Professional Electricians Wholesaler July/August 21

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PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

JULY/AUGUST 2021

BUSINESS MANAGEMENT Open the doors to a more profitable business post-pandemic

EDA INSIGHT

Test your knowledge of Cables and Cable Management with the EDA’s quiz

THE HEAT IS ON!

We get the full details on Sangamo’s revamped range of heating controls

Plus: News, industry comment, sales support, display solutions and more

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CONTENTS

PEW JULY/AUGUST 2021 VOLUME 4 NUMBER 5

This issue Regulars 5

VIEWPOINT

7

NEWS

12 EDA INSIGHT Test your knowledge of Cables and Cable Management in this month’s quiz

Special Reports

10 WHOLESALER NEWS 15 SOAPBOX

16 KNOWING ME, KNOWING YOU What commercial benefits can be gained from knowledge sharing?

35 PRODUCTS & EQUIPMENT 38 CAMPAIGN NEWS

18 IT’S TIME TO UP THE ‘ANTI’ The role that manufacturers play in providing safe and hygienic products

41 POINT OF SALE Cover image: Open new doors with the right business management skills

20 INNOVATION: IS IT A NUMBERS GAME? Why choosing to commit to new products is more than a numbers game

HEATING 23 A ‘LOT’ TO OFFER Why Lot 20 compliant products can increase sales opportunities 24 THE HEAT IS ON We find out more about the revamped range of heating and timing controls from Sangamo 26 THE PREFECT LOCKDOWN SOLUTION Learning more about the hidden benefits of heating controls during the pandemic

BUSINESS MANAGEMENT

16 We discover more about the commercial benefits of knowledge sharing

29 TAKING REMOTE CONTROL Why there’s no better time to connect with new business prospects 30 CULTURE CLUB The importance of ‘cultural fit’ when recruiting new team members 32 AS EASY AS ERP We find out how one wholesaler has successfully integrated ERP software across its network

26 How one of the UK’s top universities has discovered a hidden benefit of heating controls

30 Why it’s important that new recruits fit the culture of your company

PROFESSIONAL ELECTRICIANS WHOLESALER JULY/AUGUST 2021 3

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VIEWPOINT

Editor Michael Connolly mconnolly@hamerville.co.uk Advertising Manager Anthony Scott ascott@hamerville.co.uk Assistant Advertising Manager Ian Turner Ianturner@hamerville.co.uk Designer Gemma Watson Group Production Manager Carol Padgett Production Assistant Claire Swendell Circulation Manager Kirstie Day Managing Editor Terry Smith Professional Electricians Wholesaler is an essential business magazine for those with decision-making responsibilities within electrical wholesalers To be removed from this magazine’s circulation please call 01923 237799 or email: circulation@hamerville.co.uk Printed by Walstead Roche Ltd Published by

HAMERVILLE MEDIA GROUP Regal House, Regal Way, Watford, Herts WD24 4YF. Tel: (01923) 237799 Fax: (01923) 246901 Copyright © 2021

4,695 (Certificate of Average Distribution for the issues distributed between January and December 2020) Image References (Adobe Stock): Pg 1 Shutter © Paul Bradbury/KOYO Pg 18 Sanitise © Maridav Pg 20 Ideas © REDPIXEL Pg 23 Eco-home © Cepren Umahoy Pg 29 Telesales © Chinnarach Pg 30 Good fit © FOTO_SALE Pg 32 ERP © Putilov_Denis Pg 33 Business © tadamichi Pg 38 Illuminated © Peshkov

THE MATERIAL THINGS MATTER

T

here’s little doubt that some difficult challenges lie ahead when it comes to materials availability and the effect this will have on construction-related businesses. After what many would have seen as an unexpected boom period in construction projects and building-related expenditure, the wheels have started to slow as core material supply struggles to keep up with demand.

The Construction Leadership Council recently issued a warning that some electrical components, steel, timber and paints are all in short supply, citing “unprecedented levels of demand” that are set to continue “for the foreseeable future”.

Slightly contrary to the popular belief that ‘Brexit’ is already biting our behinds firmly, the present supply issues seem to be as a result of a number of factors, most notably the high demand for materials as the world undertakes a huge investment in construction projects.

Material costs are also rising at the same time, which is a worrying trend that will start to level out in the near future. Interestingly the Office for National Statistics has forecasted a seven per cent rise in material prices, with some items almost doubling in price recently.

With all this in mind, it’s essential that the wholesalers and merchants who serve these sectors are nimble and flexible with their ability to cater to orders, so that projects can continue and the momentum is not lost. Some of this, of course, will also be out of wholesalers’ hands, but it further supports the argument that we need to manufacture more in the UK, so that a fulsome supply of raw materials is never far away. The next few months may well show why those roots need to be put down – sooner rather than later.

Over and out I’ll be vacating the hot-seat here at PEW at the close of this issue, so I wanted to take the opportunity to say how much I’ve enjoyed my time researching and reporting on the wholesaling side of the electrical industry and I’ve learned enough in my time on the publication to be confident that the sector will ride whatever storms it may face – now and in the future.

Michael Connolly Michael Connolly Editor

BRYAN SHANNON It is with great sadness that we have to announce the recent passing of our publisher Bryan Shannon. In a career spanning more than 50 years it is no exaggeration to say that Bryan helped to change the established order of trade magazine publishing in the UK. His visionary ideas on distribution, utilising the trade counters of merchants and wholesalers, commitment to editorial excellence and market-leading circulations quickly established the ‘Professional’ series of titles as essential reading for thousands of handson tradespeople. Today, the extensive portfolio includes highly regarded titles ranging from electricians and builders, to motor mechanics and hairdressers, plus the popular ELEX and Toolfair trade shows.

As well as considerable magazine success, Bryan’s other great legacy is the wonderful opportunities afforded to legions of budding journalists and advertising sales representatives to cut their teeth at Hamerville Media Group, many of whom have gone on to run their own successful businesses within the sector.

The iconic cockerel figurehead which he chose to reflect the importance of ‘being up first with the news’ will continue to have much to crow about in the years to come.

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NEWS & VIEWS as the iet celebrates its 150th anniversary, scolmore group becomes the 150th company to join

150 UP AS SCOLMORE JOINS THE IET IN MILESTONE YEAR Scolmore Group has been accepted by the IET (Institute of Engineering Technology) as its latest Enterprise Partner, making Scolmore the 150th company to join the organisation in the year that the IET is celebrating its 150th anniversary.

With more than 160,000 members worldwide in 150 countries, the IET is the UK’s largest professional engineering institution that offers Professional Registration by the Engineering Council.

Launched in 2016, the IET Enterprise Partner initiative provides development for engineers in SMEs and exposure for SME businesses. The initiative is available to UK-based SMEs who commit to fund 15 new IET memberships at the beginning of the partnership and renew on an annual basis.

Recognising the value that this association will provide, Scolmore has put forward 15 candidates for development.

By becoming an Enterprise Partner Scolmore is able to access a wide range of professional development solutions, increase its profile in the IET engineering community, develop staff technical

knowledge and network with other partners.

Darren Staniforth, Head of Technical Engagement at Scolmore Group, said: “It’s fantastic that Scolmore has been chosen to partner with the IET. Training and development continues to be a crucial element of our overall business strategy.

“I’m sure this joint initiative will bring long-term benefits to our employees on an individual level and to the organisation as a whole in helping us to keep up-to-date with the latest developments in technology and sharing good practice.”

Training/development “continues to be a crucial element of our overall business strategy.

”

INDUSTRY LEADER BECOMES LATEST ECA PRESIDENT Engineer and business leader, David Lewis, has been announced as the new President of ECA. David joined his father Brian's electrical contracting business four decades ago as an apprentice, while he studied at Walsall College.

In 1992, after several years as a fully qualified electrician on the tools, David and his father set up Chancery

David takes over the ECA Presidency from Gary Worrall. During the last 12 months Gary played a critical role in guiding the ECA as it supported its members through a difficult period, including economic uncertainty around Brexit and the coronavirus pandemic.

Contracts. In the last 29 years, the family-run business has grown considerably and now employs more than 30 electricians, improvers and apprentices, priding itself on the development of the team and delivering outstanding service to customers.

NIGLON LAUNCHES CHARITY PARTNERSHIP WITH EIC

... sadly there are many “more people now needing the support of the EIC. ”

The Electrical Industries Charity (EIC) is set to benefit from a new partnership with Niglon.

As part of the link-up, 10% of the profit (plus VAT) from the sale of every product in Niglon’s extensive Median wiring accessories range will be donated to the charity.

The EIC supports individuals and families in need, whether they've been impacted by bereavement, redundancy, illness, or the pandemic.

Paul Dawson, Niglon’s Commercial Director, explains: “I've been in the electrical industry for the past 32 years and feel strongly that we should all support each other, particularly those who are having a tough time.

“The pandemic has been hard for us all, and sadly there are many more people now needing the support of the EIC – which is why myself and the team at Niglon wanted to do our bit to support our peers and colleagues.”

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NEWS & VIEWS ADAM GARSIDE AGENCIES APPOINTED AS A SALES AGENT BY IDEAL INDUSTRIES

ADAM’S AGENCY OFFERS AN IDEAL APPOINTMENT Ideal Industries has stepped up its engagement with independent electrical wholesalers and buying groups with the appointment of Adam Garside Agencies as a sales agent.

An experienced sales professional in the electrical sector with an 18-year track record of working with electrical wholesalers, Adam will be responsible for developing sales across the entire Ideal Industries range with independent wholesalers and buying groups throughout the UK. Leveraging his contacts and understanding of the market, he'll build on Ideal Industries’ existing independent wholesaler relationships, reiterating the manufacturer's commitment to the wholesale channel.

Brett Smyth, General Manager of Ideal Industries EMEA, explains: “We've already developed excellent relationships with a wide range of independent wholesalers who value our ability to offer them short lead times and quality products at competitive prices.

“Over the past year, with the help of Adam Garside Agencies, Ideal has secured supplier agreements with The IBA Buying Group and AIEW (Associated Independent Electrical Wholesalers), and we're now actively seeking to build on these relationships with both buyer group agreements and sales to independents.”

Adam adds: “I've worked with the electrical wholesale industry for two decades and my brief from Ideal Industries is to establish new relationships, while building on those with independent wholesalers who may already be familiar with the range.

“There's such variety and quality within the Ideal product portfolio and I'm looking forward to sharing it with my contacts.”

ESP INVESTS IN WAREHOUSE AND OPERATIONS ESP has made a significant investment in the operational aspects of the business to ensure that demand is met and the company can continue to interact with its wholesale customers on-site under safe conditions.

As well as the expansion of the warehouse capacity to meet growing demand for products, there has been reconfiguring of the space to maximise the operational facilities. The picking and packing area has been relocated, new

workstations installed and equipment – including scanning guns – upgraded to accelerate the picking process. A specially designed kitchen has been built to provide a modern rest area for staff.

ESP has also created a spacious, purpose-built collection point at the front of the premises to provide a dedicated area for customers to pick up orders.

New signage has also been installed at the 20,000 ft2 premises to provide clear direction around the site.

M-T HITS SUSTAINABILITY LANDMARK Marshall-Tufflex has announced that its PVC-U cable management products were manufactured using 74% recycled material in the last year.

This milestone is a significant achievement for the company as part of its mission to drive positive change in the industry towards a minimum of 50% recycled material in cable management products by 2028.

All white conduit, mini and maxi trunking lengths from Marshall-Tufflex are currently manufactured using 100%

recycled material.

Thanks to the company’s ongoing recycling commitment, thousands of tonnes of recycled PVC-U are now used when manufacturing white PVC-U trunking and conduit products.

Paul Mitchell, Managing Director at Marshall-Tufflex, said: “We believe that every individual has the responsibility to reduce their impact on the environment, and by pushing for higher recycled content in our products we hope to inspire others in the industry to join with this vision.”

8 JULY/AUGUST 2021 PROFESSIONAL ELECTRICIANS WHOLESALER

... we hope to inspire “others in the industry to join with this vision. ”

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MENTAL HEALTH AWARENESS HIGH ON THE AGENDA FOR FIRE SAFETY SPECIALISTS

AICO PROMOTES WORKPLACE WELLBEING Aico continues to raise awareness and reduce the stigma around mental health through its dedicated workplace programme.

Mental health awareness is an important subject for the company, which strives to support employees through a dedicated Mental Health Programme.

Aico has four staff members who are trained Mental Health First Aiders for the business and provide support for colleagues. The team deliver monthly presentations to their colleagues, discussing topics such as financial wellbeing, caring for elderly relatives and staying healthy.

The Mental Health Programme at Aico also encourages open conversations surrounding mental health, demonstrating

the progressive, positive culture of the workplace. In a recent presentation, Owen Terry, a Technical Advisor for Aico, shared his own mental health experiences and the benefits of speaking to someone.

Owen comments: “Talking openly about my experiences to my colleagues has been a massive benefit and has

helped me overcome what I've been through to get over that last hurdle. Being able to challenge the stigma behind men’s mental health, showing that men also do suffer and that speaking to someone – either a friend, family or a work colleague – can be life-changing.”

Aico has recently signed a Mental Health Charter, created by The Shropshire Chamber of Commerce and Merulae, and is encouraging Shropshire businesses to sign the Charter.

By doing so they will make a pledge to recognise the importance of promoting good mental health and improving the wellbeing of colleagues, which is beneficial to organisations, employers and the business community as a whole.

NIGLON LANDS PURCHASING MANAGER A procurement specialist with more than 40 years’ industry experience has joined Niglon.

The team’s new Purchasing Manager is Garry Cottrell, who started his career with the Post Office Factories Division – which eventually became Fujitsu Telecomms.

In 1995, Garry became a buyer at security equipment firm Ademco, which was purchased by Honeywell International five years later. During his 25 years at the company, Garry worked with providers across the globe in various roles.

The Purchasing Manager role will see Garry managing operations from order placement to fulfilment, ensuring Niglon meets customer needs, exploring supply chain solutions, developing supplier relationships, and improving key performance indicators.

He said: “My time with Honeywell afforded me the opportunity to travel to China, USA and both central and eastern Europe to negotiate with, develop and assess suppliers, and also manage departments in some of those countries.

“I hope this experience can bring

benefits to Niglon as it seeks to grow the business over the next few years – there’s not much I haven’t come across during my career!”

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WHOLESALER NEWS

In association with Scolmore

data pool membership will put fegime members in the driving seat

FEGIME UK BECOMES LATEST MEMBER OF EDATA The EDA has announced that FEGIME UK has become the newest member of EDATA. FEGIME UK will use the industry data pool as a source of information for its new Product Information Management (PIM) System to drive its FEGIME digital initiative.

As one of the UK’s leading independent wholesaler groups, FEGIME UK has a vision and strategy to facilitate the digitalisation of its product information alongside traditional methods and to support the long-term sustainability of the supply chain.

Alan Reynolds, CEO of FEGIME UK, explains: “Our aim is to add value to our member and Preferred Supplier businesses by offering add-on services that meet the changing needs of the customers, differentiating them from internet companies and less agile wholesalers.

“FEGIME members will have the tools to be digitally enabled and have multi-channel businesses. One of these channels is our

ever-popular product catalogue that is increasingly requested in digital format but which we must also supply in print.

This channel requires high quality product data that is accurate and up-to-date. FEGIME has recently invested in the ePIM system, supplied by NG15, to enhance and store attributed product data, which will be utilised across all digital channels.”

He continues: “We're impressed by the commitment of the EDATA team to provide quality product data and believe that they're

set to become one of the best sources of high-quality product data available on the market. As a group, we'll use EDATA as a source of product data, rather than wasting time chasing hundreds of suppliers to deliver data, in differing formats.

“A further consideration for us is our commitment to the sector. ETIM Classification of products will enable FEGIME to ensure we're ready for any legislative changes, giving us the ability to use product attributes correctly and put our membership in the driving seat.”

Margaret Fitzsimons, CEO of the EDA, adds: “FEGIME’s decision to join EDATA is a boost. The data pool already has 40 manufacturer members – with more in the pipeline – and all are working hard to get their data to the standard that we've set.

“It's not an easy task and they'll be very heartened to know that their work will be put to good use to help drive FEGIME’s digital project.”

LPD ELECTRICAL OPENS NEW PREMISES Independent electrical wholesaler, LPD Electrical, has moved into new premises at Moss Industrial Estate.

The company was originally founded in Leigh in 1997 and offers a wealth of electrical and wiring products to commercial and industrial customers, as well as to the general public. The business operates two further branches – Southport which opened in 1999, and Old Trafford, which opened in 2007.

Its head office in Leigh was previously based in a much smaller unit at the back of the industrial estate but, after years of steady growth, founder Vincent Priest is driving the business forward by moving it to a very prominent and much larger 4,000 ft2 unit directly on St. Helens Road, at the main entrance of the estate.

Vincent says: “Our new unit is much bigger and brighter than our old unit and it is extremely visible. We've had so many people dropping in asking if we're a new business, because they've never seen us before. We now have a huge front counter to serve our customers and can display more stock out front, as well as a much larger range of goods in our warehouse area.”

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grant & stone continues electrical business acquisitions as it expands network

DEVON SENT FOR GRANT & STONE Grant & Stone Group is pleased to announce that it has acquired Devondale Electrical Distributors (Devondale), expanding its network of specialist electrical wholesalers.

Established in 1981, Devondale is the largest independent electrical wholesaler in the South West. Operating from nine branches across Somerset and Devon, it provides an extensive range of electrical and ancillary products to electricians, electrical contractors and facilities managers.

Known for its technical expertise and outstanding service, Devondale is headquartered in Marsh Barton, Exeter and achieved revenues of £10m in 2020.

Grant & Stone’s stated strategy has been to develop its builders’ merchant business through a combination of acquisitions, new site development and organic growth.

Devondale’s highly complementary branch network and product range supports this, providing geographic expansion, product extension and a strong platform for further growth.

Culturally, both companies are highly aligned, sharing a common vision, independent ethos and commitment to providing the highest standards of customer service.

For Devondale, this partnership secures the right custodian for the business to support future succession – one with shared values, who will maintain and respect its legacy.

Paul Wood, Devondale’s owner and MD, will continue to lead the business, working with Darren House, MD of Grant & Stone’s electrical division, to realise the growth opportunities that the partnership will deliver.

SCOLMORE’S MARKETING SUPPORT FOR CUSTOMERS Scolmore is working in partnership with electrical wholesalers so customers have access to the widest possible source of information, resources and promotional support.

Key to this support is the Marketing Hub – a unique website facility for Premier Stockists which is available across the group – Scolmore, Ovia, Unicrimp and ESP. It provides a range of tools that wholesalers can use to enhance their own marketing facilities, and all at no extra cost.

Using their own unique login details, customers are already benefiting from access to a whole range of promotional material from each company’s entire range of products. Product flyer templates can be downloaded and customised with the stockist’s own details to optimise sales opportunities, while a comprehensive product image library and a range of literature covering every product category is also available. Point of sale material for each brand can additionally be accessed on request.

In the latest development to this valuable marketing facility two brand new sections have been added to the Scolmore, Ovia and ESP websites, which offer wholesalers a wealth of additional resources. Via the first new tab on the Marketing Hub sites customers can access the vast library of video material which includes a range of promotional product videos as well as handy ‘how to’ guides to help customers identify products and understand their full features and benefits. The second new tab provides access to a raft of social media product images and infographics posted by the group to engage with customers and end users.

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EDA INSIGHT An update from the Electrical Distributors’ Association

REELING IN THE SALES Welcome to the latest EDA quiz. In this issue we’re focusing on Cables and Cable Management – one of the EDA’s suite of 12 distance-learning training modules as part of the Product Knowledge Programme.

● ● ● ● ●

Wiring systems Telecommunications cables Optical fibre cables Special cables Substandard and counterfeit cables Cable fire performance Cable Management Systems Cable Terminations

ANSWERS:

●

Name the three basic parts of a cable.

What type of cable is marked with UK cable code 6242Y? When are fire resistant cables needed?

When should a Standard FP200 cable be used?

What are optical fibres made of?

Name three applications that special cables can be used for.

Q1: Conductor, insulation, sheath Q2: BS 6004 ‘twin and earth’ Q3: When there are installations that still need to work at high temperatures or if there is a fire Q4: For general fire alarm circuit use Q5: Either silica glass or a suitable plastic Q6: Industrial control, building management and high-temperature environments

●

Have a go at the quiz, sampled from our Cables and Cable Management training course, which is one of the suite of 12 in the EDA Product Knowledge Programme. Check your answers at the end and, if think you need to boost your team’s cable know-how (so you can improve your sales over the trade counter), talk to the EDA today.

Q1: Q2: Q3: Q4: Q5: Q6:

Professional know-how to drive sales Improving your team’s technical know-how through the EDA’s training could unlock additional revenue for your business. This training course covers: ●

TEST YOUR KNOWLEDGE

HOW DID YOU DO?

Years of knowledge to give your team a commercial edge City & Guilds accredited, this training programme harnesses decades of combined expertise from product experts at EDA manufacturers and allied trade associations to create an accessible and practical training opportunity for you and your team.

EDA Product Knowledge modules are also approved for Continuing Professional Development by The CPD Certification Service.

Full marks: Fantastic! You really know your cable products.

3 - 5 out of 6: Not bad. Could the EDA training help you to fill in any gaps in your knowledge?

Less than 3: The EDA Product Knowledge Programme could be just what you need to boost your knowledge-base and sales.

PROFESSIONAL TRAINING MADE EASY FOR MORE ON THIS AND THE OTHER 11 MODULES IN THE EDA PRODUCT KNOWLEDGE PROGRAMME, OR TO PLACE YOUR ORDER, VISIT: WWW.RDR.LINK/WZ001

If you’re a manager looking for a flexible and convenient way to train your team to drive sales, get in touch on: 020 3141 7350 or email: training@eda.org.uk

ELECTRICALDA

www.eda.org.uk

D

Electrical Distributors’ Association

@eda_uk

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Paul Jenner, COO of the IBA Buying Group, discusses the value of trading with lighting manufacturers that are affiliated to the Lighting Industry Association (LIA).

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updates and luminaire standards. Our Technical Bulletins keep members up to speed with every development in regulations and standards applying to lighting and detailed guidance documents help them through every step.

In recent years the LIA has introduced random checking of members’ products to ensure these systems are working. If we find a member is producing a non-compliant product, we provide the support to correct the error but, ultimately, if they're not prepared to work with us to resolve the issue, we remove them from membership.

hen I was first ‘learning the trade’ you could count the number of lighting suppliers on the fingers of both hands.

If I cast my mind back 30 years, we had very little regulation applying to lighting products other than basic electrical safety and yet, despite a raft of new regulations in the intervening period, we seem to have more non-compliant products entering the market than ever before.

Why is this?

The explosion in products arriving from the Far East has a lot to do with it but, primarily, the market surveillance authorities are swamped and under-resourced.

A quick Amazon search over a year ago identified over 600,000 lighting products available to UK buyers, and we've seen new players entering the market for whom it is too easy to bring a container of cheap products into the UK unchecked without the technical knowledge to know whether they're compliant.

Worse still, the companies are often younger than the length of the guarantee they're offering. Sometimes they seem surprised that I see this as a negative until I explain that if our members pass on this guarantee, the risk of product failure passes to them if the supplier disappears!

Electrical wholesalers play an important part in the supply chain.

Following the Grenfell Tragedy, and the subsequent Hackett report, it's clear that the construction industry has to work harder to ensure products installed are compliant and fit for purpose.

By trading with reputable wholesalers our customers trust us to ensure that the products we sell are indeed compliant.

A quick Amazon search “identified over 600,000 lighting products available to UK buyers

”

LIA compliance In February 2020 the IBA served notice on all its lighting suppliers that we'd be looking for all of our suppliers to be affiliated to the LIA in 2021. I make no apology for this partly being designed to make our lives easier.

In order to join the LIA, members must demonstrate a level of technical knowledge and comply with a strict set of criteria which is fundamentally about compliance. All LIA members must either be registered to ISO 9001 or comply with our own custom built LIAQA quality assurance scheme where they're subjected to an annual audit.

This scheme inspects the compliance systems a manufacturer or supplier applies which includes auditing of their overseas suppliers if they're importers.

Auditors are trained by the LIA and we hold regular courses on regulatory

Market research The LIA also conducts market surveillance work on products in the marketplace and reports our findings to the authorities.

The difference in compliance between member and non-member companies is marked. In some cases we've found non-compliance among non-member products to be as high as 80%, a figure borne out by similar work undertaken in Europe.

There is a misconception among many consumers and traders alike that the CE mark (and now the UKCA mark) is a guarantee of safety and compliance.

Remember that these marks are applied by the manufacturer or importer as a self-declaration of compliance. In the case of an LIA member, we check that this declaration is valid.

When you buy from a non-member, can you be certain the declaration has been checked and that the product you're buying or installing is indeed compliant and safe?

FIND OUT MORE ABOUT BECOMING A MEMBER OF THE IBA AT: WWW.RDR.LINK/WZ002

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SPECIAL REPORT

KNOWING ME, KNOWING YOU As the company continues its flourishing relationship with Warrington & Vale Royal college, Ideal Industries discusses the commercial benefits that can be gained from knowledge sharing.

F

or a long time, the electrical sector has been calling for trainees who are ‘site ready’ and highlighting the need to align education to the needs of employers.

Meanwhile, further education providers have been keen to work with employers to understand their requirements and generate learning and work experience opportunities for their students.

Ideal Industries has, in recent times, partnered with Warrington & Vale Royal College in Cheshire to put these principles into action, and both sides can already see the benefits and how they'll multiply over time.

Organic relationship Warrington & Vale Royal College offers a wide range of courses for school leavers, apprentices and adults, including training and re-training as electricians. Dave Love (pictured, above centre) is the Curriculum and Apprenticeship Manager for Electrical Installation and, having worked on-site as an electrician, he was keen to work with electrical supply chain companies.

Dave says: “It’s in the nature of training that things will get broken – that’s how we learn. But on limited college budgets it can mean that older, cheaper products are used, rather than broadening training to newer innovations.

“In the electrical sector, where there are

support safety training for testing, locking out and tagging isolations.

“Safety is another important aspect of our students’ training,” Dave adds, “and our aim is to ensure that they’re familiar with the equipment they'll need to use onsite so that safety becomes second nature.”

regular developments both in products and regulation, working with manufacturers is a way of keeping up-to-date and giving our students the skills they'll need on-site.”

Products in practice Ideal Industries has supplied the college with the company’s In-Sure Push-In and Lever Wire Connectors, enabling students to learn a faster and easier method for terminations, alongside the use of terminal strips.

Dave says: “It’s important that we continue to teach students how to use termination strips, but having Ideal’s In-Sure Connectors means they have experience of newer techniques they may require on-site.

“It means that they’re not just confident in using wire connectors but also about trying alternatives and using different tools and techniques, which makes them much more adaptable and workplace-ready.”

Safe isolation kits have also been provided to the college by Ideal to

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Reciprocal benefits The benefits of the knowledge sharing partnership are just as clear for Ideal Industries, as Brett Smyth, General Manager EMEA, explains: “Our products have been developed to help make electrical installations faster and more consistent, so we see working with the next generation of electricians as an important way of driving best practice in the sector.

“We also get a lot out of the relationship.

Engagement with the students feeds into our product development process and we have access to all the technical know-how and latest industry learning and standards from the college’s teaching team.”

Moving forward, both Ideal and the college want to build on these foundations.

Talks to the students from the Ideal team are planned for the next academic year, along with work placement opportunities.

VIEW THE LATEST IDEAL INDUSTRIES PRODUCT CATALOGUE AT: WWW.RDR.LINK/WZ003

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SPECIAL REPORT

IT'S TIME TO

UP THE ANTI Chris Mayne, Sales Manager IIP at HellermannTyton, discusses the important role manufacturers have in providing safe and hygienic products for customers within a growing antibacterial materials and coatings market.

A

ntibacterial product demand is expected to increase rapidly in the coming years as a result of the strict measures in place to control the spread of COVID-19 and prevent future outbreaks.

There's no denying that the past year has been difficult; many businesses have closed, key employees have been put under pressure, and supply chains have come to a halt. As UK businesses resume normal operations, supply chains are beginning to emerge from the snags and delays caused by the various lockdowns.

Manufacturers can now produce more products and distribute to wholesalers and customers as supply chains kick back into action.

In the midst of the chaos of restrictions and material shortages, there has been a massive increase in the production of antibacterial solutions to enhance safe, hygienic workplaces.

The antibacterial materials and coatings market was valued at more than £2 billion in 2017 and is expected to register a compound annual growth rate of around 12.5% over 2018-2024, reaching £5 billion by the end of 2024 (source: www.graphicalresearch.com/industryinsights/1054/antimicrobial-coatings-market).

Manufacturer’s responsibility In order to provide safety and reliability, manufacturers want to offer first class products to wholesalers and customers.

Despite the fact that safety has always been a priority in manufacturing, it is now more important than ever. With that comes a certain amount of responsibility for the well-being of end users.

Product manufacturers look to ensure that all products are designed and built safely, and this includes all elements of health and safety, like reducing the

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transmission of bacteria when using the finished product.

Antibacterial products have proven to be beneficial in a variety of industries, ranging from education to healthcare.

These products keep surfaces bacteriafree without the need for frequent cleaning, which is useful when cables are used in difficult-to-reach areas, such as behind desks or on top of cabinets.

An antibacterial additive is a substance that contains an appropriately registered antimicrobial agent. Integrated at the stage of manufacture, it will provide around-the-clock product protection from the growth of bacteria.

Antibacterial properties Antibacterial materials contain antimicrobial agents that can inhibit or kill bacteria on their surface or in their environment and come in the form of antimicrobial polymers, antibacterial plastics, antimicrobial nanomaterials, and antimicrobial ceramics.

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They all have a few features in common, regardless of the material: they’re safe to use, non-toxic and not susceptible to decay. They're also stable for extended periods and offer a broad range of antimicrobial activity.

Sneezing or coughing produces airborne droplets that spread infectious agents. These bodily fluids can settle on surfaces, permitting person-to-person transmission if someone comes into contact with them.

There’s an endless list of bacteria that cause illness in humans, but one common form is E. Coli (Escherichia Coli). This bacteria has the potential to cause infection, even if you ingest only small amounts. Potential sources of exposure include contaminated food or water and person-to-person contact.

Methicillin-resistant Staphylococcus aureus (MRSA) refers to a group of bacteria that are generally resistant to some antibiotics.

Generally, they don't cause any harm but can invoke skin infections and even pneumonia. Antibacterial products have shown to prevent the growth of bacteria like E. Coli and MRSA, eliminating the risk of transmission between people and products.

Change together Antibacterial technology has been seen as an additional component in plastics over the last year as it has use in a wide range of applications. Antibacterial modified plastics can aid in the fight against bacteria in a variety of ways and it’s not just limited to face masks or personal protective equipment.

HellermannTyton has been working over the past year to develop and supply a new range of antibacterial products for customers, providing them with safe and hygienic products that range from Spiral Bindings and Helawrap to Convoluted Tubing and Grommet Strips.

The company's antibacterial range provides protection against all bacteria, ensuring none is able to survive on the surface of the product. This is especially important in hard-toreach places, or in environments where cleanliness and the prevention of contamination is crucial.

Change runs in our veins, so we're ready to assist you with customised solutions and expert advice.

VIEW THE HELLERMANNTYTON ANTIBACTERIAL PRODUCT RANGE BROCHURE AT: WWW.RDR.LINK/WZ004

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INNOVATION: IS IT A NUMBERS GAME? Andy Douglas, MD at Timeguard, discusses why it pays to invest in truly innovative products and why choosing to commit to stock is more than just a numbers game.

I

t takes a lot of faith for a manufacturer to think outside the box and introduce something brand new to the market, especially when they could just badge another “me too” range and tweak the price to boost sales. But if nobody innovates we'll all become stuck in a depressing downward price spiral, chasing short-term numbers without seeing the bigger picture.

Risk and reward I also appreciate that innovation takes a lot of faith from you as stockists.

You commit valuable shelf space to something that might be (as yet) untried, especially when the headline numbers might seem to say that the volume sales come from the safe, old-faithful lines or a slightly cheaper version thereof.

It is fair to say that innovation and quality assurance can carry a premium, and you have to weigh up the limits to space available for showcasing these new products. Those progressive wholesalers who do invest in stocking innovative products, however, consistently see new product premiums translate into solid pound note margins that quickly add up. An extra percentage point on margin here and there might not seem much, but when you view it in the context of the benefit to the business, it may well influence your decision making.

Furthermore, manufacturers often back up innovation with promotional support to

educate the market to the benefits of their new ideas, and this can also help provide a quick turnover for you, releasing cash back into the business.

While the numbers don’t lie, I’m not sure they can ever tell the whole story either.

For instance, would all of the products we’ve introduced over the years ever have made it to the production line if we’d relied on the number crunchers’ analyses? Would these products, being untried in the market, ever have made it from our warehouse to your shelves?

It would be a shame if they hadn't, because every time we’ve declined the soft option of playing safe in the years I’ve been with Timeguard, we’ve been flattered by the speed with which some other firms rush to try and emulate our innovations.

So, with all this in mind, we’re happy enough with the situation because we can maintain the edge on design, quality assurance and warranties from factory to end user and we’ve usually got the next new product up our sleeves anyway.

Real innovation Innovation breeds sales and sales breed more innovation. Even though it may not work that way on every occasion industry wide, the ones that pick up speed and

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strong momentum really do provide the benefits so many stockists are looking for.

So, what is it that ignites an idea and then drives it hard enough to overcome the natural due diligence and caution of our respective teams?

I would say it is well-informed market knowledge, continually working with our customers, constantly gaining great feedback from installers nationwide that you, as wholesalers, actively channel through to us, and of course, even a bit of gut instinct thrown in for good measure.

All these factors enable us to innovate and bring the new technologies and products to market with the expectation that you'll not only stock them, but you'll benefit from fresh sales with strong margins.

We're happy to say that you'll still be receiving the personal visits from the Timeguard team, (pandemic permitting) to see for yourselves the latest innovations

and for you to share installers' thoughts and new product ideas in return.

Boost your sales It’s worth adding as well that having talented product design engineers with a “Yes, we can!” attitude is a pretty fundamental requirement too, and this season we're boosting our business (and yours) with a simple concept to provide users with an extra hour or two of power to

an appliance without the risk of leaving them switched on, or overriding timers and then staying off permanently.

You told us your customers wanted something like this and wholesalers are now successfully selling Boost Timing in everything from a simple countdown timer to an integrated device combining programmable timing, fused spur protection and a boost button all in one. New additions to the range have big, easy-read digital countdown displays with real counter appeal.

So, what’s the ‘take away’ from my musings? Certainly respect the numbers but remember, they can only answer the questions you ask, and they don’t generate the ideas that drive change – you do!

VIEW THE TIMEGUARD PRODUCT CATALOGUE AT: WWW.RDR.LINK/WZ005

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A 'LOT' TO OFFER After investing in a Lot 20 compliant range of products, Neomitis has further demonstrated its commitment to fighting energy and climate issues. Here the company looks at how this could improve your sales opportunities.

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rom the outset, sustainable development is at the heart of our concerns. With each product design we challenge ourselves to continually seek improvement and optimise the energy efficiency of our heat emitters. The goal: to reduce energy bills while preserving the comfort levels that the end-user requires.

Well aware of the constant need to improve energy efficiency in the housing sector, over a decade ago we invested time and resources to develop a range of innovative features, which have now been introduced into our controllers and heat emitters.

A Lot of investment For years we've included Ecodesign (Lot 20) features such as occupancy and open window protection, custom programming and PID control on our range of electric radiators and radiant panel heaters, and this has now been extended to our towel rails – offering one of the widest complete ranges of Ecodesign (Lot 20)

compliant products on the market. In addition to a range of controllers for electric towel rails, there's also a complete range of ultra-slim hot air blowers that can be controlled remotely.

Lot 20 by design EU regulation 2015/1188 / EU, associated with the ERP directive 2009/125/EC, defines the minimum requirements for products with high energy demand. The goal is to reduce energy demand and CO2 emissions, as well as increase the total share of renewable energy.

These directives apply to all heat emitters put into circulation in the European Economic Area (EEA), resulting in all individual heating devices being impacted. All new heat emitters will have to integrate this regulation.

How to comply Variations of features are included in our heating products to ensure product compliance, including: electronic control of the ambient temperature, open window

COMPANY PROFILE Company address: 16 Great Queen Street, Covent Garden London, WC2B

Website: www.neomitis.com

About: Neomitis is a specialist in controls and heating products for residential and small office environments. The product range covers thermostats, programmers, timers, radiant heaters, hydraulic radiators, electric and hydronic heated towel rails and hydroelectrical heating devices for new-build or renovation applications. Products are designed and developed in France and the UK.

detection and change of command optimisation, amongst others.

What’s on offer?

At Neomitis, we're aware that we have a duty to provide products that will reliably respond to your customer’s demands and meet current regulations, whilst being easy to install and operate. Within our range there are a number of electric heat emitters that showcase innovation, quality, design and cost control.

VIEW THE NEOMITIS 2021 CATALOGUE AT: WWW.RDR.LINK/WZ006

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THE HEAT IS ON ESP is a leading supplier of heating control products through the electrical wholesale channel, with its Sangamo range of timers and heating controls. Here, Matt Parton, Product Development Manager, gives some insight into the current market for residential heating.

T

he 15th edition of the ‘Residential Central Heating Market Report UK 2021-2025 Analysis’ has recently been published by AMA Research. The report represents an informed and up-to-date review of the residential central heating market and now includes heat pumps.

It cites the UK residential central market as substantial, with an estimated value of around £1.2 billion at manufacturers’ prices in 2020.

In June 2019, the UK became the first major economy to pass laws to end its contribution to global warming. The target will require the UK to bring all greenhouse gas emissions to net zero by 2050. As a result, it is likely that the type of products used to centrally heat UK residential homes will change considerably in the near future.

For example, the Future Homes Standard, to be introduced by 2025, will require all new build homes to be future proofed with low carbon heating and world leading levels of energy efficiency.

This will include the use of renewable heating technologies (such as heat pumps as an alternative to boilers) and, as such, these have now been included in the market calculations.

Central heating is installed in around 92% of UK residential homes, with market penetration remaining at a similar level over the last five years. Gas-fired systems currently account for the majority of installations.

Smart heating controls Over recent years this market has benefited from more stringent energy

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efficiency legislation and the introduction of new technologies such as smart heating controls. According to further research from AMA Research – the Domestic Central Heating market report (2018-2022) – smart heating controls are likely to take market share from conventional heating controls in the longer term.

In 2017, it was estimated that around 30% of heating controls sold by value were smart heating controls. This figure is likely to increase to over 45% of heating controls sold by value by 2022.

There is a growing awareness of the benefits of smart heating controls. UK householders are becoming more environmentally aware and are using smart heating solutions in order to minimise energy usage and to save money. It is estimated that around 5% of UK homes now have smart heating controls installed.

The heating market is mature with central heating installed in around 92% of UK homes. However, growth potential still exists, through product innovation designed to improve thermal performance, energy efficiency and control.

The shift to smart heating controls is likely to be gradual and a large number of homeowners are expected to continue with conventional solutions. The primary focus of many suppliers will be key benefits such as ease of use and convenience for customers.

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Thermostats The Thermostat range of products, designed for controlling heating systems via an electronic sensor, now totals five products.

Climate change The trend towards low carbon homes in the UK will continue to grow, largely due to the measures introduced as part of the Climate Change Act. This will result in homeowners adopting a wider range of heating technologies in both new housing and existing properties, to deliver an energy efficient heating environment.

Increasing legislation around energy efficiency represents a major influence in the long-term development of the domestic central heating market. The UK smart heating controls sector has evolved as part of the smart home market and is expected to show good levels of growth to 2022 and beyond.

Smart thermostat A smart thermostat is something that installers can easily add to their customers’ home heating, allowing householders to control and monitor the room temperature and thermostat activity from anywhere in the world, via an App on a smart phone or tablet.

The Sangamo Wi-Fi Thermostat, launched last year, offers energy efficient programming and remote access via the Sangamo

Choice App. It has been designed to be straightforward to install and operate and is suitable for electric, gas or oil systems.

With energy efficiency top of the agenda for the economy, businesses and householders, ESP made the decision earlier this year to invest in the development of its Sangamo range of timers and heating controls. A key aim of the revamp was to introduce features that will assist with efficiency and performance and that will ultimately drive down energy usage and costs.

Energy efficient heating range The new-look Sangamo offering can be broken down into four main product categories – Timer Controls, Thermostats, Programmable Thermostats and Programmers – with a total of 15 products making up the comprehensive range.

Timer Control The Timer Control collection of products is designed for simplistic ON/OFF manual or scheduled control for heating and lighting applications. The range has been expanded with a total of three new products, each one introducing the addition of a fused spur switch for additional protection for high loads.

Programmable Thermostats The Programmable Thermostat range of products are designed for controlling heating applications via an electronic sensor or programmed schedule, and ESP has added one new product to this range.

All thermostat products have been upgraded and now offer TPI (Time Proportional and Integral) control for heating efficiency. In addition, the programable thermostats include an optimisation feature – Optimum Start/Delay Start and Optimum Stop – for extra efficiency.

Programmers The Programmers are designed for heating and hot water controlled independently across separate channels via a programmed schedule. A total of three products make up this range varying from 1-3 channel options and including an optional service interval function to assist with Gas Safety Regulation compliance.

ESP believes this new, comprehensive offering will make it easier for contractors to select the right solutions for the project in hand and will provide wholesalers with a greater choice of products that will encourage upselling.

LEARN MORE ABOUT THE SANGAMO HEATING CONTROLS RANGE AT: WWW.RDR.LINK/WZ007

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HEATING

THE PREFECT LOCKDOWN SOLUTION

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ith more than 30,000 students the University of the West of England (UWE) Bristol is the largest University in the region.

‘Strategy 2030 – Transforming Futures’ announces the University’s ambition to be carbon neutral with net-zero emissions of greenhouse gases by 2030 along with achieving ISO14001 to set clear targets to reduce water and energy use.

Kirsti Norris, Energy Manager, heads the team that implements projects to achieve these goals while Melissa Clarke serves as Energy Projects Officer and ensures the efficient delivery of projects.

Heating system replacement The Student Village, built in 2006 on Frenchay Campus, is home to 2,000 students but the original heating system was becoming tired and inefficient to manage. Each room needed to be visited to programme the control with a handset, and the heater panels needed replacing.

Kirsti explains: “As panels failed, there was a risk of them getting replaced on an ad hoc basis with integrated control heaters, but we'd always wanted a better way of controlling the heating.

We learn more about the hidden benefits of heating control, as one University has discovered throughout the pandemic.

“Having to enter students’ rooms, even before the pandemic, was not great, and we had a hotch-potch of settings in rooms all over the place with no way to re-set them all at once.”

Having attended the AUE conference in 2019, Kirsti stepped onto the Prefect Controls stand, and was immediately surprised by the scope of features provided by the Irus control system.

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Irus is a centrally controlled system, accessed via an internet portal. It enables Energy Managers to set temperatures/times for the 3-stage student profile.

Setback mode is the default setting (typically 18°C), but if the student requires more heat, they simply tap the ‘up’ button which will trigger Boost mode (commonly 23°C). Boost runs for a pre-set time (45 minutes) before reverting to Setback. If the

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HEATING

student leaves the room during Boost, the PIR detects their absence and reverts to Setback mode.

Likewise, if windows are opened heat input is reduced by 50%. If rooms are vacant for longer periods (typically 12 hours), Frost mode is activated, maintaining at least 5°C. Irus also monitors humidity, light and decibel levels.

Melissa says: “The accommodation team really like the decibel monitoring feature. When they receive anti-social noise complaints, they're able to determine exactly when and where the noise occurred”.

Being a centrally controlled internet system, universal adjustments can be made from anywhere – as Melissa explains: “We're really keen on a reset button for the end of the year so that when students return to site in September, all rooms will be back to the standard profile and we won’t have various different settings throughout blocks.”

A bonus hidden benefit Having contacted Prefect to discuss the project, a survey was commissioned, savings calculated, and quotations submitted.

Kirsti then had the job of convincing colleagues that disruption during the installation would be minimal.

She explains: “Considering we were planning the install around conference bookings, the accommodation team were really anxious about disruptions to residents. No matter how good the product is, it was the installation upset that could have blown the whole thing.

“To have the reassurances we received from Bangor and Bristol universities, who have worked with Prefect before, really helped to get the accommodation team on board. That reputation really went beyond the product.”

Melissa continues: “Unfortunately the project stalled in February of last year (when the pandemic arrived) and budgets were frozen.

“This was very frustrating because we saw all these buildings empty and there was an opportunity to just get on with the job – the quicker we make the projects happen, the quicker we make the financial savings.”

Will Mills, Project Manager at Prefect, adds: “After lockdown and a return to the office, Melissa contacted us to say that the team had the budget available and would like to get the work completed as soon as possible. So, we rebooted the project and had six weeks to install as many rooms as possible. We managed 75%, with the rest due for completion this year.”

Kirsti concludes: “By utilising the Irus system, we're conservatively estimating a saving of around 20-30% – that’s over £75K per year!

“We've also found a hidden benefit of the system that wasn't considered in our original business case – if we have students isolating and they have a problem with their heating we can deal with it without even entering the building – a real added bonus in the current climate.”

WATCH A VIDEO DEMONSTRATION OF THE PREFECT IRUS SYSTEM AT: WWW.RDR.LINK/WZ008

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TAKING

REMOTE CONTROL

David Glennon, MD of Competitive Edge, looks at why there's no better time to connect with new business prospects than during a period of widespread remote working.

W

hilst some of the lockdown restrictions have already been lifted, it may still take time for normality to be fully restored, as widespread remote working continues for many.

On the face of it, this makes connecting with prospects and converting potential leads into business contracts more challenging. However, with the right approach, it could play into the hands of firms looking to expand their client portfolio.

In normal circumstances, businesses must overcome a series of potential obstacles to successfully contact a prospect, such as getting past the gatekeepers and making the call at a time that suits the decision maker.

However, the current situation guarantees that person to be in one location throughout the working week, which makes it easier for businesses to make contact successfully.

Your help is required Although the current working environment is different for many businesses, prospects still require the key services your organisation provides. Just because decision makers are away from the office, that doesn't mean all operations grind to a halt until the pandemic is over.

Successful businesses understand the need to be flexible in the current climate. In

fact, with some of the restrictions now being lifted, there are many organisations in the process of detailing plans for the post-pandemic era, so now is the perfect time to engage prospects.

Even in normal circumstances, it's crucial that your business starts to build prospect profiles, gauging interest from businesses that have been identified as potential targets. However, in the current climate this need is intensified, especially for those organisations that have been impacted by the pandemic and are eager to thrive again.

Engage your captive audience To many organisations, the idea of contacting prospects that are currently working from home may not seem like an effective approach. There are, however, a lot of benefits to engaging decision makers during a period of widespread remote working.

Instead of being more difficult to contact, it's easier to connect with remote workers, as they're a ‘captive audience’, who are currently working from one location. Before the pandemic, prospects would be in meetings, away from their desks or often shielded by a gatekeeper/receptionist.

Secondly, most companies are in the planning and strategy stage for the postpandemic era, so now is the perfect time to contact decision makers, as they're more likely to welcome outside interaction. With

the chances of making successful contact increased, it's important to deliver your pitch clearly to make the most of the opportunity.

That doesn't mean every phone call needs to result in a sale, but you must make a good impression, generating exposure for your business and securing follow-up meetings if the prospect shows an interest in your services.

Ask experts for advice For well over a year, businesses have been placed under enormous financial strain due to the pandemic, but as restrictions begin to ease, now is a great opportunity for organisations to engage prospects and secure new clients.

Of course, the ongoing expectation to provide high-quality services to existing clients can place added pressure on businesses who may lack the experienced personnel needed to execute an effective telemarketing strategy.

Therefore, if your organisation requires assistance with contacting key decision makers, contact an experienced team of external telemarketers and consider outsourcing new business functions to free up internal resources.

FIND OUT MORE ABOUT THE SERVICES ON OFFER FROM COMPETITIVE EDGE AT: WWW.RDR.LINK/WZ009

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CULTURE CLUB Mick Fitzgerald, Director at Options Skills, explains the importance of ‘cultural fit’ when recruiting new team members and offers advice for getting the process right.

C

ulture is key in every business.

It sets the precedent for all you say and do. And, with 90% of UK employers saying cultural fit is key when recruiting, it’s clear that it should be a crucial part of your growth strategy too. Your new recruits need to fit in with your existing culture to help you continue to grow.

Have you ever recruited someone who had the right experience and training, but then felt that something wasn’t quite right after they’d started? Although 87% of employers offer inductions to new team members on business culture, occasionally, the team member simply isn’t aligned with it.

Culture is even more important for smaller teams. For teams who work closely together on a daily basis, getting on with one another is key to doing the job properly.

A good relationship is crucial for open communication and successful team work.

Your culture also has a direct impact on your service and the way you work with customers. That needs to be consistent across all jobs, no matter which team member is carrying out the work.

Taking the hire ground Hiring for cultural fit isn’t about hiring identical members of staff – it’s about recruiting team members who will integrate well into the business and adopt its core values. It’s also important to hire people who can bring new insights and ideas, as well as a positive influence that can complement the team and culture you’ve already built.

For example, if your current team is young, and you’re interviewing an older candidate who has retrained, you may be concerned that they won’t fit into your existing culture. However, this candidate may bring lots of knowledge and general life/work experience, which could have a positive impact on your business. Just because the candidate doesn’t ‘look’ like existing team members, it doesn’t mean they won’t fit in culturally.

Experience vs willingness Hiring for cultural fit means looking beyond experience alone. Limited experience doesn’t necessarily mean a lack of willingness to learn or inability to fit in with your business culture.

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For example, imagine you’re choosing between Candidate A and Candidate B. Your culture is about teamwork and collaborative working. Candidate A has lots of previous experience but enjoys working alone. Candidate B has just finished their initial centre led training and is working towards their next qualification, but is eager to learn and prefers working in a team.

In this situation, Candidate B is likely to be the most suitable option for your business, as they'll easily integrate into the culture of collaboration, and they're showing their commitment to growth by investing in their own training.

Ultimately, previous experience is an important part of the hiring process, but willingness to learn and the right cultural fit shouldn't be overlooked, as these will often prove to be more valuable in the long-term.

LEARN MORE ABOUT THE OPTION SKILLS CANDIDATE RESOURCING SERVICE AT: WWW.RDR.LINK/WZ010

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THE KEY CHARACTERISTICS TO LOOK FOR

1.INVESTMENT IN GROWTH

Is this candidate taking clear steps to advance their career? Perhaps they've recently completed additional, relevant training, or have retrained through traineeship and paid for their own training. Ask the candidate how they see their career progressing and what they're doing to reach their goals. This will help you to determine how ambitious and committed to personal growth they are.

2.EAGER TO LEARN

Are they eager to develop existing talents and grow their skill-set? You could ask the candidate about the kind of training and support they'd value if they were to join your team. If they appear to be interested in developing their skill-set, it’s likely they'll make a committed team member. And, in the everchanging electrical industry, willingness to learn is crucial.

3.INTEREST IN THE TRADE

Is this candidate genuinely interested and passionate about the electrotechnical industry or do they see the job as simply a way to earn money? You may want to ask them why they're interested in the industry, and why they chose to take this particular career path.

OF YOUR CURRENT 4.UNDERSTANDING COMPANY CULTURE

Throughout the recruitment process, share your current culture with candidates and allow them to show an understanding of this. You could ask them to share stories of times they've embodied part of your culture.

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AS EASY AS

F

inding ERP software that fits well with daily operations is imperative for any business. Ideally, the solution should grow with the company, adapting to whatever changes need to be made with both speed and ease.

This has certainly been the case for Eyre & Elliston. The independent electrical wholesale distributor first signed up for Kerridge Commercial Systems (KCS) software back in 1998. Fast forward 23 years and although KCS has released new versions of its innovative software, K8 remains just as integral to its operations today as the original version was on day one.

A long standing partnership David Monteith, Eyre & Elliston Commercial Systems Manager, explains that as the business has grown, the need for a scalable ERP solution has never been greater.

He says: "When we first introduced KCS software, we had around 40 branches.

We're now operating 61 electrical branches and eight industrial and compressed air divisions.

“K8 has taken over all of our business functions – from stock management and point of sale, to accounting – so we really don't need anything other than K8 to successfully run our business.”

With independent distributor Eyre & Elliston now operating Kerridge's K8 – the flagship solution for electrical wholesale – across its entire branch network, we learn more about how the software has become embedded in the company's operations.

Because KCS' ERP solution is widely used throughout the electrical industry, this has also proved beneficial to Eyre & Elliston when taking on new staff.

“Many of them have used K8 before at their previous employer, making the transition pretty simple,” David reveals.

“A key benefit of K8 is that it's so easy to use. When new people join the business, they often say that K8 provides twice as much information as other software they've worked with previously, so it has really paid dividends for us.”

One of the resources that David has found particularly valuable over the years is being a member of a KCS user group. As

has taken over all of “ourK8business functions – from stock management and point of sale, through to accounting.

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”

an active and independent organisation, this brings together a number of KCS customers who share knowledge and interact with one another to get the most out of their software.

He explains: “The user group is an active resource for its members, and there's always a steady flow of interaction.

I see real value in the group, along with the KCS customer conferences, both in terms of learning about new initiatives and plans, and also for networking and sharing ideas.”

Reflecting on 2020 The COVID-19 pandemic has undoubtedly created unusual trading conditions for businesses, and Eyre & Elliston is no exception in this regard.

However, the company has found it much easier to adapt to the 'new normal' with K8 embedded in the organisation, particularly when it comes to the ease of adapting to home working for staff and the simplicity of communications.

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“It wasn't necessary to close any of our sites, as a lot of our branches were supplying the Nightingale hospitals. Last year, we started to realise as an industry that there were new ways of working, and K8 quickly allowed us to innovate and adapt,” David explains.

Members of the Eyre & Elliston team were able to work from home and K8 helped facilitate this transition by providing reliable remote access.

David adds: “Many of our accounts, credit control and admin staff began working remotely early on in the pandemic, so we were able to quickly organise ourselves.

As far as our customers are concerned, it's business as usual, despite the physical location of some of our colleagues.

“Without K8, it would have been very difficult to work in this way – being able to access the system from home is a key element that has enabled us to keep our business running seamlessly.”

This year and beyond David believes that one of the changes and challenges facing the electrical industry over the coming months and years will be the standardisation of product descriptions, which is particularly important as digital trading becomes more prevalent.

The ETIM international classification standard will eventually be rolled out, making it easier for electrical wholesalers and distributors to market products globally.

“An industry standard would be really beneficial. There are so many differences in the way that products are named that having a common description would make it easier to sell to the rest of Europe and beyond,” says David.

“Having ETIM alongside a product information manager is probably a good place to start from a cataloguing point of view. It's something that everybody in the electrical industry will adopt sooner rather than later, and we look forward to integrating this valuable data with K8 as it becomes available.”

No time to stand still Although Eyre & Elliston originally adopted K8 a number of years ago, there have been various changes and improvements to develop the technology over time.

David says: “Both the hardware and software elements have come a long way.

Our system runs at around 99.9% uptime, which is testament to how far technological advancements have progressed over the decades and to the stability and resilience of the K8 solution.”

Eyre & Elliston is also taking its own steps to cater to a more digital-centric customer base as the market landscape continues to shift.

"There's no time to stand still in the marketplace,” David explains. “We're seeing an increasing trend towards online trading, with more customers ordering online for collection or delivery.

"As such, our digital platform is an important part of our future business strategy; being able to place orders online and have these immediately available within K8 for processing ensures that we can meet our customers' needs efficiently.

We can also continue to deliver the excellent customer service that sets us apart from our competitors."

REQUEST A COPY OF THE K8 SOFTWARE BROCHURE AT: WWW.RDR.LINK/WZ011

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PRODUCTS & EQUIPMENT

LUCECO FTYPE COMPACT DOWNLIGHTS

DETA ELECTRICAL NEW WEBSITE Deta Electrical has launched a new website, featuring its core brands (Deta, Deta TTE, Brackenheath and Briticent) all together in one easy-to-navigate site. Key features of the site include a refreshed and simplified look, enhanced content and improved search functionality and navigation, providing a more engaging user experience. It has also been optimised for mobile devices and is simple to navigate with an advanced product search feature tool, making it easy for users to search Deta Electrical’s extensive range of products.

VISIT THE NEW WEBSITE AT: WWW.RDR.LINK/WZ012

Luceco has launched an upgrade to its well-known FTYPE range. New features include a more compact height, NHBC Certified for I-JOIST applications and new 4W versions available that are Part L exempt. Fixed and adjustable versions are available alongside a new regressed version, which includes a regressed optic that creates a lower glare and softer feel, within the space illuminated. Dim2Warm and Colour Changing versions are also available, which provides varying lighting colour temperature options to suit different environments. All the benefits that make it quicker and easier to install are carried over, including Speedfit loop-in loop-out push fit terminals, which speed up the wiring process by eliminating cable cross-over. The Clip&fit cable clamp housing tightly secures both solid and stranded cable. The range uses the latest Samsung chips which offer 100 lumens per watt output, are 30-60-90 minute fire rated and Parts L, C and E compliant.

VIEW THE NEW RANGE AT: WWW.RDR.LINK/WZ014

FIREANGEL CONNECTED SPECIFICATION RANGE FireAngel has further enhanced its connected offering with the launch of its latest Spec Connected Wireless Gateway, which facilitates the remote monitoring of multiple FireAngel Specification devices. Eliminating the time-consuming and costly requirement for channelling or trunking, the advanced Gateway streamlines installation and retrofitting processes, as it is compatible with all FireAngel Specification mains and battery-powered smoke, heat, carbon monoxide (CO) alarms and assisted living solutions. Designed to support private properties, the compliant and easy to fit Gateway allows remote monitoring and maintenance of FireAngel Specification Smart RF enabled products via the free FireAngel App, with instant notifications and easy testing. This supports installers in providing maximum fire and CO protection for customers or multiple properties in the most cost-effective and efficient way, as the system can be continuously adapted and upgraded.

VIEW THE NEW RANGE AT: WWW.RDR.LINK/WZ013

INTACT SOFTWARE INTACT IQ Intact iQ is a feature-rich, easy to use ERP/business software solution designed to get you operating at your best with real-time, accurate information and controls. It has been tailored to meet the needs of the electrical wholesale industry and comes with advanced levels of autonomy and control so you can continuously implement process improvements with no need to revert to Intact.

From in-depth margin, pricing, negotiation and cost controls to ecommerce, rapid trade counter order entry, mobile access, transport scheduling, mobile warehouse, rich stock management functionality and more, all sectorspecific essentials are catered for. Crucial in this industry is integration with the Luckins and LuckinsLive product database, and this is something that Intact offers. Built on a modern platform, Intact iQ provides for seamless third party integration to support your ways of working.

FIND OUT MORE OR BOOK AN ONLINE DEMO AT: WWW.RDR.LINK/WZ015

PROFESSIONAL ELECTRICIANS WHOLESALER JULY / AUGUST 2021 35

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PRODUCTS & EQUIPMENT

MEGGER DPM1000 DIGITAL POWER CLAMP METER The DPM1000 digital power clamp meter from Megger features an integrated clamp for safe, non-contact current measurement and has a large, backlit 10,000 count display that is easy to read, even in poorly lit locations. The DPM1000 also offers Bluetooth connectivity, allowing measured values to be streamed in real time to a smartphone or tablet running the Megger Link App. Measured values can also be plotted in real time and stored on the connected device for later export to spreadsheets and reports. The DPM1000 measures AC and DC current up to 1,000 A, true RMS AC voltage up to 1,000 V and DC voltage up to 1,000 V. It also has an AC+DC voltage measuring mode. In addition, it measures resistance up to 100 kÙ and incorporates a buzzer for convenient continuity checking.

VIEW A DPM1000 PRODUCT DATA SHEET AT: WWW.RDR.LINK/WZ016

SAXBY LIGHTING EDITION 12 CATALOGUE Saxby Lighting's Edition 12 launches over 100 new or upgraded products, including a new allin-one bulkhead.

With selectable wattage in a single unit, Saxby's new signature bulkhead, Hero CCT, covers multiple wattage and temperature requirements in one unit. One switch allows you to select between 9, 14 or 18W, with the CCT switch offering 3, 4 or 6K. The range is available in standard, emergency, microwave and corridor variants and supported by a full range of accessories to suit all environments. It is supplied with a white bezel as standard, with a chrome option available, in addition to eyelids and grills in white, black and grey. The fast-fit hinged gear tray, and push-fit terminals make it perfect for efficient, hassle-free installation. The IP65, slim profile and IK10 rating further ensure it is robust enough for public spaces indoors and outdoors. The range is supported by free point of sale for all stockists.

For every Hero CCT purchased from Saxby Lighting in 2021, 10p will be donated to NHS Charities Together.

VIEW THE SAXBY LIGHTING EDITION 12 CATALOGUE AT: WWW.RDR.LINK/WZ018

LEDVANCE DAMP PROOF LUMINAIRES

SCHNEIDER ELECTRIC EASY9 COMPACT CONSUMER UNIT Schneider's next generation Easy9 compact consumer unit complements the existing premium range to meet the needs of every household, combining design flexibility, ease of installation and BS regulatory compliance. As well as providing increased location flexibility, the Easy9 Compact offers multiple circuit configurations, incomer and rail positions, and cable entries. Electricians can therefore deliver circuit protection in any new build or retrofit project with minimal intrusion into living spaces. They can also be sure the solutions will meet the specifications of the home, avoiding any returns, reorders, or delays.

WATCH AN ELECTRICIAN'S PRODUCT REVIEW AT: WWW.RDR.LINK/WZ017

36 JULY / AUGUST 2021 PROFESSIONAL ELECTRICIANS WHOLESALER

LEDVANCE has relaunched its classic damp proof luminaire in a new improved version with higher power, more efficiency and improved light quality. The DAMP PROOF GEN 2 is a flexible, damp proof luminaire for many versatile applications, with versions offering luminous fluxes of 8,000lm and even 11,000lm for installations with very high ceilings. The luminaire comes in two lengths of 1.2 and 1.5 metres while offering excellent luminous efficacy and energy efficiency of 135 lm/W in a robust (IK08) and water-resistant (IP65) polycarbonate housing. There’s no electrostatic discharge risk since the LED module is integrated into the cover.

Suspension and anti-theft kits are also included.

VIEW THE NEW RANGE AT: WWW.RDR.LINK/WZ019

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PEW looks at some of the latest advertising campaigns featured in recent issues of Professional Electrician & Installer magazine which are helping to create awareness and pull-through sales opportunities at your trade counter.

CAMPAIGN NEWS LIVE ELECTRICAL DISTRIBUTION

PROJECT EV

TYPE A RCBOS

THE FUTURE OF EV CHARGING

This latest advertising campaign from Live Electrical Distribution focuses on the brand's Type A RCBO offering, providing an ideal solution for overcurrent and earth leakage protection. The units ensure reliable protection to individuals and installation in networks protecting against pulsating DC currents, while maintaining continuity of supply.

Having placed an extensive campaign of double-page adverts in Professional Electrician & Installer, Project EV is already making a significant splash in the EV charging market. The adverts offer more details about the entire Project EV range, including the 2kW Pro-Earth charge point – a three-phase domestic and commercial EV charger with an in-built earth spike and cable lock system.

GET MORE DETAILS AT: WWW.RDR.LINK/WZ020

GET MORE DETAILS AT: WWW.RDR.LINK/WZ021

38 JULY/AUGUST 2021 PROFESSIONAL ELECTRICIANS WHOLESALER

KNIGHTSBRIDGE

DOORBIRD

Exclusive to Knightsbridge and part of the brand's range of metal grid wiring accessories, the Single Grid Position Fan Isolator Switch is the focus of this new advertising campaign from ML Accessories. Allowing the end user to control extractor fans through a single wall switch, the product offers huge time savings and eliminates the need for overdoor fan isolator switches.

DoorBird continues to invest in advertising campaigns to end user electricians and the latest product in the spotlight is the new IP Video Door Station. Offering modern IP technology for new and retrofit buildings, the product offers easy installation via Power over Ethernet. Keyless access is granted via App, keypad and RFID fob and the product is compatible with many leading brands and systems.

GET MORE DETAILS AT: WWW.RDR.LINK/WZ022

GET MORE DETAILS AT: WWW.RDR.LINK/WZ023

SINGLE GRID POSITION FAN ISOLATOR SWITCH

IP VIDEO DOOR STATION

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NEW ELEX MAG AD 289 PEW_Layout 1 22/06/2021 13:24 Page 1

PROFESSIONAL ELECTRICIAN

Sponsored by

The Electricians’ Exhibition

R FO S K ES AC IN B US B

ELEX2021

THE PROFESSIONAL ELECTRICIAN TRADESHOW

Leading brands, live demos, show specials, wholesale support – all under one roof!

FORTHCOMING SHOWS:

SAFELY DOES IT Enhanced safety measures in place

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Register for free at www.elexshow.info

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A look at the latest display solutions to help you increase your in-store purchases.

SWITCHTEC EXPANDS POS OFFERING FOR WHOLESALERS

S

witchtec, the specialist distributor of electronic and electrical components, now supplies a range of products in Point of Sale packaging aimed at the electrical wholesaler market.

Products can be supplied blisterpacked for easy display in retail environments, on appropriate Point of Sale display stands and slatwall displays.

Additionally, units can be supplied in SCL branded Point of Sale packaging or in the customers’ own brand and colours.

SCL signage can also be provided to enhance the look of the display.

Product ranges available from Switchtec include relays, pilot lamps, push

buttons, selector switches, din rail terminal packs and timers. There are also options available on isolators, switch fuses and changeover switches.

With the appointment of the company's new National Wholesale Manager, Nick Morgan (pictured, left), the POS product range has increased and has been well received in the electrical wholesale market.

To further enhance the support to customers, Switchtec is also listed on the Trimble LUCKINSLive site, with many electrical wholesalers having integrated this into their own back-office systems.

Dedicated service Switchtec was founded in 1982 and operates as a UK franchisee for world-wide

manufacturers of quality components. The company is a leading specialist in the supply of electromechanical, electrical and electronic components.

For 40 years Switchtec has provided a dedicated service to its UK customer base and, with the emphasis on customer service, the firm carries over 7,000 product lines exstock, all ready for immediate despatch.

Interested parties can contact the sales office on 01785 818600 or Nick Morgan, National Wholesale Manager, to discuss your requirements.

VIEW SWITCHTEC'S EXTENSIVE RANGE OF CATALOGUES AND BROCHURES AT: WWW.RDR.LINK/WZ024

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ADVERTISEMENT INDEX Here is a useful summary of all the adverts that appear in this issue of Professional Electricians Wholesaler.

Each is listed with its page number and a direct URL that will get you straight to the relevant online information Aico Ltd ...................................................................... (page 2/IFC)

Greenbrook Electrical .......................................... (page 43/IBC)

www.rdr.link/WZ100

www.rdr.link/WZ112

Bird Home Automation GmbH ................................... (page 27)

Intact Software (UK) Ltd .............................................. (page 28)

www.rdr.link/WZ101

www.rdr.link/WZ113

C-TEC Ltd .......................................................................... (page 9)

Lewden ............................................................................ (page 41)

www.rdr.link/WZ102

www.rdr.link/WZ114

Carl Kammerling Int Ltd ............................................... (page 21)

Kerridge Commercial Sys. Ltd .................................... (page 34)

www.rdr.link/WZ103

www.rdr.link/WZ115

Cee Norm UK ................................................................. (page 31)

Metrel UK ....................................................................... (page 37)

www.rdr.link/WZ104

www.rdr.link/WZ116

Clynder Cables Ltd ....................................................... (page 39)

Niglon Ltd ........................................................................ (page 19)

www.rdr.link/WZ105

www.rdr.link/WZ117

Countrywide Electrical Dist Ltd ................................. (page 39)

Ovia Lighting ................................................................. (page 34)

www.rdr.link/WZ106

www.rdr.link/WZ118

ELEX ................................................................................ (page 40)

Switchtec Ltd ................................................................. (page 28)

www.rdr.link/WZ107

www.rdr.link/WZ119

Elite Security Products Ltd .......................................... (page 37)

Scolmore International Ltd ........................................... (page 4)

www.rdr.link/WZ108

www.rdr.link/WZ120

Epicor Software UK Ltd ................................................. (page 6)

Shayla Electrical Ltd ...................................................... (page 17)

www.rdr.link/WZ109

www.rdr.link/WZ121

FireAngel Safety Technology Ltd ............................... (page 13)

Stearn Electric Co.Ltd ................................................... (page 14)

www.rdr.link/WZ110

www.rdr.link/WZ122

Forum Lighting Solutions Ltd ........................... (page 44/OBC)

Unicrimp Ltd .................................................................. (page 22)

www.rdr.link/WZ111

www.rdr.link/WZ123

PROFESSIONAL

ELECTRICIANS WHOLESALER In the next issue of Professional Electricians Wholesaler…

■ LIGHTING ■ TOOLS

PLUS!

PROFESSIONAL

ELECTRICIANS WHOLESALER THE BUSINESS MAGAZINE FOR ELECTRICAL WHOLESALERS

BUSINESS MANAGEMENT Open the doors to a more profitable business post-pandemic

EDA INSIGHT

Test your knowledge of Cables and Cable Management with the EDA’s quiz

Opinion, business advice, product launches, market trends and much more!

JULY/AUGUST 2021

THE HEAT IS ON!

We get the full details on Sangamo’s revamped range of heating controls

Plus: News, industry comment, sales support, display solutions and more

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