka Groove Interface comes in two sizes with both having 12 pre-cut segments of 12.5mm, each allowing users to adjust to the width of the mouldings they are sanding The 75x100 10mm Medium enables precise sanding of grooves and indentations, while the 75x100 6mm Soft offers precise sanding for detailed work

Chris Proffit, Mirka UK’s Business Sector Manager for Construction & Decoration, comments: “The Groove Interface eliminates labour-intensive hand sanding, significantly speeding up the process of precise and detailed sanding. The pre-cut segments ensure consistent and uniform sanding results across the entire moulding surface, effortlessly adapting to various moulding widths.

“Combined with our market-leading Abranet abrasives, dust extraction capabilities are assured, keeping the workspace clean ”

n For more information on Mirka’s range of products and support for stockists, use the shortcode www.rdr.link/mbg012

The big breakfast

ForgeFix has rebranded and extended its ForgeFast range of high-end screws and to raise awareness and support merchants with the sales of the screws, the brand has partnered with Greggs to provide a free breakfast with every tub purchased. Head of Marketing Rebecca Fortescue outlines the new range whilst highlighting the promotion and the many customer benefits.

Regular stockists of the brand will know that ForgeFix caters to ever y budget with three core product lines of screws that sit under ‘good’, ‘better’ and ‘best’ with the ForgeFast range developed as the most premium of the company ’ s offering First launching in 2017, ForgeFast has subsequently grown to be a well-established brand of the ForgeFix family, with 12 different types of fixings, a whole host of sizes available and its ver y well-regarded line of Pozi headed screws

The brand has been given a whole new look and feel whilst the range has now

doubled from 160 to 320 different screws sizes, offering merchants and end users the most comprehensive and high-performance range on the market. With new and different sizes, finishes and head types being added into the range, this extension means merchants will be able to offer a much wider choice and source all their screw types in a single supplier order

What’s more, each categor y of fixings within the ForgeFast range now comes with specific colour coded packaging to provide the tradesperson with a visual cue as to a fixing’s application. The new range

comes in the following:

l Gold anti-split, fast drive

l Purple MDF and chipboard flooring

l Silver exterior elite 2000

l Blue timber & construction

l Red self drilling, low torque

l Orange Tongue & groove flooring

l Green decking & outdoor screws

Packaging now comes with clear and easy to read information, such as the product’s key features highlighted on the lid of the box and again on the side of the box in five

different languages Equally, ForgeFast’s graphic design team has also been hard at work, designing new infographics that provide measurement charts and gauges to help tradespeople determine what the product is best suited for

Recent customer research also highlighted the need for more environmentally friendly packaging, so the range now comes in reusable tubs that make for handy storage vessels when the screws run out This was something that the consumer asked for and is likely to prove to be a big hit

A free breakfast with ever y tub

To go alongside the rebrand, ForgeFix has devised a ‘Breakfast with ForgeFast’ promotion to support and raise awareness of the new look and range. This promotion is designed to build customer loyalty for the

“The ‘Breakfast with ForgeFast’ promotion is designed to build customer loyalty for the brand and increase customer spend for the merchant, with ease and simplicity.”

ForgeFast brand and increase customer spend for the merchant, with ease and simplicity.

For example, the promotion is also easy to redeem, with a QR code provided in ever y tub which can be scanned in order to redeem a voucher for use in any Greggs throughout the UK Meaning there’s no collecting of points, but an instant ‘win’ ever y time for the end user.

This is applicable with ever y purchase of ForgeFast’s top ten most popular Pozi screw tubs, allowing merchant’s customers to register and receive a free breakfast roll and drink from Greggs The promotion is only available for independent merchants as part of ForgeFix’s aim to support loyal independents

Merchant support and sales

The business has started to pre-sell the promotion into merchants with the products landing in branches merchants from September More than 300 independent merchants have committed to the promotion.

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

In supp or t of gett ing t he promot ion out

to t he end us er and w ider audience, a l arge PR and adver t ising c amp aig n has b e en aime d at t he end us er to rais e awareness of t he ForgeFast brand and push c ustomers into p ar t icip at ing merchant stores

n To learn more about the promotion, or how you can get involved, contact your local area sales manager or use the shortcode www.rdr.link/mbg013

Fixing up

TOOLS, FIXINGS & ADHESIVES

Aptus Fasteners is looking to open its expertise and product range to present new opportunities for the merchant sector. PBM reports.

Operating across a range of specialist markets for just over 30 years, Aptus Fasteners says it has been meeting the needs of customers in areas such as offsite construction and joinery production with products that offer assured quality and levels of performance Now, the independent wholesaler of fixings and fasteners is looking to build on its success by expanding its presence in the merchant sector

Managing Director Stewart Tayl said: “Aptus Fastener has much to offer merchants We have honed ou expertise, experience and product range helping customers to answer challenging fixing and fastening requirements, frequently in highly regulated environments. Much of what we have achieved is transferrable and can be of equal benefit to builders’ merchants and the trade professionals they ser ve ”

Technical expertise

Just one fixing categor y where the business is aiming to raise awareness and standards is structural timber screws Stewart explains: “Some products in the merchanting sector are marketed and sold as structural timber screws, but with little evidence to support that In contrast, our pro-struct structural timber screws benefit from UK Technical Assessment (UKTA) certification

“ is certifies that the entire range complies with the requirements set out for screws by European Assessment Document

D) 130118-01-060 is dard which assesses a duct’s performance against 14 different criteria including tensile strength, bending angle and durability against corrosion provides independent verification that specific screws are suitable for use in timber construction ” Other notable products

Aptus Fasteners can offer merchants include its range of imberfix 360 woodscrews

ese are described as high erformance, highly versatile oodscrews which feature a ber of innovative design istics such as a type 17 point which helps the screw to drive through tougher woods without pre-drilling.

ey also benefit from a special thread design with an advanced cutting edge and an in-built lubrication system is helps to reduce the amount of torque required to insert timberfix 360 woodscrews by almost 50%

ese features are said to be unique to this authentic, trademarked product a significant point as the brand is “oen imitated due to its popularity” and Aptus Fasteners stresses the importance of looking out for the registered timberfix trademark in places such as product packaging

Supporting success

With an eye on the bigger picture, Aptus Fasteners not only offers merchants technically advanced fixings and fasteners,

but it also looks to support the success of merchant customers with tools that help streamline and enhance the process of ordering and selling its products

For instance, the company ’ s app Aptus C onnect allows trade account holders to search and browse its full range, to create favourites and shopping lists, and to place orders 24/7 It also allows users to receive advanced notification of special offers and promotions.

In addition, it has introduced multiple packaging formats for products like its timberfix 360 woodscrews which include 1800-piece cardboard trade packs, 1333-piece metal carr y cases, recyclable plastic tubs and 1000-piece organisers

Thes e dif ferent p ack for mats cre ate a var iet y of merchandising opp or tunit ies and, to help merchants c apit a lis e, t he w holes a ler has a ls o int ro duce d mu lt iple p oint-of-s a le s olut ions including FSDUs, 1 met re met a l st ands, outdo or b anners and w indow / do or st ickers

Stewart concludes: “Aptus Fasteners has ambitious plans for the builders’ merchant sector To help us achieve them, we remain committed to developing products and a wider ser vice offering that ensures maximum benefits and value

“Merchants can expect to see growing evidence of this now and for the foreseeable future ”

n For more information on the Aptus Fasteners range of products and support ser vices for stockists, use the shortcode www rdr link/mbg014

Green innovations

With a track record of product and production innovation, Bond It is using its expertise to meet the need for greater sustainability. PBM speaks with Marketing Manager Kirstie Cooper to find out more.

There is no silver bullet to the environmental issues currently facing the world Challenges like climate change, biodiversity loss, environmental degradation and resource depletion are unlikely to be solved overnight or by one action alone.

Instead, the onus is on all of us to do what we can, where we can, to reduce our environmental impact and to be part of the solution rather than part of the problem

This ne e d for g re ater sust ainabi lit y is a lre ady wel l understo o d t hroug hout t he bui lding , maintenance and improvement indust r y Merchants and bui lding pro duc t manufac turers a li ke are cont inuing to step up to t he pl ate, w it h B ond It b eing a c as e in p oint

Kirstie Cooper, Marketing Manager at the UK-based manufacturer of sealants, adhesives and building chemicals, said: “At Bond It, our commitment to ever higher levels of sustainability continues to manifest itself in many different ways As an example, for some time we ’ ve used solar panels on our own factor y roof to help meet our energ y needs and to generate electricity from a

completely renewable source

“We are also using increasing amounts of post-consumer recycled (PCR) plastic in our packaging to help keep material out of landfill and in circulation Plus, through ongoing investments into our extensive production infrastructure, we are continuing to enhance our operations with the aim of increasing efficiency, reducing consumption and minimising waste ”

Investing in the future

and resources are derived from a simplified post-use cleaning process

Highlighting this ethos, the manufacturer has recently made a major investment into upgrading the powder plant at its West Yorkshire site This plant now houses new mixing technolog y which enables the business to produce cementious products, such as its tanking slurr y and self-levelling compound, more efficiently.

It can manufacture larger quantities of product in less time and with fewer unplanned stoppages thanks to the plant’s impressive reliability. Further savings in time

Bond It has also invested into new machiner y to enhance its production of specialist acid-based cleaning products such as Bond It Brick Acid This machiner y includes a new fume scrubber which can scrub the acidic vapours created during the manufacturing process to create a weak acidic solution. This solution can then be reused as the starting material for the following batch of product

In this way, the new technolog y delivers double-edged benefits Not only does it prevent waste, but it also reduces the need for virgin raw materials.

Next generation products

“In line with our focus on increased sustainability, our product range also

continues to evolve” comments Kirstie. “Our pursuit of opportunities to improve the environmental performance of our products is relentless and see us looking for enhancement and refinement in all manner of areas

“ This could be in terms of their yield, the packaging they employ, the raw materials they use or their ability to contribute to the energ y efficiency of the wider building envelope ”

It is this approach which has led to the introduction of Bond It Breeze Block Foam a multi‐purpose polyurethane foam which is described as being “ideally suited for use as a gap-filler on joints where movement is likely.” It can accommodate this movement whilst maintaining an airtight seal around the components, reducing heat loss and subsequently heating and energ y requirements.

Another new product that sits alongside Breeze Block Foam within the Bond It Sustainable PU Foams range is MGF Ultra Yield This foam can be used for a huge variety of bonding, filling, sealing and insulating tasks as it adheres to most common construction materials

The product is designed to yield 55 litres of foam from a 500ml cannister, which is said to be 50% more than conventional foams. The ability to extract more foam from each cannister means fewer cannisters are required reducing post-use waste as well as the resources need to make and transport cannisters.

Bond It has also recently introduced Bamboo Wipes These anti-bacterial cleaning wipes are made completely from renewable and sustainable plant-based materials They are 100% biodegradable and said to outperform traditional polypropylene (plastic) based alternatives

“Our approach to sustainability at Bond It remains holistic” explains Kirstie. “We look at our production processes, our product offer and ever y single area of our operations to identify how, and where, we can make changes that reduce our impact on the environment.

“ These enhancements, no matter how small, have a cumulative affect and help to ensure we can offer merchants and their customer sealants, adhesives and building chemicals with ever improving environmental credentials ”

n For more information on Bond It’s latest new products, use the shortcode www rdr link/mbg015

Keeping outdoor worker s safe

, y campaign has been a timely reminder to all construction professionals to think about the potential dangers of sun exposure and working in higher temperatures.

The issue of taking outdoor working conditions seriously is more important than ever Climate change means summers are getting hotter, but builders can protect themselves by taking a few simple safety measures

And builders’ merchants can play their part too, by helping to encourage workers to think about their health protection as the thermometer soars, and the sun rays intensify

Encouragingly, Safe in the Sun, alongside other important awareness raising campaigns, is helping to make a positive contribution across the industr y by promoting an essential safety-first message and assisting workers in recognising the dangers and taking steps to reduce the risk

In a recent Marley survey, a group of construction professionals were asked about their awareness and understanding of staying safe when working outdoors in the summer months The majority (81%) said they are now ‘extremely aware ’ of the dangers of working outside

In addition, four fifths also stated they can recognise the common signs associated with the onset of dangerous conditions, such as heat exhaustion and heatstroke Symptoms including dehydration, tiredness, feeling cold, headaches and dizziness were highlighted as red flags, meaning that when spotted help can be given and remedial action taken

As part of this year ’ s Safe in the Sun campaign, Marley is sharing a variety of giveaways to promote safe outdoor working including branded t-shirts and a cooling towel with a drinks flask

n For more information, visit www.marley.co.uk/safeinthesun or use the shortcode www.rdr.link/mbg016

20th

20/20 vision

Over the last two decades, Samac has evolved into one of the UK’s foremost suppliers of fixings and roofing products and this landmark anniversar y coincides with a period of significant growth for the business, marked by a substantial warehouse expansion that will dramatically increase its capacity

The firm states that one of the most notable aspects of its growth has been the diversification and expansion of its product range Today, it offers an extensive array of products, including the popular Performance Range of screws, the comprehensive Rooftec collection and the robust Viper Nails and Atlas Fixings brands. These product lines are said to reflect Samac’s “dedication to meeting the everevolving needs of the construction industr y with high-quality, reliable solutions ”

Sales and Marketing Director James Robinson commented: “As we celebrate this significant milestone, we are more committed than ever to innovation and growth The upcoming year will see us launching even more new products, reinforcing our position as industr y leaders

“Our focus remains steadfastly on supporting independent merchants, who have been instrumental in our journey over the past 20 years We look for ward to continuing this journey alongside them, breaking new ground and setting higher standards in the industr y ”

The supplier notes that its 20th anniversar y has not just been a celebration of

past achievements but also a launch pad for the future For example, the warehouse expansion is billed as a clear indication of its aspirations for growth and its “commitment to providing even better ser vice and a wider range of products to its customers.”

Furthermore, the company states that its success stor y is “closely intertwined” with the support and loyalty of independent merchants across the UK As James explains: “Samac has grown alongside these merchants, building strong relationships based on mutual respect and a shared commitment to quality and customer satisfaction ”

And as the company looks to the future, it “remains dedicated to nurturing these partnerships and supporting the growth and success of independent merchants.”

Examples of its attendance at numerous trade mornings at branches across the countr y can be found across its social media channels, whilst the NMBS Exhibition at Coventr y is considered a vital event.

Recent product innovation includes the launch of its TEK Screw range, engineered for a wide range of applications where materials such as wood and metal need to be screwed together without the need for pre-

Earlier this year, Samac Fixings celebrated its 20th anniversary. PBM catches up on the celebrations and details some of the fixings, fasteners and roofing materials supplier’s latest product innovations.

drilling TEK screws feature a self-tapping thread, allowing them to cut their own thread into the material they are fastening, along with a drilling point

This dual functionality is said to offer a quick and effective way to join two materials seamlessly whilst each screw is treated with an advanced 1500-hour Ruspert Coating, intended to provide “outstanding resistance to corrosion” and ensuring the fasteners stand up to the elements with “unprecedented toughness ”

The range includes the Hex Head Self Drilling Screw with two options for light and heavy section steel to steel fixing The Sheet to Timber option, meanwhile,

Anniversary celebrations, with James Robinson and Simon Robinson

The Samac team at this year’s NMBS Exhibition

TOOLS, FIXINGS & ADHESIVES

Produ ction inc rease

n Expanding its range of roofing solutions, Samac’s new Rooftec Flex Plus is a self-adhesive lead substitute made from EPDM-rubber and reinforced with an expanded aluminium mesh core to give it “exceptional strength and life expectancy ” An alternative to traditional roofing materials and suitable for both flat and pitched roofs, the innovative product features a sheet aluminium base topped with a protective polyurethane layer and a bottom coating of butyl adhesive

This bonds securely to all building materials, forming a watertight joint that requires no additional tape or sealant, and the supplier states that most surfaces won’t even require a primer allowing for a fast and easy installation

Extremely malleable, Rooftec Flex Plus can be installed in continuous rolls of up to five metres. Lightweight, it can be easily cut and shaped with scissors and a seam roller for a range of applications including abutments, dormers, chimneys and skylights

incorporates a Type 17 Cut point which “maximises thread engagement with timber for a secure, reliable hold ”

In addition, the Countersunk Self Drilling Screw with Wings is said to excel in joining timber to light or heavy section steel, with wings that car ve out cavities in

the timber to preser ve structural integrity even while the timber expands and contracts When the screw reaches steel, the wings snap off so the screw thread can engage with the material.

Completing the line-up is the Hex Head Self Drilling Stitching Screw (Sheet to Sheet)

which “brings Samac’s signature blend of strength and smart design to the table ” The full range features a wide array of sizes, available in packs of 100

Reflecting on all the developments, James concludes: “As we embark on our next 20 years, we remain committed to our core values of quality, ser vice and innovation The team at Samac is really excited about the future and is looking for ward to continuing to ser ve the construction industr y with the same passion and dedication that have been the hallmark of its first 20 years.

“We would like to thank all our customers, partners and the entire construction community for their support and loyalty over the past two decades ”

n For more details on the Samac Fixings range of products and support ser vices for merchants, use the shortcode www.rdr.link/mbg017

TOOLS, FIXINGS & ADHESVIES

MAKITA BATTERY POWERED BRUSHLESS ROUTER

The new RP001G 40VMax XGT ½” Brushless Plunge Router is said to provide “an excellent combination of high efficiency and lightweight design” with the ability to cover 80m of MDF on a single charge, and has an “outstanding plunge cutting capacity” of up to 60mm Compact and lightweight, the tool is ergonomically designed to enhance comfort and ease of use, weighing only 4kg (with a 5 0Ah Li-lion battery) with a compact height of 294mm

The brushless design of the motor reduces friction to increase runtime and performance to provide a power output of 1,900W, ensuring the user can work for extended periods at a time The device is also designed with soft start and electronic brake, limiting recoil to prevent damage, whilst its constant speed control reduces the chance of a drop in cutting speed to maintain a clean cut on the workpiece.

n Find out more via www.rdr.link/mbg018

ROLLINS & SONS

Jorgensen clamps have gone on to become a much-loved American brand Available in the UK via Rollins & Sons, the new Platinum Series E-Z HOLD

Adjustable Bar Clamp features a durable but light aluminium body that “can withstand tremendous clamping pressure up to 400lbs” and is designed with a built-in clamping force indicator to quickly identify the desired clamping force.

Available in 12", 18", 24" and 36" lengths for use in a variety of task, the clamps also offer a patented feature that allows two to be joined together to create an oversized clamp with more than double the opening capacity of a single clamp

n Discover more by entering www.rdr.link/mbg019

HULTAFORS

DVARDALA HUNTING AND FOREST AXE

With a premium axe range suitable for performing a wider range of tasks, the highlight of the Hultafors collection is said to be the Dvardala hunting and forest axe. The axe has been given more thickness to be able to chop wood, a flat and wide grinding phase and a hand notch for whittling, with a semi-straight edge that works both for felling and whittling

To complement the premium axes, Hultafors has also launched a range of highquality accessories including a holster, an overstrike guard, a leather belt and even an axe sling so users can bring their axe without the need for a backpack Merchants and stockists can also benefit from a collection of high-impact, quality point of sale and merchandising options including solid wood displays, magnetic and easy stick backgrounds and wire locks to protect stock from theft

n Head to www.rdr.link/mbg020 for further information

MONUMENT TOOLS BERNZOMATIC HAND TORCHES

Monument Tools is continuing to expand its product offer by bringing Bernzomatic’s high-quality hand torches to its customers This follows the recent announcement that Monument and the US-based Bernzomatic are working in partnership to bring high-quality gas cylinders to the UK

The torches work with both Propane and PRO//MAXÒ gas cylinders and are said to be ideal for soldering, brazing and many other common tasks that plumbers, engineers, and other tradespeople need to complete during their working day Manufactured in Chiltern, Ohio, the torches are “designed to the very highest standards” with a host of safety features to give tradespeople the precise control they need when working with flame on site

Offering merchants “all the top-quality tools and equipment they need from a single UK-based supplier,” Monument Tools MD Jonathan Collier said: “This new partnership really is the missing piece of the puzzle for plumbers, engineers, roofers and tradespeople from all industries, as well as for merchants right across the UK ”

n Use the shortcode www.rdr.link/mbg021 for more.

LEVIAT ANCON STAIFIX HRT4 300MM WALL TIE

The new Ancon Staifix HRT4 300mm Wall Tie is designed for use in wider walls with cavities ranging from 151-175mm with the manufacturer stating that the addition of the product to its existing range will help builders to meet the latest Part L regulations and achieve the more stringent U-values and building fabric requirements in the upcoming Future Homes Standard

Developed with both performance and compliance in mind, the wall tie has been rigorously tested and certified, bearing both the CE and UKCA markings that reassure builders of its quality and adherence to safety standards. Additionally, the product complies with Part E of the Building Regulations as a Type A wall tie, which qualifies it for use in internal party walls, enhancing its versatility and applicability across various construction projects

n Use www.rdr.link/mbg022 for further details.

James Beesley, Commercial Director at Beesley & Fildes, and Jamie McGuinness Area Sales Manager at Birtley Lintels, explain how collaboration has helped their respective businesses overcome the current construction industry challenges and weather the economic storm.

The construction industr y slow-down combined with rising inflation, energ y costs and supply chain issues have created a tough trading environment for merchants and their suppliers

Navigating these hurdles has added significant pressures on both sides In response, independent builders’ merchant Beesley & Fildes and UK manufacturer Birtley Lintels have stepped up their working relationship to drive sales and growth

The companies first began working together 20 years ago when the supplier joined forces with the merchant to supply a range of cavity wall and box lintels as well as bespoke products to meet specific site requirements for larger housebuilders and developers

“ The success of our rel at ionship stems f rom share d pr inciples,” s ays James B e esle y, C ommerci a l Dire c tor at B e esle y & Fi ldes “We’re b ot h loya l and pro ac t ive w it h a fo c us on bui lding a st rong and

A two-way street

sust ainable

nership This has

18 mont hs w hen market and e conomic cha l lenges have put many merchantsupplier rel at ionships to t he test

“Although price and margins are obviously important, loyalty must come first otherwise the relationship will fall at the first hurdle ”

Strengthening sales and stock

A proactive approach is central to the sales strateg y for both companies.

Representatives from each sales team work together to encourage orders, including joint visits to customers’ sites. Birtley Lintels also strives to be visible across B eesley & Fildes’ branch network, providing regular support to its employees including branch managers and sales staff.

“Merchants sell tens of thousands of products, so it’s essential that as a supplier we ’ re front of mind,” explains Jamie McGuinness Area Sales Manager at Birtley Lintels “With so much regulator y change happening across construction, we also want to make sure Beesley & Fildes are a step ahead New building regulations have put the brakes on some products which were selling quickly last year, so we ’ re working with its branch managers to revise stock profiles and ensure customers’ changing needs are met ”

“As lintels are mainly used on site by larger contractors and developers, we have to work as a team to win orders,” adds James “Both sides have to put the effort in to drive sales and that requires regular conversations and ideas. Currently, we ’ re in discussions about

James Beesley, Commercial Director at Beesley & Fildes

BRICKS, BLOCKS & MASONRY

joint marketing initiatives and new incentives to increase orders across larger projects.”

Consistent and regular reporting is another important element in building the relationship This sees Birtley Lintels provide quarterly sales figures to Beesley & Fildes’ leadership team, so if there’s a dip, they can react quickly and effectively

To compete successfully in a challenging market, maintaining high stock levels is also paramount for Beesley & Fildes “Our customers expect an independent merchant to provide a reliable and agile ser vice,” says James “As a UK manufacturer, Birtley Lintels has a robust supply chain which has helped us to manage customer expectations and minimise the risk of site delays

“ The in-branch support we receive also plays a key role in how we manage our stock,” James continues “ This guidance ensures we are providing the right products at the right time, and that these are consistently replenished ”

No standing still

Established in 1820, Beesley & Fildes has been trading for more than 200 years while Birtley Lintels has a 60-year heritage Both are keen to build on this longevity in the construction industr y through ongoing investment and evolution

n Beesley & Fildes has launched a new technical sales ser vice designed to streamline customers’ construction projects, providing a single point of contact for all departments and ensuring customers can access a variety of support to assist with their projects ranging from in-branch design ser vices and material quotations through to site sur veys and measurements.

“New building regulations have put the brakes on some products which were selling quickly last year, so we ’ re working with branch managers to revise stock profiles and ensure customers’ changing needs are met.”

At Birtley Lintels, a recent rebrand coupled with refreshed marketing materials and product catalogues have been implemented to support its sales strateg y and further growth Said Jamie: “Our aim is to reposition ourselves to provide more

The ser vice will be led by Craig Halpin who has been promoted to Group Technical Sales Manager. With more than 10 years ’ experience of the merchant industr y, Craig was formerly the Sales Manager of the firm’s Huyton branch and was recently named a Top 100 Achiever by the BMF

He explained: “Whether a customer wants to carr y out a refurbishment or build a new house, our technical sales ser vice provides tailored support from the ground up As so many different elements are needed to plan and deliver these projects, our aim is to tie them together to make the whole process simpler and quicker for customers That could anything from help with roof truss or floor design using industr y-leading software through to sourcing prices for all the required building materials

“We also have the skills inhouse to guide on issues such as the latest building regulations and how these could affect product choices.”

clarity in the marketplace, including the products we offer merchants We believe this will also help to open opportunities for cross selling and wider collaboration.”

He adds: “The last year or so has been particularly hard for most businesses but we ’ re now coming out the other side and there’s a sense of optimism about the future As well as building strong supplier relationships, we have invested in new facilities and product ranges within our branches which put us in a strong position for the future ”

Jamie concludes: “From our conversations with customers and across the industry, the general consensus is that 2024 will continue to be tough with green shoots towards the end of the year. Next year, however, will be the launch pad back to growth and both merchants and their suppliers need to be prepared. Investing in those relationships now will pay dividends in the future ”

n For more information on Birtley Lintels’ range of products and support ser vices for merchants, use the shortcode www rdr link/mbg023

Swinton Branch Manager Wes Bracewell and Kelly McCormick, Group Civils, flanking Birtley Lintels ASM Jamie McGuinness

ROCKWOOL® enhances Trade Range with new products and more sustainable packaging

New products

A new 150mm thickness of ermal Insulation Cavity Slab 32 will support builders and tradespeople in meeting the UK's now more stringent thermal regulations, such as Part L 2021 (England) Developed using patented NyRock® technolog y, Cavity Slab 32 has a 0.032 W/mK lambda rating, making it the lowest lambda stone wool currently available in the UK and Ireland

Cavity Slab 32 helps installers achieve ‘continuity of insulation’, as recommended in guidance in Approved Document L 2021 as it can be friction-fitt cutting e product and has a Euroclass A reaction to fire classi

Further expandin ROCKWOOL has introduced a 140mm version of its popular Sound Insulation Slab, joining 50, 70, and 100mm thicknesses e new 140mm Sound Slab provides acoustic performance for internal floors, and with a 0 035 W/mK lambda, it can also be used as thermal insulation for external timber frame walls. As with Cavity Slab 32, Sound Slab has a Euroclass A1 non-combustible reaction to fire classification and a flexible edge for easy friction fitting.

ROCKWOOL has expanded its non-combustible stone wool insulation range for builders and tradespeople by launching two new products

New product packaging

Alongside launching two ne w pro duc ts, RO CKWO OL is intro ducing ne w-lo ok packaging across its Trade R ange One of the most notable changes to its latest pro duc t packaging is the reduc tion in virgin plastic RO CKWO OL is transitioning to a material made f rom 30% rec ycled plastic to minimis e the us e of virgin material w here ver p ossible

It has also made changes to the design of its product packaging to increase its recyclability by minimising the use of ink, which can impact the

decreased the amount of ink used in production Reducing ink usage on packaging makes recycling easier and more efficient, producing a better quality recycled product and reducing waste in the recycling process e new product packaging remains fully recyclable, helping builders and tradespeople avoid sending waste to landfill.

— 150mm Thermal Insulation Cavity Slab 32 and 140mm Sound Insulation Slab. The manufacturer is also introducing more sustainable product packaging across the ROCKWOOL Trade Range along with additional support for stockists.

ROCKWOOL has also revamped its labelling to provide clearer product information, allowing customers to quickly find critical details about the Trade Range products Furthermore, the company has introduced digital product information, ensuring that customers always have access to the latest updates and specifications at their fingertips

Clear technical and certification marks are also prominently displayed, reassuring customers about the quality and authenticity of its products

New suppor t

To support the launch of the new products, ROCKWOOL has also produced a refreshed version of its Trade Application Guide the ultimate guide to its Trade Range and a helpful sales tool for merchants.

n For more information on the new SKUs and to become a ROCKWOOL stockist, use the shortcode www.rdr.link/mbg116

The decarbonisation dilemma

Stephanie Vissiere, Head of Major Projects and Energy at Wienerberger, considers the issue of decarbonisation by addressing the obstacles ceramic manufacturers face alongside the solutions being implemented to ensure a sustainable future.

The UK construction value chain is at a pivotal moment in its journey towards net zero. The sector urgently requires transformation, and manufacturers in energy-intensive industries play a crucial role both in creating more sustainable products and in embracing more sustainable processes.

Ceramic manufacturing, a cornerstone of the industrial sector, faces distinct challenges in decarbonisation. The process begins with clay, essential for producing clay blocks, facing bricks, roof tiles, ceramic pipes, and clay pavers. This journey is energ y-intensive, including mining, preparation, shaping, dr ying, and firing Each phase requires significant energ y, often from gas-fired furnaces operating at high temperatures

Despite these challenges, ceramics are crucial for achieving net zero targets, playing key roles in renewable energ y production, electric vehicle batteries, and high-temperature industrial processes

Reaching net zero in ceramic manufacturing is a daunting challenge, involving major changes in production techniques and energ y use. Ceramics UK (formerly known as the British Ceramics Federation and now aligned with the Brick Development Association to offer a unified voice for the sector) highlights ceramics’

crucial role in society's decarbonisation both by cutting manufacturing emissions and helping downstream users reduce energ y and emissions

However, the high energ y demands of ceramics production pose significant hurdles on the path to sustainability.

Innovations driving decarbonisation

Electrification

Electrification lies at the heart of Wienerberger’s net zero strateg y. Our £30 million investment in the Broomfleet clay roof-tile plant exemplifies this commitment Once operational, Broomfleet will become Europe’s first industrial clay roof-tile facility to eliminate natural gas, targeting a 75% reduction in carbon emissions This transition highlights our dedication to sustainability and establishes us as pioneers in decarbonising ceramic manufacturing

Transitioning to electrification presents several challenges The higher cost of electricity compared to natural gas necessitates optimising manufacturing efficiency to manage expenses without overburdening customers Ensuring a reliable and adequate electricity supply is also critical.

At Broomfleet, we are doubling our power supply and exploring heat pump technolog y to recover energ y from steam produced during the dr ying process a method successfully tested in the Netherlands and Belgium

Hydrogen

While electrification is essential, it is not always practical for products that require new furnaces. Consequently, Wienerberger is investigating hydrogen as a cleaner fuel for existing kilns Transitioning to hydrogen offers two primar y benefits: preser ving kiln structures and utilising a combustion process similar to natural gas, thereby minimising operational disruptions

In partnership with the Ceramics UK and industr y leaders, we are assessing hydrogen’s viability as a fuel source Despite its potential, adopting hydrogen involves challenges related to health and safety, transportation, availability, and cost The UK Government views hydrogen as a long-term, low-carbon solution for high-temperature firing, but achieving commercial readiness will necessitate further innovation and testing.

Heat Recovery

Heat recover y plays a pivotal role in our decarbonisation strateg y at Wienerberger We are investing in advanced systems to capture and utilise waste heat For instance, at our Warnham brick manufacturing site, we harness “low grade” humid air exhausted from the dr yers This air is condensed and then heated using an electric heat pump to elevate the temperature in the dr ying chamber, thereby eliminating the need for natural gas burners

Collaborating with manufacturers in the steel and ceramics industries, and guided by the Materials Processing Institute, we are continually improving heat recover y solutions to bolster our sustainability efforts.

“Builders’ merchants stand to gain from decarbonisation by offering sustainable products, thereby strengthening their market position, attracting eco-conscious customers, and contributing to the net-zero goal.”

Dematerialisation

Already establishing themselves as a standard brick alternative with a lower environmental impact in Europe, our Eco-bricks significantly reduce the upfront embodied carbon per square metre of brickwork. This is achieved by using fewer raw materials and less energ y during the manufacturing process

Eco-bricks deliver the same performance and aesthetics as standard brick systems but are 37 5mm narrower This allows for additional insulation in the wall build up or extra living space without compromising structural integrity

We estimate that Eco-bricks can decrease initial carbon emissions by up to 31% per square metre compared to standard bricks Additionally, their smaller size results in a 36% reduction in mortar and on-site water usage More Eco-bricks can be transported per journey, cutting the number of trips by up to 37% and potentially reducing CO2 emissions by up to five tonnes for a project involving 100 houses

Leading sustainability effor ts

Manufacturers now face a pivotal decision: to lead or follow in the journey toward sustainability Though the challenges are significant, they present exciting opportunities for innovation. And builders’ merchants stand to gain from decarbonisation by offering sustainable products, thereby strengthening their market position, attracting eco-conscious customers, and contributing to the net-zero goal.

At Wienerberger, we are dedicated to spearheading this movement By confronting challenges directly and fostering innovation, we believe the ceramic manufacturing industr y can set the benchmark for a more sustainable future

n For more information on Wienerberger and its decarbonisation initiatives, use the shortcode www rdr link/mbg024

There are no others like us…

Okar no takes to the road

Raising brand awareness and highlighting product solutions is all about getting out and about with customers. Stacey O'Connor, Head of Marketing at Okarno, explains why, over the last few months, that is exactly what the team have been doing.

Some of you might have spotted us at Trade Decorator Live in June, the leading event for the painting and decorating industr y. We received a lot of interest in Dalapro, our new ready-mixed roller filler Visitors who saw it liked the fact that it gives them a quick and simple method for achieving a flawless plastered finish.

We were also at the Scottish Painting and Decorating Show earlier in the year, which provided a great opportunity for us to find out what’s going on north of the border It was great to meet colleagues and friends and make some new contacts. Plus, we reminded ever yone that we deliver to all areas of the countr y!

If you didn’t get chance to visit either of these, you may have experienced the Okarno brand live at our Fix Radio Roadshow at many locations around the countr y As well as introducing the new Okarno brand to a wider audience, it gave us an opportunity to bring an assortment of fun challenges, amazing deals and some exciting prizes

We think it’s safe to say that ever yone got properly stuck in, and it was a great way to spread the news about the Artex rebrand to Okarno

Also, at the end of May, the new Okarno brand was on show for Yorkshire customers at Harrogate Toolfair and ProBuilder Live Another great opportunity to meet with customers and showcase our products

If you have the opportunity to attend any of our future events, we strongly urge you to do so. It’s a great way to get to know our team and experience the Okarno benefits first hand

Keep a look out on Okarno’s LinkedIn page to find out about future events. They’re definitely worth attending for the demonstrations, unmissable deals and essential product information

n For more on Okarno’s support for merchants and their trade customers, use the shortcode www.rdr.link/mbg114

Strength in numbers

Jenny Smith-Andrews, Head of Marketing at H+H UK, explains why aircrete “is the future of sustainable homebuilding.”

The new government has promised to ‘get Britain building’ with planning reforms under way to help pave the way for its ambitious target of 1 5 million new homes This means busy times ahead for builders’ merchants.

However, housebuilders face the dual challenge of delivering these new homes while also achieving net zero carbon emission targets

One product that can help realise both objectives is the aircrete block. A staple of the housebuilding market, aircrete is a type of concrete that is lightweight but ver y strong and a versatile material used to construct the inner leaf of loadbearing walls, foundations, beam and block floors, separating walls, and spandrels

Meet building regulations with ease Building regulations have been tightened over the last couple of years to reduce the operational carbon of new homes Part L focuses on creating thermally efficient homes to reduce the amount of energ y used to heat them

Housebuilders choose to build with aircrete, as its excellent thermal performance helps to easily comply with building

regulations And with the Future Homes Standard (FHS) set to further reduce carbon emissions, aircrete remains a reliable choice It already meets the FHS requirements, ensuring no need for changes in construction practices

In fact, each block can support a load far greater than the 1.5 tonnes typically required for a two-storey house and testing by H+H has shown that the strength of aircrete does not diminish over time

Astonishingly, new homes built in the UK today are only required to last for 60 years

We would argue that the environmental impact of demolishing and rebuilding housing after only 60 years would be huge and that a sustainable home is one that is built to stand the test of time. For this reason, it’s important to consider the lifespan of materials chosen for a building’s structure

Aircrete is a clear front runner here, with a design life of over 100 years

The whole picture

Build to last

Aircrete is also extremely durable. It is fire and water resistant, and it won’t rot, warp or decay

Builders like the lightweight nature of aircrete because it means less physical strain on site workers and makes the blocks quicker to lay However, don’t be fooled into thinking that because aircrete blocks are lightweight, they aren’t strong.

While current building regulations focus on operational carbon, the ambition to reach a zero-carbon built environment means a focus also on embodied carbon. Most housebuilders have already published their own “ zero carbon” targets which require manufacturers to calculate the embodied carbon of their products Meanwhile, a proposed amendment to Building Regulations, known as ‘Part Z’, will include requirements for embodied carbon. If

enacted, Part Z will introduce mandator y assessments of whole life carbon emissions for construction projects

This will require a greater understanding throughout the industr y of the environmental impact of different building materials, which can be challenging Discerning merchants will look beyond the soundbites and educate themselves on the sustainability credentials of their products to help customers make informed choices

Environmental Product Declarations (EPDs) are third party verified documents produced by product manufacturers to detail the environmental impact of individual products and include an analysis of embodied carbon If builders’ merchants are not already being asked to provide these, it can only be a matter of time before they will be.

EPDs are valuable but only if the reader understands what the information is telling them and considers the context in which the product will be used. Comparing figures from different EPDs is not straightfor ward and it pays to look closely at the numbers rather than any commentar y

The focus should be on “whole life” carbon emissions This figure, also known as ‘cradle to grave ’ , includes: the raw materials and manufacture of a product; transport and construction; the building in use including maintenance and operational energ y, and disposal of the material at the end of the building’s life.

Any embodied carbon figure quoting only the “ up front” manufacture is not a true reflection of environmental impact

Just as importantly, the choice of material used for the structural walls will dictate what other materials are needed to complete the wall structure Calculating the environmental impact of aircrete walls is simple since there is only one material to consider A timber frame structure, on the other hand, needs to consider all the materials used for the frame and the infill panel structure

It might be surprising to learn that once these issues are considered, the embodied carbon emissions of a timber frame structure may be higher than those of aircrete in a masonr y home, per square metre The devil is in the detail

Aircrete blocks, with their proven track record in energ y efficiency and durability, are well-positioned to remain a top choice for sustainable housebuilding as the industr y strives to meet net zero targets.

n For more information on H+H and its support services for merchants, enter the shortcode www rdr link/mbg025

Full circle

An expanded range with ten new colours follows on from Vandersanden’s recent launch of “the very first CO2-negative facing brick” to the UK. PBM catches up on these latest developments.

Billed as a “groundbreaking innovation” and marketed under the name of Pirrouet, Vandersanden states that one tonne of the CO2-negative facing brick absorbs up to 60kg of CO2 during the curing process and throughout its lifespan This breakthrough is due to a “unique industrial application of carbonation technolog y ” and, in addition, only 20% of the Pirrouet brick consists of primar y raw materials with the rest coming from residual flows from the steel industr y

Initially launched to the Belgian and Dutch markets in 2023, and available in eleven colours with a distinct surface texture, UK Sales Director Darren White commented: “Years of hard work have gone into developing a CO2-negative and circular facing brick This innovation brings us another big step closer to our promise of a CO2-neutral future, as set out in our sustainability programme, Together to Zero

“We are therefore immensely proud of this achievement by our team This facing brick is a milestone for our sector, and with it, we are contributing to more circularity

and reducing the CO2 footprint in the entire construction sector ”

Significantly, the brick is not fired but cured using CO2 from other industries During the carbonation process, the CO2 reacts with calcium-containing materials, creating carbonates This permanent bond creates a hard, limestone-like brick that meets the European standard for ceramic facing bricks It is, according to the manufacturer, the first time a facing brick has been produced in this way

Moreover, the Pirrouet brick is described as “largely a circular product” and consists of as much as 80% mineral residues (carbinox and stinox) from the steel industr y These residual flows don’t end up in landfill but are sustainably recycled. Only 20% of the new facing brick consists of primar y raw materials such as sand, water and any dyes

To offer even more choice in the market, the manufacturer has also recently expanded its range with ten new colours as “innovative brick design, trend-led colours and manufacturing techniques are continuing to transform the design possibilities available ” Featuring a 25-year guarantee against g ypsum efflorescence and with products available “in different price ranges so there is a perfect option for ever y project,” the latest additions include five new colours in the Waterstruck collection Described as having a

“unique texture as a result of the use of water within the moulding and demoulding process, ” the new options are:

l Gitan a rich, multi-shade soft red with brown tones

l Bardo a deep, single colour red for a bold finish

l Espen a single colour sandy yellow with beige tones for a mellow result

l Klara a multi shade yellow with nuanced grey and white tones

l Old Hammer ton a charac terful multi-coloured red brick with brown, pur ple, gre y and anthracite tones that’s ideal for recreating the lo ok of a reclaimed brick, due to the bricks b eing tumbled after f iring

In addition, the five new arrivals in Vandersanden’s Handform stock brick range are:

l Tigra a versatile multi shade brick with a white based and brown, grey tones delivering a contemporar y look

l L ambertus a characterful multi shade red brick, with tones of brown, white and beige

l Midis a contemporar y beige multihade brick, with hints of white and grey

l Marga a stylish single colour grey brick with beige and white tones

l S exton Fiest a a mu lt i-shade yel low br ick, w it h w hite and g re y for a nu ance d f inish.

n For more information on Vandersanden bricks, use the shortcode www rdr link/mbg026

FORTERRA BRICK-SPEC PLATFORM TRAILERS

Forterra has expanded its truck fleet through a collaboration with SDC, reportedly the UK and Ireland’s largest semi-trailer manufacturer, working together to develop a “cutting-edge” Twin Tridec rear steer design for the order of 40 new platform trailers

The purpose of a rear-steer system is to improve manoeuvrability and reduce the turning radius of a trailer This can be especially useful in a tight space or when navigating sharp turns, making it easier for drivers to handle longer trailers

By doing so, rear-steer systems improve the overall safety and efficiency of the vehicle, especially during complex manoeuvres And through greatly improving the dexterity of its transport vehicles in tight spaces, the new rear-steer trailers will grant Forterra “rapid access to busy urban sites without compromising on safety.”

Dale Clarke, National Transport Manager at the brick and block supplier, said: “The cutting-edge platform trailers from SDC have significantly improved our operational capabilities Their advanced features and rear steer system allow us to navigate even the most challenging delivery sites with ease We are confident that this investment will further support Forterra's commitment to delivering quality building products efficiently ”

The new fleet of platform trailers are also complemented by an array of features intended to further enhance performance and safety Among the standouts are roll stability braking, steel flooring, LED strobe-lighting, safety beacons, auto-greaser, a glass reinforced plastic (GRP) toolbox and GRP cone storage, auto-reset raise-and-lower valve suspension, and the provision for a roll-along crane

Forterra specialises in the manufacture of bricks, blocks, precast concrete and paving in a portfolio that contains recognised brand names such as London Brick, Butterley, Ecostock and Thermalite

n For more information on the full Forterra product range, use the shortcode

KILWAUGHTER MINERALS

K REND ECO RANGE

Designed with innovative cement replacement technology, the new K Rend Eco Range of reduced cement render and mortar products represents a significant investment from Kilwaughter and boasts reengineered formulas for three existing products K Post, GP Mix and Mineral TC and is said to significantly reduce embodied carbon in the manufacturing process by up to 56%

Developed by K Rend’s research and development team, the launch is described as underscoring the manufacturer’s “dedication to improving environmental standards in the construction industry, promoting sustainable practices and meeting the demands of eco-conscious customers ”

Each product within the range is designed with enhanced sustainability features tailored to its specific function For instance, the K Post premium rapid-setting concrete comes ready-mixed and is packaged in eco-friendly 20kg showerproof bags.

GP Mix is a versatile grey ready-mixed product which can be used as a render, mortar or plaster that now offers improved workability and faster drying times, while Mineral TC is billed as a low-maintenance, through-coloured thin coat render which is available in a variety of colours to suit individual taste and project style

Business Development Director Caroline Rowley said: “As a responsible manufacturer, Kilwaughter Minerals is committed to innovating to get the best outcomes and to lead by doing so ”

n For more information, enter

www.rdr.link/mbg028

Kilwaughter Minerals CEO Gar y Wilmot with Business Development Director Caroline Rowley

Decking demand

Increasing demand for timber landscaping in the form of decking, retaining walls, planters and even cladding, creates strong sales opportunities for merchants. Phil Taylor, Regional Sales Director at International Timber tells PBM why merchants should be stocking up on top-of-the-range timber for landscaping and garden projects.

Research has shown that professional landscaping can increase a home’s resale value by 15-20% on average, making it a popular choice with homeowners looking to improve and add value to their property. In turn, this demand creates strong sales and upsell opportunities for merchants, and stocking a wide variety of quality timber is one of the best ways for merchants to capitalise on the upturn in outdoor home improvements

In addition, merchants should advise their customers to invest in timber decking designed to the highest standard to achieve maximum return on investment e quality of the timber is key as decking is exposed to various weather conditions and undergoes regular wear and tear, therefore, it is crucial to invest in timber that is naturally resistant to moisture and rot

Phil Taylor, Regional Sales Director at International Timber, says: “We provide hardwood decking that is highly resistant to fungal growth, which offers naturally superior levels of durability and wear resistance without additional chemical treatment Expert guidance can be provided to merchants on the benefits of using hardwood timber for decking purposes.

“As well as durable hardwoods, International Timber supplies a range of sowood decking for a more a cost-effective option In addition, a variety of modified decking is also available Products such as Accoya, ermowood decking boards and slip-resistant decking, provide further options for ever y type of project, as well as an opportunity to gain additional margin ”

“Stocking a wide variety of quality timber is one of the best ways for merchants to capitalise on the upturn in outdoor home improvements.”

Merchants looking to meet demand for decking should consider stocking a wide breadth of product options, as consumer trends adapt, and homeowners look for more tailored solutions.

n As well as supporting its merchant customers with technical advice and other sales back up when providing timber for landscaping and garden projects, International Timber states that it offers “an unrivalled depth and breadth of timber and timber products” for use across the construction and joinery industries.

Established in 1970, the supplier adopts a “sector-focused” approach, structured around the needs of its customers, and specialises in the import, processing and distribution of softwoods and hardwoods from around the world including panel products, laminated and modified woods to offer UK merchants “excellent choice, value, availability and service ”

n For more information on International Timber’s range of landscaping solutions and support ser vices for stockists, use the shortcode www.rdr.link/mbg029

Winter is coming

Autumn is a lre ady on t he way It may fe el li ke we ’ ve hard ly had a Summer, but t his is t he t ime of ye ar w hen gardeners are pl anning a he ad, as t heir domest ic and commerci a l c ustomers w i l l ne e d t heir outdo ors sp aces prepp e d for Winter

Winter 2023/ 24 was one of the wettest on record, and this Summer has provided us with plenty of rain too For many gardens and outdoor spaces, this could have provided the ideal breeding ground for a build-up of algae and organic growth, which is not just unsightly but can be ver y slippy The absence of hard frosts will have meant that this organic growth has not been killed off If we have a wet Autumn, the leaves will collect and create mulch, which is another slip hazard.

All this needs to be tackled over the next few months garden cleaning and landscaping preparation is a year-round task, but it is particularly important now Ever y surface in a garden responds to the weather and to cleaning differently, so merchants should look to provide advice on how to maintain and clean products at point of sale This is not just about getting the gardens looking good, it’s also about protecting the materials within the gardens And having spent many years working at English Heritage, I’m passionate about protecting paths, patios and driveways for the long term

Aggressive jet washing might seem appealing thanks to its immediate visual

effect, but it can take the top layer off stone and it can splinter wood, leaving these areas vulnerable to the elements. It can also blast away jointing between stones and doesn’t

actually deep clean the organic growth. It just pushes the roots deeper, so it comes back year on year, meaning it needs to be done more frequently invariably requiring more effort and creating a thankless task

Stone

Natural stone paving will last for years However, it’s important that customers are familiar with the different type of stone they are using as they are all ver y different. For

example, Limestone is the most commonly used and is created by a material usually silicon holding together lots of tiny grains It tends to have a smoother surface and more consistent colour

Slate is ver y durable but is susceptible to water damage, and as it has been formed in layers, the top later needs to be protected Granite, as you would expect, is the toughest of the natural stones Thermally stable, it is the least porous

While these stones all differ, they share the same quality they need to be protected and washed with a gentle soft approach Educating the user will help them get and most durable results and provides the merchant with an opportunity to market lower cost point of sale maintenance products

Wood

Wooden decking, fencing and furniture all need to be considered as well they can get particularly slippy and unsightly if organic growth builds up and when damaged, become a risk for pests getting in Depending on their age, they may have been impacted by all the wet weather so again, a gentler cleaning approach is needed so as not to split or splinter the wood.

Gravel

A great cost-effective option, which looks good if clean and well-maintained Merchants should be cross-selling with a weed supressing membrane, as weed seeds can easily get blown into the small stones and take hold. Plus, the

gravel can move around a bit, so will need topping up every few years

And w hen it comes to cle aning , j et washing w i l l s end t he sma l ler pie ces f ly ing , s o it’s b est to re commend a liquid cle aning s olut ion

Porcelain

A more modern take on the classic stone path, tiles can have a more uniform appearance and are relatively easy to

maintain, so can be ver y suitable for high traffic areas They are resistant to freezing and thawing and are lightweight. However, they can be more brittle than natural stone and tend to be more expensive than concrete They are more durable to harsher pressure, but still need treating properly and look best with a colour-coordinated render

Taken together, the different cleaning and maintenance needs for these materials as we head into Autumn provide the perfect

additional selling opportunity for merchants

This is the time for maintenance and preparation in the garden, planning ahead so that landscaped surfaces are protected during the winter months and will be smart and safe when next Spring arrives Providing customers with extra advice, and creating merchandising areas that offer the right products, will ensure your customers go on to advise and ser vice their own customers to the best possible level

n Monty Miracle provides a range of products designed to clean and protect outdoor surfaces such as paving, decking and fencing from dirt, grime, algae and more.

n For further information, use the shortcode www.rdr.link/mbg030

The next steps

Speaking at a special staff party to mark its 20th anniversar y earlier in the summer, founder and CEO Mark Wall reflected: “Over the past two decades, Talasey has grown from a small start-up into a leading name in our industr y From our humble beginnings as Natural Paving Products to becoming a trusted provider of high-quality landscaping solutions, we have navigated through tough external factors and industr y challenges.

“Disruption has become the new normal, and our ability to adapt and thrive amidst these changes has been a key driver of our success ”

Initially targeting a perceived gap in the market for “high-quality, ethically sourced natural stone landscaping products” including block paving, walling, copings, cobbles, stepping stones, kerbs and edgings complementar y ranges were introduced as the firm grew, such as Pavetuf (to aid the installation, maintenance and protection of hard landscaping) and the Vitripiazza collection of high-quality, vitrified porcelain paving and porcelain wall cladding

In 2017, the Luxigraze range of high-quality artificial grass products was launched and the rebrand to Talasey followed, ahead of the introduction of the Piranha collection of composite decking, fencing and cladding solutions

rough its ‘merchant-only’ supply policy, the business has built fruitful relationships

with independents and nationals alike across the UK Last year, it introduced a new team of Merchant Support Managers to further improve its service offering to the sector, supporting stockists and their customers with a range of marketing materials, PR activity and assistance from the Customer Engagement Team

e Talasey Training Academy housed at its impressive St Vincent House head office in Scunthorpe is also a key part of its ongoing commitment to support and raise standards within the industr y Acquired in 2021, the company spent six months renovating the four-acre site ahead of its staff moving in and the facility also now acts as a BMF Centre of Excellence.

Recognising that not all customers may be able to head to Scunthorpe, product awareness training is also delivered locally via the ‘ Talasey on Tour’ mobile showrooms for onsite merchant and landscaper visits

Adding to its team of nearly 100 employees, the firm recently created the role of Director of Customer Experience in a bid to “take the way it supports its merchant customers to the next level.” With a wealth of sales, customer ser vice and tech experience behind him, Rob Bullock has come aboard to develop ways in which it can improve its “end-to-end” ser vice deliver y as part of a wider brief for the business to be more efficient and deliver greater value Rob explains that he is looking to

Having recently celebrated its 20th anniversary, Talasey is continuing to develop its service offering for merchants. PBM reports.

cherr y-pick best practices from a range of industries to improve the experience of merchant customers throughout the entire journey of purchasing products, stating that the business can, for example, learn lessons from the use of technolog y by online retail platforms He commented: “Given Talasey’s standing in the industr y, it’s evident that it already has a great team and processes in place but it has a genuine hunger to go to the next level with continuous improvement and the constant refinement of its processes.

“We can see an opportunity to make a series of marginal gains to refine and develop our end-to-end customer experience, which will continue to make Talasey the supplier of choice in the merchant sector ”

n For more information on Talasey’s range of products and support ser vices for merchants, use the shortcode www rdr link/mbg031

GARDENS & LANDSCAPING

AG

ENVIRONMENTAL PRODUCT DECLARATIONS

AG has published Environmental Product Declarations (EPDs) for over 370 of its products Created to encourage transparency across the construction industry, an EPD is a standardised formal document that quantifies a product’s environmental impact It is based on a detailed life cycle assessment and verified by an accredited third party

Recently awarded Sustainable Manufacturing Business of the Year at the prestigious Business Eye Awards, AG says the EPDs reflect the company’s dedication to innovation and its ongoing carbon reduction efforts

BIRKDALE GATEMATE PREMIUM LONG THROW LOCK

Birkdale has released its improved GATEMATE Premium Long Throw Lock, with an anti-rattle keep included to prevent the door or gate from rattling in windy weather conditions. The lock offers trade professionals a convenient, durable and reliable option, for sheds, workshop doors and With a black finish and stainless steel shoot, the a high level of security thanks to its six-pin barrel w shoot to reduce rust and corrosion helps ensu perform for the long-term In addition, all the necessary drill bits, lock fitting template and stainless steel screws are included to provide an easy and convenient solution

FOREST GARDEN THE ORIGINAL POSH SHED COMPANY

Michael Davies, Head of Innovation and Carbon Reduction at AG, said: “A reflection of the continuous innovation we’ve employed to date, our EPDs will provide our customers with essential data that will enhance the sustainability credentials of their projects and provide them with a comprehensive overview of their scheme We are extremely proud to be able to say that our facilities and products boast some of the industry’s lowest embodied carbon statistics ” n For more information on AG’s product range, use the shortcode www.rdr.link/mbg032

TREX DECKING TRENDS

At RHS Hampton Court earlier in the year, the Forest Garden Group announced the successful acquisition of The Original Posh Shed Company and its plans to relaunch the brand. The business will operate as a distinct division within the Forest Garden Group, marketing its offerings through its dedicated website www.theposhshedcompany.co.uk and beyond The buildings will be manufactured and assembled at a new facility on the Hunt House Sawmills site in Clows Top, Worcestershire, which includes a state-of-the-art paint shop Standard features include a choice of seven colours, double glazing, multiple roof options, a 20-year guarantee and full installation, and the sheds are available in six size options with fully insulated upgrades

Insight from Trex via stockist and contractor feedback suggests that homeowners are “going bigger and better when it comes to plans for their gardens,” revealing that the average composite deck planned for this summer represents a year-onyear increase in size as customers look to utilise their garden as an extension of their entertainment space

Further trends revealed by “the manufacturer that invented composite decking” include a surge in demand for light, coastal inspired brown shades The theme is reflected by an increase in popularity for its Biscayne colour offered within Trex’s Transcend Lineage collection and described as “capturing the beauty of mangroves and sandy coasts, with its light honey hues and natural grain pattern.”

Lee Heitzman, Trex’s UK Market Manager, commented: “People are considering composite decking more and more as the messaging around sustainability, durability and maintenance make its mark (And) we have seen an increase in square footage per order, with outdoor space to host dinner parties or added room to sit hot tubs, saunas or ice baths coming to the fore ”

Craig Laing, Commercial Manager with Ultratape, outlines some of the ways in which the company is helping stockists sell more through a number of different sales, marketing and data-driven initiatives.

Get ting the job done

Merchants know us best for supplying tapes for use in ever y phase of construction and being an “ on time, in full” supplier that they can trust. However, our job isn’t done until we have helped the merchant sell the product

For instance, over the past two years, we have implemented a variety of strategies to increase brand awareness with the end user. These have included:

PIM Data

Minimise admin time, so you can focus on growing your business

We have simplified how merchants access our PIM by becoming an approved NMBS OnePlace supplier This Product Information Management and B2B trading platform allows the merchant to streamline the ordering process and reduce time spent on queries and invoicing

In line with the industr y and the BMF’s universal PIM template, we can give you, the merchant comprehensive PIM data including marketing features and benefits, logistics,

images, spec sheets and much more We have gathered and produced all this information which is available to all customers on their respective buying group hub or upon request

Marketing and Brand Awareness

Empowering you to attract more customers and drive sales

We have always attended a variety of trade shows through the year To further help drive brand awareness, we are showing at multiple end user exhibitions including the National P&D show where we are hot drink sponsors, ensuring ever y single attendee knows who Ultratape are via the branded coffee cups they’ll be drinking out of We have recently ramped up our presence around publications We currently have adverts in the PBM, OneVoice and BMN magazines, where we have prominent positions for our advertising In addition, we are always on the lookout for sponsorship opportunities to get our name in front of the right eyes within the industry and are proud sponsors of the Welcome Drinks at the Builders Merchants

Awards which is a fantastic night to celebrate excellence in our industry.

This year we are also proud sponsors of the BMF Apprentice of the year award in September. Supporting young people within our industr y is vital, as new talent ensures the building materials sector’s future with their fresh ideas and innovative approaches

Social Media

Driving diverse customer engagement and boosting sales

We have been approached by several trade social media influencers with a combined following over 500,000. Everyday tradespeople are using and independently reviewing our products and posting regular content which serves as powerful endorsements and supports merchant sales. One video alone accumulated over 1 1 million views within the first month, driving visibility and customer engagement to new heights.

These videos are real, genuine appraisals helping the professional tradesperson and DIYer to understand the economic and application benefits of Ultratape products versus the recognised brand leaders, thereby maximising the merchant’s sales

Ultratape is dedicated to helping merchants through effective digital tools, strategic marketing, and impactful social media engagement. By continuously adapting and innovating, we ensure we are giving our merchants the competitive edge they need in a competitive market to sell effectively.

n For more information on Ultratape’s range of products and support ser vices for merchants, use the shortcode www.rdr.link/mbg036

JAMES HARDIE HARDIE PLANK CHALLENGE

the Hardie plank challenge is a roadshow event in collaboration with a number of builders’ merchants that aims to raise awareness around the Hardie VL plank range, which is said to offer “quality, versatility and 20% faster installation times than alternative cladding products ” At each event, comprehensive product training will be delivered and competitors are then invited to take part in a timed installation challenge each participant will receive a James Hardie goodie bag and the ‘fastest fixer’ on the day will win an additional prize and be entered into the national time challenge where the top three fastest installers will win £5,000, £3,000 or £2,000 worth of holiday vouchers

For more information, use the shortcode www.rdr.link/mbg037

KNIPEX R DISPLAY

capture attention and deliver sales, the new display showcases the compact and versatile peX biX cutting tool boasting high-impact uals that feature high-resolution images and ailed information about the product’s features and advantages, the sleek design of the display is designed to ensure it fits comfortably in any store layout made from high-quality materials, the display s eight units to drive sales at the trade counter

Enter www rdr link/mbg038 for further details

STUART TURNER REWARDS PROGRAMME

the water pumps specialist says it has relaunched its InstallerCLUb scheme to offer even greater rewards for customers members will earn loyalty points every time they purchase qualifying stuart turner products and register them for extended warranty these points can then be used to access free training courses, a members’ forum to share tips and advice, exclusive promotions and offers, entry into special prize draws, and be featured on the “find an installer” page of the stuart turner website

Head to www.rdr.link/mbg040

SHOWERWALL LITERATURE

HANSGROHE TALISMAN LOYALTY PROGRAMME

the new talisman Loyalty programme will give professionals installing hansgrohe and AXOr products an opportunity to gain points which can be transferred into cash benefits Following a quick registration process and having downloaded the app, when at a job, installers simply scan a Qr code positioned on the inside of selected product boxes to earn points on their account the app will display points totals as they build and once the installer has reached 50 points it converts to a cash value which they are able to claim

For the latest news from Hansgrohe, go to www rdr link/mbg039

showerwall has launched a stylish new brochure and accompanying ‘trend guide’ to coincide with the debut of 23 new decors including tile-effects, marbles, and murals, across its popular Laminate and Acrylic ranges the 74-page brochure is arranged clearly into showerwall’s new price-based Original, Impression and majestic Laminate collections, making it easier for retailers, designers and customers to shop the range the brochure, which includes the Compact and Acrylic collections, also features a Qr code which enables samples to be ordered with ease

Download Showerwall’s new trend guide and brochure via www.rdr.link/mbg041

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mbg042

link/mbg100 AUTOPA Ltd page 38 www rdr link/mbg101

Azpects Ltd ........................................................................page 52 www rdr link/mbg102 Bond It ..................................................................................page 34 www rdr link/mbg103 Bond It ..................................................................................page 51 www rdr link/mbg104

BSW Timber Ltd ..................................................................page 11

www rdr link/mbg105

Buckbootz ..........................................................................page 37

www rdr link/mbg106

Centurion Europe Ltd ......................................................page 23

www rdr link/mbg107

Forgefix Ltd ........................................................................page 37

www rdr link/mbg108

Gorilla Glue ........................................................................page 35

www rdr link/mbg109

Hultafors Group UK Ltd ..................................................page 45

www rdr link/mbg110

Ibstock Plc ..........................................................................page 25

www rdr link/mbg111

Impact Handling ..................................................................page 9

www rdr link/mbg112

Long Rake Spar Company Ltd ......................................page 38

www rdr link/mbg113

Okarno Ltd page 43

www rdr link/mbg114

Owlett-Jaton page 38

www rdr link/mbg115

ROCKWOOL Ltd ................................................................page 41

www rdr link/mbg116

ROCKWOOL Ltd ................................................................page 48

www rdr link/mbg117

Saint-Gobain Construction Products UK Ltd ............page 15

www rdr link/mbg118

Setcrete ..............................................................................page 28

www rdr link/mbg119

Simpson Strong-Tie ........................................................page 25

www rdr link/mbg120

Soudal (UK) Ltd ................................................................page 32

www rdr link/mbg121

Superglass Insulation Ltd ..............................................page 10

www rdr link/mbg122

Tarmac ....................................................................................page 4

www rdr link/mbg123

TOOLFAIR and Professional BUILDER LIVE ............page 55

www rdr link/mbg124

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

www rdr link/mbg125

Wavin ..................................................gatefold inside front cover

www rdr link/mbg126

With Paul Davies

A G E I S J U S T A N U M B E R

At the age of 41, P e p e has recently confirmed his retirement from professional football He was the tour nament’s oldest player in this summer’s European Championships and barely put a foot wrong as Portugal bowed out to France on penalties in the quarter finals.

With 141 caps for his country, only C r i s t i a n o R on a l d o and J o a o M ou t i n h o have ear ned more, and he has pretty much won the lot in his career league titles and cups at Porto (two spells) and Real Madrid, including three Champions League titles, as well as the 2016 Euros with his country

I think it is great he kept going when he could have simply walked away six or seven years ago with no regrets, but while I have no idea what Pepe plans to do in his retirement, I find it fascinating how many ex-pros seem to tur n their back on playing the game entirely

They may go into coaching or punditry but turning out for the Dog & Duck on a Sunday morning seems to be largely off limits. For example, on The Rest is Football podcast only recently, A l a n S he a re r said he’d barely kicked a ball since his last game for Newcastle in 2006.

His love for the game is clearly undiminished, so is it a case of not wanting to be a target for hungover centre halves trying to make a name for themselves or thinking if they can’t be as good as they were, it’s not worth doing it at all?

As someone who still lumbers around a five-a-side pitch most weeks, my aim is to keep playing until my increasingly fragile body completely tur ns against me

and so I take great delight in seeing former players of my vintage still enjoying kicking a ball about at any level

I’ve said it before, but I find Soccer Aid to be a particular delight Getting on the scoresheet this year were J o e C o l e aged 42½ and 41-year-old J e r ma i n

Defoe for England, whilst A l e s s a n d ro D e l P i e r o (rolling back the years at 49) netted for the Rest of the World

Following Z i n e d i n e Z i d a n e ’s role as a torch bearer at the Olympics opening ceremony in July, a fantastic Google jour ney saw me stumble upon a video of a ‘legends match’ celebrating the 20th anniversary of France’s 1998 World Cup Win With the likes of H e n r y , K a r e m b e u , P e t i t and B l a n c , Z i z o u , then aged 47,

took on a World XI featuring stars including E d g a r D a v i d s , H r

S

and

Th an k me la te r by wa t c hin g t he cl ip s v ia w ww rd r l in k/mb g04 3

S E N I O R P R O

Picking up on the theme, fair play to Gare th Barry who, at the age of 43, has just joined Hurstpierpoint in the second level of the Mid Sussex Football League the 12th tier of the overall English pyramid Barry played 653 games in the top flight a Premier League record and won 53 England caps and, according to a post by the club on X, has signed up due to a “long-standing association with the village through his good friend, and our coach, Michael Standing ” We’re wishing Gareth and Hurstpierpoint all the best for the new season!

S I G N U P

T O D AY !

The Professional Builders Merchant official Fantasy Premier League is up and running again for the new season. Just for fun, we’re on the hunt to discover who will be the sector’s top merchant manager so if you’ve not already done so, head to the PBM website via w ww rd r link/mb g044 for the entry code and join the League today!