Professional Builders Merchant July-August 19 by Hamerville Media Group

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

PLUMBING & HEATING A focus on design

JULY/AUGUST 2019

MONTHLY TRENDS MONITOR

INFORMATION TECHNOLOGY Great expectations

TRANSPORT, HANDLING & STORAGE Stock management solutions

Plus: BMF Conference review, news, market information, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football The season starts here!

CONTENTS TRANSPORT, HANDLING & STORAGE 25

RACK TO THE FUTURE The changing storage requirements of the merchant sector.

PILE DRIVERS The insurance implications of holding extra stock.

EXPRESS DELIVERY MP Moran’s exclusive relationship with Renault Trucks.

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

July/August 2019, Volume 29 No. 7

INFORMATION TECHNOLOGY 35

ONLINE IMPROVEMENT Five easy ways to improve your eCommerce offer.

X MARKS THE SPOT The IT demands of a new generation of merchant.

CUSTOMER FOCUS Reporting back from the latest Kerridge Commercial Systems customer conference.

SPECIAL REPORTS

P R O D U C T S & S E RV I C E S 8

PLUMBING & HEATING 45

PRESSED FOR TIME Conex Bänninger argues for a press-fitting future as it marks its 110th anniversary.

PREVENTING NUISANCE NOISE Eliminating nuisance noise from rainwater and waste water pipes.

HEAT WAVE Examining the trends in the radiator market.

STYLE & SUBSTANCE Worcester Bosch unveils the ‘Beautiful Beast’.

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

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

REGULARS 3 4 6 12 13 14 16 54 56 58 60 62 64

VIEWPOINT NEWS MARKET MONITOR FACE TO FACE PEOPLE NEWS BMF TRAINING ZONE NBG BUYING BETTER COUNTER TALK — PB CAMPAIGN NEWS COUNTER TALK — PHPI POINT OF SALE PRODUCTS & SERVICES ADVERTISEMENT INDEX

www.professionalbuildersmerchant.co.uk

19 BMF CONFERENCE REVIEW Reporting back from Dubrovnik. 22 PANEL TALK PBM tags on to a merchant visit to Fibo’s Norwegian HQ.

COMPETITIONS 65 EVO-STIK FANTASY FOOTBALL We’re back!

PBM JULY/AUGUST 2019 1

VIEWPOINT

Rising to the challenge

t isn’t too long since the wheels touched down at Stansted, returning the PBM delegation home from a truly memorable BMF Conference in Dubrovnik. It was an inspired choice of venue whilst the business programme flowed superbly, with a real cohesion in addressing a number of the underlying challenges confronting the building materials supply sector. You can read more in our review later in the issue, but arguably the central theme to emerge concerned the industry’s people — from attracting (and managing) a new generation of talent, to the inter-personal relationships that underpin so many business transactions. Even though it must be viewed as a showpiece event for the sector, we are always aware of the fact that only a small percentage of our readers are able to attend the All Industry Conference. However, we are also especially ‘mindful’ that — as outlined in last month’s column — particular emphasis was given over to the topic of mental health awareness. As a subject of clear importance for everyone working in the sector, we make no apology for returning to the issue. A session on the main stage in Dubrovnik delivered by Jonny Benjamin MBE and Neil Laybourn drew a response perhaps unlike any other. To a hushed audience, Jonny spoke frankly and bravely about his personal battles, culminating in a fateful meeting with Neil — quite literally the man who was able to talk him down from the ledge on one of his darkest mornings.

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

PLUMBING & HEATING A focus on design

JULY/AUGUST 2019

MONTHLY TRENDS MONITOR

INFORMATION TECHNOLOGY Great expectations

TRANSPORT, HANDLING & STORAGE Stock management solutions

Plus: BMF Conference review, news, market information, merchandising & display solutions and more.

Fantasy Football The season starts here!

“Mental health issues are said to be the largest factors behind both absenteeism and so-called ‘presenteeism’ with the ensuing effect on productivity. Put another way, there is a very clear business case for investing in the well-being of your people.” It was a powerful presentation, highlighting the scale of mental health issues in the UK and also the advisory services that are available for individuals and organisations alike. The Q&A that followed — with excellent input from Nick Knowles — brought the subject closer to home, with a discussion on the troubles affecting those in the sector itself and the role merchants can play in supporting both their own staff and their customers — statistics show that those in the building trade are particularly vulnerable to mental health problems. Work to raise wider awareness must be ongoing, however it is wonderful to acknowledge that both here and in the packed seminar sessions that followed — co-hosted with Brian Dow, CEO of Mental Health UK — addressing the issue is already high up the industry’s agenda. Gone, it seems, is the notion that mental health struggles are somehow a sign of weakness or that individuals should simply ‘pull themselves together...’

Editor Paul Davies Assistant Editor Kelly Newstead Group Advertisement Manager Craig Jowsey craig@hamerville.co.uk Tel: 07900 248102 Advertisement Manager Sam Shannon-Tinsley Tel: 07554 013302 Design Adeel Qadri

Group Production Manager Carol Padgett Production Assistant Kerri Smith Circulation Manager Kirstie Day Consultant Branch Design Editor Ashley Evans M.A B.A MIMgt Managing Editor Terry Smith Publisher Bryan Shannon

Speaking on behalf of their own organisations — merchants and suppliers alike — many delegates offered examples of the initiatives that have already been put into practice, including trained ‘mental health first aiders’, mentoring systems, a free counselling service and even a confidential helpline. As with any illness, prevention is better than cure and many spoke of the work they are doing to ‘spot the signs’ before a problem becomes a crisis. With all employers and managers bound by a duty of care to their staff, it is worth noting that mental health issues are said to be the largest factors behind both absenteeism and so-called ‘presenteeism’ with the ensuing effect on productivity. Put another way, there is a very clear business case for investing in the well-being of your people. As highlighted by the sessions in Dubrovnik, the conversation about mental health has evolved considerably and the merchant sector appears to be taking a lead. Let’s not let the pace drop.

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PBM JULY/AUGUST 2019 3

NEWS UPDATE Sustainable solutions

PARKER BUILDING SUPPLIES ACQUIRES STAMCO

Capital investment

As part of its commitment to help sustain the environment, Covers Timber & Builders Merchants will no longer be providing plastic bags to its customers. Instead, the business will offer 100% recyclable paper bags but it still hopes to limit the number of bags being used by customers by checking during purchases that using a bag is absolutely necessary. Covers, which has been nominated as a ‘Constituency Responsible Business Champion 2019’ by Gillian Keegan MP, is a keen advocate of eco-friendly initiatives. These include using electric forklifts and solar panels at its depots. MD Henry Green said: “As a business we recognise how important it is that we play our part to protect our environment and do everything we can to be eco-friendly. Our plastic to paper scheme is one small way we hope to improve our impact on the environment. We hope our customers will support us in our mission by only using a paper bag if absolutely necessary.”

Parker Building Supplies has acquired the fivebranch business of Stamco with the support of its strategic partner, Cairngorm Capital. This has been described as a ‘key step’ in Parkers’ strategy to expand through a combination of acquisitions, new site development and organic growth with the firm’s ultimate aim to ‘become the market-leading independent builders’ merchant in the South East of England’. Established in 1957, Stamco — or the Sussex Turnery and Moulding Company Limited, to give its full name — is a privately-owned, independent builders’ merchant and wholesale timber processing and distribution business. Headquartered in Hastings, it has five branches in Eastbourne, Hastings, Hove, Worthing and Rye. It employs 180 people and in 2018, achieved £32 million in revenue. The acquisition was prompted by the retirement of owners, Mike Cullis and Roger Brightiff, who will remain in the business short-term to ensure an effective handover and a smooth transition. Managing Director, John Cornelius, will join the Parkers senior management team to contribute to the combined company’s growth strategy. With a ‘highly complementary’ product range, this acquisition is strategically important, offering Parkers the opportunity for geographic expansion and to extend its product

range. The new enlarged business will continue to be headquarted in Polegate, Sussex, has 20 branches across Sussex and Kent, with combined revenues of more than £100 million and over 450 employees. Chris Maityard, Parkers’ Managing Director, said: “Our goal is to become the leader in the independent builders’ merchant sector in the South East. To do this we have been working to build a customer-focused business, with great products, outstanding customer service and a strong, expanding branch network. Stamco has very similar values and ambitions to us and a skilled and committed workforce, so this partnership offers the potential for exciting opportunities going forward.” Cairngorm Capital is a specialist private investment firm providing equity capital and management expertise. It has made a number of investments into the broader merchant sector in recent years with a portfolio that now includes majority-owned stakes in BSO and the National Timber Group, in addition to Parkers.

Refurbishment programme Selco Builders Warehouse has continued its substantial recent investment by launching a £10 million programme to modernise part of its branch network. The company has begun refurbishments of some of its longest standing branches across Birmingham, Reading and London with Tyseley, Croydon and Reading having already undergone a refit, with work underway in Walthamstow and similar plans

in the pipeline for Kingsbury, Catford, Ruislip, Old Kent Road and Barking. Howard Luft, Selco CEO, said: “Over recent years, we have placed a significant focus on opening new branches, which has seen our network grow to 66, with plans for that to rise further. However, we are determined to ensure that our existing branches remain a key priority and it is

important we bring them in line with the modern standards tradespeople associate with new Selco outlets.”

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

NMBS LAUNCHES NEW ‘BUDDY SYSTEM’ AND OUTLINES DETAILS OF 2020 CONFERENCE

a @PBMmagazine

One Vision

Centenary celebrations

NMBS has launched a new ‘buddy’ system to give independent merchants greater support from the Buying Society’s sales team. The system will see each member of NMBS’ external sales team ‘buddying up’ with someone from the internal sales team. Merchants will then receive dedicated support from both account managers, giving them better engagement and more frequent contact with NMBS going forward. The service is designed to enhance the already extremely valuable relationship between independent merchants and their NMBS Business Development Managers. As well as providing day-to-day support to the BDMs, the internal sales team will be able to support merchant members with a wide range of enquiries including completing their health checks, supporting purchasing decisions, making the most of suppliers’ promotional campaigns and dealing with any other issues. In other news from the organisation, it has been announced that the venue for the 2020 NMBS All-Industry Conference will be the beautiful town of Sorrento on Italy’s stunning

South London-based plumbers’ merchant Fraser & Ellis recently celebrated its centenary with an open day to mark the outstanding milestone of 100 years in business. The incredible story began in the aftermath of the First World War when two companions who had enlisted together, fighting alongside each other through the carnage that was The Somme, decided to stick together and formed a business partnership that truly stood the test of time. Now a member of The IPG, the independent merchant’s open day included refreshments, giveaways and competitions, a showcase of company memorabilia from its century of trading and a dray, wrapped in Fraser & Ellis signage and pulled by two horses, which was paraded across South London and even made a stop outside the business’ old premises in Old Church Street, Chelsea, which it occupied for over 70 years.

Amalfi Coast. Under the theme of ‘2020 Vision’, the event will take place between 18th and 21st June at the Hilton Sorrento Palace Hotel and will cover key industry issues including Technology, People, Productivity, E Trading and Innovation. NMBS is also proud to report that it has been named a Fundraising Champion 2019 by the construction industry charity CRASH, in recognition of its fundraising efforts over the last year. Awarded to just a handful of organisations, this initiative recognises those who have gone ‘above and beyond’ in their fundraising efforts for the charity, which for over two decades has assisted homelessness and hospice charities with construction related projects.

Merchant support The Scunthorpe branch of Howarth Timber & Building Supplies has donated a large amount of materials to a deserving local family to support the BBC’s flagship renovation show, ‘DIY SOS: The Big Build’. The DIY SOS team transformed the home of Caroline Blanchard and her two children, Paige and Reece, following the tragic death of her husband Paul and daughter Natasha in two separate tragedies at their home. The build was completed over just five days during April and included new access across the back of the house, a completely new and redesigned kitchen and renovating the living

room, three bedrooms and bathroom. Howarth supplied a large range of materials for the project’s ‘first fix’, which supported opening up the rear of the house to the newlylandscaped garden.

MARKET MONITOR in association with

‘Flat pack’ future?

The debate surrounding the off-site manufacture of housing received another boost recently, with news of a new project in Worthing that will see the Borough Council enter into a partnership with an offshoot of Swedish home retail giant, Ikea. Mindful of the potential impact on the merchant sector if such schemes gain more widespread traction, PBM presents the details.

orthing Borough Council is looking to enter into an agreement with ‘international residential developer’ BoKlok UK to deliver up to 162 homes in west Worthing. The company, which has its roots in Sweden and is jointly owned by Skanska and Ikea, uses modular techniques to create what are billed as “quality, contemporary homes which are also affordable” and the plan will ensure that the BoKlok homes are priced “so that home ownership is more accessible for local working families”. As part of the deal, the Council would be able to retain control of 30% of the units, ensuring it can provide social housing to those on the local waiting list. Councillor Kevin Jenkins, Worthing Borough Council’s Executive Member for Regeneration, said: “In

this current market it's extremely tough for local people who are in fulltime work to get on the housing market. The fact these homes can be built quickly, to a high quality and meet top environmental standards makes this an extremely attractive proposition and I look forward to the Council working closely with BoKlok moving forward.” The area had been identified as a potential site for housing for a number of years, with initial analysis indicating it could provide 45 homes — with 13 classed as affordable — using a traditional design approach. However, with the average house price in the town being 11 times that of the average salary (compared to eight times in the rest of the UK), councillors were receptive to an alternative approach. A report presented to the Council outlined how an agreement with BoKlok UK could ‘treble the number of homes on the site’, while providing local families in Worthing more affordable options for homes to rent and buy. Councillors were also informed the modular homes are created out of “high-quality, sustainably sourced materials, meet top environmental standards and are constructed quickly on site”.

The report also recommended that Worthing Borough Council agree to work in collaboration with BoKlok to develop a wider programme to deliver 500 new homes for Worthing residents. The BoKlok concept began when Ikea and Skanska came together in the early 1990s to “build blocks of flats and terraced houses for people who want to live in a home of their own, but still have money left at the end of the month”. Its first homes were completed in 1997 and it has now built more than 11,000 homes throughout Sweden, Finland, Denmark and Norway whilst a section on its website outlines the firm’s intent to expand into the UK. Producing as “much of our homes as we can, within the factory” using timber frames, the company says it can “build small apartments in a single day”.

Great expectations? The first issue of the Pulse, a series of monthly tracking surveys by MRA Research into merchantsâ&#x20AC;&#x2122; confidence and prospects, finds buildersâ&#x20AC;&#x2122; merchants in confident mood.

A slightly higher percentage of merchants (net +69%) thought sales would increase compared to May last year. Merchants in the Midlands were the most positive, with a net +78% expecting sales to increase.

Sales expectations Asked about sales expectations for the next month, 68% of merchants polled expected May sales to increase compared to April. With only 4% expecting a decrease, that is a high net +64% expecting growth. 28% expected sales to stay the same.

Market confidence A net +17% of merchants were more confident in May than they were in April. Confidence was highest in the North of England at a net +30%.

As with all the charts, the difference between the percentage of merchants expecting growth over those expecting a decrease is the net balance, expressed as a percentage. A positive net figure indicates growth, while a net balance of zero implies no change. A negative net figure indicates decline.

8 PBM JULY/AUGUST 2019

TRENDS MONITOR A net +12% of merchants were more confident about the market in May than the same time last year. The survey showed that confidence in the market differed between regions. Merchants in the South and Midlands were the most confident, with a net +18% and +17% respectively feeling more confident than the same period last year, while a net -7% of merchants in Scotland felt less confident.

Among those that were more confident, the sentiment was very positive, and a number of respondents commented that market conditions appeared more favourable and that sales and activity had picked up recently. Many merchants also said they considered Brexit to be less of a worry than it was a year ago. But of those who were less confident, around 75% said it was due, at least in part, to Brexit and the continued uncertainty. Other reasons included the current economic climate, political uncertainty and increasing competition.

they were more confident now than they were the previous month (April). Merchants in the North and Scotland were the most confident (net +50%). Compared to the same month last year, a net +45% of merchants were more confident about the prospects for their business or branch. Buildersâ&#x20AC;&#x2122; merchants in the North had the highest confidence level with a net +57% of merchants more positive than last year.

Issues affecting merchants Merchants were also asked about problems they had faced in the last month (April). Only 5% said they had no problems, while 70% had experienced problems with supplier service and availability.

Business confidence When asked about confidence in their business or branch, merchants were even more positive. A net +38% of merchants said

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PBM JULY/AUGUST 2019 9

TRENDS MONITOR Single biggest problem Merchants were asked what their single biggest problem was in the last month (April). Supplier service & availability topped the list at 34%, but 16% of merchants had suffered from online competition, and 9% had been hit by price-cutting in the market.

Most important challenges for construction Merchants were asked, in an open question, what they thought were the three most important challenges the construction industry faces today. Responses were grouped into categories. The top three concerns among merchants were Brexit, mentioned by over half of the merchants interviewed (55%), availability of supply and product shortages (35%), and skills shortages (31%).

■ the Pulse — a monthly trends survey that tracks builders’ merchants’ confidence and prospects over time — is produced by MRA Research, the market research division of MRA Marketing. The survey captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is based on the first survey in this series, with interviews conducted by MRA Research in April 2019. A representative sample of 100 merchants was interviewed, balanced by region, size and type of merchant, including nationals, regional multi-branch independents, and smaller independent merchants.

■ The full report can be downloaded for free from www.mra-research.co.uk/the-pulse and www.professionalbuildersmerchant.co.uk, or call Anna Eriksson at MRA Research on 01453 521621.

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FACE TO FACE

Currently celebrating 70 years in manufacturing, Drayton, part of Schneider Electric, delivers a whole host of intelligent heating controls. With over 78 million products designed and built by Drayton in the last 15 years, the business counts over 240 employees, including an R&D team of more than 40, which delivers new innovations and product enhancements.

PBM speaks with Jamie Bennett, Drayton’s Engineering Director for Residential Temperature Controls How did you get into the industry and to your current position? I’ve been fascinated with technology from a very young age and buying my first computer — that by today’s standards had all the computing power of a calculator! — set me on a path into the software and high-tech industry. I have spent over 20 years in various roles, working at companies such as ARM, Canonical and Trustonic. Throughout my career, I have focused on how software and hardware can work together to provide products that consumers really enjoy using.

Q A

How do you feel the industry has changed in recent years? The building industry, like many others, is beginning to embrace technology in order to provide differentiation. Gone are the days when a home was not connected to the internet and homeowners now expect a new level of interaction with the places they live. The ‘rise of smart’ is driving new opportunities for manufacturers to have a constant dialogue with the customer, enabling new revenue opportunities.

Q A

What are the current challenges facing your company? Schneider Electric has a global reach when it comes to energy controls and as such is involved in many projects. In the heating sector specifically, we are seeing a shift from traditional products like bi-metal thermostats to app-controlled heating. This shift requires a different skillset, so the challenge is to retrain our

Q A

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existing workforce and attract top talent from the IT sector to further strengthen our team working on software and high-tech solutions. What are the challenges facing the merchant sector in particular? Companies that wouldn’t be seen as a competitor five years ago, such as Amazon, eBay and even Google, are now seen as a challenger to traditional businesses. These platforms allow customers to find what they need in seconds and have it delivered the next day, often at a more competitive price.

Q A

“Merchants are now faced with the challenge of developing their online offering while also making sure to maintain a high-quality service in-store to ensure they stay ahead of the online competition.” In order to compete at this level, merchants are now faced with the challenge of developing their online offering while also making sure to maintain a high-quality service in-store to ensure they stay ahead of the online competition.

What has been your biggest challenge so far? I’m naturally curious and want to learn about everything, so focusing on one thing can be a challenge. The technological landscape is constantly changing and the temptation to jump from topic to topic, no matter how interesting it is, has to be kept in check. I’m currently working on the topic of artificial intelligence and how we can apply these techniques to further improve our products at Schneider.

Q A

What has been the highlight of your career to date? It is hard to narrow down as there have been many things to celebrate! One that comes to mind was while I was working at a company called Trustonic. This was a start-up I helped found back in 2012 to create software that would protect the world’s mobile phone and IoT devices. After a lot of hard work and collaboration with top names across nearly every technology sector, we managed to secure over 750 million devices. Hitting that landmark was a true milestone for me.

Q A

Where do you see yourself in five years’ time? My career has always focused on bringing the best possible technological products to market, embracing the future whilst simultaneously helping to define it, which is something I will continue to do for the rest of my career.

Q A

■ To find out more about Drayton’s 70th year celebrations, go to www.rdr.link/mg100

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PEOPLE NEWS

H&B has further strengthened its buying capability and expertise with the appointment of Jamie Wyatt as its new Group Category Manager. Jamie joins with over twenty years’ experience in building industry procurement at firms including Travis Perkins, Wickes, Bradfords, and McCarthy & Stone. He will head up H&B’s lightside committee offering negotiation assistance, managing the supply chain, and supporting the rest of the management team in its buying activity.

Joe Wheatcroft is Stressline’s newly appointed ASM for the central region. He joins with a wealth of knowledge and experience from the cast stone sector, and has been operating in a similar arena to Stressline for over 15 years.

Sarah Coussens has been appointed as Brand Manager – Trade for Orkla House Care UK, taking responsibility for the prestigious Hamilton brand. A highly experienced marketeer with over 20 years experience, Sarah previously worked within the building products sector at both Mapei and Instarmac.

Arbor Forest Products has strengthened its Trex decking sales division with the appointment of two area sales managers. Lee Heitzman becomes the Trex Southern Sales Manager, having worked with builders’ merchants and timber importers throughout his 22-year career and for Arbor Forest Products since 2014. Meanwhile, Tom Carter was appointed as Trex Northern Sales Manager in late April, and has since been responsible for developing new and existing accounts for the brand in the north. Both will focus on supporting stockists and driving awareness of the brand.

Stuart Lunn is the new Marketing Director at Wienerberger. Stuart, who joined the team in March 2019, is an award-winning marketing professional with years of experience across the full marketing mix and in media, including specialist expertise in strategy and digital marketing. His career history includes roles at Google, Facebook, Manchester Airport Group and Yell.

Centurion Europe has strengthened its sales team with David Clayton re-joining the business. He said: “I am delighted to be back and really looking forward to getting out to see customers and supporting the team to help deliver our growth plans.”

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TRAINING ZONE

Building the next generation Attracting and developing talented people into the industry is one of the BMF’s main strategic goals. Here, the BMF discusses its revamped careers website along with highlighting its industry Ambassador programme.

he BMF has thoroughly restyled and refreshed its careers website, which now highlights the wide range of careers available in both merchant and supplier businesses. With its fresh focus on the roles available across the whole building materials industry, the website also has a new name — Building Materials Careers. The relaunched careers website follows policy research with members who told the BMF they wanted the Federation to help promote the broadest possible range of job opportunities in the industry, fostering diversity and inclusion and helping members to recruit a workforce from a wide range of backgrounds and experience. The new website not only promotes apprenticeships and life-long learning, it also gives members the opportunity to upload and manage their job advertisements free of charge using the ‘Advertise a Job’ facility. Potential apprentices and employees can easily locate

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these roles using the region, sector and location search filters. Job seekers will be inspired by the range of roles available in our industry, no matter what educational qualifications they achieved at school or university. The Building Materials Careers website features video profiles of a number of merchant and supplier employees explaining how they came to work in the materials supply industry and what they like about their specific job. Don’t forget to explore the new website at www.buildingmaterialscareers.com or follow updates on social media — just search for Building Materials Careers on Twitter, Facebook, LinkedIn and Instagram. Are you an Ambassador? The BMF is looking for more volunteers within the industry to become Ambassadors and help with its campaign to attract talented young people. This is a great opportunity for BMF members to join the 34 people already committed to the Ambassador programme currently working to promote their passion for the industry to the next generation. BMF Ambassador responsibilities include: being a spokesperson for the industry, sharing their personal testimonials at schools and colleges and attending apprenticeship and careers fairs. Ambassadors will also have opportunities to be featured in local and regional media coverage.

Digital Marketing Programme The BMF Digital Marketing Programme starts on 22 July and only 20 places are available. This 8-week best practice growth marketing programme will be delivered online via interactive live lessons. Developed exclusively for BMF members and their customers, this practical programme will accelerate your understanding of digital marketing and show you how to use techniques to find new customers, convert them into sales and keep them loyal. This is a guided programme delivered through a combination of coaching, professionally produced video tutorials, slideshows, quizzes, checklists, helpful guides, live webinars and face-to-face workshops. You will even get a free audit of your current website. By the end of the course you will know how to get your website to the top of Google so new customers can find you, make better use of social media to raise brand awareness and generate more opens, clicks and responses to email marketing campaigns and much, much more. For more details visit www.andrewlloyd gordon.co.uk/businessgrowth If you feel you or somebody else in your company would make a excellent Ambassador or have any questions in regards to programme, please contact Paige Godsell, Training Coordinator at paige.godsell@ bmf.org.uk or call 02476 854989 ■ BMF training ranges from formal Apprenticeships, sector-specific Diplomas and a Foundation Degree in Merchant Management to online product knowledge and other specialist skills training.

NBG BUYING BETTER

Market insight Tom Hayman, Managing Director of Harris & Bailey, reveals how adapting to the changing plumbing and heating landscape can help drive customer loyalty and support fellow NBG partners.

arris & Bailey began trading in 1912 as a partnership between local newsagent Alfred Frank Harris and gravel merchant George Henry Bailey. Located a stone’s throw from the old Addiscombe Railway Station, Harris & Bailey operates across Croydon and the South East and has been an NBG partner since 2006. Managing Director, Tom Hayman, who has worked at Harris & Bailey for over 40 years, has seen a lot of changes in the plumbing and heating sector over the years. He said: “Unlike larger national merchants, we’re in prime position to keep an eye on the trends and challenges facing the sector, and adapt to our customer’s needs — whether that’s sourcing bespoke products or flexible delivery and drop-off services. We build personal relationships with our customers, making sure we get to know and understand them.” Since joining NBG in 2006, Harris & Bailey has seen an increase in turnover of nearly £5 million and has played an important role in the group, with several staff members taking active roles within the Plumbing and Heating Category Management Team. Tom explains: “NBG fits our approach to business perfectly and provides an additional level of support you don’t get from other buying groups. It doesn’t neglect the smaller deals and also understands the importance of building quality, lasting relationships with suppliers, both of which make a huge difference to partners and our bottom line.” He adds: “Over the past few years, we’ve seen a huge drop off in the “seasonality” of the heating industry. It’s no longer the case that homeowners turn off their boilers during the summer months and only discover faults towards the end of September. Combi boilers

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are used all-year-round, meaning they can fail all-year-round. “This means we need to make sure we can fulfil our customers’ requirements. However, this does have an added benefit for us — during the summer our margins used to dip and then spike around September. Nowadays, sales tend to level out across 12 months.” Accompanying this is a shift in the types of work being undertaken by installers, something Tom attributes to the modernisation of central heating systems in new build properties. He said: “The heating industry has changed drastically over the past few years, with the market for underfloor heating growing every year. Our base in London has meant that we’re seeing more tradesmen coming to us for underfloor heating materials than ever before, since they’re working on high-rise flats and newer projects.” In fact, the UFH market is one of the fastest-growing in the construction sector at an estimated 13% annually, reaching beyond the current rate of 8.7% for the construction sector as a whole. Market insight reporters AMA Research, for example, has found that the UFH industry accounts for almost 7% of the UK heating systems sector and forecasts a growth in revenue of almost 8% by 2020. “New build flats are a big part of our customers’ workload, and we’re proud to support them. Having insights into these trends with a bank of shared knowledge and a

strong support network from NBG means that we can monitor and plan for them. It allows us to make sure we’re anticipating key market moves and securing the best deals for all NBG partners. Ultimately, the end goal is to maximise sales and improve our bottom line.”

NBG NEWS ■ NBG partners WHABS is set to re-open its doors after a fire damaged its warehouse. ■ Bathroom and Plumbing Superstore has launched a new product catalogue. ■ Trading Depot has launched a new podcast, “Inside the House”, featuring insight from industry leaders and professionals. ■ Plans for the NBG Conference 2019 are well underway. Partners, suppliers and guests will be heading to Glasgow on 19th and 20th November. ■ For more information, visit nationalbuyinggroup.com, find them on Twitter at @NBGLLP or on LinkedIn at National Buying Group

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BMF CONFERENCE REVIEW

Moving on up

PBM reports back from this year’s recent BMF Conference.

ith an over-arching theme of ‘Building Excellence’, the sellout 2019 BMF All Industry Conference was attended by almost 450 delegates who arrived at the sumptuous Sun Gardens resort a short distance from the UNESCO World Heritage Site of Dubrovnik ready for a packed programme of industryfocused business sessions, top level speakers and plentiful networking opportunities. Recent industry conferences — held in annual rotation between the BMF and NMBS — have continued to raise the bar in terms of both venue and content. And from the themed ‘White Party’ on the opening evening through to the entertainment provided by M People singer Heather Small — appearing courtesy of one of the BMF’s charity partners,

Variety — at the Gala Dinner, this year’s event appears to have exceeded expectations once again, judging by the feedback already received from the delegates. A cohesive and tightly-woven business programme served up the perfect number of speakers to inform and provoke discussion, striking the right balance between merchant sector-specific content and thoughtprovoking presentations which allowed delegates to glean valuable insight from outside of the industry. Whilst the event was scheduled to be the first Conference to take part in a post-Brexit landscape, even though the subject of the UK’s departure from the European Union peppered most of the presentations and business sessions, another actually became the dominant refrain…

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As the returning host from the BMF Conference in Budapest, Gethin Jones proved once more to be an engaging and energetic compere — capturing the essence of an industry that places people and relationships at its heart. Indeed, ‘people’ quickly emerged as the central underlying theme of the event’s agenda with many speakers referencing the need to attract and develop the talent of a new generation whilst also nurturing the experience and expertise of long-serving, committed staff. The first sessions on Day One explicitly built on this in a segment entitled ‘Building Your People’. Beginning with a discussion between CEO John Newcomb and Chairman Peter Hindle MBE on the recent developments at the BMF, both cited the need to recruit more young people into the industry.

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BMF CONFERENCE REVIEW

Lord John Prescott pulled no punches as the final keynote speaker, expressing his dismay at the current state of Parliament and also challenging delegates to help deliver new homes with a greater focus on sustainability.

Here, John referenced the launch of the new ‘Building Materials Careers’ website, while Peter — who retires from his role next March — outlined his hopes for an industrywide apprenticeship programme that could encompass the full spectrum of the sector — from supplier, merchant and the trade itself — and ultimately allow the individuals to find their own career path. The theme continued throughout, not least in Neil Lawrence’s presentation on the second day in which the now Chief Operating Officer of Jewson and Managing Director of Saint-Gobain’s Local Merchant Group shared his experiences of developing Gibbs & Dandy within the larger group framework.

Ahead of an excellent panel session — which also drew on the experiences of Bradfords CEO David Young, Ibstock Sales Director Tony France, and Mark Vandecruys from Belgian roofing products distributor Fedrus International — Neil explained how a key conclusion was to carefully consider staffing and recruitment — making sure that the right people were put in the right places, whilst moving on “the bad apples who can spoil the entire barrel”.

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‘People’ again formed the basis of a stellar turn from sports psychologist, Michael Caulfield. Michael has worked with a host of top names in professional sport — including England manager Gareth Southgate — and with an excellent delivery that seamlessly blended humour with authority, he outlined how the notion of leadership is changing. The ‘human touch’ and the need to listen and communicate (rather than dictate…) more effectively are now more crucial than ever in interpersonal relationships and management style, he argued. And by listening more, many problems can be spotted early. Michael’s speech deftly considered many aspects of mental well-being and this formed a key tenet of Nick Knowles’ heartfelt presentation in which the host of DIY SOS: The Big Build reflected on the unheralded support given by the industry in supplying the materials and expertise for the show’s projects. Part of Nick’s discussion considered how the pressures of the job mean that trade professionals are especially vulnerable to mental health difficulties, noting that the focus of the programme — away from their own stress of chasing and fighting for the next contract — allows them to ‘fall in love once again with what they do’. Nick was followed by what many delegates considered to be the event’s most powerful session. Jonny Benjamin MBE and Neil Laybourn took to the stage to share the incredible story of how the two complete strangers first met — with Jonny ready to end his life by jumping from Waterloo Bridge, and Neil able to make a connection and literally talk him back from the edge.

With remarkable honesty, Neil described his own struggles to convey a message that it is ‘okay to talk’ and that ‘everyone can be an ally’. A subsequent Q&A, further followed by a pair of seminar sessions later in the weekend, drew a considerable response from the delegates and encouragingly outlining how barriers to discussing mental health issues in their own organisations are being broken down, with support services increasingly being made available. Indicative of the comments of many, Andrew Harrison, Chief Executive Officer of Travis Perkins’ P&H Division, said: “The topic of mental health was inspired and timely, and no doubt resonated with everyone.” Paul Sexton, Managing Director of Lawsons, added: “The conference content was very relevant and delivered powerful messages of motivation, drive, strength, determination and shared best in class ideas. The highlight for me was the topic of mental health covered by both Nick Knowles and Neil and Jonny — throughout the conference, I heard many people sharing their own mental health experiences; for me dealing with this one issue justified the whole of the conference.” ■ The BMF raised a fantastic £25,000 for charity during the Gala Dinner that concluded its sell-out All Industry Conference in Dubrovnik. The money will be divided equally between Variety, the Children’s Charity — the BMF’s partner charity this year — and Mental Health UK, whose work was featured during the Conference sessions. The amount raised at this year’s Conference brings the total amount raised for charity at BMF events during the last two years to just under a staggering £220,000. John Newcomb, BMF CEO, said: “We are proud of the industry for achieving so much for two very deserving charities. I would like to thank everyone who contributed both to our fundraising and during the rest of the Conference. We have received some fantastic feedback already from delegates and this was a great conclusion to a phenomenally successful event.” ■ For more on the 2019 BMF Conference, visit the PBM website and also check out #BMFConf19 on Twitter to see comments from the delegates.

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SPECIAL REPORT: DECORATIVE WALL PANELS

Panel talk

The Lindesnes Lighthouse, situated near Fibo’s HQ in southern Norway.

PBM was recently invited on a merchant trip to Norway by wall panel supplier Fibo to visit its factory and learn more about the company. Kelly Newstead reports.

estled in the Fjords of Norway (think Disney’s Frozen…), surrounded by rolling hills and glistening lakes which stretch on for miles, lies Fibo’s HQ. Located in the municipality of Lyngdal, southern Norway, it’s hard to believe that this picturesque backdrop could possibly be a place of work as it is so far removed from the traditional industrial estates many in the UK are so familiar with. Established in 1952, Fibo describes itself as the European market leader in wall panels. The company moved to its current location in 2007 and expanded the premises in 2016/17, investing 15 million euros in new equipment and extending the factory. This has allowed the firm to increase its production capacity as well as introduce new systems and technologies to help improve the efficiency and quality of its wall panels. Driving change The company recently hosted a merchant trip, inviting representatives from selected merchant companies to visit its factory in

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Norway. The trip was designed to provide merchants with valuable insight into how its wall panels are made, the company culture as well as how its products should be displayed in the merchant environment. Product development Not only does Fibo champion its wall panels as an easy alternative to tiles, in terms of installation and upkeep, it also places importance on the way the panels should be displayed in merchant branches and showrooms. This was something that was addressed on the trip, as it scheduled in time to visit various showrooms within Norway to see exactly how the panels were displayed. Attendees on the trip were able to see the differences between how Fibo products were displayed in Norway compared to the UK, and also how the market itself differs to the UK — bathrooms are generally much bigger and higher-spec in Norway, and wall panels are routinely used as tiles are regarded as being somewhat old-fashioned..

Paul Conboy, Director at Beers Timber & Building Supplies, who attended the trip, explained this benefit: “It was of interest to see what the Norway home market stocked and sold against what the UK traditionally sells, especially in the colour ranges. It was also good to hear that Fibo are forward-thinking and are always looking at improvements to stock profiles and new products that they can bring to market.” This was something that was also highlighted on the visit, as Fibo is constantly developing and delivering new products. For example, the delegation was able to see the latest marble range, as well as its new suite of accessories. Scott Beattie, Managing Director of Fibo UK, explained: “The recent additions are included in our Scandinavian and Contemporary Tile Effect Collections, and in our Signature Collection. “It’s important we support our stockist customers with stand-out products and a wide range to help them sell. Our latest panel

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designs mean builders and installers now have more choice and more opportunities to transform walls — and their projects — with stylish, durable panels. Whether it’s for home improvements, community projects such as schools, or professional settings such as offices, restaurants and hotels, our panel collections help create smart, practical interiors that stay looking good for many years.” Added benefit So what are the additional benefits of a trip such as this? For one, it’s an excellent opportunity for merchants to see exactly where the products they are stocking come

from, as well as the entire manufacturing process of those products. This was done by providing the merchants on the trip with a factory tour, enabling them to learn about the production and distribution process. This not only affords merchants with background knowledge that they can pass on to their customers, but also build upon their business relationship with the supplier. Bill Davies, Sales Director at James Hargreaves, an attendee on the trip, commented: “The factory is very modern with quality checks at every stage. It was also clear to see, and as the Manager told us, that investment

is still ongoing. This in part is to improve the rate of product, improve the product and its traceability should there ever be a quality issue, and to aid the ability to carry more stock. Scott added: “The merchant industry has always been about people and partnerships, and trips like this help build long-standing relationships. Customers and stockists get to see a different side to their suppliers — the substance behind the surface. “Our factory expansion at our Norway HQ was a big moment for Fibo. We invested a significant amount in the new facilities, which increased capacity and improved manufacturing efficiency by over 50%. Taking customers to see it all was an opportunity to give them a first-hand insight in to how our products — their stock — are manufactured, and the care we put in at each stage of the production process, through to supporting them with sales and training.” ■ To discover more about Fibo’s range of wall panels, enter the shortcode www.rdr.link/mg101

TRANSPORT, HANDLING & STORAGE

Rack to the future PBM speaks with Nick Betteley, Stakapal’s present owner and Technical Director, about the firm’s heritage and the changing storage requirements for the merchant sector.

ormed in 1967 by Nick’s father, Colin Betteley, and his colleague Albert Tonks, Stakapal started out by manufacturing steel stillages, office partitioning and mezzanine floors. The severity of the economic downturn in the early 80s forced the company to seek other products and markets, and it diversified production into cantilever racking and pallet racking in 1983. A completely new pallet racking system, the SR2000 series, was launched in 1992 and is still in production. That same year, Stakapal also became full SEMA (Storage Equipment Manufacturers Association) members. “Stakapal has maintained a unique position in the UK’s storage industry for over 50 years as the only British manufacturer producing all three types of racking — cantilever racking, pallet racking and shop racking,” explains Nick Betteley. “We have a 72,000sq ft factory in Cannock, a 2.5-acre site nearby with a 10,000sq ft purpose-built unit and a further 37,000sq ft overseas development.

“We’re probably best known for our market leading cantilever racking, although we’ve always had a near 50:50 manufacturing split between that and pallet racking. The very different production methods involved mean we’re unique in making both types on one site.” Stakapal’s current operations also include the Redirack business, which was bought from the administrators in February 2014. Nick says: “Redirack has had a leading presence in the UK pallet racking market since the 1960s and is a well-known, highly regarded brand. As a welded system it has long been renowned for its robustness in operation, offering high levels of user safety. Indeed, Stakapal actually supplied Redirack pallet racking in the seventies, prior to manufacturing its own system, to customers wanting integrated rack and stillage solutions. “We began work on a new bolted post design almost as soon as we signed the paperwork with the administrators. The new Redirack system now incorporates the key features of the multi-hook beam lugs and is totally interchangeable with all UK Redirack

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installations, without compromising the original structural integrity.” Having ‘cut his teeth’ in the builders’ merchant sector when joining the company from university in 1985, Nick states that Stakapal “fully understands the workings of a merchant operation inside out” and considers itself as something of a ‘one-stop’ manufacturing solution for all of the storage needs of any merchant. The company has historically largely focused on independent merchants and they still form the basis of its work in this sector. Nick explains: “We manufacture, supply and install our products; there is no subcontracting, no middlemen, no nonsense — and there are no other major members in Europe that make pallet racking and cantilever racking which are independently assessed by SEMA design codes.” He continues: “Although pallet racking and cantilever racking are very diverse products by nature of their manufacture, they are commonly used together in builders’ merchants. As the market has contracted,

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with some players in this sector falling by the wayside, Stakapal’s reach has grown.” With a team committed to frequently visiting a range of builders’ merchant operations, Nick comments: “The most important people in a merchant’s are the branch managers — along with the yard, warehouse and shop supervisor. These people appreciate the need for solid systems that ensure health and safety regulations are maintained. “For a merchant’s customers, time is money; they don’t want to be waiting around to be served. They want to get served quickly, get back on the road and on-site as fast as they can — that is where our expertise comes into play. We look at the merchant’s business from an operational viewpoint. It’s all very well taking a look at

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the merchandising stand and examining how it is going to be at point-of-sale, but this is only of passing interest to the merchant’s core customers. Their main concern is ‘can I get out of here quickly and get to where I need to be?’ This is what Stakapal is all about.” Safety first On the important issue of operational safety, Nick suggests: “Our attention to health and safety works hand in glove with the merchant’s own considerations because it fits in with the operational requirements of the branch. There is no point having a system where you can get people in and out quickly if they might get run over in the process. In a yard and warehouse that is properly laid out, you can get to your stock and you can service your customers with ease. “When walkways and pedestrian access are clearly marked out and organised, this ensures a much safer environment in which to operate. The worst thing in the world is a yard that is littered and a warehouse where stock is lying all over the place. If people have to constantly move stock around to get to what they require, it makes things extremely inefficient, and ultimately leads to lost time.

Risk levels will also be increased in this type of environment, because people have to make additional truck operations to move the stock, then find somewhere to move it to.” Drawing on his 30 years-plus experience in and around the sector, Nick also has some thoughts on the new challenges confronting the sector. On the online threat, he says: “Whilst the internet is an invaluable tool for customers to reserve or procure goods, they still need to be collected or delivered. The internet revolution may have transformed the office side of merchants, but the fundamentals of customer service remain — goods delivered on time, in the right place first time or collected quickly with minimum of delay. “Customers are generally ordering a broader range of products in smaller quantities, so Stakapal’s range of storage equipment ensures improved selectivity as well as improving overall stock rotation.” He adds: “Whether you are looking for racking solutions for your warehouse, yard or trade merchandising area, we offer a ‘concept to completion’ service. The process starts with an initial site survey right through to the design, manufacture, delivery and finally installation by our in-house SEIRS (Storage Equipment Installers Registration Scheme) installers.” ■ For more information on Stakapal’s range of services for merchants, enter the shortcode www.rdr.link/mg102

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TRANSPORT, HANDLING & STORAGE

As the Brexit impasse drags on, the notion of stockpiling goods continues to permeate the thoughts of many supply chain businesses. Clare Kitchener, Client Account Executive at BHIB Insurance Brokers, considers the potential issues confronting the merchant sector.

Pile drivers B

ritain’s economy strengthened in the first three months of the year, however, many analysts were citing the growth of 0.5% on unprecedented stockpiling by manufacturers fearful of the impact from a no-deal Brexit. As the uncertainty about what will happen when the UK leaves the EU continues, many builders’ merchants are amongst those stocking extra resources. However, any stockpiling in preparation for potential Brexit-related disruptions could potentially leave a business at risk of being underinsured. It is therefore imperative that builders’ merchants make their broker or insurer aware of the extra stock. This is because their commercial insurance policy will only cover them for a specific amount and value. If a claim exceeds that amount then there’s a huge risk of underinsurance, and a significant financial shortfall on the claim. So in the event of a claim for fire and theft and there being a considerable

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amount of stock value compared to the insured level, the claims payment would be reduced proportionately. Accordingly, it is vitally important that those merchants who are stockpiling ensure that the correct levels of insurance are in place now, rather than waiting for renewal. Other issues to consider are increased expenses to import goods from the EU that might impact the cost of a claim. For example, if merchants are purchasing direct from abroad, there may well be increased transit costs but this can be covered off by effecting appropriate insurance. Firstly the freight cost would normally be included in a transit claim when goods are imported, CIF (costs, insurance and freight) but the basis of the contract should always be pre-agreed. Secondly if purchasing from a UK or UK-based supplier who has imported goods, the increased cost should be picked up by invoice value.

Contracting firms whose stock has been purchased for a specific build contract, should be covered either on site or in temporary storage elsewhere in the UK, provided that they have an appropriate Contract Works policy and as long as the contract value is sufficient. However, if your business is stockpiling to amass an unallocated stock, then cover would not be provided by a Contract Works policy, and you would need to arrange separate cover for goods purchased — and also consider the

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issues of additional storage space at your own or other off-site locations. This could also have implications for security, increased fire risks and storage concerns. There is the added concern of greater health and safety risks with warehouses for instance becoming more congested as a result of stockpiling. Similarly, there is the prospect of longer lead times in obtaining replacement stock, which may impact on contractual terms and penalties. Broker top tips ● More stock could increase the risk of theft, so additional security provisions may be required. Insurers may insist that an existing audible alarm system is upgraded to a monitored system with a recognised central station alarm receiving (ARC) signalling, such as Redcare. CCTV may also need to be installed. ●

●

Do not store expensive stock outside. Consider spreading the stock between locations, being mindful of keeping valuable stock at the most secure site. If there is an existing “Stillage condition” on the policy stipulating that stock needs to be stored off the floor and kept either on shelves or pallets, this needs to be adhered to and not breached. Ensure that staff are trained adequately and are fully aware of the stock storage procedures. Keep flammables stored safely whilst being mindful of the COSHH and DSEAR regulations. No more than 50 litres of flammables should be kept on the premises and any excess will need to be stored in an outside brick built store, preferably bunded so that any spillages are confined within the area to avoid pollution.

View from the builders’ merchant “There is a lot of talk about the levels of stock that a company should hold at any point in time. However, we must not forget the ongoing Brexit debate and the dilemma of whether the stock levels should be increased — which has a great influence on the buying decisions. Regardless of this later point however, we make sure we follow our agreed framework and inform BHIB about any changes that we as a company undertake. Our company strategy is to mitigate risk whenever possible and this means communicating on a regular basis with our insurers, both letting them know what our business needs are and them giving us practical advice in terms of eliminating the possible risk that may exist.” Jehona Roys, Commercial Manager for Group Business Units at Kellaway Building Supplies

■ For more information visit www.bhibinsurance.co.uk

TRANSPORT, HANDLING & STORAGE

Express delivery MP Moran has announced that its entire fleet, from 3.5t to 44t, is now exclusively Renault Trucks following the recent addition of 17 vehicles from Renault Trucks Chiltern.

he latest vehicles to join the fleet include a 3.5t Renault Trucks Master 3T5C curtainsider, three Range D7.5 4x2 dropsides, four Range D12 4x2 dropsides with rear mounted Fassi F85B cranes and seven 26 tonne Range C320 2.3m 6x2 dropsides with rear mounted Fassi F135A cranes, as well as two Range T460 6x2 tractor units from Used Trucks by Renault Trucks. Vehicle selection was said to be based on the minimal downtime of the fleet’s existing Renault trucks, together with ‘excellent service’ from local dealer, Renault Trucks Chiltern. Purchasing Director Martin Moran explained why the independent builders’ and plumbers’ merchant had opted for an exclusive fleet, stating: “From zero Renault trucks in 2010 to 25 LGV and 15 Masters in 2019, the company has made an impressive mark, with minimal downtime a crucial factor in our decision.

“We’ve gradually moved the fleet across since 2010 — Renault Trucks has made it easier for us each time and we’ve noticed some significant technical improvements that work well for our business. We need vehicles that can go everywhere and with the new trucks we can get into pretty much every site in town as they are fully compliant.” On the relationship with Renault Trucks Chiltern, Martin said: “The service from Mick Feeley and the team in Dunstable, including the warranty and technical support, is first class. Mick is fantastic and his type of input is invaluable. He is extremely proactive in helping with new ideas — if something has worked well, he’s straight on to us to explain how it could work for our operation. “Although we have a new state-of-the-art workshop at our Watford branch that does the routine maintenance on our vehicles, Renault Trucks Chiltern carries out any of the warranty work and are very efficient, helpful and fair.” Martin added: “As well as being more efficient, we wanted to make sure all our vehicles were Euro VI compliant for financial reasons. From 8th April, all trucks entering the (London) congestion zone face a £100 a day charge pre-paid or £500 a day, 24 hours, seven days a week if they are not the latest Euro VI models. Most of our work is in and around London, so it was crucial that we were compliant before this deadline. Mick and Renault Trucks Chiltern were on

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the ball with ensuring the vehicles were available and delivered in time.” As a FORS Gold member, and one of the few builders’ merchants in London holding this prestigious accolade, safety is an absolute priority for MP Moran. Martin said: “All the new trucks have been specified with the latest safety technology, including Lane Departure Warning System as standard, which gives our drivers an audible warning if there is an inadvertent change in direction.

“As well as being more efficient, we wanted to make sure all our vehicles were Euro VI compliant for financial reasons.” “They all meet the London FORS specification including vision doors, cameras and audible sensors. In addition, the new trucks have been fitted with independent handrails for when the driver is working at the rear of the vehicle to reduce the possibility of a fall, all of which has made it easy for us to swap over to Renault Trucks.” ■ For more information on Renault Trucks, enter the shortcode www.rdr.link/mg103

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TRANSPORT, HANDLING & STORAGE RYDER BRADFORDS PARTNERSHIP Bradfords Building Supplies has a signed a new arrangement with Ryder, with the first trucks from a 28-vehicle order having just gone into service. The lorries comprise a mixture of DAF LF and CF dropsides, ranging from 12 tonnes to 26 tonnes, all with radio remote control Atlas cranes (the majority being rear-mounted). Martin Caddick, the independent merchant’s Head of Transport, said: “Given that we needed to place such a large order, I took the opportunity to review our entire truck fleet specification. We started with a clean sheet of paper and asked ourselves what does a good builders’ merchant vehicle look like? We canvassed our 43-branch network for their suggestions on vehicle specs and I am pleased to say many ideas made it to the final cut. “Ryder got involved in that process. We needed longevity from the trucks, they needed to be fit for purpose, and maintenance/downtime had to be kept to a minimum. We had a preferred bodybuilder and crane supplier that we wanted to work with (Wessex Vehicle Services and Atlas respectively), and Ryder was happy to accommodate that.” The cranes’ LOLER tests take place during normal crane servicing to minimise downtime, whilst the vehicles are also fitted with VRave side-rails on the body, and these are also set with an anti-slip surface. With each of its 43 branches listed as operating centres, Bradfords uses Ryder’s fleet management tool — FleetCare Online — to keep track of MoT certificates and service/inspection sheets.

www.rdr.link/mg104

COMBILIFT ELECTRIC TRUCKS FOR LAWSONS Lawsons Timber has been using Combilift’s multidirectional forklifts for more than 20 years and now operates around 35 of the versatile, space-saving machines. Its latest deliveries from the Irish manufacturer are electric trucks, in line with a general move towards electric power in a number of sectors. Group Transport Manager, David Harvey, said: “Most of our branches are in built up areas such as Camden, Acton and Wandsworth, where expansion of sites is nigh on impossible — due to cost issues or the density of surrounding buildings. We can only ‘go up not out’ with our storage, so packing as much stock into any given area is crucial. Being able to configure aisles widths according to the depth of the Combilifts and going up to racking heights of 7.5m means we can optimise space and cope with growth.” Lawsons’ Combilifts, most of which are 4t C4000 models, handle loads within the racking as well as outside. The most recent additions are two C4000Es at the Merton branch and numerous STEs at Whetstone and Camden.

www.rdr.link/mg105

FUSO CANTER CRS BUILDING SUPPLIES Payload and productivity gains were among the top priorities when CRS Building Supplies needed four new trucks to offer improved delivery services to its customers. The company operates a chain of 10 builders’ merchant branches in and around Somerset — including its latest site in Bridgwater — and opted for 7.5-tonne FUSO Canter 7C15 models from City West Commercials. The Mercedes-Benz dealer celebrates its 10th anniversary in business this year and, like other members of the manufacturer’s franchised network in Great Britain, it is also responsible for sales and support of the popular FUSO light truck range. The Canters have Comfort day cabs and economical 3.0-litre common-rail diesel engines which offer impressive torque — 370 Nm is available over a broad engine speed range — and generate 110 kW (150 hp). Their robust steel tipping bodies, meanwhile, are by Brit-Tipp, of Warrington. Paul Gibbard, the merchant’s Transport Manager, said: “Our smallest vehicles are 3.5-tonne tippers which offer payloads of 900 kg. The Canters are barely any bigger in terms of their external dimensions, but can carry an impressive 3.8 tonnes.”

www.rdr.link/mg106

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FIL REBRAND AND NAME CHANGE Racking and storage specialist, Filplastic, has undergone the first major rebrand in its 25-year history. The company, based near Howden in East Yorkshire, has changed its name to Fil to reflect the expanded product and service range it has brought to market since launching in the 1990s. Along with the name change, the company has updated its visual presence to match, with a bold new corporate colour scheme of mint green and blue. Speaking at its recent annual company conference, MD Paul Taylor explained that the original name came about because the business started life selling Italianimported Filplastic baskets, but it had gone on to vastly diversify the products and services it now supplies. He said: “In the early days, the business was built upon supplying plastic-coated wire baskets to the builders’ merchant industry and we still do that to this day. As the years passed, we found ourselves adding all sorts of different products, and of course moving into racking which we’re really well known for now. “Design services followed, so now we sell everything from small parts such as van and workshop storage, shop shelving and display equipment, to mezzanine flooring, and full design and fit out projects for national businesses with huge storage requirements.” In addition to the new name and branding, the company is launching a new ecommerce website.

www.rdr.link/mg107

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INFORMATION TECHNOLOGY

Online improvement

Sam Rutley, Managing Director at PushON outlines ‘five easy ways’ in which merchants can improve their eCommerce offering and boost conversions.

t’s no secret that, while bricks-andmortar retail is on the decline, eCommerce has been steadily growing in popularity. In fact, between December 2008 and December 2018, ONS figures state that internet sales increased from 5.8% to 20% of total retail sales in the UK. However, despite this clear shift in shopper habits over the past decade, many B2B retailers have neglected their online presence, instead choosing to continue focusing their efforts on sales made in-store, via catalogues and through sales reps. While these tried and tested channels may generate adequate sales, research has shown that 93% of B2B consumers now prefer to shop online. This would suggest there is a growing appetite among customers for the speed and convenience that eCommerce offers that B2B retailers should be capitalising on. Tellingly, the majority of those companies that have implemented B2B eCommerce believe that their customer expectations have changed due to the influence of B2C practices. Consumers now want the same

smooth purchasing experience whether they are shopping for their business or in their personal time. Some of the larger builders’ merchants have been leading the way in this arena, with Jewson’s fully transactional Jewson Tools site, for example, shortlisted for a prestigious eCommerce Award alongside household consumer retail names such as John Lewis and ASOS. There’s no reason other builders’ merchants, large or small, shouldn’t be following in Jewson’s footsteps by offering a superior customer experience online as well as in-store. So, what can be done if a website is struggling to drive traffic or convert sales? Here are five easy ways builders merchants can improve their eCommerce offering and satisfy customers: 1: Website navigation Good website navigation is crucial. When users are able to find what they’re looking for quickly and easily, they are not only more likely to buy something, but also to return to

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the site to make future purchases. One simple and effective test of a website’s usability is to ask a friend or family member who is unfamiliar with the site to look for a certain product. If they are unable to find a product intuitively, the chances are a potential customer won’t either, so this will help to highlight any areas for improvement. Additionally, search engines use a website’s navigation to discover and index new pages, so ensuring the site navigation is user-friendly has the added bonus of helping to improve its SEO performance as well as the customer experience. 2: Site speed Page load speed is increasingly becoming a priority for users, particularly with the rise of mobile commerce. In fact, research by Google in 2018 revealed that 53% of visits are abandoned if a mobile site takes longer than three seconds to load.

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INFORMATION TECHNOLOGY

number of form fields required for checkout and payment, and removing any fields that aren’t absolutely necessary for customers to complete their purchases should help to boost conversions. It also helps to set realistic expectations and reduce frustrations by showing customers the progress of their checkout with a progress indicator. This should make it clear to users which stage of the checkout they’re at, and how many steps are left. Even if visitors don’t immediately abandon a site that’s slow and frustrating to use, it can have a significant effect on future sales. Customer engagement technology firm, Kissmetrics, found that 79% of customers who are “dissatisfied” with a website’s performance are less likely to buy from that site again. Slow load times can also cost a business before someone even reaches its site. This is because Google includes page speed in its ranking algorithm, meaning that websites that don’t load quickly will appear lower in search results, so it’s extremely important to make site speed a priority when making any changes or updates to a site. 3: Checkout process One of the main issues encountered by many eCommerce stores is the conversion rate at the checkout stage. It’s thought that, on average, around 70% of customers abandon their shopping cart during the checkout process, which, according to research by Barclaycard, could potentially be resulting in more than £18 billion of lost sales each year. A common cause of shopping cart abandonment is an overly long and complicated checkout process. Reducing the

4: Trust For smaller, lesser-known businesses, one of the biggest eCommerce challenges is how to build customer trust in their website. If a user has any doubts over the authenticity or reliability of a site, then there is a strong chance they will choose to shop with a competitor that they are already more familiar with instead. ‘Social proof ’ plays a big role in creating trust, as customers feel more at ease if they know that their peers have had a positive experience purchasing products from a particular eCommerce store. Social proof can include social media followers, product reviews, and news articles that mention the company. These are all forms of validation that legitimise a business in the eyes of consumers. 5: Security One major concern for the online consumer is security. Are they putting themselves at risk by entering their credit card details on a website, or do they feel like they are? One way to alleviate these concerns is to display the security badges provided by online merchants so that they are visible throughout the checkout process.

“Tellingly, the majority of those companies that have implemented B2B eCommerce believe that their customer expectations have changed due to the influence of B2C practices.” These badges tell website visitors that a reputable third-party has verified that the business is genuine and the website is not leaking data to hackers and cybercriminals. Research has repeatedly proven that security badges have a significant effect on consumer behaviour, with one study finding that they increased the perceived trustworthiness of a brand in 75% of people. These are just a few of the simple ways that builders’ merchants, no matter their size, can improve their eCommerce offering. Taking steps like these keeps customers happy and helps to boost conversion rates, and, with the popularity of eCommerce showing no signs of slowing down, merchants can’t afford to get left behind.

■ PushON is an award-winning e-commerce agency based in Manchester. For more information, enter the shortcode www.rdr.link/mg108

INFORMATION TECHNOLOGY

X marks the spot Glen Jewell, Sales Director at Blue Rock Systems, considers the expectations of a new generation of merchant customer.

rompted by an unprecedented level of business and enquiries in the merchant sector, we’ve taken a pause for a moment to consider what has changed in recent years to affect this. Aside from older systems becoming technically obsolescent, the demand for genuinely modern software is being driven by the user and we’re finding ourselves talking more with Directors and Owners who belong to either Generation X and Y — born between the 60s and the 90s. With Generation Y, for example, defined as “the generation born in the 1980s and 1990s, comprising primarily the children of the baby boomers and typically perceived as increasingly familiar with digital and electronic technology”, these business leaders want information here and now; not at the end of a 100 page print out. In some instances, they don’t even want to ask for the information but want it delivered to whatever device they are working on, as and when the conditions occur to cause it. And whilst the merchant sector is an industry steeped in tradition and history, we are also working with many business leaders in their 60s and 70s who also share a similar mindset. Increasingly, merchants are not only looking for practical software functionality for the trade counter, buying and stocking but

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are looking for software that is faster, smarter, more connected and more flexible. Generation X & Y — and enlightened boomers — are not just making this move because the software looks more current, more graphical and more familiar to users that grew up with Microsoft-type products. They are thinking of their bottom-line profits and recognise that genuinely modern business software will have a direct and positive effect on their customer service, their productivity and their ability to work with today’s generation of traders and contractors. It is important to keep in mind that Generation X (and to a lesser extent, the next generation as well…) have grown up with the limitations and restrictions of older software. These users base their requirements not only on the good features and aspects of the outgoing solution, but also its shortfalls. More often than not when Blue Rock first engage with this type of client, they already have an extensive list of “can-it-do-this”. Interestingly, 90% of these requirements are not what you would necessarily expect as ‘standard features’ for a merchant — figuratively speaking, this is the merchant pushing the technology accelerator for their business. It is even harder for the system buyer to predict what they will need in the future.

Given that most merchants keep their systems for 15 years or more, then it’s safe to assume that the older ones still in use were purchased when ecommerce was in its infancy. Amazon hadn’t even got into its stride and mobility (for your field sales, drivers and pickers) was out of reach for most independent companies. This exposure to rapid industry changes makes the buyer more focused on a new system’s ability to adapt and adopt modern thinking. These new customers are usually accustomed to the “instant supply” society that we live in. They do not want to be solely in the hands of a software supplier, but want autonomy to make their own software changes, reports, enquiries and analysis — they don’t want to ‘recreate the wheel’ but

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instead to enhance, fine-tune and evolve on top of a great software platform. Although this is all a cost saving for the user, it’s not the main driver behind this demand. Independence, immediacy and ingenuity are the drivers — “I need it now, I want it my way and I’ll do it myself ”. Modern software works best in the hands of modern thinkers. However, a reliable, functional and practical system can be installed using latest generation software even if the user isn’t very dynamic or forward thinking. These types of users often are just slow adopters and need more encouragement to ‘push’ their systems forward — but in the right hands (or minds) the technological advantage can really be leveraged to change the fortunes of the company and positively affect the bottom-line profits. ■ TG Builders Merchants, an eight-branch merchant based throughout Mid and North Wales, Shropshire, Cheshire and Worcester, has placed an order with Blue Rock Systems for the Intact iQ system. Part of the Tudor Griffiths Group (TG Group) which also operates in areas such as ready-mixed concrete, skip hire, waste management, biomass fuel and recycling, TG Builders Merchants offers a broad range of products and embraces the advantages that modern technology can bring to improve its customer service offering. As a growing business, the firm realised that it required a more modern, flexible merchant solution. Intact iQ was deemed to provide all the modern workflow and alerting tools that it required and, importantly, many functions which the business itself will ultimately have control over. With further expansion over the coming years, this investment is seen as vital to continue the growth it has planned. Initially the system will be for 90 users spread across its eight branches and head office. John Seaward, Financial Director, said: “We are all looking forward to getting the Intact iQ system installed. From the presentations and reference visits we undertook we could see how the system was going to help move us forward onto the next stage of our growth. “The additional controls and flexibility that iQ offers over our current package look great and the fact we can make most of these changes ourselves was key to our decision.” ■ For more information on Blue Rock Systems, including a customer testimonial video, enter the shortcode www.rdr.link/mg109

INFORMATION TECHNOLOGY

Customer focus PBM reports back from Kerridge Commercial Systems’ recent customer conference.

ver 150 Kerridge Commercial Systems customers travelled an estimated 60,000 miles between them to attend the KCS customer conference in May. A statistic, according to UK and Ireland Managing Director, James Mitchell, that demonstrated the enthusiasm K8 users have for learning and updating themselves on current versions and options in the KCS software portfolio. Conference delegates included companies that were new to the software as well as those who have been using it for 30 years plus. And, among the delegate companies involved in the distribution of timber and other building materials, were those who worked in the more niche industries of fish radar systems and ginger biscuits! This was James’ first KCS conference, having joined the KCS team in February, and he gave delegates examples of how business technology continues to evolve: “No matter which industry category you see yourself in, the need for technology is evolving and therefore so is Kerridge Commercial Systems to meet your needs. Our desire is to keep building and have available to you the correct technology that will assist your business to perform at its best — irrespective of your chosen route to market.”

The focus of much of the company’s R&D is on the development of mobile apps and Tony Pey, Head of Product Marketing, explained how the use of business apps was “enabling companies to take technology to their jobs — rather than taking a job to technology”. He said: “Imagine being able to build an order on an iPad while walking around the yard or showroom with a customer, instead of having to go back to key it in behind the counter.” The mobile apps already available to K8 users include ePOD, which now manages over 12,000 deliveries each day. Others in the pipeline include eBranchOrder, an app for placing orders around the branch which also includes functionality for timber companies working with tally quantities; eStocktake,

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which also manages PI; and eWarehouse — described as a comprehensive solution for managing all warehouse activity. As part of the company’s strategic growth programme, the acquisition of EDP has brought the Vecta solution for CRM and sales analytics into the KCS portfolio. Noting that more data is now created every two days than ever existed before 2003, Jayne Hill, Vecta Product Manager, explained how data availability and ways of accessing it are key challenges for sales and management teams. She said that K8 users who have already implemented Vecta are finding that the data

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sales staff could previously only find by asking someone to run a report ‘was now being delivered directly to the dashboards of the individuals who need it’ and cited the example of one customer who had found that by using Vecta their sales team had 20% more time to spend in front of customers. Day two of the conference gave KCS customers the chance to focus on specific aspects of the software through breakout sessions on new mobile apps, effective procurement, rebates and price support, smart dashboards, rental business management, manufacturing solutions and more.. ■ To download the builders’ merchants’ eBook from Kerridge Commercial Systems, enter the shortcode www.rdr.link/mg110

JT Dove reports that it has made a significant investment in a new ERP system to improve efficiencies and allow for the next phase of growth. The chosen ERP system, K8 from Kerridge Commercial Systems, will be used across all of JT Dove’s 19 locations by around 190 users throughout the group, across the branches and in head office. The system will allow for better customer service through better support of the team and their daily activities. Managing Director Steve Robinson said: “We made the decision to upgrade from our legacy system to improve efficiencies right across the business, in line with our continuing growth. After a detailed review of the ERP market, I have confidence that this is the right System for JT Dove and that there is no other product with such a depth of advanced functionality for builders merchants.” K8 is a fully integrated system that comprises financial accounting as well as a suite of apps designed to digitally transform delivery, showroom and warehouse management tasks. These are accessed through the KCS Digital Services gateway that enables users to access, and proactively use, data from their version of K8 on an iOS or Android device. At JT Dove, there will also be 60 drivers using the K8 ePOD app that will enable them to access and manage a branch-generated electronic manifest with signature capture. KCS’s latest generation digital services will also be used to support their digital web development. Paula Hayter, New Business Sales Director at KCS, said: “JT Dove was looking for an out of the box solution with functionality to support every aspect of its mixed merchant business. K8’s timber and bathroom functionality far surpass that of JT Dove’s legacy system, as well as providing the centralised purchasing for core products and sophisticated rebate management they wanted.” KCS recently acquired EDP, which developed JT Dove’s legacy system. Steve added: “This has given us an extra level of confidence in the implementation, seeing as KCS will be managing both ends of our migration journey.”

INFORMATION TECHNOLOGY

BORDER MERCHANT SYSTEMS COUNTERACT DOCUMENT MANAGEMENT The secure storage and retrieval of paper records is a headache for many businesses. Companies have to keep documentation for audit and tax purposes yet storing paperwork not only takes up valuable space, but the time taken to both file and retrieve documents when required is non-productive. To help with this, Border has made a number of enhancements to its CounterAct Software to make it easier for merchants to scan and store all types of documents. All financial documents generated by CounterAct are stored as a matter of course, with the latest CounterAct issue allowing users to automatically email stored proof of collection or delivery (POC’s and POD’s) with ‘ease and efficiency’. POCs and PODs are stored with digital images of signatures. These can then be emailed as an inclusion with an

invoice run with preferences set by an individual customer. Additionally, cash receipts can be sent as an email from the trade counter instead of producing a paper copy. Other developments include the linking of documents. This allows users to securely store and retrieve accounts forms, photos of deliveries, copies of customer orders, drawings and contracts. These documents can be linked in a number of places in CounterAct including a customer

account, customer order or a nominal ledger account. In recent months, Border has welcomed a number of new CounterAct users including East Midlands-based Woodlane Timber Merchants, Devizes Building Supplies and its sister company Westbury Building Supplies, the four sites of Tudors Building Supplies in and around Hereford along with Builders Supply Stores (Coventry) and its specialist bathroom site — Archways Bathrooms.

www.rdr.link/mg111

MAM SOFTWARE MAKING TAX DIGITAL Whewells (Hardboard), a long-established family timber merchant, has chosen MAM Trader to help it meet its obligations under Making Tax Digital. Changes to the UK tax system came into force in April and require VAT-registered businesses with a turnover exceeding £85,000 to submit their returns electronically. The company’s previous system did not provide this functionality, leaving owner Michael Whewell with the decision of whether to upgrade with his company’s existing provider or go in search of new business management software. He said: “Making Tax Digital forced the issue of finding a new software provider for us. Finding a compatible system was the most important criteria.” Other benefits within Trader stood out for Whewells, including its userfriendly interface and the fact it appeared easy to learn. The company was also keen to find a system that would help it better process sales transactions, as well as simplify day-today tasks for the accounting team. Whewells opted for the cloud version of the software after previously using a server-based system. Michael explained: “We were nervous about moving to the cloud, however the cost advantages

outweighed any worries we might have had — as did the knowledge that MAM would be in charge of updating and maintaining our software. The 3G/4G backup will also give us peace of mind if our line connection should ever drop.” Earlier this year, Jack Sealey Ltd — one of the UK's largest tool and equipment suppliers — became the first company to commit to providing data to MAM Software’s point of sale catalogue. Known as Tradercat, it is fully compatible with MAM’s Trader software and will allow merchants to access the catalogue to easily search, filter and compare products from individual brands. Price and stock information is available, and users can add parts to the point of sale screen.

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The company has also recently signed up NMBS member, Pertonstore.com. The family-run specialist in ceiling and dry lining supplies was said to have favoured Trader’s innovative ERP application over other products for its user-friendly interface and scalability.

www.rdr.link/mg112 PBM JULY/AUGUST 2019 43

PLUMBING & HEATING The awe-inspiring Mezquita or Mosque-Cathedral of Córdoba; a short distance from one of Conex Bänninger’s impressive production facilities

Said to be statistically the hottest place in Europe, Córdoba seems a fitting place for Conex Bänninger to house one of its primary manufacturing and production facilities. PBM reports back and finds out why the company believes press-fit jointing is the future.

ocated just a few miles from the historic city walls of Córdoba, sits Conex Bänninger’s state-of-the-art production facilities. Established in 1975 due to the plethora of copper mines found in the region, significant recent investment in the factory means that 85% of its processes are now fully automated and allow for the production of between 40-60 tonnes of raw material a day. The business is celebrating its 110th anniversary this year with the two halves of the Conex Bänninger story having begun in Birmingham and Giessen respectively, finally coming together some 96 years after Carl Bänninger set up his iron foundry in Germany. The parallels between the two in that time, though, are clear — with both being at the vanguard of product innovation. Since their merger under the IBP Group umbrella in 1994, that approach has continued apace and all the more so since IBP’s acquisition by IDD Group in 2011. The list of product development firsts is considerable: copper-based >B< profile press fittings for heating and plumbing applications; copper iron fittings for high pressure ACR; >B< profile press fittings for ACR; and so it

Pressed for time

goes on. With 110 years of expertise and 22 billion fittings installed worldwide, it would be easy to focus on past triumphs — but this is very much a forward-looking company. So, what’s next? Most installers will be familiar with the Cuprofit range, but this has now been relaunched as >B< Sonic to bring it in line with other products in the manufacturer’s portfolio that carry the >B< marque. The flame-free copper push-fit plumbing system, first introduced in 1998, is designed to offer significant time saving, while providing a secure, leak-proof joint. It is also demountable and re-usable. Technical advances have enabled the fittings to be modified and simplified, while maintaining the quality of fit. Flame-free Speaking of the benefits to installers for turning to flame-free press fittings from more traditional soldering, Dan Wild, Business Unit Director for UK and Ireland, said: “While there are those who still consider press fittings as new, in reality the system has been around for a long time. Conex

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Bänninger first began development of copper alloy press fittings in the 1980s and we introduced the >B< Press range 20 years ago. “It’s true that some installers who have grown up with brazing as the pipework jointing method continue to favour that system, but we find that once we demonstrate the advantages of flame-free press the overwhelming majority are converted. “Alongside the fact no hot works permit is needed, that it is safer than brazing and installers can work more easily in confined spaces, perhaps the biggest advantage of press is the certainty it offers when planning an installation. Once initial preparation is done, it takes just five seconds to complete a joint, and that is repeatable time and again. It means contractors can plan with greater confidence, whereas brazing is slower and harder to predict. “An initial outlay on a press tool and jaws is required, but the cost is recovered relatively quickly because of the increase in productivity.” ■ For more information on Conex Bänninger’s heritage and range of products, enter the shortcode www.rdr.link/mg113 to see videos on the firm’s YouTube channel.

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PLUMBING & HEATING

Building acoustics can have a significant effect on our health, wellbeing and happiness. Here, Anthony Barnett, Technical Marketing Manager at Armacell, looks at why offering customers a solution to this age old problem can create new sales opportunities.

Preventing nuisance noise

ccording to a recent report, around half a million people each year in the UK cite nuisance noise as one of the reasons for moving home. The World Health Organisation (WHO) is also on record as saying that excessive noise is detrimental to human health and disturbs sleep. Left unresolved, nuisance noise can provoke annoyance responses and disruptive social behaviour. There are a number of factors causing this, such as increased housing density and more multi-occupancy buildings. In these situations, nuisance noise from rainwater and waste water pipes is a commonly cited grievance for an increasing number of people. Drainage noise nuisance Noise from rainwater and waste water pipes is a particular concern in multi occupancy buildings such as apartments, schools, hospitals, care homes and hotels. In the majority of these cases, offering your customers a range of acoustic insulation foams — which are relatively inexpensive and easy to apply to the drainage pipes — can address the issue. There are a number of factors to consider when evaluating which range of acoustic

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insulation to offer in your branch. They key requirements is that they should be capable of achieving significant reduction in both airborne and structural noise from cast iron and plastic rainwater and waste water pipes. However, not all acoustic insulation is the same and there are certain factors to look out for when choosing a range. The first of these is something that will appeal directly to your customers — the thinner the foam, the easier it will be to install. It should, of course, still achieve market leading airborne and structural sound reduction performance. For example, there are foams for drainage pipework such as our ArmaComfort that consists of only 2mm thick foil faced acoustic EPDM-EVA barrier with 4kg/m2 weight and a 9mm elastomeric foam layer for decoupling. In comparison to traditional acoustic insulation products, which can be significantly thicker, these modern flexible acoustic foams achieve a much greater reduction in sound level. Furthermore, the thinner wall thickness requires minimal space and is flexible for easy installation on pipe connections. The material itself makes a difference, too. Flexible, fibre-free acoustic insulation is

generally easier to handle on site and consequently are often preferred by installers. Testing is an important part of offering a product that you and your customers know will deliver the acoustic benefits it promises. In order to better simulate real world application, it is always better to choose an acoustic insulation for waste water and rainwater pipes that has been tested in accordance to EN 14366 – measurement of rainwater noise.

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This standard separates waste water noise into airborne and structural-borne components. That’s important because it is still common for drainage and waste water pipes to have direct contact with wall and floor elements, which means that this structural borne noise from water passing through drainage pipes will transfer throughout the building. Independent tests by CSTB (Centre Scientifique et Technique du Bâtiment) also confirmed that acoustic foams are able to reduce the airborne sound pressure levels of a Geberit roof drainage system by 16 dB (A) at 2 l/s water flow. Similar tests on a PVC pipe (where the vibrations caused by flowing water are stronger because of the lighter weight PVC) achieved a noise reduction of 12 dB (A). The human ear perceives a reduction of 10 dB (A) as halving the volume. By choosing the correct flexible acoustic foam it is possible to achieve a weighted sound reduction index (Rw) up to 28 dB when pipe and pipe elbows are insulated.

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Another essential consideration is the fire rating of the acoustic insulation for drainage pipework. It should achieve fire performance to EN 13823 and EN ISO 11925-2 and here elastomeric foams display very good fire behaviour, achieving the best fire class for organic products in the European SBI test (Bs1, d0). Noise pollution is a big problem for a lot of people, yet choosing an elastomeric foam that achieves market leading sound reduction and which is relatively inexpensive, can make a huge difference to the comfort of building users. Because of that it has a high perceived value with the homeowner or building occupier, making it an ideal sales opportunity for 2019.

■ For product videos on the ArmaComfort acoustic insulation materials and other products from the Armacell range, enter the shortcode www.rdr.link/mg114

JANUARY 2016 PBM 35

PLUMBING & HEATING

Heat wave Radiators still make up around 90% of all heating systems in the UK, and Stelrad continues to see its share of the UK marketplace grow year on year. PBM reports.

or Stelrad to achieve this, it is said to have invested heavily in its logistics organisation so that it can maintain and improve upon its promises to merchants up and down the country. The company’s National Distribution Centre offers a total of 160,000sqft of warehousing, which houses 17,000 pallet locations. The NDC and its team of 65 people, complete 50,000 customer deliveries a year to more than 2,000 different customer locations around the UK. The total weight of radiators moved in the NDC in a year is 54 million kilograms — that is 239 times the weight of the Statue of Liberty! This comes from 195,000 pallets delivered a year and if all those pallets were stacked on top of each other, would be 24.2 times the height of Mount Everest.

“The Stelrad brand is recognised across the heating sector as a name that says high quality product, delivered anywhere in the UK at short notice — the majority within 72 hours of order — with arguably the best manufacturing set up and the most impressive logistics organisation in the heating sector,” says Chris Harvey, Head of Marketing at the South Yorkshire-based business.

“Add to that the best customer service team in the industry and our ability to deliver a great value for money range of products that are designed to be easy to install — and you get the picture as to where Stelrad is coming from. Stelrad is a strong brand with strong brand values and these are recognised and valued by our merchant partners and by the people who

Expanding offering With more than a 50% market share in the UK, Stelrad continues to expand its offerings with more than 55 radiator ranges and more than 3,165 different product codes. The company manufactures and distributes a wide range of radiators for domestic and commercial heating systems, from standard steel panel radiators to premium panel radiators, low surface temperature radiators, designer radiators, decorative radiators and towel rails.

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specify and select our products. Our success is down to our ability to deliver what we promise, when we promise it and always providing quality service.” Trend tracking Best known perhaps for its best-selling Compact radiators, and its Vita and Softline ranges, the trends in recent years have seen the steady move away from standard panel radiators towards the specification and installation of decorative and designer radiators, and the provision of several special application radiators. Homeowners in particular, and builders of new homes, have reportedly seen the benefit of upgrading the radiators in their properties. This is said to be in response to the increase in TV programmes that allow viewers into the homes of celebrities and promote the desire to replicate the quality and aesthetic appeal of the radiators that they see adorning the walls of these properties. Virtually every home, and certainly every new home, now has a special bathroom radiator — usually a towel drying radiator — with more and more people also looking to have ‘feature radiators’ in their kitchens, the main living room and in entrance halls and corridors. This has reportedly caused an

increase in demand for vertical radiators, capable of providing the necessary heat from a smaller radiator footprint. Safety first Stelrad also offers a range of low surface temperature radiators, designed to ensure that the casing of the radiator never exceeds 43°C where there is a need to meet

NHS Guidance for ‘Safe Hot Water and surface temperature’. These are now common features in nursing and care homes, in hospitals, nurseries and schools and anywhere where vulnerable people live or congregate. In addition, Stelrad has added a number of other special application radiators, such as the Planar-HD — a heavy duty version of its flat fronted radiator, designed for uses where the radiators need to withstand especially robust treatment. The company has also introduced Xtra-Protection versions of radiators for rooms that will experience increased humidity such as showers, wet rooms and the like. The latest trend, that Stelrad is also aiming to take a lead on, is the introduction of coloured radiators. The business now offers radiators in up to 36 different colours and offers some of the more popular choices available from stock within the usual 72 hours deliver time.

■ To find out more about Stelrad and its range of radiators go to www.rdr.link/mg115. There is also the opportunity to meet members of the Stelrad team for face to face support and training opportunities at merchant branches regularly during the year.

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PLUMBING & HEATING

Style & substance Revealed to great fanfare at a launch event attended by approaching 200 industry professionals in London earlier this year, the new Greenstar 8000 Lifestyle range from Worcester Bosch brings modern aesthetics to the boiler market. Martyn Bridges, the manufacturer’s Director of Technical Communication and Product Management, explains the dynamic new approach and outlines a number of the range’s key features.

esign has become front-and-centre of most homes. To keep up with this trend, sleek, stylish and modern designs have become the norm for products across many industries — think cars, phones, fridges and even vacuum cleaners. Now it’s time for the boiler, and after years of development and direct feedback from hundreds of installers, I’m proud to reveal the Greenstar 8000 Lifestyle range. The 8000 Lifestyle range is made up of two products, replacing the Greenstar CDi Classic. This is a big move for us, but one that we haven’t taken lightly as we would only replace one of the UK’s most popular boilers with something we believe takes it to the next level — and were confident we had the research and installer input to back that up. Greenstar 8000 Life The future direct replacement of the Greenstar CDi Classic, the 8000 Life keeps all of the tried, tested and much-loved features, while improving on all the key installer touchpoints for easier installation, servicing and maintenance. Greenstar 8000 Style Our new top-of-the-range boiler. Our most powerful, modern and stylish to date, the model comes in the industry-standard white, but also in a stylish black — perfect for design-conscious consumers. For your

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installer customers, there are still many impressive features to look out for including an intuitive, full colour and text boiler control display that makes installing, maintaining and commissioning effortless. Available in combi, system and regular, the Greenstar 8000 Lifestyle range features outputs between 30kW and 50kW. It has a 1:10 burner modulation, which means it can reduce its output to as little as 3kW for the 30kW appliance and 5kW for the 50kW one. The Greenstar 8000 Lifestyle range also has an improved flow rate at the hot water tap. For example, with the 50kW at 35°C, the flow rate is at an impressive 20.3 litres a minute. The Lifestyle has a reinforced steel front cover, which can be removed and replaced with just one screw. It also has screw-less and removable top and side panels to improve the access and lifting of the appliance. It also only takes one screw to remove the combustion chamber, meaning installers can start servicing the boiler in minutes. We’ve also highlighted key installer touch points to ensure these components can be accessed quickly and easily. For example, the control fascia can be quickly dropped for comfortable service access, whilst the wiring connection can be accessed without any screws and is laid out similarly to the Greenstar I. Furthermore, the PRV now sits at the front, meaning it can be replaced in less than 10 minutes.

Bosch EasyControl Allowing users to monitor and control their heating and hot water from their smart device, thanks to a wireless receiver — called ‘the Key’, which slots in underneath the boiler — the Bosch EasyControl unit can now be installed on the wall or placed on our new table stand. It can be powered from a 3-pin plug or installed via a 2-core wire connection between the control and the boiler. ■ For more information on the Greenstar 8000 Lifestyle range, enter the shortcode www.rdr.link/mg116

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PLUMBING & HEATING ALTECNIC DIRTMAG MINI FILTER Expanding its Dirt and Air Separation range, the Dirtmag Mini filter has been designed to offer a flexible and high performance compact dirt separation solution. The Dirtmag Mini includes features such as the quick-fit system and interchangeable compression connections for horizontal, vertical or angled installation. A self-cleaning function also allows installers to drain debris from the system without opening the filter body and the full-bore isolation valves ensure ease of servicing. The product comes packaged as a single unit or as part of a compliance pack, which includes the new FAST high-performance cleaner and maximum protection inhibitor aerosol canisters.

www.rdr.link/mg117

GLOW-WORM EASICOM With a new range exclusively for independent merchants, Glow-worm has revamped its Easicom boiler. The updated Easicom range — which includes combi, system and regular models — features a low maintenance automotive grade aluminium silicate heat exchanger, and a patented four-sided cooling system to reduce the stress on the heat exchanger. Compatible with the existing flue range for replacement of older boilers, the line-up also comes with a choice of bespoke accessories, including a large aesthetic pipe cover panel and universal upward piping kit. It features an LCD display as well as quiet operation and can be used alongside a choice of controls, including Glow-worm’s Climastat smart thermostat, which meets Boiler Plus regulations.

www.rdr.link/mg118

GROHE BAUEDGE For installers working with customers in a low pressure setting, Grohe has introduced several new products to its Bau range. For example, the BauEdge deck mounted bath filler and bath and shower mixer have been designed specifically for vented systems and are suitable for installations with a minimum water pressure of 0.2 bar. The fittings work with other products in the Bau range and also complement a number of Grohe head showers including Rainshower and Tempesta. The extension of the range also includes new sizing options in the BauEdge and BauLoop tap lines, an all-new BauFlow range of taps in compact designs and new deck-mounted bath fillers and bath and shower mixers.

www.rdr.link/mg119

FERNOX F RANGE

REDRING HAND WASH UNITS

To reduce time spent on site and minimise call backs, Fernox has reformulated its Cleaner F3, Protector F1 and Protector+ Filter Fluid products. The new formulations are said to have a much higher concentration of the main active ingredients, so a new 500ml bottle or 400ml Express canister within the ‘F’ range can now treat a 130-litre system — up from a 100-litre system previously — 16 radiators, and 250m2 of underfloor systems. The Protector F1 products and Protector+ Filter Fluid feature improved pH buffering, meaning the occurrence of corrosion formation is significantly reduced in the system. The relaunched ‘F’ range of 500ml liquid and 400ml Express products have also undergone rigorous testing and the inhibitors have been certified by the NSF (BuildCert).

Consisting of two models, Redring has unveiled a new range of instantaneous electric hand wash units. The portfolio includes a pushbutton manually operated unit and an auto ‘no touch’ model which features infrared sensing activation technology. The auto model has an automatic 25-30 second timed delivery designed for high care application and hygiene sensitive areas. The hand wash units are designed to be mounted over basin, providing instant water heating at point of use, with no stored heated water or wasted heat energy. They also feature a separate rotary flow control for seasonal temperature adjustment.

www.rdr.link/mg120

www.rdr.link/mg121

Counter talk For over 40years, Professional Builder magazine has been the favoured publication of the building trade. The mag is a vital link between the sector’s manufacturers, merchants and the trade itself, as readers can check out all the latest industry news, feature articles and product tests in addition to a host of giveaways and competitions. With its unique distribution method of being picked up from the trade counters of the nation’s leading builders’ merchants, PB readers are all actively looking for info on the latest product innovations to help them complete the job at hand — purchasing the materials from their favourite stockist. Beyond this, the link between PBM and its sister publication means that, each month, we can tap into this relationship to bring merchants real-world insight into the buying habits of your trade customers along with the sales messages and current campaigns of trade suppliers. Here, we take a closer look at some of the stand-out features from the latest issue. FREE

TO TH E

FREE

TRAD E

THE TRAD E

alfessional ProfessioPnro BUILD G ING ■ FLOO RING ROOFIN ■ PLUMBING ■ ING ■ PLUMBING ■ ■ CARP ROOFING ENTRY ■ PAINT ■ BUILDING ■ FLOOR ATING ING AND DECO NG AND DECOR THE BUSINESS 2019 MAGAZI RATIN G ■ JUNE NE FOR THE BUILDIN ■ CARPE NTRY ■ PAINTI G

INDUSTRY FOR THE BUILDING THE BUSINESS MAGAZINE

INDUSTRY

NEW & SELF BUILD

JULY/AUGUST 2019

HAPPY ‘LANDING S’!

BUILDING BOARDSS, DRIE PLASTERS & SUN ed and filled All options cover

EXTENSIONS & MENTS HOME IMPROVE to properties! Adding value

KITCHENS & BATHROOM

S MORE PROFITS ON TAP!

ROLLING OUT THE Lime’s Thermalime GOOD TIMES WITH ISOVER’S METAC GLASS MINERAL on the benefits of Anglia is spreading the word WOOL INSULATIO Emmerson Critchley N

54 PBM JULY/AUGUST 2019

Made Great in Britain

One of the key feature ALL THE RIGHT articles in the June CHEMISTRY issue of Professional Builder was a ‘Made in I Great Britain’ profile of the Bristol-based wood care and surface protection specialist, Barrettine. The mag’s Lee Jones charted the company’s 140-year history, starting out in 1879 in the heart of the Bristol docks as an importer of raw materials such as whale oil, shellac and bitumens. Today, the firm has an extensive range of over 250 products for the home and garden market including decking oils, wood preservers, the Peelaway and Paint Panther portfolios of paint stripping solutions, PVAs, cleaners and a host of other building chemicals. The company provides an array of support services for stockists. Take a look at www.rdr.link/mg122 for more info. Professional Builder’s Lee Jones production facility of chemicals visits the west country specialists, Barrettine. t was

once a gateway to Britain’s imperial riches and was where, 140 years ago, the Barrettine Group would embark on its long journey. In the heart of Bristol’s docks, 1879 would see the firm begin importing and trading in a variety of raw materials, including whale oil, shellac, tallow and bitumens. Fast forward to the present day and the subsequent years have seen the company build a prodigious and diverse level of expertise in the offer.” It is in the realm chemicals business, and of woodcare, in it is builders fact that Barrettine has welcomed the who can benefit latest addition to what is now a family of from what is now an over 250 products, with the ArmourFlex extensive product Wood Lacquer range embracing the range, appealing to latest technology for natural wood a number of the flooring protection. trades. “Our Nourish & Protect woodcare “Over the years range is a significant part of our the business would business, and is probably what end users evolve to focus on know us for primarily,” continues Steve. the home and “It is in that sector that our R&D teams garden market, but have been very active recently, and we there is still a have some very exciting products comforting coming through in 2019 and beyond. continuity with our That includes a UV Cladding past,” explains MD, Steve Oil, wood Bailey. reviver and cladding preservative. “Materials like Shellac are Cedar used in some cladding is perennially popular, of our woodcare products, but it will for instance, weather to a silver-grey but at the same time we’re over time. Whilst always some people quite like that, looking to enhance and if you do expand what we want to maintain the original finish then

28 JUNE 2019 PROFESSION AL BUILDER

our new UV Cladding Oil will do just that. There seems to be a trend for different colours in exterior woodcare at the amount with sage green, slate grey and pale blues coming to the fore and we supply a full range, as well as products that offer a more natural finish, or the more conventional dark brown in fencing, for instance.” ArmourFlex might be the new name in woodcare amongst an already broad stable of brands, but many builders will be familiar with the Barrettine paint stripping solutions, Paint Panther and Peelaway – the latter of which has been with us since the early 1970s. Over the long lifetime of a period property, multiple layers of paint would be applied to the likes of coving and decorative mouldings, often to the detriment of some of the intricate lines and detail of

these features. Peelaway is designed to always money and its speed remove up to 32 individual is certainly layers but, if one of its best attributes. applied correctly, will not We actually do damage the a very popular demonstration valuable substrate. It is at trade a unique and shows where we’ll remove patented process, where six layers the paste is from a substrate in just applied, then covered with five minutes.” a specially All chemicals come under designed blanket, and left the REACH to do its work. registration process and Where old lead paint may be present it biocides/preservers come is the cover that prevents under a any of the similar approval process lead-based particles from known as the entering the Biocidal Product Review atmosphere and, compared (BPR). to manual Barrettine’s wood preserver removal, or the use of heat range insects, but also provides guns, it continues to navigate through a semirepresents a far safer option this transparent matt/satin finish for both ongoing, difficult regulatory that building occupants and process. The enhances tradespeople. the natural wood texture. manufacturer’s traditional Peelaway 1 is suitable for wood It’s not just about woodcare older, preservatives contain biocides, and paint traditional paints including such as strippers, of course, because lead-based, insecticides and fungicides, whilst Peelaway 7 is designed all of which professionals can trust in for more are strictly a portfolio of monitored modern water- and oil-based for safety, and are products that also includes paints. It only used in products where solvents, was, however, changes they would to European thinners and cleaners, decorating be deemed necessary. regulations on what chemicals The solutions in sundries, tile and stone could be the protective category care and much used that would help both contain a high more besides. Not only products to level of resins, oils and that but there’s tear a strip off the competition. binders, which also a separate pest control With the enrich the wood, and prevent and demise of the potentially water pesticides division. With carcinogenic ingress, but Barrettine also a heritage of methylene chloride as an produces a nearly a century and a half, ingredient, the high quality Wood Preserver and a entire paint stripping market that fulfils tradition of innovation along both those functions. It all of those experienced a seismic shift will ward off long years, this is one chemical in 2010, with wood destroying fungi (wet some brands then forced rot), wood company that builders will to radically discolouring fungi and wood continue to alter their formulations. boring In some cases, have a positive reaction. performance suffered, and that would open a space for the reformulated Peelaway and its sister product, Paint Panther. Launched by Barrettine in that very year, Paint Panther is the more aggressive, and highly effective, solventbased solution that will quickly remove almost any of the typical paints builders will encounter. Barrettine’s Phil Gibbins tells us more: “To a professional, time is For more information on

Barrettine online, go to

www.rdr.link/BF006

PROFESSIONAL BUILDER JUNE 2019 29

With 44% of occupational melanoma deaths attributed to construction workers, Swarfega provides an important article on ensuring the trade stay safe when working in the summer sun. The skin care expert surveyed a number of outdoor workers and found that only 1 in 4 used sun cream regularly last summer, further revealing an alarming lack of awareness of the damage that UV rays can cause. Providing a great ‘add on’ sales opportunity for merchants, its ‘TOUGH by Swarfega’ range features a no-nonsense, SPF30 high performance Sun Protection Cream. The water-resistant formula is fast-absorbing and is designed to offer protection by withstanding perspiration and its non-slip properties mean use won’t affect dexterity with hand held tools. www.rdr.link/mg123

Product Tests are a staple of Professional Builder, and the June edition features reviews of Sievi footwear, the latest woodworking tools and accessories from Triton Tools and the lowdown on GMC power tools. Here, though, PB’s erstwhile products editor Roger Bisby gives his legs an airing as he tries out Snickers latest AllRoundWork stretch shorts.

The short answer Roger Bisby gives his legs an airing Snickers’ latest as he tries out AllRound Workw ear stretch shorts.

I love a pair of work shorts. In another life I could have been a postman and kept my legs out all through winter. I have a few pairs of work shorts stretch workwear but these are the because they use lightest and most Elastane for the also a holder for comfortable by whole garment, your ID badge in far. The which four-way stretch case makes them far you forget who in the crotch gusset too clingy and sweaty. you are. is made from Elastane These shorts have The other item of and makes them front panels with workwear I want really good for bending a high cotton content, to tell you about is down and moving which really helps the new work shoes around. I have said them feel comfortab from Solid Gear. The before that a lot le in the heat. Evolution shoe in of manufacturers get black is I am glad to see very lightweight this bit wrong in that this pair comes but conforms to their all the minus the holster usual requireme pockets so the whole nts for safety footwear on site. The unique look and feel is dual lightweight and density EVA midsole absorbs impact slimmed down. and takes comfort Quite honestly, to a I new level. The like them so much nano toe cap is that I might said to be 40 per cent stronger well buy a second than fibreglass but pair for when I decided not to test these are in the it. wash. They The upper is made come in four colours of a highly and I really breathabl like the true blue e fabric, with super ones with the wicking capability to move black panels. out the moisture. The anti-bacterial coating The pocket allocation also kicks in to stop is them becoming enough for your like smelly trainers. phone, wallet Sweeter feet you and keys and a could not hope few tools, such to meet. Coupled with the as a rule and pencil, four-way stretch and there is shorts you are set for summer action.

For further informati

78 JUNE 2019 PROFESSIONAL

on on Snickers

online, go to www.rdr.

link/BF057

BUILDER

Roger describes them as “the lightest and most comfortable by far” of all the work shorts he owns, and added: “I have said before that a lot of manufacturers get it wrong in their stretch workwear because they use Elastane for the whole garment, which makes them far too clingy and sweaty. These shorts have front panels with a high cotton content which really helps them feel comfortable in the heat.” www.rdr.link/mg125

Digital digest The Professional Builder team has invested significantly in its digital offering over the past year, creating some impressive results across its website and social media channels. The link with merchants remains, however, as a stockist locator feature ensures that builders will head to their local merchant to pick up the products they read about online. On the Professional Builder website last month, readers particularly enjoyed the story about new product Holdalot and also a news story about the amount of dangerous germs harboured by dirty vans! Over on Facebook, a story about HiKOKI Power Tools working with the Rainy Day Trust to support victims of tool theft has been viewed the most. The PB team also ran a poll about answering work phone calls while on holiday — and a surprising 41% said they do! www.probuildermag.co.uk

TradesTalk A popular part of PB’s digital offering is the weekly TradesTalk chat each Tuesday on Twitter. A discussion about waste and recycling was a big hit this month, with lots of tradespeople calling for manufacturers to deal with excessive packaging on products. Many merchants already join in the conversation every week with their prospective customers. Follow @TradesTalk on Twitter.

www.professionalbuildersmerchant.co.uk

WORKWEAR

A Q&A with Medite Smartply Product Manager Colin Wheatley, tells PB readers all they need to know about the key requirements for effective site hoardings, going on to highlight the company’s latest solution — Smartply SiteProtect. Colin explains that the primary responsibility of site hoarding should always be to keep those inside and outside of the building site safe. This requires the material used to be strong enough to withstand natural forces, such as wind and rain, as well as put off people that are trying to access the site for their own safety. SiteProtect is a highly engineered, moisture resistant, pre-primed OSB3 panel specifically designed to save time and money in the most demanding hoarding applications. The FSC-certified panels are structurally sound and can be manufactured in sizes of up to three metres high, ensuring maximum security. The manufacturer tells us that the merchant sector is a key sales channel for site hoarding, so if you’re not involved, you could be missing out… www.rdr.link/mg124

FRE

E TO

THE

TRA

Professional

PB Campaign News

BUILDING ■ FLOOR ING ■ PLUMBING ■ ROOFING ■ CARPE NTRY ■ PAINTI NG AND DECOR ATING ■

THE BUSINESS MAGAZINE FOR THE BUILDING INDUSTRY

JULY/AUGUST 2019

NEW & SELF BUILD

Kelly Newstead takes a look at some of the latest ad campaigns being seen by the 120,000+ readers of Professional Builder this month…

HAPPY ‘LANDINGS’!

Polypipe PolySoil range A message of strength takes centre stage for this Polypipe ad which depicts its PolySoil range. Championing long-life performance, the picture displays the entire collection to relay the message that they are ‘Stronger Together’. Stating that it can be used in the most demanding of applications, the whole advert becomes centred on strength which is demonstrated further by the bold imagery. The blue background helps to highlight the products’ blue integrated Ring Lock Seal, as it reflects onto the background creating a striking spotlight and paying homage to the company’s branding. www.polypipe.com/polysoil-pb

Bosch 18v Professional An impressive image on display in the Bosch Professional ad, which shows a staggering amount of tools included in the company’s Professional 18v System Range. The ad announces that the range offers ‘Ultimate performance maximum freedom’ which is clearly supported by the collection of tools depicted. Immediately recognisable in the signature Bosch Professional colours, the industrial-style background puts the tools in a familiar setting and clearly shows off their cordless capabilities. www.bosch-professional.com/cordless

KITCHENS & BATHROOMS

MORE PROFITS ON TAP! ROLLING OUT THE GOOD TIMES WITH ISOVER’S METAC GLASS MINERAL WOOL INSULATION

Bushboard Nuance An immersive image features on the Bushboard ad, which almost looks like you could step into the bathroom it is showcasing. Proudly displaying its Nuance collection of bathroom wall panels, the striking marble design is in keeping with popular trends in this particular finish and creates a seamless looking ad. The crisp and minimalistic nature of the imagery further allows the wall panels to take centre stage and ensures all eyes remain on the wall panels being displayed. Championed as a ‘smart alternative to tiles’, the name of the collection, Nuance, means, a subtle difference, which is in keeping with the message that these can be used as a tile replacement. www.bushboard.co.uk

BMI UK & Ireland Icopal and Redland Celebrating the group’s rich heritage, both the Icopal and Redland ads feature imagery from times gone by. The newspaper clipping from 1919 that features in the Icopal advert as well as the old image detailing the production of tiles from the Redland ad, both showcase the ‘enlarged’ firm’s progression throughout the years. Indeed, as BMI UK & Ireland celebrates 100 years of concrete tile manufacturing with the Redland brand, as well as Icopal’s flat roofing history which stretches back to 1849, the adverts aim to highlight how it has been providing reliable roofing and waterproofing systems for many years. Now with both falling under the BMI umbrella, the purpose of these ads is to display how the brands will continue to deliver the systems it has become synonymous with, continuing to provide ‘shelter, protection and peace of mind’ for its customers. www.bmigroup.com/uk

56 PBM JULY/AUGUST 2019

www.professionalbuildersmerchant.co.uk

PHPI Campaign News JULY/AUGUST 2019

STACKED UP

STORAGE AND SECURITY SOLUTIONS

WIN!

…and she also turns her attention to a few of the campaigns in PHPI, catching the eye of over 70,000 plumbing and heating installers.

A NEW TOP OF THE RANGE BOILER

TAKING CONTROL

YOUR HEATING CONTROL QUESTIONS ANSWERE

VISIT PHPIONLINE.CO.UK FOR REGULAR UPDATES

AND EXCLUSIVE CONTENT

Fibo Accessory range

Zircon L550c Multifunction wall scanner With a product looking as if it is scanning the ad it is displayed upon, Zircon showcases its L550c Multifunction wall scanner. Using coloured beams to highlight the product’s capabilities, it details how it can detect metal, studs and live wiring all from one device. uk.zircon.com

Known for its wall panels, Fibo has now introduced an accessory range to make installation for its customers easier. This ad showcases that range which includes wipes, seal, adhesive, sealing tools and finishing spray. On a backdrop of its wall panels, the array of blue tones is in keeping with the Fibo colours, as the purpose and benefits of each accessory are clearly displayed. It also uses this opportunity to tell readers about its new brochure. www.fibo.co.uk

LG Therma V

The Electric Heating Company Boiler solutions Providing ample details for those viewing this ad, EHC showcases its diverse range which can be used in a multitude of settings. Pinpointing three products — the Fusion Comet, the SlimJim and the Comet Combi — which can be used in different applications, it helps deliver that message further and also provides examples of what its products look like. With solutions for “almost any situation” — from small domestic properties to large commercial buildings — domestic single phase boilers are available from 4kW to 14.4kW whilst commercial 3 phase boilers are available in 24kW and 36kW outputs. EHC also offers various bespoke boiler pack options. www.electric-heatingcompany.co.uk

www.professionalbuildersmerchant.co.uk

LG’s advert showcases the latest addition to its Therma V air to water R32 heat pump range, the low temperature split system. Employing natural imagery, it mirrors the functionality of this system which relies on the elements to operate. It also highlights its smart capabilities, allowing it to be controlled from anywhere, as well as its energy saving benefits which are further depicted by the green leaved arrow which provides the backdrop. www.lg.com/uk/heating

PBM JULY/AUGUST 2019 57

Counter talk Just as with its sister publication Professional Builder, Professional Heating & Plumbing Installer magazine acts as an essential bridge between the industry’s suppliers, stockists and an army of 60,000+ installers and heating engineers. Picked up from trade counters across the country, the magazine offers its readers up-to-the-minute news, feature articles, business advice and product tests in addition to a host of giveaways and competitions. Championing the highest industry standards, PHPI’s readers are all actively seeking support from their local stockists to source what they need for their next job. Thanks to PHPI’s loyal readership of plumbing and heating professionals, we’re able to delve into the data to present genuine insight into the buying behaviour of your trade customers to highlight all the industry info of interest each month. In addition, we can bring you details of the latest campaigns and new product launches from manufacturers and suppliers looking to target the plumbing and heating sector. Here, PBM reveals the discussion points and some of the most popular products and services from the latest issue.

JUNE 2019

JULY/AUGUST 2019

STACKED UP

STORAGE AND SECURIT Y SOLUTIONS

WIN!

A NEW TOP OF THE RANGE BOILER

K FRESH LOO THE FUTURE ARRIVED? HAS THE BOILER OF

TECH TIPS

ADVICE ON FILTRATION, CYLINDERS AND MORE!

HORROR SHOW THE WORST

THE BEST OF FROM ACROSS THE COUNTRY YOUR HEATING CONTROL QUESTIONS ANSWER ED

VISIT PHPIONLINE.CO.UK FOR

REGULAR UPDATES AND EXCLUSIVE

CONTENT

VISIT PHPIONLINE.CO.UK

58 PBM JULY/AUGUST 2019

FOR REGULAR UPDATES AND

TAKING CONTROL EXCLUSIVE CONTENT

HEATING & RENEWABL ES

We’ve covered this ourselves BACK TO THE earlier in the issue, but there’s no doubt that Worcester Bosch’s launch of its new D Greenstar 8000 Lifestyle range is the lead feature in the June issue of PHPI. The boiler giant has taken “a vastly different approach to the design” of its new range, making the move to replace its popular Greenstar CDI Classic in the process. Emphasising the feedback from installers as part of the process, PHPI’s article makes it clear that sleek good looks are only part of the package with the new line-up. The Greenstar 8000 Life model — the future direct replacement of the Greenstar CDi Classic — is said to keep all of the “tried, tested and much-loved features” while improving on all the key installer touchpoints for easier installation, servicing and maintenance. The Greenstar 8000 Style, the new ‘top-of-the-range’ boiler, is said to be the company’s most powerful, modern and stylish to date. Coming in the industry-standard white, but also available in an attractive black, the unit is said to boast many installer-friendly features to look out for — for example, an intuitive full colour and text boiler control display has been designed to make installing, maintaining and commissioning effortless. Available in combi, system and regular, the Greenstar 8000 Lifestyle range features outputs between 30kW and 50kW whilst also offering an improved flow rate at the hot water tap. www.rdr.link.mg126

HEATING & RENEWABL ES

FUTURE

In April, Worcester Bosch revealed a new boiler range in London, the Greenstar 8000 Lifestyle, and it’s safe to say the company has taken a vastly different approach to the design. Martyn Bridges, Director of Technical Communica Product Management tion and at Worcester Bosch, explains change of style, as well the as all the features to look out for.

Other features include:

● ‘RF Key’ receiver links

controls and boiler, enabling engineers to ﬁt our Greenstar Comfort+ II RF and wireless Bosch EasyControl

● Designed so the pipe

esign has become front-and-centre of most homes. To keep up with this trend, sleek, stylish and modern designs have become the norm for products across many industries – think cars, phones, fridges, even vacuum cleaners. Now it’s time for the boiler, and after years of development and direct feedback from hundreds of installers, I’m proud to reveal the Greenstar 8000 Lifestyle range. The 8000 Lifestyle range is made up of two products, replacing the Greenstar CDi Classic – a big move for us, but one that we haven’t taken lightly. We would only replace one of the UK’s most popular boilers with something we believe takes it to the next level, and were conﬁdent we had the research and installer input to back that up.

Greenstar 8000 Life

The future direct replacement of the Greenstar CDi Classic, the 8000 Life keeps all of the tried, tested and much-loved features, while improving on all the key installer touchpoints for easier installation, servicing and maintenance.

Greenstar 8000 Style

Our new top-of-the-range boiler. Our most powerful, modern and stylish to date, the model comes in the industry-standard white, but also in a stylish black – perfect for those who are design-conscious . But for the installer, there are many impressive features to look out for. The Greenstar 8000 Style intuitive full colour and text boiler control display makes installing, maintaining and commissioning effortless.

GREENSTAR INTELLIGENT

FILLING SYSTEM

The Greenstar 8000 Lifestyle is also compatible with Worcester’s new Greenstar Intelligent Filling System – designed to reduce the number of system pressure-related engineers receive. With call-outs manual filling, there is always the challenge of instructing homeowners on how to do this, as well as the possibility of over filling. Notwithstanding these issues, there are countless examples of when installers are called out to top up system, creating the awkward the scenario of charging for something that takes almost The system is said to ensure no time. the Lifestyle range always maintains optimum boiler pressure. After the initial manual filling, the Filling System can be switched appliance’s display menus. on within the From then on, if the system pressure becomes low, the internal filling valve fills the heating system. automatically Once optimum pressure has been reached, this function automatically stop and close will the integrated filling valve. It also prevents the boiler filling and will alert the homeowner from over if the heating system is losing too much pressure.

Benefits to the installer Power

chamber, meaning installers can start servicing the boiler in minutes. We’ve also highlighted key installer touch points to ensure these components can be accessed quickly and easily. For example, the control fascia can be quickly dropped for comfortable service access, the wiring connection can be accessed without any screws and are laid out similarly to the Greenstar I, while the PRV now sits at the front, meaning it can be replaced in less than 10 minutes.

Available in combi, system and regular, the Greenstar 8000 Lifestyle range features outputs between 30 and 50kW. It has a 1:10 burner modulation, which means it can reduce its output to as little as 3kW for the 30kW appliance and 5 for the 50kW one. The Greenstar 8000 Lifestyle range also has an improved ﬂow rate at the hot water tap. For example, with the 50kW at 35°C, the ﬂow rate is at an impressive 20.3 litres a minute.

Improved installation, commissioning and servicing The Lifestyle has a reinforced steel front cover, which can be removed and replaced with just one screw. It also has screw-less and removable top and side panels to improve the access and lifting of the appliance. It also only takes one screw to remove the combustion

28 JUNE 2019 PROFESSIONAL HEATING & PLUMBING INSTALLER

connections, as well as flue and drill wall mounting screw holes, are in the same position as the Greenstar CDi Classic for a simple switch ● To complement our black Greenstar 8000 Style variant, there is a choice of our 100mm diameter silver flue options ● Maximum flue lengths up to 17m when run horizontally (60/100 for our 30kW variant)

Why the Greenstar 8000

Style?

The Greenstar 8000 Style has been designed not to be hidden away. Its high gloss, premium ﬁnish means the appliance can take pride of place anywhere in the home. The full colour text display allows customers to understand what the boiler is doing at all times, and if required which action they need to take. In addition, it is compatible with our wireless smart Bosch EasyControl, meaning users can monitor and control their heating and hot water from their smart device. In summary, we have worked closely with hundreds of installers to ensure that the Greenstar Lifestyle’s features will help make the engineer’s job that little easier. We truly believe that the boiler of the future has arrived.

Find out more on the Greenstar 8000 Lifestyle. GO TO www.rdr.link/P

F110

Bosch EasyControl Thanks to a wireless receiver, called ‘the Key’, which slots in underneath the boiler, the Bosch EasyControl can now be installed on the wall or placed on our new table stand. It can be powered from a 3-pin plug or installed via a 2-core wire connection between the control and the boiler.

PROFESSIONAL HEATING & PLUMBING INSTALLER JUNE 2019 29

HEATING & RENEWABL ES

ASK THE

Saved by the bell

EXPERTS

“If you’re retrofitting to a particularly dirty system, we’d advise servicing and cleaning the filter after the first month of installation, and then annually thereafter.”

The heating system of All Saints’ Church in Eaglescliffe, Preston-on-Tees has been protected with a BoilerMag XT industrial filter. Installed by Nigel Stoves Plumbing & Heating Ltd, this large heating system filter is a key part of a complete new boiler installation located in the church bell tower. The nave, chapel and vestry of the church were built in 1903, and the bell tower and spire were added in 1959. Matthew Stoves, Heating Engineer at the company, said: “We always use BoilerMag filters on our commercial heating and boiler installations due to price and quality. The filters are set up nicely for easy installation with flanges irons, and the price is extremely or female competitive. “We installed the BoilerMag XT to prevent the build-up of ferrous oxide in the church’s heating system, and to protect the life expectancy of the new boiler. The addition filter to this system will also of a boiler reduce energy bills for the church, and is very easy to maintain.”

PHPI’s Heating & Renewables feature continues with a Q&A with the technical team at BoilerMag to answer the most frequently asked questions they come across from heating engineers. Quite literally tackling all of the ins and outs of boiler filter installation and maintenance, the article addresses issues such as siting an installation, the importance of servicing and cleaning, compatibility with chemical cleaning and power flushing, and even the number of radiators one domestic filter supports. A separate panel to the article outlines how the company’s range can provide a solution for larger applications. Here, we see the example of how the heating system of All Saints’ Church in Eaglescliffe, Preston-on-Tees has been protected with a BoilerMag XT industrial filter. Installed by Nigel Stoves Plumbing & Heating, the company’s Matthew Stoves said: “We installed the BoilerMag XT to prevent the build-up of ferrous oxide in the church’s heating system, and to protect the life expectancy of the new boiler. The addition of a boiler filter to this system will also reduce energy bills for the church, and is very easy to maintain.” www.rdr.link.mg127 With a wealth of products on the market, constant technologica l developments, and a plethora of best practice information available, the most seasoned installers even reach out for advice from time to time. Here, the technical team at BoilerMag answer the most frequently asked questions they come across from heating engineers.

I need to install a boiler filter, but I’m stuck for space. What can I do? We’re often approached by heating engineers who are struggling for space to fit a boiler filter. Spaces under boilers can be limited; there’s often a tight cupboard space, or a work surface in the way. Despite being larger in size than some of the other boiler filters on the market, the BoilerMag domestic has a 360° install capability. This means that the filter can be fitted at a 90° angle on vertical pipework leading back to the boiler. And its dual flow design means that performance is not affected. As the magnet is not pulled clear from the top, the BoilerMag only requires 25mm clearance to access the magnet, making it easy to fit and service.

How easy is a boiler filter to service, and how often should this be carried out? On well-maintained systems, boiler ﬁlters should be cleaned out annually for optimum efficiency of both the ﬁlter and the heating system. Cleaning and servicing is relatively easy. We always recommend having a container ready to hold a minimum of 750ml to empty the contaminant into. Because the

34 JUNE 2019 PROFESSIONAL HEATING & PLUMBING INSTALLER

cartridge can be fully removed, it’s easy to clean using the bowl spanner provided. The mesh ﬁlter in the cartridge can also be checked for blockages. If you’re retroﬁtting to

How many radiators can one boiler filter take?

a particularly dirty system, however, we’d advise servicing and cleaning the ﬁlter after the ﬁrst month of installation, and then annually thereafter.

Again, this will depend on model and brand, collection rate and capacity, but as a rule of thumb, an average domestic ﬁlter can comfortably service up to 15 radiators with normal contamination levels. For larger properties, it may be better to install a commercial or industrial sized ﬁlter for ultimate protection.

Can you powerflush through a BoilerMag? Yes. We’ve designed a Universal Flush Adaptor attachment that allows installers to carry out routine system flushes quickly and easily, by attaching flushing equipment to the filter, using it as the access point. Our flush adaptor is compatible with either screw fit or female cam lock hoses, and can be simply attached to the back of the BoilerMag port block, without fully removing the filter from the pipework. This allows flushing equipment from other leading manufacturers to be used in conjunction with it, too.

Where should I install the filter? It is advisable to install a filter on the return pipe to the boiler rather than the flow pipe. Doing this ensures that the filter provides maximum protection for the boiler by capturing any debris which may be circulating.

Does fitting a filter restrict the system flow? Most filters are designed to accommodate flow rates greater than the system flow, which means there is minimal loss in flow. Some filters, such as BoilerMag, are designed to maintain flow even when the magnetic core is fully loaded with contamination.

Can you dose chemicals through a boiler filter, and if so, how much can it hold? A ﬁlter is often a great place to dose chemicals; it’s usually easier to access than other points such as through radiators. You can dose through a BoilerMag domestic by removing the manual air vent on the top of the unit and adding chemicals in via this

opening. If you remove the magnet and use it just as a dosing pot, the ﬁlter can take a full 500ml bottle of chemical.

Can boiler filters remove non-magnetic debris too? Yes. As well as the magnet, the BoilerMag domestic also includes a no block mesh guard; this is a 0.5 micron mesh ﬁlter that is situated at the bottom of the chamber on the return to the system. The mesh will remove scale, pipe burr and ﬂux, and the gauze can be removed when servicing so that it can be cleaned off and re-attached with ease.

Are the washers rubber or fibre? The BoilerMag only uses high-quality rubber washers and seals for its isolation valves, port block and body threads. Spare seals are provided in every box for the installer’s peace of mind when servicing. There are also no O-Rings in the body of the BoilerMag ﬁlter. The ﬁlter has been specially designed to incorporate a mechanical joint, reducing the risk of part failure and leakage.

For more information about BoilerMag’s range of products, GO TO

www.rdr.link/PF113

PROFESSIONAL HEATING & PLUMBING INSTALLER JUNE 2019 35

TOOLS & WORKWEAR

GOING GREEN Roger Bisby gets the level on the latest green beam laser from Imex.

PHPI’s Plumbing & Bathrooms feature has an interesting piece from Dunlop on how THE selecting the right grout for a tiling project is as important as selecting the tile itself — APPROACH and if overlooked, can affect the entire aesthetic. Of course, it’s not only “good looks” that matter but also substance. Grouts need to look perfect, but must also be robust, durable, and suitable for the specifics of the installation — taking into account factors such as the size of the tile joint, the application (power shower, splashback, etc) and any other details, such as being antibacterial, hygienic/sterile or chemical resistant. According to Dunlop, a great answer for installers — and for merchants — is its ‘all-in-one’ GX-500 Flexible Floor and Wall Grout. Developed as a result of extensive R&D in collaboration with feedback from installers and builders nationwide, the product’s versatility is said to remove the need for different grouts within a single installation. It suits both the floors and the walls whilst its superfine formulation enables use with gaps as narrow as 1mm. In addition, its strength and flexibility also allows grouting of gaps as wide as 15mm. www.rdr.link.mg128 PLUMBING & BATHROO MS

VERSATILE

Choosing the right grout for a tiling project is as important as selecting the tile itself and if overlooke d, can affect the entire aesthetic. Dunlop explains more.

Selecting a grout

The ideal choice When selecting your tile grout, it’s not only Developed as a result of “good looks” that matter – it’s also substance. extensive R&D carried out Grouts need to look perfect, in but also be collaboration with feedback robust, durable, and suitable from installers for your specific and builders nationwide, installation, which is why Dunlop GX-500 it is crucial to choose offers a combination of a grout you can trust to previously unseen ensure your tiling properties to make it ideal looks great for years to for virtually any come. wall or floor installation. There are a number of factors Its versatility removes to take into the need for different grouts consideration including within a single the size of the tile installation: as Dunlop GX-500 joint, the application – power suits both the shower, floors and the walls. Its splashback, etc. – and any superfine formulation other specific enables use with gaps as features required, such narrow as 1mm, as being antibacterial, while its strength and flexibility hygienic/sterile or chemical also allows resistant, which grouting of gaps as wide will all determine which as 15mm. product to select. As for tile types and backgrounds, For many, especially tradespeople, Dunlop grout GX-500 suits any type of selection has been a minefield tile, including for years. porcelain and natural stone, Among the greater challenges on any type of has been the background. It is ideal for need to ensure that the dry and wet areas, shade of grout used indoors and outside, and on wall tiling matches that can even be used used on the floor in with underfloor heating the same room or area. systems and for This has been plywood overlay floors. problematic because floor tiling typically has The product is available much wider gaps than wall in eight colours – tiling, requiring Polar White, Jasmine Cream, different products to be Harvest Beige, specified. Sahara Sand, Conker Brown, This has changed with the Mist Grey, invention of Graphite Grey and Liquorice all-in-one grouts – such Black – plus as the Dunlop colour-matched Dunlop GX-500 Flexible Floor and FX-90 Silicone Wall Grout. Sealant. Its technologically enhanced

formulation ensures enduring good looks and a consistent colour with no patchiness or surface discolouration.

Keeping plumbers happy

Tilers and homeowners will welcome the 45-minute working time, which enables larger areas to be grouted with a single mix. In addition, as little as two to three hours drying is needed before a floor will bear light traffic, removing project delays and facilitating faster job completion. Clean-down is easy, with no tile haze, while the unusual smoothness also removes the chance of tile abrasion. Because all Dunlop products are manufactured under an approved quality management system it means we can offer a 10 year guarantee on all products, provided they are used in conjunction with the guidelines, product information and technical data sheets specified by Dunlop.

For more information,

GO TO

www.rdr.link /PF119

48 JUNE 2019 PROFESSIONAL HEATING & PLUMBING INSTALLER

Time for one of PHPI’s staples now, L and a product test from Roger Bisby — checking out the latest green beam laser from Imex. Roger says that whilst laser levels are a must have tool for most trades these days, the red beam can be very hard to see in bright light with the beam intensity dropping off dramatically over distance. Green beam lasers cost twice as much, but they offer twice the performance and, once you have grown accustomed to the green, it is hard to return to the red — you have crossed over to the light side. And by the way, truly admire the Star Wars reference here, we do. Roger says: “If you are comparing it to a bog standard cross hairs, this may be a pricey laser, but compared to a rotating laser it is dirt cheap and, to my mind, it is a better tool because the three, 360° lines with an off-set for the up and over beam give you three uninterrupted lines simultaneously, which the rotating does not. Add to that the battery life is better when you don't have to spin a motor.” www.rdr.link.mg129

Over recent months, PHPI has worked incredibly hard to develop its presence online. The plumbing & heating community seems to be especially active on Twitter and the mag has built up a sizeable following, engaging in regular discussions on key industry issues in addition to ‘life, the universe and everything’! An important element of the magazine’s online engagement is via #TradesTalk — a social media phenomenon which centres on a weekly Twitter chat. The debate is wide-ranging and has addressed issues from van security to mental health and industry diversity. A number of merchants are already active participants, so please feel free to join in the discussion every Tuesday by following @TradesTalk on Twitter.

www.professionalbuildersmerchant.co.uk

aser levels are a must have tool for most trades these days, but the red beam can be very hard to see in bright light, and the beam intensity drops off dramatically over distance. Green beam lasers cost twice as much, but they offer twice the performance and, once you have grown accustomed to the green, it is hard to return to the red – you have crossed over to the light side. Of course, you can increase the range of any laser with a target or a detector and, unless you are working indoors all the time, you will probably need a detector at some stage unless, like me, you return to site when the sun goes down to do the setting out and establish datum lines. Having said that in bright, cloudy – but not sunny – conditions, you can often manage with just the target. If you are comparing it to a bog standard cross hairs, this may be a pricey laser, but compared to a rotating laser it is dirt cheap and, to my mind, it is a better tool because the three, 360° lines with an off-set for the up and over beam give you three uninterrupted lines simultaneously, which the rotating does not. Add to that the battery life is better when you don’t have to spin a motor. when I move a level, but The battery on this unit I often wonder how it gives an amazing would survive if it happened 45 hours on a single beam, to be dropped. I and around half wasn’t about to try it but that on the three beams. Imex says it is the It comes with a group winner in a one metre rechargeable Li-ion and drop test. What it a holder for alkaline doesn’t say is whether it batteries, so you have options. was locked at the time. The lock is a great I am very careful with laser thing and I was levels, and amazed to find that almost obsessive about not all laser levels have locking the pendulum one, but it can also be a curse. I loaned this to

“Green beam lasers cost twice as much, but they offer twice the performance and, once you have grown accustomed to the green, it is hard to return to the red.”

a tiler for a week and he made the schoolboy error of taking a line with the pendulum locked. The trouble is that it was so close to being level he didn’t notice it until he had four tiles up and stood back. This is one of those things you learn quickly, and the difference with the swinging self-levelling line is very obvious once you know. However good a laser is, I know I’m not alone in instinctively reaching for my spirit level just to check when I am using a laser level. A second opinion is always welcome, particularly when the cost of getting it wrong can be an extra half a day of time wasting rectification. We have all been there and it is such a nice feeling when you put the spirit level up and it is spot on.

For further information

GO TO

from Imex,

www.rdr.link /PF124

62 JUNE 2019 PROFESSIONAL HEATING & PLUMBING INSTALLER

# CORNER In this month’s review of #TradesTalk, Kelly Newstead explores a recent conversation around women in the trade.

n this month’s #TradesTalk corner we will be looking at the recent discussion which focused on women in the trade. This is a topic which has been growing in popularity and has also been rife with debate. But, the facts remain that the number of women entering trade roles is still significantly lower than that of their male counterparts. Why is this? The answer is multifaceted and many will debate the issues they believe as to why this number is so low. This is exactly where question one of the #TradesTalk discussion began, asking the community: “Do you think there are any barriers to women working in the trades, and if so, what are they?” Answers honed in on the fact that it is not always seen as a ‘traditional’ job for women and the facilities simply aren’t there – toilets and workwear, for instance. Breaking down stereotypes was another issue, as well as schools that don’t encourage people into trade jobs and the fact that depictions of trades on tv and media outlets, usually tend to be male. This was summed up nicely by the female led plumbing company, Stopcocks:

Next up #TradesTalk asked if anyone had advice for young women who might be interested in starting a career in the trades. Importance was placed on finding a good apprenticeship course, as well as a willingness to learn and having confidence in your own ability. A great response came from Elizabeth (@Liz_365concrete) explaining:

Workwear was a topic briefly mentioned in last month’s discussion, but it was something that was expanded upon in this conversation. The question was asked “Where do women in construction get their workwear?” In relation to overcoming obstacles, many well-known brands were mentioned such as Dickies, Jobman Workwear and Engelbert Strauss, and it was encouraging to see that there was workwear specifically designed for women’s body shapes. However, some still believed that finding correct and comfortable workwear for women was still an issue. This was something brought up by Get Her Trade (@gethertrade):

What does remain clear throughout, however, is that while steps are being made to ensure that women have access into the trades, obstacles do still remain in place. There are many great initiatives to combat this and encourage more women to enter the industry. One of these is the Women Installers Together Conference which will return this year, being held on 4th July at The Building Centre, London. The event aims to bring together women from the industry so they can share their experiences and promote positive change. Tickets are available at witconference2019.eventbrite.co.uk and more information about the event can be found at phpionline.co.uk.

#TradesTalk can be found on Twitter, Facebook and Instagram by searching @TradesTalk

PBM JULY/AUGUST 2019 59

POINT OF SALE

The grand tour Calling in at the inaugural event, PBM gives the lowdown on the Medite Smartply summer roadshow.

ack in early June, PBM made the short trip from its Watford base to Lavers in Borehamwood for the inaugural stop on Medite Smartply’s national summer tour of merchants and timber distributors. Punctuating the gloom of the ominous grey skies above, the aquatic bluegreen hues of a resplendently-liveried Citroen Relay — offering free bacon butties and refreshments — and a pair of equallystriking gazebos, which featured product samples and brochures alongside the chance to win spot prizes at the ‘OSB oche’ darts competition, provided a welcome distraction from the impending downpour. The timber panel manufacturer is taking to the road to speak with potential trade customers and merchant branch staff alike, outlining a number of its more recent product launches and giving construction professionals the chance to meet with the firm’s local technical sales managers. In recent months, the company has launched a number of new timber panel

products for a “whole host of industries and needs”. These include the ‘Ultima’ OSB, ‘StrongDeck’ for mezzanine flooring and ‘SiteProtect’ hoarding for site safety and security. The tour will see the company’s road trip van visiting distributors and key customer locations, taking in branches of Parkers, Elliotts, Lathams, Ridgeons, Beesley & Fildes, Meyers and Timbmet, alongside many others. Heading around the country into Scotland and also crossing over to Ireland, the tour will end in October — dates have, however, been left purposefully clear for other merchants to request a visit where scheduling permits. With free bacon rolls, tea and coffee for all who visit the van at any location, attendees can also take part in games and competitions for chances to win instant prizes. In addition to the marketing collateral available in the branded gazebos, signs and posters are available for use at the trade counter to advertise the visit in advance and on the day itself.

“We’re very excited to be embarking on this, our first ever Medite Smartply tour,” said Sales Director Richard Allen. “Medite Smartply leads the way in the development of technically advanced timber panels and the purpose of this tour is to connect with our regional customer bases, and demonstrate how our products can provide the solutions for their construction challenges. “We have launched some truly groundbreaking new products so far this year that have the user at the very heart of the development process. For us, no matter the industry, it’s all about the challenge and how we can help you to overcome it. Our dedicated R&D team have created timber panel solutions — using the world’s most sustainable building material — for offsite, warehousing and logistics, housebuilding, and even extreme weather conditions. “There is no challenge too big for us: let us help you to achieve your goals — let’s do the right thing, together.”

“The timber panel manufacturer is taking to the road to speak with potential trade customers and merchant branch staff alike, outlining a number of its more recent product launches and giving construction professionals the chance to meet with the firm’s local technical sales managers.” ■ For more information, on Medite Smartply’s latest product launches and its summer merchant tour, enter the shortcode www.rdr.link/mg130

60 PBM JULY/AUGUST 2019

VAN VAULT ALWAYS VAN VAULT Van Vault has launched its first ever ‘consumer campaign’. The ‘Always Van Vault’ campaign has been created to drive awareness of the new Van Vault vehicle range which launched in March. The online campaign features creative video and digital activity as well as genuine Van Vault customers highlighting how it fits into their working lives. A support package has also been created to support Van Vault’s national network of merchants to help drive the campaign and deliver sales in store.

DICKIES 2019-20 CATALOGUE Featuring a new layout plus 17 new products, the Dickies 2019-20 catalogue also includes a selection of t-shirts and shorts for the summer season. The catalogue is over 300 pages and the new design aims to make it simple for tradespeople and stockists to use. Footwear products have been split according to safety classifications, while other sections include hi-vis, trousers and shorts, tops and outerwear. New products include the Dickies GDT Premium Shorts, which are said to be lightweight and easy to coordinate with other items in the range and boast practical features such as hardwearing Cordura pockets, plus wide belt loops and hip pockets.

GRANT UK PACKAGED SOLUTIONS ROADSHOW Throughout the summer, Grant UK is going on tour to take its ‘package heating solutions’ to merchants and installers up and down the country. The firm’s display van has been completely revamped with a wider selection of products now on board and the Roadshow runs until the end of September. The refurbished display van will be heading to various venues throughout England, Scotland and Wales to visit merchants and installers and, at all of the Roadshows, two members of Grant UK’s Sales Team will be on board to welcome visitors.

NORBORD ENGINEERED WOOD PANELS PRODUCT GUIDE

FREEFOAM BUILDING PRODUCTS THE COMPLETE CLADDING SOLUTION Highlighting the wide range of applications and options cladding offers, Freefoam’s latest brochure features all the PVC-UE cladding products within the range and provides detailed information on colour options, board dimensions, fitting trims and technical data. Showcasing benefits such as ease of installation and low maintenance, the publication also highlights how the cladding can help improve the energy efficiency of a home when fitted with insulation.

PRIMAFLOW F&P REWARDS INITIATIVE With this year’s scheme said to offer customers a wider range of rewards, Primaflow F&P’s ‘Rewards’ initiative will see independent merchant customers earn points for every £1 spent, across all product sectors until 30th September. These points can then be redeemed for a range of rewards — from personal items such as iPads, TVs and fashion accessories, to team events and luxury breaks, both in the UK and abroad. Rewards can be claimed ‘as they are earned’ meaning customers can enjoy multiple reward items throughout the redemption period whilst those who signed up last year have been automatically enrolled into this year’s initiative.

Norbord’s Engineered wood panels product guide comes in an A5 booklet and contains information on panels in the SterlingOSB Zero, CaberBoard and CaberWood MDF portfolios, including detailed technical product data and installation advice. The guide also highlights different applications, including roofing, flooring, walling, timber frames, hoarding, shopfitting, and furniture among others such as moulding and packing. It also includes contact information for general enquiries and technical expertise. For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mf131

www.professionalbuildersmerchant.co.uk

PBM JULY/AUGUST 2019 61

PRODUCTS & SERVICES ALPHACHEM PURE ANTI MOULD SILICON Designed specifically for sanitary sealing and areas of high humidity, AlphaChem has launched Pure Anti Mould Silicone. To help keep black mould at bay, the product is said to have higher levels of anti-fungal additive than conventional sanitary silicones which are introduced during the manufacturing process and enable the product to come with a 10-year guarantee. Pure Anti Mould Silicone is available in colours including white, clear and ivory and is part of the AlphaChem range of products available from Cromar.

AIRFLOW DEVELOPMENTS ICONSMART Reportedly the first app-controlled range of modular fans, Airflow has launched iCONsmart. The IPX5 rated axial fan is said to offer simple installation and provides users with air quality insights to help identify issues and ensure a healthy indoor environment. The iCONsmart is a modular residential ventilation solution with connected capabilities and features a smart integrated flow sensor that will automatically adjust to the specific installation situation. The iCONsmart is also linked to the myAirflow app that provides an interface for contractors and users. The new range includes the iCONsmart 15, 30 and 60, which provide adjustable flow rates of 15 - 23 l/s, 30 - 47 l/s and 60 – 90 l/s respectively.

DULUX TRADE DIAMOND MATT AND DIAMOND EGGSHELL To help trade professionals achieve longer lasting results, Dulux Trade has launched new-to-market formulations of its Diamond Matt and Diamond Eggshell paints. The new formulations reportedly reduce the risk of flashing and picture framing, and the two emulsions now feature anti-fade technology which protects colour pigments to slow down the effects of UV rays and pollutants. Part of the Dulux Trade Diamond range, they provide protection against scrubs, scuffs and stains as well as stain repellent technology that is said to mimic the water-resistant properties of leaves to repel wet stains.

LAKES BAY With product names inspired by the bays of Britain, Lakes has launched Bay series. The range benefits from features such as soft closing doors, branded hardware, interlocking caps, concealed covers and an aluminium finish. As with all of Lakes’ products, Bay also benefits from PureVueHD low iron glass and AllClear stay-clean glass as standard. The new series will be a rolling launch, starting with the Carradale Hinged Door and the Bay Side Panel, followed by the Sandown Slider, St Ives Double Door Quadrant and Bracklesham Single Door Quadrant.

MIRA SHOWERS FLIGHT LEVEL Specially designed to accommodate the entire family’s needs, Mira Showers has launched a 25mm, low-level shower tray — the Mira Flight Level. As with all products within the firm’s Flight range, the tray is made from acrylic-capped resin stone, is scratch and chip resistant, and features BioCote technology to reduce bacteria and mould growth by up to 99.9%. End-users can even choose the Flight Level in a Welsh Slate style as 3D-printing technology enables Mira to replicate the slate material to provide a realistic shower tray design. The Flight Level’s removable waste trap — which has been discreetly designed into the side of the tray — ensures chemical resistance and water tightness, and has been specially designed to prevent blockages and leakages.

62 PBM JULY/AUGUST 2019

HANSON SAND CEMENT MORTAR To meet the specification for UK housebuilders, Hanson’s Sand Cement Mortar has a new formula and is now classified as M6. It has also been joined by a high strength M12 version, providing a product said to suit all applications. Hanson’s Sand Cement Mortar is a general-purpose mortar ideal for patching, rendering, bricklaying, pointing and general repairs. The M6 specification is available in 5 and 20kg bags, while the M12 comes in 20kg bags. Both products are available in new-look, weatherproof packaging in a bid to give them a longer shelf-life. The bags also feature orange branding to make it easier to differentiate from the rest of the Hanson packed products range.

SIKA EVERBUILD EB25 This year celebrates Everbuild Building Products’ 25th anniversary and to mark the occasion, the company has launched EB25. Suitable for use both indoors and outdoors, EB25 can reportedly be used on virtually any material in most weather conditions as well as underwater. EB25 also has the added benefit of being certified for use in sanitary and food preparation areas and once cured is resistant to mould, temperature extremes, chemicals and more. It is available in 300ml cartridges in four colours — white, black, clear and grey — and packed into fully printed display boxes for maximum effect on the shelf.

FIBO NEW DESIGNS Nine designs have been added to Fibo UK’s existing range of panel designs and colours. This includes marble and natural stone effects as well as soft greens and neutrals along with four further panels — sea blues and greys — that were previously only sold in Europe. The introduction of the new designs coincides with a refresh and rebranding of Fibo’s collections: Scandinavian Tile Effect, replacing Marcato; Contemporary Tile Effect, including previous Classic and Colour Splash ranges; as well as Signature and Timeless.

DUNLOP LARGE FORMAT AND NATURAL STONE ADHESIVE Suitable for installing porcelain, ceramic or natural stone tiles in external areas such as patios and terraces, Dunlop has introduced its Large Format and Natural Stone Adhesive. The adhesive is pourable and rapid-setting in only three hours and promises to be water and frost resistant. It can be applied up to 25mm thickness which is said to make it ideal for fixing tiles/slabs of uneven thickness and uneven surfaces. The adhesive is also semi-pourable meaning it’s easy to get from bucket to floor and is available in eight different colours.

RST TOOLS RBP002 MOBILE TOOL BACKPACK When vehicular access to a jobsite is not available, RST Tools has launched the RBP002 Mobile Tool Backpack. The backpack allows the user to carry it by shoulder straps, top carry handle or adjustable handle for use when being wheeled. It also features a laptop pocket, detachable 26 pocket tool holder, closed and open side pockets, tough loops on the front to hold long tools and Velcro straps to hold larger items or plans. The backpack has been specifically designed for trades working in cities and high-rise residential and office blocks, where access to the job is limited.

PJH BENITA Completing the roll out of its fully assembled “One Box” bathroom furniture solution, PJH has launched a ‘modern classic’ range of fitted bathroom furniture called BENITA. The new range is fully fitted and complements the Bathrooms to Love portfolio of bathroom furniture. Replacing the previous ‘Fresco Classic’, BENITA is available in three colours, Indigo Ash, Grey Ash and Satin White Ash, and teamed with brushed chrome handles. Options include a 600mm vanity unit, 600mm WC unit, 300mm tall unit, wall and base units, and a 600mm mirrored wall unit.

PURDY ACCESSORIES Aimed at boosting productivity and to make life on site easier, Purdy has launched a range of new products for the Purdy Dual Roll-Off Bucket. The new accessories include a new Roll-Off Bucket Lid that clips on top of the bucket to allow decorators to store paint between coats or overnight and a new 18” Paint Tray which can double as a lid. Dual Roll-Off Bucket Liners have also been added which aim to make clean up and colour changes easier on sites with no water supply, whilst a Bent Pole Scraper, Carbide Scraper and 4.5 and 6.5inch Parrot Jumbo Mini Rollers have also joined the line-up.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mf132

www.professionalbuildersmerchant.co.uk

PBM JULY/AUGUST 2019 63

ADVERTISEMENT INDEX

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

Kohler Mira Ltd ...................................................page 17

Alumasc Exterior Building Products Ltd ...........page 42

Long Rake Spar Co. Ltd ......................................page 5

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

MAM Software Ltd ...............................................page 4

Bathroom Manufacturers Association ..............page 18

Marley Ltd ...........................................................page 11

Blue Rock Systems Ltd .....................................page 40

Merlin Business Software Ltd ............................page 37

BMI Group ............................................................page 2

Norbord Europe Ltd .............................................page 7

BMI Group ..........................................................page 15

Premdor ..............................................................page 47

Border Merchant Systems Ltd ..........................page 36

Saniflo Ltd ...........................................................page 51

Brian Hyde Ltd ...................................................page 27

Setcrete ...............................................................page 33

Brian Hyde Ltd ...................................................page 30

Stakapal Ltd .......................................................page 30

BSW Timber Ltd ...................................................page 6

Stelrad Radiators ................................................page 44

Builders Merchants Federation .......outside back cover

Toolstream Ltd ....................................................page 37

Combilift Ltd .......................................................page 27

Ubbink (UK) Ltd ..................................................page 34

ERA .....................................................................page 21

VIP Polymers Ltd ................................................page 53

Everbuild Building Products Ltd ..............bound outsert

Visqueen .............................................................page 23

Filplastic UK Ltd .................................................page 30

Wickens Engineering Ltd ...................................page 29

Grant Engineering (UK) Ltd ................................page 48

Winn & Coales (Denso) Ltd ................................page 39

Isuzu Truck (UK) Ltd ...........................................page 24

Zircon Corporation Ltd .......................................page 40

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With Paul Davies

SHOVEL! SHOV EL! L

ON YOUR MARKS… Squads are star ting to retur n for pre-season tr aining and a r aft of fr iendlies and m ini-tour nam ents in all cor ner s of the globe. Yes — it is tim e to m ak e plans for next season’s PBM Evo-Stik Fantasy Football com petition! The transfer window has been relatively quiet at the time of writing, however that is certain to change over the coming weeks. We may even see defeated Champions League finalists Tottenham Hotspur sign a player or two — and Spurs fans will think that’s about time, given that their top six rivals are reported to have spent a combined half a billion since the lilywhites last made a signing! With Eden Hazard off to Real Madrid, it is not just Chelsea that will suffer. The mercurial Belgian could sometimes frustrate, yet his combined total of 31 goals and assists (16 and 15, respectively) saw him as a ‘must have’ in many a fantasy team last year. Our table shows how his closest challengers fared, and whilst most will clearly be contenders for your initial team picks, perhaps one or two of them are a little surprising — and may even help on the budget… With a tip of the hat to the excellent Fantasy Football Scout (FFS) website, it is always important to get your fantasy campaign off to a good start. FFS has crunched the numbers to work out which sides have the ‘easiest’ initial fixtures and suggest that Everton and Bournemouth are amongst those who should get off to a flyer. We very much liked the look of Lucas Digne last season, and this is perhaps another reason to consider the Dad’s Army duo of Wilson and Fr aser … K eep an eye on all the incom ing tr ansfer activity, ready to pick your PBM / Evo-Stik fantasy football team in tim e for the season’s star t on Fr iday 9th August. As ever, there are some great prizes to be won — courtesy of our wonderful sponsor Evo-Stik — whilst the usual opportunities await to secure in-branch bragging rights over your colleagues behind the counter and other merchants nationwide. Add to the fun by creating a works mini-league! Goals

Assists

Total

Eden Hazard

Chelsea

Mohamed Salah

Liverpool

Sergio Agüero

Man City

Pierre-Emerick Aubameyang

Arsenal

Raheem Sterling

Man City

Sadio Mané

Liverpool

Callum Wilson

Bournemouth

Jamie Vardy

Leicester

Paul Pogba

Man United

10=

Harry Kane

Spurs

10=

Alexandre Lacazette

Arsenal

10=

Ryan Fraser

Bournemouth

The PBM / Evo-Stik Fantasy League kicks off on Friday 9th August! Keep your eyes peeled for updates via www.professionalbuildersmerchant.co.uk or @PBMmagazine on Twitter, ready to pick your team at www.pbmfantasyfootball.co.uk soon!

TTING E S T ASTES HESIVE F E H T D

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HOLDS 300KG

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