Professional Builders Merchant November 19 by Hamerville Media Group

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2019

MONTHLY TRENDS MONITOR

INFORMATION TECHNOLOGY IT systems to help you sell more

REPAIR, MAINTENANCE & IMPROVEMENT Loft conversions, renovations and garden makeovers

TOOLS, FIXINGS & ADHESIVES Supplier support and time-saving tools

Plus: News, Parkers/Chandlers merger, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Competitive edge

CONTENTS INFORMATION TECHNOLOGY 29

MAINTAINING CONTROL Why Grant & Stone selected K8 for its new timber branch.

SEAMLESS SHOWROOMS Integrated quotation software for merchant K&B showrooms.

SERVICE STATION How a new materials procurement app for the trade is built on merchant sector support.

IT ROUND-UP

November 2019, Volume 29 No. 10

REPAIR, MAINTENANCE & IMPROVEMENT 41

HIGHER EDUCATION Suitable insulation choices for loft conversion projects.

JOINED-UP THINKING Porcelain paving options for the home and garden.

CHANGING THE GUARD Market growth in ‘lead alternatives’ for waterproof flashing.

CAUGHT IN A TRAP? Assessing an alternative trap design said to provide a space-saving, high-performance solution to an age-old problem.

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

TOOLS, FIXINGS & ADHESIVES 56

A DAY IN THE LIFE… Outlining the training services and day-to-day merchant support on offer from Dunlop.

PLAYING THE ANGLES A plumbing professional gives her verdict on the latest Bosch Professional X-Lock Angle Grinder.

BEAT THE CLOCK Time-saving solutions for your trade customers.

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

SPECIAL REPORTS 14 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

REGULARS

5 6 8 10 11 12 21 22 25 26 66 68 70 72 74

VIEWPOINT NEWS MERCHANT FOCUS FACE TO FACE PEOPLE NEWS NBG BUYING BETTER TRAINING FOCUS BMF TRAINING ZONE MARKET MONITOR SUPPLIER PROFILE PB TOP PRODUCTS & CAMPAIGNS PHPI TOP PRODUCTS & CAMPAIGNS POINT OF SALE PRODUCTS & SERVICES ADVERTISEMENT INDEX

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18 CENTENARY CELEBRATIONS Marking 100 years of the Redland brand.

COMPETITIONS 75 EVO-STIK FANTASY FOOTBALL Meet Liverpool’s new goalkeeper…

PBM NOVEMBER 2019 3

VIEWPOINT

Tough on crime

new survey from the Federation of Master Builders has presented some alarming figures which highlight the extent of a veritable tool theft epidemic. Its findings show that a staggering 83% of UK builders have been victims of tool theft, with some having lost more than £20,000 worth of tools in the past ten years. The survey results reveal that more than one in three incidents involved theft from vans (38%) and theft from sites (34%), whilst 7% of respondents had their tools stolen from a shed or garage at home. 3% of incidents even saw tools stolen from inside the home. According to the FMB, 78% of builders had tools stolen in the past ten years and the most common value of loss was £2,500. One in ten had at least £10,000 worth of tools stolen, and 2% quoted at least £20,000. Almost a third of those to have experienced tool theft in the last decade said they had lost one to two working days whereas 16% missed out on two to five days’ pay. A troubling 7% indicated that tool theft (perhaps as a result of significant damage to their vans) had kept them off the job for more than five days. Beyond the obvious financial implications, tool theft is taking its toll on the trades’ mental health. 15% said the experience had caused them to suffer from anxiety, whilst ‘depression’ was cited by more than one in ten. Some even reported experiences of panic attacks and suicidal thoughts.

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

NOVEMBER 2019

MONTHLY TRENDS MONITOR

INFORMATION TECHNOLOGY IT systems to help you sell more

REPAIR, MAINTENANCE & IMPROVEMENT Loft conversions, renovations and garden makeovers

TOOLS, FIXINGS & ADHESIVES Supplier support and time-saving tools

Plus: News, Parkers/Chandlers merger, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Competitive edge

“Almost a third of those to have experienced tool theft in the last decade said they had lost one to two working days whereas 16% missed out on two to five days’ pay.” Responding to the findings, Brian Berry, Chief Executive of the FMB, said: “Decisive action is needed. The Government needs to look into tool theft and consider the need for the introduction of tighter regulations around selling second-hand tools, and greater minimum fines for those convicted of tool theft.” It is an issue that has a number of implications for merchants, and there are many ways in which they can help their

customers enhance security and protect their tools in vehicles or on site. The extent of the problem, though, is horrifying and despite the efforts of many in the industry to develop solutions — from manufacturer initiatives to a number of installer-led campaigns — perhaps a more powerful intervention is ultimately required. As Brian says: “Tool theft is not a victimless crime and stronger government action is needed to help tackle this growing problem.”

■ Over the last couple of issues, PBM has been implementing a replacement for the traditional paper ‘Readerlink’ enquiry card with a brand new service designed to provide readers with a much faster way of finding out additional information on the topics, articles and new products featured in the magazine. Much of our editorial content now features a bespoke, shortcode URL — www.rdr.link — followed by a unique five-digit code. Entering the URL into your browser will take you directly to relevant, supplementary information on the item or topic you have been reading about — for example, videos, downloadable reports, technical guides, brochures, ‘bonus’ content on the PBM website and much, much more. We hope you find this new service useful.

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

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rdr.link

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

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PBM NOVEMBER 2019 5

NEWS UPDATE New members for the BMF

BSS has been announced as the BFF’s newest merchant member. Part of the Travis Perkins Group, the pipeline and heating solutions specialist can trace its history back more than 110 years and operates 60+ branches across the UK and the Republic of Ireland. Independent Slate Supplies has also recently joined the BMF. Based in the Cornish town of Saltash, the specialist importer and distributor of natural slate for roofing, sills and flooring will also host the first BMF Regional Training Centre — a ‘mini Regional Centre of Excellence’ that will afford meeting and training space for smaller, local groups. This reflects the BMF’s localisation strategy to develop ways to engage with members closer to their home base and reduce the amount of time staff need to take away from the business to attend. Richard Jones, BMF Regional Manager, said: “It’s great to see such a well-known supplier based here in the South West joining the BMF and immediately getting involved. I am looking forward to utilising the impressive facilities that ISS has created at its Head Office as our first BMF Regional Training Centre. This is an ideal location for members from south Devon and Cornwall to use for BMF Training Courses in the future.”

TRAVIS PERKINS PLC ANNOUNCES Q3 RESULTS & PAUSES P&H DIVESTMENT

TP makes “continued progress” Announcing its Q3 2019 trading update, Travis Perkins plc cites “resilient trading and continued progress in uncertain market conditions”. The company declared that its merchanting businesses “continued to outperform in challenging market conditions” and noted “excellent growth in Toolstation UK”. Within the report, the Group revealed a strong performance for Wickes across both its core DIY category and Kitchens & Bathrooms, but said that the demerger from the group remains “on track for Q2 2020”. The planned divestment of TP’s Plumbing & Heating division has, however, been paused “primarily due to market uncertainty”. Total Group sales grew by 3.8% in Q3, and by 3.4% on a like-for-like basis. The report continued: “Despite the wider building materials distribution market softening since mid-year, the Group’s Merchanting businesses delivered like-for-like growth of 1.6%” with the Travis Perkins brand specifically showing

“encouraging like-for-like growth of 2%, demonstrating continued market share gains, particularly in heavyside categories.” Nick Roberts, Chief Executive, commented: “The plan to simplify the Group’s portfolio of businesses remains the right one, with good progress made through the quarter towards reducing cost and complexity and enabling greater focus and more disciplined capital allocation to our advantaged trade-focused businesses. “The Group delivered a solid performance in Q3, despite trading conditions becoming incrementally more challenging through the course of the summer as a result of the ongoing market uncertainty. Though the Group maintains a cautious outlook for the nearterm, full year performance remains in line with our expectations.”

Encon launches new division The Encon Group has expanded its portfolio with a new division, Encon Construction Products, which sees the company aiming to become the UK’s ‘distributor of choice’ for six key product categories — masonry components, concrete and reinforcement, waterproofing, construction chemicals, geotechnical and groundworking products. Vaughan Taylor will head up the new division as National Sales Director, while Ed Matthews takes on the role of Business Development Director with both bringing a wealth of experience to their roles. The pair will be supported by a dedicated team of

specialists from across the Group, offering services across the UK through Encon’s Dundee, Glasgow, Leeds, North West, Cardiff, East London, West London, Bristol, and Plymouth branches.

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

WILF NOBLE PROMOTED FROM H&B DEVELOPMENT GROUP

Graduation day H&B Development Group member Wilf Noble has become the latest graduate to the H&B’s primary group. The Development Group was conceived to help small-to-medium sized independent merchant businesses to take advantage of H&B’s buying deals and business support “to grow turnover, profitability and professionalism” whilst providing a pathway to membership of the main buying group and its additional benefits. Operating from a single branch in Whitby, Wilf Noble was one of the first Development Group members and has grown its turnover and proved its deal compliance to make it “the ideal candidate for promotion.” Catherine Noble, Managing Director, said: “Joining a buying group was a big step for us as an independent family-run business but as soon as we joined, we knew we had made the right decision. The feel of the group, the professional culture, has really helped us through the process. The whole H&B team has helped, guided and developed us through the whole process and being able to speak to fellow members who have been there, done that, has been a great advantage for us.

“We are definitely buying smarter (with) more full loads, better deals and new suppliers. As well as better delivery terms and deals, we have had improved allocations of key products. We are really excited to be joining the main H&B Group and looking forward to making a strong contribution to the Group to help grow everyone’s businesses.” A new concept for the merchanting industry, the Development Group offers “carefully selected smaller merchants access to offers to a vast range of negotiated deals and a strategically mapped route to growth and success.” With a number of structures and strategies in place to help members achieve the turnover required to take them to the next level, the H&B management team aims reach a maximum of 25 Development Group members.

Help for Heroes A campaign to support Help for Heroes has been launched by Chandlers Building Supplies. The merchant has a number of ex– forces personnel working throughout its business and will donate a percentage of sales from its Help for Heroes thermal gloves to the charity during November and December. Charlie Field, formerly of The Royal Engineers, joined the firm earlier this year. He said: “The number of people leaving the armed forces every year is astounding. Many need ongoing support and Help for Heroes is

there for them. As a veteran I am very pleased that the business I work for is supporting Help for Heroes — it shows that it values my service and those of other veterans throughout the country.”

Charlie Field

a @PBMmagazine

Golf Classic Finale This year’s Golf Classic reached its epic conclusion at The Belfry on Friday 27 September. 32 golfers representing the full spectrum of the UK construction industry played the PGA Course at the luxury golf resort, having won through five rounds to compete in the final. Following a closely contested final, the winning team of Steve Hodgson and Colin Trestrail narrowly edged out brothers Gary and David Fountain. David also scooped the prize for Longest Drive, whilst MKM’s Chris Barnes won Nearest the Pin. Visit www.thegolfclassic.co.uk for details on how to take part in next year’s contest!

Stan James, MD of main sponsor Marley Plumbing and Drainage, presents Steve Hodgson and Colin Trestrail with their prizes

New showroom for TG The Tudor Griffiths Group’s merchant branch at Chartwell Park in Bridgnorth has recently been expanded to create a new ‘TG Dreams’ kitchens and bathrooms showroom, covering 300 sq m over two floors and featuring six full-sized kitchen displays and ten full-sized bathroom displays. Creating two additional jobs, TG Kitchens and Bathrooms Manager Ben Jones said: “This development follows hot on the heels of new showrooms at our Oswestry and Northwich builders’ merchants, and given their success, we’re anticipating the Bridgnorth showroom will be just as popular.”

MERCHANT FOCUS PBM takes a closer look at two major recent deals in the merchant sector, with the merger of Chandlers and Parkers in addition to Grafton’s sale of Plumbase both illustrating a shifting pattern of ownership and investment in the industry.

Trading places W ith the support of ‘strategic partner’ Cairngorm Capital, the merger of Chandlers Building Supplies and Parker Building Supplies results in an enlarged company operating from 37 branches, stretching from the Midlands to the South East, with combined revenues of £180 million and over 750 employees. Benefitting from a “highly complementary product range” and no overlap in branch locations, the merger is described as “strategically important” and “prompted by the existing shareholders’ desire to take the business to the next level” whilst offering both companies the opportunity for geographic expansion and to extend their product ranges. Andrew Cope, Chandlers’ Managing Director, will join the board of the new combined company as a Board Director whilst the senior management teams of both companies will come together under the leadership of Chris Maityard, Parkers’ Chief Executive, to scale the business and generate further growth, “ensuring that the company fulfils its potential”. Chris said: “Our company is at a really exciting point in its development and is ready to capitalise on the numerous growth opportunities available to it. We have ambitious plans to fulfil but are able benefit from strong investor support, exceptional products, first-rate employees and a well-deserved reputation for superior

8 PBM NOVEMBER 2019

Plumbase sold by Grafton

service. I look forward to the next phase of its development.” Andrew added: “This merger is exciting and will deliver great things. I am looking forward to joining the Board of the wider business and working together with the Parkers’ Directors to develop the longterm strategy and future direction of the new company. We are completely aligned in our ambitions for the company and how we achieve them, as well as having a shared approach to product excellence and outstanding customer service.” Established in 1993, Chandlers’ 14 branches generated revenues of around £60 million. Acquired by Cairngorm Capital in early 2018, Parkers, together with its sister brands Stamco and Fairalls, is part of what is said to be the largest independent builders’ merchant group in the South East. From its base in Polegate, East Sussex, the group’s 23 branches (serving Surrey, Sussex and Kent) delivered combined revenues of £120 million.

Completed on 1 October 2019, Grafton has sold Plumbase to Plumbing and Heating Investments Limited (PHIL) for an “enterprise value of £66.75 million”. Trading from a network of over 160 branches, Plumbase was recognised as the country’s fourth-largest plumbing and heating merchant and could trace its roots back more than 150 years. Part of the Grafton Group since 1994 and trading under the Plumbase name since 1998, the business generated sales of £257.8m and operating profit of £6m for the year ended 31 December 2018. Gavin Slark, Chief Executive Officer of Grafton Group plc, commented: “The sale of Plumbase to PHIL secures future opportunities for Plumbase, its employees and other stakeholders as part of an enlarged specialist plumbing and heating business. This transaction represents a very positive outcome for Grafton and enables us to continue to focus our capital and resources on attractive growth opportunities that generate appropriate returns for our shareholders.” Plumbing and Heating Investments Limited is a sister company of Knutsfordbased electrical wholesaler, Edmundson Electrical and already lists Plumbcity, HPS and GB Willbond amongst its specialist merchant brands.

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FACE TO FACE

Snows is an independent importer, processor and distributor of timber products, serving the UK timber & builders’ merchant sector. Snows underwent a management buy out in March of this year which saw the Directors purchase the business from its previous owners, The Bradfords Group. Trading from two distribution centres in Andover (serving London, the south east, south west and south Wales) and Mansfield (serving the midlands, East Anglia, the north east, north west and north Wales), Snows operates a large fleet of various LGVs to offer customers a “first class delivery service”.

PBM speaks with Phil Jones, Sales Director at Snows Timber How did you get into the industry and to your current position? On leaving school I started out working in the retail trade and, around the age of 22, I was offered a sales position working for a fencing and shed manufacturer, Britannia Fencing. The firm distributed nationally and its main customer was Travis Perkins, who I ended up joining in 2004 after 16 years with Britannia. I worked in a variety of management roles for TP, including branch manager, regional account management and regional sales manager. In 2017, I was offered the position of Regional Sales Director with Snows Timber and subsequently became Sales Director, which is where I am today.

Q A

How do you feel the industry has changed in recent years, and what are the current challenges facing both the merchant sector in general and Snows in particular? The timber industry has not really changed as ‘people still trade’. For Snows, it is still about sourcing good quality materials at competitive prices and meeting customer demands in a volatile market. There are also more buying groups within the industry, thus strengthening the buying power of independent

10 PBM NOVEMBER 2019

merchants, however the internet is beginning to alter the way people trade and those in the building industry are turning more and more to pricing and ordering online. Merchants need to get on board with E-Trading if they haven’t already.

“The internet is beginning to alter the way people trade and those in the building industry are turning more and more to pricing and ordering online. Merchants need to get on board with E-Trading if they haven’t already.” Also, as we are currently in uncertain times, getting paid on time and in full for products is always a challenge with many small and large traders fighting to keep their heads above water.

What has been the biggest challenge of your career so far? Joining Snows has been my biggest challenge to date. The company was in need of a total revamp and this has been met with many trials and tribulations. We are not quite there yet and there is still room for improvement, but we have come a long way in the two years I have been here. We will always strive to get better, no matter where we are on the improvement ladder.

Q A

What has been the highlight of your career to date? I have performed various management roles both internally and externally, and still the greatest highlight is helping to develop people and see them grow within their roles and progress within the industry.

Q A

Where do you see yourself in five years’ time? In the same role but with a larger sales force equally as hungry and driven for success as the team we have in place now.

Q A

■ For more information on Snows Timber’s range of products and support services for merchants, enter the shortcode www.rdr.link/mj001

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PEOPLE NEWS

Affirming its commitment to its ‘merchant-only’ policy, Digby Stone has appointed an experienced new Area Business Manager to help its customers grow their sales. With over 20 years’ experience in the industry, Steve Clutterbuck will be working with Andy Williamson in areas such as assisting merchants to improve their displays whilst also delivering training to improve product knowledge across the sector. The business is also relocating its Felixstowe site to a new location within the port which doubles the size of its existing operation, enabling it to accommodate new products and ensure greater stock availability.

ERA has appointed Megan Parker as Marketing Assistant. With expertise in running her own small business, Megan will be managing the new ERA Installer Scheme and looking after the company’s social media. She said: “I am thrilled to be joining such a supportive and dedicated team and look forward to making a difference to ERA’s communications, particularly within my specialism of social media.”

Rebecca Williams has joined the Stelrad Radiators Brand Specialists team, looking after the company’s busy Midlands territory. She said: “I’m really enjoying the role and getting to know the teams at the national merchants in my area. I’m enjoying working in the heating sector and getting to know more each day about the radiator options available and why installers and specifiers choose certain radiators for their projects.”

Terry O’Hare has joined Permaroof as Regional Sales Manager for the south of England to help cement and further develop the firm’s presence in the region through strong relationships with both merchant stockists and installers. Terry, who previously worked at SIG Building Plastics/General All-Purpose Plastics (GAP) for 10 years, said: “This is an exciting time to be joining Permaroof. The company has big plans for the future and I’m looking forward to being part of those ambitions.” As part of its growth plans, the company is looking to fill a further four vacancies.

Paul Mallinson has joined JB Kind as its new Regional Sales Manager for London and the South-East, focusing on developing the existing strong relationships between the door distributor and builders’ merchants in the region, as well as forging new ones. With extensive experience in doors and timber, Paul has previously worked at brands including Leaderflush Shapland and Premdor.

Kudos Shower Products has promoted Keeley Haines to the position of National Sales Manager. Keeley joined the sales team just 15 months ago, coming with years of industry experience gained at brands such as Hansgrohe and Lecico Bathrooms. She now heads a team of eight area sales managers and reports directly to Sales & Marketing Director Nick Graville in this new position.

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PBM NOVEMBER 2019 11

NBG BUYING BETTER

The NBG Conference is back! As the annual NBG Conference fast approaches, we take a look at what partners, suppliers and guests can expect as they prepare to head to Glasgow from 19-20 November.

lasgow is famous for its thriving music scene, Billy Connolly and the fierce rivalry between Celtic and Rangers, but did you know Stan Laurel made his performing debut at the city’s Britannia Panopticon venue — one of the oldest remaining music halls in Britain? And now Scotland’s largest city is set to host the best NBG Conference to date, taking place at the Scottish Event Campus (SEC) later this month. The theme for this year’s conference is ‘Maximise Sales’ and both the Supplier Summit and exhibition will concentrate on supporting NBG partners and suppliers to do just that. The Supplier Summit will, as usual, kick off proceedings on the first day, with

“The theme for this year’s conference is ‘Maximise Sales’ and both the Supplier Summit and exhibition will concentrate on supporting NBG partners and suppliers to do just that.” 12 PBM NOVEMBER 2019

appearances from a roster of special guests and the new product showcase set to give a taster of what to expect from the exhibition. On the following day, the SEC will be housing 151 stands including offerings from eight new suppliers for this year. Delegates will have access to exclusive deals, a first-look at new products and the opportunity to network with like-minded partners and suppliers from the builders’ merchant industry. Once again, the end of the conference will be marked with a gala dinner and the results of the annual NBG Supplier Awards. As always, there will be an award for each of NBG’s Category Management Teams (CMTs) as well as worthy winners of exciting new categories being announced. This year’s conference will be supporting two charities, with proceeds from the Partners vs Suppliers football match and other fundraising activities across the duration of the event being split between The Rainy Day Trust and Macmillan Cancer Support. NBG Managing Director Nick Oates said: “We can’t wait to welcome our partners, suppliers and special guests to the SEC later this month. As always, we have a jam-packed couple of days planned, including

inspirational key-note speeches, the launch of some exciting new products and plenty of opportunities for our partners and suppliers to grow their networks. “We have a few new faces joining us this year, both suppliers and partners, and we’re very much looking forward to bringing them into the fold. See you in Glasgow!”

NBG NEWS ■ NBG has recently announced that two new partners have joined the group, Tinhay Building Supplies and Abbeygate Builders Merchants. ■ September was a busy month for sport as the NBG partners and suppliers took each other on at both cricket and golf. With the suppliers winning the cricket and the partners triumphing in the golf, the decider will be the football match at this year’s conference. ■ NBG partners continue to report growth as both County Building Supplies and Collier & Catchpole open new branches. ■ For more information, visit nationalbuyinggroup.com, find them on Twitter at @NBGLLP or on LinkedIn at National Buying Group.

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Merchants buoyant against declining market confidence The Pulse, MRA Research’s temperature-check on builders’ merchants’ confidence and prospects, is now in its fifth month. Since May 2019, we have spoken to a representative sample of merchants every month to track expectations and while the news headlines change on a daily basis, the consistency of monthly tracking reveals some underlying trends for today’s market and economic climate. Sales expectations Overall, merchants’ sales expectations month-on-month were stronger in September (net +49%) than August (net +19%) — see Chart 1. The outlook for September was strongest among small branches with <10 employees (+58%) and those in the North (+64%). Significantly more regional merchants (+65%) predicted better sales than independents (+35%) or nationals (+37%).

Sales expectations are similar year-on-year with a net +41% of merchants forecasting growth in September compared to the same month last year — see Chart 2. Merchants in the South (net +55%) and regional branches (+53%) were the most positive. The difference between the percentage of merchants expecting growth and those expecting a decrease is the net figure, expressed as a percentage. A positive net percentage indicates growth, while a net of zero implies no change. A negative net percentage indicates decline.

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TRENDS MONITOR Looking to the next three months, a net +27% of merchants expect sales to improve in September to November compared with June to August (Chart 3). Expectations were strong across the board with the exception of mid-sized branches (10-25 employees) — at a net +8% — and also merchants in Scotland (+7%). While a net -10% of independents forecast a drop in sales over the next three months, regionals and nationals anticipate better sales (net +31% and +43% respectively).

Confidence in the market Merchants’ confidence in the market continues to weaken month-on-month and year-on-year. Given the political state this perhaps is not surprising. With a stream of negative headlines on Brexit and the uncertainty of what actually happened (or not) on 31 October (after this issue of PBM went to press) we can understand the caution and negativity. Overall, a net -2% were less confident in September than in August. Confidence is weakest among merchant branches with over 25 employees (net -20%), those in the South (-10.5%) and independents (-15%). A net -19% of merchants were less confident about the market in September compared to the same month last year, as displayed in Chart 4. More large branches (net -30%) and independents (-35%) were less confident than merchants of other sizes or type. Regionally, there was a north/south divide. Merchants in the South and Midlands were significantly less confident about the market (net -30% and -28% respectively) compared to merchants in the North (-4.8). Confidence among branches in Scotland was on balance the same.

Looking at those who were LESS confident in September, most (70%) mentioned Brexit as the main reason, with a further 23% referring to a general market slow down. Other causes were a reduction in customer spending, projects being put on hold and the uncertainty over imported goods. Confidence in their business When asked about confidence in their own business — ie: the more ‘controllable’ factors — merchants are generally more positive. A net +31% were more confident in September compared to August, with regional merchants (+44%) particularly positive. The year-on-year the picture is similar, with a net +35% more confident in September compared to the same month last year (also shown in Chart 4).

■ The Pulse is a monthly trends survey tracking builders’ merchants’ confidence and prospects over time. Produced by MRA Research, the insight division of MRA Marketing, it captures merchants’ views of future prospects in terms of sales expectations, confidence in their business, confidence in the market, and the key issues and problems they experience. This report is based on the 5th survey in this series, with interviews conducted by MRA Research in September 2019. Each month a representative sample of 100 merchants is 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 free from www.mra-research.co.uk/the-pulse or call Anna Eriksson at MRA Research on 01453 521621.

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PBM NOVEMBER 2019 15

SPECIAL REPORT: 100 YEARS OF REDLAND

Centenary celebrations 2019 sees BMI UK & Ireland celebrate — through its iconic Redland brand — 100 years of concrete tile manufacture. Paul Campbell, Marketing and Technical Director, outlines some of the company’s milestones which actually go beyond 1919 to draw on a heritage and pedigree dating back over 180 years.

he Redhill Tile Company was founded in November 1919, making its first roof tiles at the rate of 40 per hour in a sand pit in Reigate, Surrey — setting the scene for 100 years of concrete tile manufacture in the UK. Yet the BMI story started much earlier in 1837 when George Lewis began making Rosemary clay plain tiles in Cheslyn Hay, Staffordshire. The tiles were made from Staffordshire Etruria marl clay, which is still used to make the tiles today at BMI’s clay plant in the Midlands. He named the tiles after his daughter Rosemary and, for many, a ‘Rosemary’ or ‘Rosie’ remains the generic term for a clay plain tile today. Not long after, across the Irish Sea, Anderson & Sons was founded in 1849 at Lagan Felt Works in Belfast where the company manufactured tarred flax felt. Because of its great flexibility and the way it can be flashed around details, it is still used in roofing today, where it is often known as ‘Irish felt’ — no doubt a nod to its Belfast heritage.

In 1876, even further afield in northern Denmark, Jens Villadsen, a master carpenter specialising in the repair of old tarred-felt and zinc roofs, founded Icopal. Operating in parallel, both Icopal and Anderson became incredibly successful flat roofing and waterproofing businesses. And if 1919 was an important moment for pitched roofs in the UK, 1923 proved to be almost as important for flat roofing when Icopal, then known as D Anderson & Sons, relocated from Belfast to Manchester. A few years after Anderson’s Manchester move, the 1926 general strike had a profound but positive impact on the popularity of concrete tiles — owing to a resulting shortage of clay tiles — yet not so profound an impact as the Second World War the following decade. Post-war reconstruction While the blitz wrecked a number of British cities, it was London that bore the brunt,

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with one million — of the estimated total loss across the country of two million — homes destroyed. The post-war need to replace these saw a huge surge in housebuilding and the Redland 49 became the roof covering of choice. Taking its name from the year of its launch, it was the first single-lap concrete tile and is still in widespread use throughout the city. If the post-war period was about the 49, then the modern story of BMI UK & Ireland starts in the Swinging Sixties. In the first three years of the 1960s, Redland enjoyed tremendous growth as it opened or acquired seven new factories — including the Grovebury Tile Works in Leighton Buzzard, ultimately replaced by the nearby Vandyke Works, and Shawell, near Lutterworth.

PBM NOVEMBER 2019 17

SPECIAL REPORT: 100 YEARS OF REDLAND

“Since its opening, over 45,000 delegates have been trained at the centre — with 2,000 visitors being hosted in 2018 alone.” The decade closed with Redland purchasing a large holding in an Australian company, Monier, something which — like an earlier 1950s investment in Braas — was destined to dominate the future direction of the company. Academy status The 1970s were a period of consolidation for Redland and this was matched to an extent in the 1980s — save for three exceptional moments. In 1981, the roofing industry’s first dedicated training centre was opened in Gloucestershire. The BMI Academy — as the training facility is now known — employs three full-time trainers and delivers approximately 60 hours of training every week. Since opening, over 45,000 delegates have been trained at the centre — with 2,000 visitors being hosted in 2018 alone. 1984 saw an acquisition and an opening that centred Redland at the heart of UK tile manufacture. First, it acquired the Rosemary Brick & Tile Company and this meant the UK’s most popular and durable clay tile became part of the company’s portfolio, extending its pedigree beyond 1919 to 1837. In addition, the company also made a huge

18 PBM NOVEMBER 2019

stride this same year with the opening of its Rassau plant in south Wales to manufacture Cambrian Slate — the UK’s first interlocking tile made from reconstituted waste slate. There were more highlights to follow in the 1990s. The decade started out with the launch of Dovetail, a universal roofing components business, while Anderson — along with Callenders and Vulcanite — was acquired by Icopal to create a leading UK waterproofing business. Whereas, to 1997, the Redland story had often been one of strategic acquisitions, this year saw a role reversal with the company being acquired by Lafarge, who went on to acquire 100% of Braas — a German company Redland had itself invested in in 1954. Unbeknownst to many at the time, the Lafarge acquisition nearly resulted in the extinction of the Redland name — the new parent taking a hubristic approach to branding. Yet that was something for the new millennium. Membrane move For Icopal however, the millennium got off to a super start with the acquisition of Monarflex, a move which heralded its entry into the specialist building membrane market. Things weren’t as rosy for Redland in terms of its survival as a household name as, in 2003, Lafarge decided to replace the iconic brand with the more corporate Lafarge Roofing. Happily for Redland, this state of affairs didn’t last too long as, in 2007, Lafarge sold off its roofing division which then became the Monier Group. Better still, Monier reinstated the Redland name in the UK in 2008.

In 2014, the Monier Group was renamed as the Braas-Monier Building Group; while Icopal cemented its position in the liquid applied waterproofing market with the purchase of Sealoflex. 2016 augured well in terms of the company’s’ current structure, when the global industrial concern Standard Industries acquired Icopal. The following year, SI then acquired Braas-Monier, bringing Redland and Icopal together under the same roof. To reflect this coming together, the BMI Group was formed — instantly becoming what is believed to be Europe’s largest manufacturer of pitched and flat roofing and waterproofing solutions, with over 150 production facilities and more than 11,000 employees across 40 countries. Heritage restored The UK division — BMI UK & Ireland — was formally launched earlier this year. It is headquartered in Milton Keynes and reflects its heritage through continued use and maintenance of its leading brands in BMI Redland and BMI Icopal. The company’s experience, traditions, expertise and market-leading brands mean that it is able to see a roof and the sector in terms of how support, service and roofing technologies integrate with the built environment; rather than just through the collection of products that protect a building. All of which suggests that the future of quality systems and service is secure in the UK for another century at least. ■ For more details of BMI UK & Ireland’s heritage and flat and pitched roofing solutions, go to www.rdr.link/mj002

www.professionalbuildersmerchant.co.uk

TRAINING FOCUS

Continued improvement G raham Plumbers’ Merchant expresses a belief that the relationship it has with its customers is the most valuable part of the business, with staff encouraged to provide a more personal, responsible and tailored service to their individual local area. The company looks to constantly improve this service, facilitated by initiatives such as its recent ‘Tell Graham’ scheme, where customers are invited to provide feedback through a simple online survey. With continuous improvement in mind, Marketing Director Ian Kenny and Customer Experience Manager Dave Pollard attended Chris Daffy’s 12 day Customer Loyalty Master Practitioner Programme while the merchant’s showroom consultants took the Customer Loyalty Programme online. Designed to enable attendees to become highly skilled in tools and techniques of customer loyalty management, the programme is a result of Chris Daffy’s 20 years of working with organisations of all sizes and from a variety of sectors, helping to design and deploy world class customer service. Chris explained: “Attendees of the course are immersed in subjects of Service Excellence, Customer Experience and Loyalty Management. This equips them with customer service ‘goggles’, which will allow them recognise any shortfalls in service and loyalty building opportunities that many others may miss or overlook. “It also provides them with the knowledge, understanding, skills and

confidence to change things in their own organisation in ways that will make worthwhile business differences — ones that can create a sustainable competitive advantage by increasing customer loyalty and improved sales and profit margins.” Ian Kenny said: “This extensive programme encompasses so many angles of customer service and identified new approaches I had never considered before. I decided this course would be incredibly beneficial to the rest of Graham, and presents an opportunity for us to really be able to greatly improve our customer service relationship in every branch by spreading this knowledge.” As such, Graham has implemented the new Online Customer Loyalty Masterclass Programme which has been in development for 18 months and aims to transfer the knowledge from the 12 day course. The content delivers nine video-based modules on various topics including Building Loyalty, Clue Spotting and Generating Ideas. Alongside these are additional webbased activities and a workbook for participants, as well as handouts and ‘Train the Trainer’ support packs. Chris Daffy added: “Ideal for anyone in a customer facing role, including managers, the final goal of the programme is for the trainee to achieve sustainable success. Research has shown that 70-80% of organisational change programmes fail to achieve their initial goals — there is little point in learning about these tools and techniques if delegates don’t know how to effectively

www.professionalbuildersmerchant.co.uk

A new training programme implemented by Graham Plumbers’ Merchant has been designed to improve the customer experience in branch, resulting in stores that now benefit from improved sales, excellent customer feedback and an impressive Graham Customer Score. PBM reports.

“Since implementing the Online Customer Loyalty Masterclass Programme, 1,186 Graham employees have been individually recognised by customers during feedback surveys as providing exceptional service.” implement the plans, so we concentrate on the various tools and techniques that will allow them to stay on target.” Since implementing the Online Customer Loyalty Masterclass Programme, Graham reports an increase in positive customer engagement. 65 branches have seen local sales grow by over 5% whilst 36 branches have recorded a Graham Customer Score of over 75. Impressively, 1,186 Graham employees have been individually recognised by customers during feedback surveys as providing exceptional service. ■ For more information on Chris Daffy’s Online Customer Loyalty Masterclass Programme, please visit www.loyaltymasterclass.com

PBM NOVEMBER 2019 21

TRAINING ZONE

Let’s talk about mental health With the launch of new mental health-related training courses, the BMF is offering new support structures to merchant businesses.

erceptions around mental health are gradually changing, but while awareness of the issue has improved, the key to real change is to break down the stigma surrounding the subject in order to encourage more people to feel comfortable seeking help. We all have role to play, from members of the royal family, sporting heroes and showbiz celebrities supporting initiatives such Public Health England’s ‘Every Mind Matters’ campaign, to you and me supporting friends, family and colleagues. Businesses must also recognise that there are tangible benefits in looking after their most important asset — their staff. By providing health and wellbeing services in the workplace they can help to lower absence rates, increase productivity and improve employee engagement. This applies to the building materials supply industry as much as — or possibly more than — any other. The Office for National Statistics reports more suicides in construction than any other. Over a five-year period, to the end of 2015, 1,409 men and 10 women committed suicide within the construction industry. The number of suicides in construction is now actually six times higher than deaths from falls from height. The BMF put mental health centre stage at its All Industry Conference in June and has

subsequently announced a charity partnership with Mental Health UK and Samaritans to raise vital funds for these organisations. Of equal importance, the BMF is actively promoting training to raise awareness to help tackle the rising number of people struggling with their mental health. It is time for every organisation in our industry to take a proactive approach to their mental health provisions. The BMF has assigned TT Training Academy to support both its own staff and BMF members, initially with a choice of two one-day courses — First Aid Mental Health Training, and a Mental Health Awareness and Wellbeing day. TT Training’s professional First Aid Mental Health Training course has been approved by the National Counselling Society. Several BMF team members have already undertaken the training and as First Aid Champions are able to support those struggling with mental health issues. The BMF is running this course for members on 14 November. Meanwhile, TT’s Mental Health Awareness and Wellbeing day comprises six interactive workshops, designed to provide a greater awareness of mental health issues and the importance of our own mental wellbeing. The day provides practical strategies and tools to bolster mental, emotional and physical resilience. This course is suitable for every member of staff in any organisation.

“The BMF is actively promoting training to raise awareness to help tackle the rising number of people struggling with their mental health. It is time for every organisation in our industry to take a proactive approach to their mental health provisions.” 22 PBM NOVEMBER 2019

TT Training Academy itself has a proven track record of delivering outstanding mental health training. Its team of trainers and counsellors have a wealth of experience, delivering mental health and resilience training; as well as extensive one-to-one support to those that have additional needs. TT’s Managing Director Suzanne Skeete has made it her mission to raise awareness of the extensive mental health issues people are facing every day, saying: “We are passionate about organisations getting proactive to increase their mental health awareness and put the necessary support in place to ensure that those struggling get all the help that they need. “We are thrilled to be working with the BMF and its members to provide professional mental health training and support. Together we can make such a difference within an industry that has one of the highest rates of suicide in the UK.” Book your place on The First Aid Mental Health Training Day course taking place on 14 November at BMF HQ in Coventry. Contact paige.godsell@bmf.org.uk or on 02456 854980, or visit www.bmf.org.uk/training For more information about mental health training and support, visit www.tttrainingacademy.com or contact suzanne@tappytwins.com ■ BMF training ranges from formal Apprenticeships and sector-specific Diplomas and a Foundation Degree in Merchant Management, to online product knowledge and other specialist skills training.

MARKET MONITOR in association with

State of play

The latest data from the Construction Products Association reveals that the sector is beginning to feel the headwinds of wider economic issues.

he construction products manufacturing sector began to feel the impacts of the broader weakness in economic growth and a diminishing pipeline of construction activity in Q3, with the CPA’s S tate of Trade Sur vey for 2019 Q3 reporting that 3% of heavyside manufacturers, on balance, reported a fall in sales compared to Q2. Sales of lightside products, typically used in the later stages of construction, were reported to have increased by a balance of 54% of manufacturers, however. Looking ahead, manufacturers are signalling a cautious view for the next 12 months that encompass Brexit and the rising likelihood of a general election. 11% of heavyside firms anticipated a fall in sales for the year ahead — the survey’s first negative reading in the forward-looking indicator in seven years. This was combined with a subdued picture for hiring in Q3, in addition to expectations that rises in headcount over the next year will be the lowest since 2013. Rebecca Larkin, CPA Senior Economist, said: “Third quarter performance was mixed across heavy- and lightside product manufacturers, which serves to illustrate the varying fortunes across construction at the moment. The level of construction work underway is currently relatively high, which is benefiting lightside product manufacturers feeding into large-scale city centre regeneration underway, particularly in Birmingham and Manchester. “However, the fall in sales and forwardlooking indicators for heavyside, which is typically linked to the early structural

Construction Industry Forecasts 2019-2021 Autumn 2019 Edition - £210

elements of a building, highlights the upcoming gap in the pipeline of new construction orders and project starts, notably in the residential and commercial sectors and in southern regions of the country.”

“Third quarter performance was mixed across heavyand lightside product manufacturers, which serves to illustrate the varying fortunes across construction at the moment.” Key sur vey findings include: • On an annual basis, sales decreased for 11% of heavyside firms, but rose for 28% of lightside firms. On balance, 20% of heavyside manufacturers anticipated a fall in sales in Q4 and 11% expected sales to increase over the next 12 months. • For lightside firms, a balance of 30% anticipated an increase in sales in Q4 and 31% expected a rise over the next 12 months. • Only 3% of heavyside firms reported an increase in their labour force in Q3, the lowest balance since 2013 Q3. • Demand was cited as the factor most likely to constrain output over the next year, according to 60% of heavyside respondents and 56% of those on the lightside.

As well as its latest State of Trade Survey, the CPA has also recently published its Autumn Forecast. Its Economics Director, Noble Francis, commented: “Construction activity is expected to grow by only 0.5% during 2020, even assuming a smooth Brexit involving a deal or, more likely, another extension to Article 50. The uncertainty created over when and how the UK will leave the EU has affected new investment in parts of private housing and commercial, the two largest construction sectors. “Add to this growing concerns about the government’s major project delivery and the next two years are expected to be challenging in spite of a raft of infrastructure projects in the pipeline and a strong latent demand for housing.”

■ For more information, visit www.constructionproducts.org.uk

SUPPLIER PROFILE Everbuild lays claim to being home to some of the trade’s most respected products, which have been honed over the years by “class-leading research” and its technical laboratory facilities. PBM reveals more.

Silver streak I

t has been a milestone year for Everbuild — A Sika Company, with 2019 marking the 25th anniversary of the company. Over this period, it has been transformed from a small, independently-run business, repacking and distributing pre-made sealants, into the well-known UK building chemicals manufacturer of today. With the backing of Sika, the firm says that is proud to now serve customers in over 70 countries across the globe and produce over 55 million cartridges a year with a 99% on time and in full delivery rating, making the company a supplier that merchants and builders can trust and rely on for every project. Product Developments 2019 has also seen the business celebrate the successful launch of the EB25 Sealant and Adhesive. Named in recognition of the company’s silver anniversary, EB25 has been designed to reset the bar for quality and strength and is billed as the ultimate sealant and adhesive.

26 PBM NOVEMBER 2019

Using a unique polymer blend and cutting-edge technology, EB25 is said to bring superior flexibility and an “incredible bond strength” which customers can rely on “in any situation”. Suitable for use both indoors and outdoors, EB25 can reportedly be used on virtually any material in most weather conditions and can even be used underwater as well as being certified for use in sanitary and food preparation areas. In addition to the EB25 launch, the company has focused its efforts on simplifying its mortar ranges. Simplified packaging has been introduced to help both the merchants and the end user to identify the most appropriate product from its exclusive product families. Streamlining the customer journey in this way is claimed to make it easier to identify the key product features and reduces time spent on

Fact file: Company Address: Everbuild, Site 41 Knowsthorpe Way, Cross Green Industrial Estate, Leeds, LS9 0SW www.everbuild.co.uk Product range: Everbuild offers an extensive range of sealants, adhesives, PVAs, fillers and building chemicals. The company is also recognised for industry favourites such as Wonder Wipes, Geo-Fix, Forever White and Stixall. Accreditations: ISO 9001, ISO 14001 OHSAS 18001 Trade Associations: BMF, NMBS, British Adhesive & Sealants Association (BASA) Turnover: £240m in 2018 (Sika UK). No of staff: 850+ (Sika UK) Marketing / POS support / Current promotions: Everbuild’s marketing team is available to help create both nationwide and bespoke advertising campaigns, providing engaging and eye-capturing point of sale material for its merchant partners to use in store. Distribution / Delivery Lead time: The company manufactures over 55 million cartridges ever year, along with a huge range of PVAs, wood adhesives, fillers and building chemicals. From the backing of Sika, it now distributes to over 70 countries across the globe and holds a 99% availability and On Time and In Full rating. Company comment: “We have over 25 years’ experience in developing and distributing a diverse range of building products. Our long standing expertise and innovative approach allows us to be the partner of choice to our customers by offering high performance products that are backed up by exceptional advice and technical support.” — Tom Forsyth, Everbuild’s Business Unit Manager.

selecting the right product for the job, making the mortar products “as easy to choose as they are to use.” Industry and product training Everbuild says its research and development team constantly accesses feedback from professionals in the trade to deliver the latest, powerful, tried-and-tested product innovations. Product development activity is described as “relentlessly responding” to evolving industry demands, enabling the supplier to provide new solutions along with high quality, influential products to merchants. Similarly, its applications team works closely with its merchant partners and is available to provide thorough and bespoke product training and demonstrations. The training delivered by this team is focused on developing product knowledge, as well as evolving a deeper understanding of product applications with an ethos of instilling the “faith, trust and assurance” that contributes to a positive experience for the end user. In support of new product launches and refresher training, the applications team runs roadshow events across the country, providing live demonstrations at its merchant stockists to ensure the market benefits from first-hand knowledge and information on its product portfolio. Point of Sale Support An expert marketing team is continuously available to create both nationwide and bespoke advertising packages for individual merchant partner’s needs. The company says it has an understanding of how to capture the attention of end users, and is proud to offer merchants “eye-capturing and informative” point of sale material for use in stores. The point of sale materials are all designed with the clear purpose of helping merchants guide their customers in the selection of the most appropriate products, along with providing clear information on correct use and application. ■ For more information on Everbuild’s support for stockists, enter the shortcode www.rdr.link/mj003

INFORMATION TECHNOLOGY

Maintaining control With the opening of a new timber merchant branch last year, PBM reports on Grant & Stone’s decision to extend its use of K8 from Kerridge Commercial Systems with the software said to have particular benefits for timber operations.

stablished over thirty years ago in 1987, 50% of Grant & Stone’s turnover is made up from its builders’ merchants operation with the remainder coming from the supply of plumbing and electrical materials. There are 29 branches in total, the newest being the family-owned independent company’s first timber merchant which opened last year in High Wycombe, Buckinghamshire. Outlining some of the reasons for its ongoing growth, Building Sales Manager, Alan Kent, said: “We’re known for our service being second to none. That’s because we treat our customers as customers, not numbers and that’s where we benefit. Also our product knowledge is very, very good.” Helping to underpin this commitment to service, Grant & Stone uses K8 — the ERP solution developed by Kerridge Commercial Systems (KCS) — across the whole business. The merchant said it was therefore an obvious choice to extend it to the new timber operation. IT Manager, Dave Oliver, explained: “Since implementing K8 two years ago, we

now have the accuracy and transparency we were looking for. Booking in and out is now so much better controlled and being a cloud based solution means we have the security of a complete disaster recovery service. “Using the OMR (Order Margin Review) in particular is helping us to be more profitable. It’s also integrated our sales and financial accounting, which is really good as everything is in one place.” Manufacturing functionality Grant & Stone has PI (perpetual inventory) set up in all branches so the team knows on a daily basis what the stock position is. At the new timber branch, the team has also been able to make the most of the manufacturing

functionality within K8 to enable them to put accurate charges — and therefore extra profit — against a number of processes in the mill, such as cutting and planning. K8 also maintains the integrity of chain of custody throughout the supply chain, reporting on where the timber is or what it’s been converted to. The software also has the flexibility to manage stock to tally, sell only full packs, sell loose lengths to tally or, as at Grant & Stone, to import in tally but convert to lengths. Dave added: “Because we already order timber by cube and work out to ‘each’ for our other branches, it made sense to continue to work like this across the group.”

“We’re also interested in the suite of apps available from KCS. Picking timber can be complicated because of all the manual handling involved and the ePick app, which you can use on a mobile phone in the yard, sounds very attractive.”

www.professionalbuildersmerchant.co.uk

PBM NOVEMBER 2019 29

INFORMATION TECHNOLOGY

Alan continued: “We’re also planning to use the CRM function within K8. We’ve talked about this a lot, and I see it as a massive benefit. We can give our salesmen tasks, see what customers they’ve called on and what they’ve quoted when they were there.” Building Director, Mat Miller, said: “Importing is something that interests me and I’m starting to look at the import functionality within K8. We’re also interested in the suite of apps available from KCS. Picking timber can be complicated because of all the manual handling involved and the ePick app, which you can use on a mobile phone in the yard, sounds very attractive. “We’ve got a fleet of 60 vehicles so we’re also planning to look at the ePOD app so our drivers can manage deliveries and capture signatures on a mobile phone. That will save us a lot of filing.”

■ More information on Kerridge Commercial Systems’ solutions for merchants is available in the company’s Builders’ Merchants’ eBook. To download a copy, enter the shortcode www.rdr.link/mj004

Kerridge Commercial Systems ‘highly commended’ by BMF ■ The Kerridge Commercial Systems (KCS)

team says it was thrilled to be ‘Highly Commended’ by the Builders’ Merchants Federation (BMF) in the Supplier Engagement category at the recent BMF Awards.

“We try to support all BMF initiatives because we believe that working in close partnership with the Federation benefits all its members — and in turn the whole industry.”

Just eight companies were shortlisted from a total of over 300 BMF supplier and service members, with the BMF stating that the nominated companies were those that had most actively sought to gain the greatest value from their BMF membership during the preceding 12 months. This encompassed those that had successfully integrated their membership of the BMF within their sales and marketing strategies, such as lending support through attendance at meetings and events and by various forms of sponsorship. Paula Hayter, New Business Sales Director at KCS, said: “We try to support all BMF initiatives because we believe that working in close partnership with the Federation

benefits all its members — and in turn the whole industry. We were particularly honoured at the commendation in this category as it was the first time a service partner has been nominated for the award.” The BMF Members' Annual Conference a n d Aw a r d s w e r e h e l d a t S t G e o r g e ' s P a r k N a t i o n a l F o o t b a l l C e n t r e o n We d n e s d a y 1 8 and Thursday 19 September.

INFORMATION TECHNOLOGY Increasing numbers of merchants are investing in their (often consumer-facing) showroom operations, and many are turning to tailored quotation software to help provide more effective and efficient customer service. With ‘seamless integration’ with back office systems a further key requirement, PBM considers the solutions implemented by a number of merchant businesses.

The showroom at MKM’s Glasgow branch

Seamless showrooms D eveloping as a trend over the last decade or so, more and more merchant businesses have established dedicated kitchen and bathroom showrooms to complement their core product ranges. The sector has seen a variety of different approaches, from small displays within an existing branch to the launch of complete new divisions, sometimes with their own bespoke brand names and standalone premises. Within this broad framework come additional concerns. Often, showrooms will mean dealing with consumers rather than trade customers with all the implications that follow, such as a requirement to provide detailed, fully priced designs and a level of service that will match the expectations of those who might otherwise make their purchase in a boutique, high street showroom. Perhaps more than ever, a fast-paced front of house service needs to be matched with seamless integration into back office systems. MKM, which has enjoyed a period of

A bathroom display at Turnbulls

rapid expansion of late and recently opened its 65th branch, is one example of a merchant firm that has successfully added a showroom element to its branch network. The majority of the company’s outlets now have dedicated kitchen showrooms, usually with eight different displays, and every new branch incorporates a showroom. In 2012, the volume of kitchen business demanded that its approach of manual pricing — undertaken at that time in widely varying formats by each branch — needed to change. The merchant’s Anne Wallis said: “We wanted to ensure consistent, professional quotations from each branch for every single kitchen. It was also far too time-consuming to produce the number of quotations which were required with the current manual methods.” In addition, the company wanted to be able to produce a variety of management reports, again across the branch network, for monitoring and future marketing activities. MKM already used the Fusion CAD system for kitchen design and a member of its support team identified that it integrated well with KBBConnect business management software from Smart Systems to produce a detailed, itemised quotation. Crucially, this data could then be ‘passed automatically’ to MKM’s K8 system and so the decision was taken to roll out KBBConnect across all branches. A more recent customer for KBBConnect is family-owned Covers Timber & Builders

www.professionalbuildersmerchant.co.uk

Merchants. Richard Murrell, Depot Manager of Covers Home Ideas, said: “Some sixteen people across the three showrooms use the system to produce quotations for all our kitchens. Typically this is about a dozen quotations from the Chichester branch alone, in a single week.” Like MKM, Covers also uses 2020 Fusion as its CAD software and a detailed quotation can typically be produced quickly in the showroom, whilst the customer is there. Once this approved by the customer, the information is transferred to Covers’ BisTrack EPOS software for ordering, invoicing and management reporting. Turnbulls has joined its fellow Fortis member in deploying KBBConnect to produce quotations, both for the trade and for consumers, across the company’s six showrooms. Around 30 quotations are produced each week and Olivia Hopkins, Showroom Manager, said: “Originally we used another system, but this had become increasingly old-fashioned and slow for our

A stylish kitchen on display at Turnbulls

PBM NOVEMBER 2019 33

INFORMATION TECHNOLOGY

The Wakefield Howarth at Home showroom

business. It takes about half an hour to produce a quote, whereas with the previous system, we had ‘to wait for it to happen’. “All the (supplier) catalogues and prices are in KBBConnect, so everything is ready to go as soon as we need it, ensuring we have absolute consistency of quotation pricing and production across all six branches.” With roots that stretch back more than 175 years, Howarth Timber & Building Supplies now has more than 30 depots across the country. 14 already include extensive kitchen showrooms — the largest have some

20 room displays — and plans are placed to roll the concept out to all branches. Ratinder Sandhu, Howarth’s Kitchen Category Manager, explained: “Before the roll-out of KBBConnect, the branches were using either Excel spreadsheets or our existing Kerridge Commercial Systems’ ERP software to produce quotes. This meant lack of uniformity between branches and difficulties in obtaining management information on margins, number of sales and so on.” Across the group, designs are completed in 2020 Fusion, and then passed at the click of a button to KBBConnect for pricing. All product codes, pricing and customer details are said to pass seamlessly between the two systems, with no need for manual intervention or any duplication of effort. The quote shows the margins and thus the ‘true cost’, which is an essential element of any sale for Ratinder and her colleagues. Once agreed by the customer, the quote is then exported to the KCS ERP system which

handles the remainder of the process, including ordering, delivery and accounting. Ratinder concludes: “Prior to KBBConnect, quotes could easily take half a day to produce but it now takes half an hour or less to produce an all-encompassing quote for the new kitchen. It is extremely flexible — if we want to use a catalogue that is not in the system, we can simply load it in.” Referencing the enhanced reporting capabilities, she adds: “We will now be collecting data which has not previously been available to us including margins, sales lost, sales gained, number of quotes produced, where customers come from and who they are. We will then use this highly accurate, real data for the development of Howarth’s kitchen business going forward.” ■ For more information on KBBConnect and the additional products in the Smart Systems portfolio, enter the shortcode www.rdr.link/mj005

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INFORMATION TECHNOLOGY

A new location-based materials-procurement app for tradespeople has been launched in the UK by Czech builder-turned-entrepreneur, Luke Polach. With merchant support and involvement a central part of the proposition, PBM reports on the launch of ‘Buildiro’.

Service station H

aving run his own building business in the UK between 2013 and 2017, CEO and Founder Luke Polach has returned to the country to launch Buildiro — billed as “the world’s first mobile app for materials procurement to solve the key challenge of knowing stock availability, thereby eliminating wasted time spent driving to merchants to source items.” Available from the Google Play and Apple app stores since 30 September, the service has initially launched in London but has plans for expansion and merchants have a crucial role to play. The app is described as being designed to overcome “inventory issues” through the display of live online stock availability by participating merchants. In turn, this will allow tradespeople to spend their day more productively by eliminating what could be wasted journeys whilst enabling merchants to build better customer relations by more easily retaining

36 PBM NOVEMBER 2019

“increasingly demanding customers and helping them grow sales”. According to Luke Pollach, thousands of tradespeople have already been helped to source materials up to 30% faster on the first trial of Buildiro earlier this year. He explains: “Not only do tradespeople need to save time and money in their search for supplies, but in the hyper-competitive materials-supply trade, builders’ merchants need innovative ways to attract current and potential customers to their stores. Buildiro delivers just that. “When merchants post their inventories to Buildiro, they are not only helping tradespeople source supplies faster, more cost-effectively and in a more environmentallyfriendly way, they are also opening themselves up to new sales opportunities.” Buildiro was trialled by merchants including Bradfords Building Supplies, JMD Building & DIY Supplies and Lakedale

Power Tools. Commenting on the app, Lee Church of JMD Building & DIY Supplies, a family-run supplier in Hailsham, said: “I’ve been in the industry 20 years and Buildiro is something that I knew the sector needed. We won’t have people turning up wanting things and then being disappointed if we don’t have them — because stock availability is already in the app, tradespeople know what we have and what they are coming in to collect.” Many early reviews from the trade have been positive, with comments including: “Buildiro is the best app to find all the details on required tools and best pricing”; “Definitely on to a winner with this app. As this app grows it will become a vital tool for trades of all kinds”; “Amazing app as I work in a lot of different places and it’s very handy to help me find everything I need.” Buildiro’s merchant-focused features are said to include:

www.professionalbuildersmerchant.co.uk

● Better data sharing. When a tradesperson searches for materials

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within the Buildiro app, the algorithm records the product, location and time and searches for nearby merchants stocking the items. That data is then shared with participating merchants who can then analyse customers’ buying habits and need for materials, and so better serve their customers in the future through more targeted stocking and marketing. A click-and-collect payment option gives customers the ability to purchase from the 500,000+ products currently in the menu 24/7, even when the trade counter is closed, thereby helping merchants fulfil orders faster and more efficiently. E-invoicing. Buildiro can be configured to generate a PDF sales receipt, which can be linked to any accounting software for ease of processing. This feature is designed to save merchants time, and also helps their customers to seamlessly comply with the UK’s Making Tax Digital scheme. Buildiro also runs an incentive scheme for participating merchants. Every merchant that joins Buildiro (free to join) will receive a waiver on the first 100 sales they process through. After this period, Buildiro will collect a small percentage of every sale to fund development of the app. New customers — attract tradespeople who are “working just around the corner.”

“Not only do tradespeople need to save time and money in their search for supplies, but in the hypercompetitive materials-supply trade, builders’ merchants need innovative ways to attract current and potential customers to their stores.” As a blog post on the Buildiro website outlines, as the buying habits of the trade evolve, it is essential for merchants to adapt their own offering: “While much of the materials-procurement process is now online, brick-and-mortar stores remain important. When customers arrive at your store, they must be able to find what they are looking for — good first impressions extend to the level of service (however) poor service is unlikely to lead to a repeat sale. “Most importantly, though, the online experience needs to integrate into the physical one. For instance, stock availability in an e-commerce site doesn’t always pair with stock on shelves — a deficiency that can be frustrating for builders arriving at a brick-and-mortal store expecting to quickly source materials. “This may be the greatest benefit of Buildiro. Because merchants supply us with a simple and secure XML feed of their inventory, our database reflects on-the-shelf reality. When a builder searches for materials in Buildiro, they are directed to the closet store stocking the required supplies, eliminating the risk of disappointment and increasing customer satisfaction.” ■ Buildiro is currently aiming to grow its network of UK merchants. For more information, visit www.buildiro.com

INFORMATION TECHNOLOGY

MERLIN BUSINESS SOFTWARE KEY FEATURES

Set to be rolled out across its network of 13 branches, Elliotts has selected Intact iQ to replace its current ERP software solution. The independent merchant’s Managing Director, Tom Elliott, said: “For a long time, the systems we use as a business have been growing in the impact they have. While the market we operate in appears fairly simple from the outside, the level of complexity behind the scenes is huge. It’s in the way that we use our systems that we can simplify and control the underlying complexity for our users and customers. “Intact iQ offers us a highly flexible and intuitive framework that will allow us to continually improve the way that we operate, taking away the burden caused by drawn-out processes, and freeing up time to focus on providing exceptional customer service.” Patrick O’Toole, Elliotts’ Business System Manager, added: “Intact iQ is so adaptable and this level of flexibility — married with Intact’s comprehensive understanding of the UK builders’ merchant industry — gave us the confidence that it would support both our current and future business ambitions. It’s also so intuitive and easy to use, especially at the trade counter. “Looking to the future the RESTful API Intact offers will give us the capability to develop innovative apps to serve our customers/staff better, safe in the knowledge that such apps will be fully integrated in Intact iQ.”

Merlin says that it remains “one of the few UK-written independent merchant software solutions, with a single one-off license cost approach and extremely attractive annual software maintenance costs.” The company has been supplying the merchant sector for over 40 years and states that it “works tirelessly” with its customers to introduce new and innovative features into its standard software on an ongoing basis. A recently introduced rebates module, for example, now incorporates price support/ship through contract price management. The module enables merchants to handle all the popular rebate methods that they enter into with any supplier and shows all of the agreements where there may be a combination of rebate schemes across a product range, individual items, customers and date ranges. This can also be configured around the rebate schemes merchants give to their customers, and the company says that the module is “proven to reduce the time taken to otherwise manage complex rebate schemes off-system with manually-managed, cumbersome spreadsheets”. Its EDI module is designed to reduce manual business processes and their associated business costs, whilst the company has offered Electronic Proof of Delivery (EPOD) solutions in different guises for “many, many years” to provide an efficient, low-cost customer-facing solution. The technology also underpins Merlin’s Drivers’ app to allow signatures to be captured at the point of delivery and the app is driven from the firm’s Delivery Planning Module, which allows drivers to have a full, manageable schedule of all the drops they have been assigned whilst also ensuring that the planning of the vehicle loading and drop sequence is simplified. In addition, Merlin’s CRM can be expanded upon to accommodate busy telesales departments and the company also offers a CRM/Order Capture app for working around the trade counter, yard and even on-site when visiting customers.

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INTACT ELLIOTTS SELECTS INTACT IQ

MAM SOFTWARE BUILDING PLASTICS WALES SELECTS MAM TRADER Having recently opened its second branch, family-run Building Plastics Wales was on the lookout for builders’ merchant software that would be simple to implement across the two locations and would support the needs of its growing business. Opting for the flexibility of the cloud-based version of the system, MD Vaughan Colley said: “We had been looking for a new software provider for the past two years, but had held off making a decision. One of our employees had used Trader in a previous job and it came highly recommended. “One of the main attractions for us was Trader’s easy-to-use interface. Our staff have found it extremely easy to pick up and think the system is great, which has made rolling out the software much quicker than we anticipated.” Trader is backed by a UK-based team of professionals, who are on hand to help customers with everything from implementation to training, and offering technical advice. Telephone support is available seven days a week during extended business hours.

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BORDER MERCHANT SYSTEMS COUNTERACT SOFTWARE UPDATE The latest CounterAct updates (2-8B) are now being issued to Border’s customers and the upgrade features over 620 changes and improvements to the software. Highlights include the ability to mass-release delivery notes and improvements to the way electronic signature capture pads operate for account collected sales. Other enhancements include tools to determine how effective a supplier is by using data to show orders that have been, for example, delivered on time, in full or not arrived. Border has also enhanced the way CounterAct deals with specials. Users can now set a default analysis group for specials from a supplier as well as specifying the default margin that should be made on new special products from particular suppliers. In recent months, Border has welcomed Devizes and Westbury Building Supplies as new CounterAct users.

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APHIX SOFTWARE AWARD WINS Having secured a listing as one of the Top 10 eCommerce solution providers in the UK (Retail CIO Outlook) earlier this year, Aphix Software is celebrating again after winning the Best B2B eCommerce Solution for Wholesalers and Distributors category at the inaugural eCommerce & Payment Awards ceremony, which took place in late September at the Ballsbridge Hotel in Dublin. The judges praised Aphix for its “innovative platform” which provides wholesalers and distributors with a complete omnichannel solution to sell their products online and on global marketplaces such as Amazon, Facebook, Instagram and Google. In making their selection, the judges noted how the platform integrates the eCommerce operations with a company’s existing ERP software and the efficiencies this brings in terms of more automation and less manual processing of sales orders.

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OGL COMPUTER SURVEY FINDINGS A new survey commissioned by OGL Computer of 255 managers of UK wholesalers, distributors and merchants reveals that in the construction and building supplies sector, the use of multiple systems — ie: different software for warehouse management, inventory/stock control, accounting software, CRM, ERP, etc — and an inability to break away from manual processes in managing business operations are holding firms back. Critically, all respondents said they still use some level of manual processes with 31% citing them to be “ineffective in managing business operations”. According to the research, all of those interviewed said inaccurate data is a key factor affecting company profitability with 50% putting it as a top-three reason, followed by Brexit impact and manual processes, both at 38%. Survey respondents confirmed that eCommerce is growing in significance, with 19% stating that being able to sell products online easily is really important to them. In the era of digital transformation, cloud computing is a driver for change with 63% of respondents agreeing that hosting applications and data in the cloud has improved efficiencies and productivity (or would improve them, if implemented). Despite the benefits, however, fears about security persist as 44% expressed concerns about the security of their data in the cloud and so are reluctant to move over core applications. Further details on the survey — along with OGL Computer’s response to the findings and its ‘Top five tips for a smooth ERP installation’ — are available on the PBM website.

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REPAIR, MAINTENANCE & IMPROVEMENT

James Mills, Product Manager at Rockwool, explains how merchants can outline a number of best practice insulation tips to their trade customers when it comes to loft conversion projects.

Higher education L

oft conversions remain one of the most popular ways to renovate, add space and increase property values for UK homeowners. In a flat housing market, renovation is very attractive to homeowners and there is strong evidence to suggest that more and more people are staying put and improving or extending their home, rather than paying the hefty cost of moving. Indeed, adding an extra room in the roof can create up to 50% more living space and add approximately 20% to the value without losing any garden space like an extension. Recent changes to planning permission also now mean that work on the loft falls under the “permitted development rule”, so homeowners can make changes to their loft space without permission, subject to a few limitations. In order for merchants to fully take advantage of this opportunity, and help their customers to achieve a high-quality loft conversion, it is important to pay close attention to insulation. One of the common challenges to be faced in terms of loft conversions is the

lightweight mass of the overall structure. This makes the loft space vulnerable to external noise, whether that’s from road, rail or air traffic, general urban street noise or the wet and windy British weather. Since the vast majority of loft spaces are converted into extra bedrooms, professional tradespeople will need to ensure they do something about mitigating noise, or they will be risking an unhappy customer. The good news is that plenty can be done with the right choice of insulation — and without having to lose any valuable headroom space either. This is partly because when a loft conversion is carried out, it is likely that there will be a need to re-roof as well, removing the tiles and changing the roof shape. At this point, we would recommend putting a layer of Rockwool Hardrock Multi-fix insulation board over the top of the roof, with tiles added above. This additional layer will provide significant acoustic benefits and ensure the optimum thermal performance is achieved. Internally, an effective solution to use is Sound Slab,

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fully filling the rafter depth. As this is stone wool insulation, the fibres are matted in such a way that they trap sound waves and deaden vibration very efficiently. With this dual layer, warm roof approach, a super-efficient acoustic insulation barrier is created both outside and inside the loft conversion to stop any external noise in its tracks. In essence, the high-density layer on the roof reduces vibration-based sound whilst thicker insulation between the rafters addresses airborne sound. This will also enable your customers to also be efficient in meeting the U-Value requirement of Building Regs. Rockwool Sound Slab provides a tight, friction fit between joists and around cables, pipes, sockets and services thanks to its patented ‘FLEXI’ edge. Add the continuous layer of insulation board on the outside of the conversion and the problem of thermal bridging is also minimised. However, it is not just about keeping the heat in — because Rockwool has a high thermal mass, it helps effective regulation of temperature on hot summer days, keeping

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the loft space comfortable and giving the end customer improved, all year-round temperature control. Insulating the floors and walls is also a significant consideration, especially if wooden floors are being fitted. Here, it is important to ensure that the people below or in the adjoining properties won’t get annoyed by footsteps or noises coming from

the loft, whilst also reducing the scope for music or voices to be heard from other rooms in the house or next door. The recommendation is to fit Sound Slab in between the floor joists, and a layer of Thermal Rockfloor, high density insulation over the top of that to cut out any risk of unwanted noise transfer in the floor. We’d also suggest battening out from any

solid walls to fit Sound Slab. This will reduce sound travelling between walls of adjoining properties and again minimise external noise coming into the loft conversion through an outside wall. Another thing to think about is safety. By adding a third storey to a house with a timber-framed loft conversion, your customer will need to make sure that they are not only creating a space that’s quiet and comfortable but one that is also safe. Stone wool insulation is A1 noncombustible and it won’t burn or contribute to a fire. Importantly, it does not significantly contribute to the emission of toxic smoke either, which makes it a safe material to recommend for insulating loft conversions. ■ For further information on Rockwool stone wool insulation, enter the shortcode www.rdr.link/mj012

REPAIR, MAINTENANCE & IMPROVEMENT

Joined-up thinking Katy Harris, Marketing Director for Verona, outlines the implications for merchants of the trend for transforming exterior spaces to create an ‘extra room’ in the home and how consumers are bringing a sense of the outside in through creative flooring.

ur gardens and outdoor spaces have always served a range of different purposes. For some they’re an area for children to play, while for others they’re a place to entertain. But in recent years we’ve seen a huge trend towards treating the garden as an ‘extra room’ in the home. Whether it’s an outdoor kitchen where you grow your own vegetables, a Zenlike retreat complete with fire pit or a walled garden, outdoor space has become much more valuable with homeowners now investing time and money in creating something functional and style-led. The nation’s appetite for open plan living continues to influence interior and exterior spaces alike. From inspiring the use of raw, natural materials in the home, through to growing sales for bi fold patio doors and the movement towards more premium flooring choices, open plan living and exterior scaping

have changed consumer buying behaviour. While traditional stone flagstones and timber decking still have their place, the growth in the market is within porcelain tiles that can be installed indoors and out, allowing consumers to create a wide range of stunning spaces. An ideal up sell for merchants, tiles offer a wide range of designs to appeal to a diverse customer base, whether they are looking for a classic design or something more contemporary. Easy to maintain and clean, tiles save homeowners time and money in the long term, and give merchants the opportunity to sell floor solutions for two or three different areas of the home, maximising the value of each sale. Indoors or out Versatile and functional, porcelain tiles deliver a hardwearing floor covering that can withstand extreme weather conditions. Fade

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resistant even in the sun and frost proof (preventing cracking during winter months), porcelain will retain its good looks for years to come with no sealing or special maintenance needed. Easy to clean with a brush and warm soapy water, porcelain tiles are also resistant to algae and moss. With most collections offering a 20mm thick porcelain for outdoor use with coordinating 10mm indoor tile, homeowners can easily extend the look from conservatory or kitchen to the patio. Design-led collections Unlike flagstones and decking, the beauty of porcelain tiles is in the wide range of striking designs available — including natural materials, tactile matt textures, dark or light tones — which appeal to all consumer tastes. Printed using the latest technology, porcelain tiles can deliver a host of different finishes

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“While traditional stone flagstones and timber decking still have their place, the growth in the market is within porcelain tiles that can be installed indoors and out.” from classic travertine effects through to contemporary concrete and wood designs. Detailed veining and tonal variation create a look that’s difficult to distinguish from real stone and wood, making it a slick, stylish alternative that’s easy to clean and maintain. Concrete stone effects in steely grey shades are proving to be strong sellers — reflecting the trend for industrial interiors

— while washed out, heavy wood grain timber designs are also in demand as consumer tastes veer towards weathered, distressed looks. Similarly, ‘pattern’ is a massive trend within interior design with homeowners looking to lay tiles in a variety of different patterns and formats to stand out from the crowd — so merchants shouldn’t be nervous of recommending alternative laying patterns for outdoors. The simplest layout is a stack bond, laying each tile side by side, but maximum visual impact can be created through diagonal layouts, herringbone and modular patterns to deliver a more contemporary aesthetic. Zoning spaces With some creative thinking, even the smallest space can be turned into a functional entertaining area or extra living room. Often the same collection can be used indoors and outdoors for a

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continuous look, but colour contrasts can be used to define and zone living spaces. For example, a stone effect porcelain tile in light beige on the patio next to a much darker stone in the kitchen helps to clearly define living spaces whilst also connecting the two together. With the great outdoors soon to be top of everyone’s design agenda, it is definitely worth considering holding a capsule collection in store to capitalise on sales. Make the most of any POS support offered by manufacturers to showcase the wide range of different looks available and, if you have the opportunity, transform one of your outdoor areas with a clever patio design. The investment will reap dividends. ■ For more information on Verona’s range of products and services, including its Al Fresco premium porcelain collection for indoors and outdoors, enter the shortcode www.rdr.link/mj013

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REPAIR, MAINTENANCE & IMPROVEMENT

Changing the guard Keith Plummer, Technical Manager at Ubbink, considers the reasons behind the growth in the market of ‘lead alternatives’ for waterproof flashings.

uilding materials have changed greatly over the decades, with a lot of traditional solutions being replaced by, for example, more environmentallyfriendly solutions and ‘universal’ products that are easier to install. This change has been evident in the UK market for waterproof flashings with nonlead alternatives first being introduced over ten years ago, and the market share of such products increasing year on year as well as the greater choice of brands supplying them. Indeed, research states that in 2015 nonlead flashing materials accounted for 17.4% of the market, and by 2018 this had grown to 24.5%. This trend is likely to continue to grow as there are fewer constraints in using non-lead materials than traditional lead in addition to more confidence in the products from successful installs.

Over ten years ago, it became clear that the industry needed a product that could be used when an increase in lead theft demanded an alternative. The first genuine non-lead material launched in the UK was Ubbink’s Ubiflex B3 (3.5mm) granulated modified bitumen-based system, complete with fixings and approved adhesives. This was received well in what was a very conservative market and is now an established brand. A thinner version was introduced a year later with the launch of B2 (2.3mm), which is more suitable for applications where a soaker is needed. The granulated finish is considered a benefit by

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some property owners as it is clear from the ground that the material used on the dwelling is not traditional lead and discourages any potential theft and possible further damage to the roof, which can be costly to repair. Furthermore, the environmentally-friendly benefits that are related to these products are popular not only for the merchant, but for specifiers and installers as well. Many years after the initial launch, research found that theft was still an

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“Research states that in 2015 non-lead flashing materials accounted for 17.4% of the market, and by 2018 this had grown to 24.5%.” important issue but new concerns were the aesthetics of the waterproof flashings where some applications required a more traditional looking product and finish. A further issue came in the form of the UK’s harsher weather conditions that we face year on year, especially the wet and cold spells. So, to ensure the market trends were being listened to, Ubbink’s Head Office in the Netherlands developed a new generation of silicone-based Ubiflex that has a greater working temperature range of -30°C to +180°C and is smooth in appearance. The other key feature to this system is it is dual sided in grey/black, meaning that less stock is needed to be held at the merchants and by contractors on site. The latest market feedback has stated that, in some applications, a fully selfadhesive product would be preferred. Ubbink prides itself on its close relationships

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with the merchants and contractors and, following these requests, the company is now able to offer another alternative to traditional waterproofing by offering Ubiform +, which comes as a fully self-adhesive roll. On-site support is also offered for contractors and this has been a success in educating not only the more experienced, but also the next generation of roofers. The distribution channel should be mindful of which (if any) of the products of this nature they currently sell carry third party endorsement or certifications. Both Ubiflex B3 and Extreme have been through the very rigorous processes at the British Board of Agrément (BBA) as well as the Building Research Establishment (BRE), which has seen these flashings being widely specified. With the continual acceptance of the alternative waterproof flashings, the market now has far more options to select from. Some with full certification and some

without, suiting both refurbishment projects and new build applications alike. Ubbink is continually reviewing the design and manufacturing processes of our waterproof flashings, helping us to stay at the forefront of this increasingly highly valued building material choice, ensuring a home remains watertight. Of course, education is still key for both the merchant and contractor to ensure the growth and success of these materials for the future. ■ Ubbink states that it offers the widest range of non-lead waterproof flashings in the market place. For more information, enter the shortcode www.rdr.link/mj014

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REPAIR, MAINTENANCE & IMPROVEMENT

Caught in a trap? Steve Skeldon, Above Ground Product Manager at Wavin’s Osma brand, discusses an alternative trap design that is said to provide a space-saving, efficient solution to an age-old problem.

n the past, water traps have come in all shapes and sizes and since their invention in 1775 have remained a key plumbing tool. However, their central purpose has always remained the same — to create a water seal between the sewer and the living space. This protects kitchens and bathrooms from foul smells and sewer air, which might otherwise escape into the room from the drainage system below. But are we trapped in the past by relying on traditional water traps? Although effective, they can often take up a lot of space and reduce design freedom. Many types of water trap are available depending on the requirements of the

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plumbing fixture in question. For example, in baths and shower trays, shallower traps are the most suitable design, as there is often limited space beneath the fixture. For example, ‘P’ and ‘S’ traps are generally used beneath kitchen sinks, using bends in the pipework to create a water seal. Alternatively, ‘bottle’ traps are favoured for pedestal-mounted washbasins, as they fit more easily in small areas. While these traditional traps still have their place, they come with their own problems. Even with the most compact designs, the shape often means valuable space is taken up, causing difficulties for the bathroom and kitchen layout. They also require regular maintenance as blockages are common. This in itself can be a very time consuming and, frankly, unpleasant task. As technology develops, plumbing and construction professionals are increasingly looking for alternative, more functional products. To avoid the drawbacks of a traditional water trap, more plumbers are turning to the waterless trap. First invented by Wavin 20 years ago, the HepvO uses a self-sealing elastomeric membrane instead of a traditional water seal to prevent sewer gases

from escaping into an occupied space. The self-sealing, elastomeric membrane creates a seal between the sewer and the building above, meaning that as water enters the silicone valve, the membrane opens and stays open until the flow stops. The membrane has been developed so that only a very small amount of water is required to open it, so it can also be used in condensate drainage and discharge from unvented hot water storage systems. With no need for a U-bend, the HepvO can be installed vertically or horizontally and can be used for a wide range of household plumbing applications, from showers to kitchen sinks. The ‘straight-through design’ also limits the build-up of waste material and ensures an outstanding flow, reducing the risk of blockages and the costly maintenance work required to resolve them. In addition, a pleasing aesthetic is often just as important for homeowners as practicality and efficiency. This is a factor your customers should bear in mind when working on bathrooms and kitchens as HepvO provides the balance — not only does it simplify maintenance requirements, it also minimises the visual impact of drainpipes and discharge systems. ■ For more information on Wavin’s range of waterless traps, enter the shortcode www.rdr.link/mj015

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REPAIR, MAINTENANCE & IMPROVEMENT GYPROC EASIFILLER Gyproc has recently launched a new range of ready mixed fillers for general repairs, surface damage or deep holes and cracks. This range is said to perfectly complement the brand’s current selection of EasiFill powder fillers, enabling it to provide a solution that suits all when it comes to repairing walls — a powder option, allowing control of the mixture, whilst this ready mixed alternative facilitates ease and convenience. The range offers three variants of ready mixed fillers: ‘EasiFiller’ is a multi-purpose ready mixed wall and ceiling filler that is designed for general repairs, such as filling small holes and cracks. Like its fellow products in the ready mixed range, it’s quick and simple to use and ideal for most internal surfaces including plaster, plasterboard and concrete. Within the range, Gyproc also offers EasiFiller Light and EasiFiller Finish. The light version can be used for filling fine cracks and deep holes whilst EasiFiller Finish is a fine finish for large areas of surface damage and hairline cracks. The items are available in trade pack sizes including 1l, 2.5l, 3l and 5l tubs, depending on the product variant. Customers can choose a flexible delivery option to suit — simply use the full or mixed pallet delivery option, or even the express parcel service provided by Artex.

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IKON KITEMARKED ROOFLIGHTS Ikon Rooflights — a new brand from leading industry supplier, Sunsquare — states it “has brought BSI-Kitemarked rooflights to the reseller market for the first time”. With two flat-roof skylight designs, the new range is said to offer “verified quality and unbeatable margins”. Mark Lambert, Sales Director at Ikon Rooflights, said: “For a long time, prohibitively high pricing has made Kitemarked rooflights completely inaccessible for the reseller market. This has left distributors having to compromise, unable to offer top-quality products at a margin that makes commercial sense.” The launch features two new product models — the Ikon Air is described as a stylish, electronically opening rooflight that provides fresh air at the touch of a button. Secondly, the fixed Ikon Pureview offers a clear sightline and frameless look. They have been designed to be quick and easy to install, and both models are available as stock in eleven sizes, with delivery within just seven working days. Ikon rooflights feature laminated glass as standard and are backed by a 10-year warranty. Mark added: “Both the new Ikon Air and Ikon Pureview are built to the highest quality, efficiency and security standards, each holding a BSI Kitemark — and all at an extremely affordable price point. For the first time, this gives builders’ merchants the opportunity to meet rising demand for quality with a product that really competes on price.”

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K REND PRODUCT RANGE Whether your customers are looking to weatherproof their project or simply freshen up exterior walls, render is a great way to update a property. For 30 years, K Rend has offered a huge range of external silicone renders and finishes designed to protect homes from the elements and add a touch of style. Most finished façades are a low maintenance finish, which require minimal upkeep. However, cleaning and maintenance may be needed from time to time and can be dependent on factors such as: • Weathering — a condition and process by which various natural agents, such as wind and rain, act upon a finished façade. This is a long term, slow process. • Spores in the atmosphere, dependant on the local exposure. • Smog in urban areas, depending on the local environment. K Rend offers a wide aftercare product range which includes K Pro, a water-based protective treatment which provides long term enhanced water repellent properties to external render and other masonry surfaces. Colour Enhance, meanwhile, is a high performance, water-based coating, designed to enhance the appearance of existing render surfaces. Colour Fill is a flexible, ready to use, exterior masonry filler that is suitable if the render becomes damaged or cracked due to poor application. Finally, K Rend Algae Clean removes algae, mildew, fungus and lichen stains from external rendered facades.

ERA DOORCAM Using a smartphone app, the ERA DoorCam Smart Home WiFi Video Doorbell allows householders to view callers and talk to them in real time, whether they’re home or not. This offers extra convenience and, thanks to a motion detector which alerts householders when someone has arrived, added security and peace of mind. DoorCam allows for two-way talk with high quality sound with adjustable volume, brightness and colour to suit. The video camera has a 180° field of view and records in 720p HD resolution whilst infrared night vision ensures 24-hour operation.

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CROWN TRADE FASTFLOW QUICK DRY EGGSHELL To extend its range of Fastflow Quick Dry trim products, Crown Trade has launched a new eggshell option. The paint can be used for both interior and exterior woodwork and metal, and is described as the perfect partner to heritage style design schemes where a classic low sheen finish is desired. With ‘Breatheasy’ technology, the new water-based option’s low odour formulation alongside its quick drying properties can also help reduce time and labour on site. Stockists can also take advantage of brand new point of sale material to support the launch.

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DAKEA FLAT ROOF WINDOWS

When a roof leaks the repair needs to be fast, reliable and foolproof. Thompson’s claims its Emergency Roof Repair Seal fits the bill, stating that it waterproofs immediately in one coat, can be applied even in wet weather, and lasts for years. The product is said to flexes with the natural movement of the roof for a tough, long lasting, water-tight repair. According to the company, it is perfect for small repairs on any kind of roof including felt, asphalt, slate and tiles.

Designed for flat roof applications, Dakea has extended its roof windows and skylights range. According to the company, the simple to install windows feature a durable aluminium exterior, toughened external pane and laminated interior panes for longevity, safety and security. Suitable for residential, commercial and public buildings, the windows are available in a range of sizes and can be installed on roofs with a pitch between 5° and 15°. In addition, the flat roof windows are supplied with a 10 year guarantee.

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THOMPSON’S EMERGENCY ROOF REPAIR SEAL

TOOLS, FIXING & ADHESIVES

PBM hits the road with Carl Cox, Training and Technical Support Team member for Dunlop, who outlines the importance of sharing product knowledge and details the back-up services on offer to merchants.

A day in the life… “N

o two days are the same,” explains Dunlop’s Carl Cox. “One day I could be advising a contractor on a major housing project, the next I could be providing one-on-one training to a Branch Manager at a builders’ warehouse. It’s definitely varied, and I don’t have a ‘typical’ day.” While the majority of his work is in London and the South East, Carl can be asked to cover events and training across the country. “There’s a lot of driving to cover such a large area, and splitting my time can be difficult, however it does mean that I have visited a variety of different projects and built up tacit knowledge of the industry that I can share with my customers.”

industry, it’s really important to tailor the training to meet the needs of branch staff who have thousands of different products and SKUs to learn about.

“We are all about being a presence through staff training and trade events, and dealing with any issues they or their customers have, whether it’s technical or sales

Training The majority of Carl’s time is spent training customers on products and fixing techniques, supporting the company’s technical support advisors and area sales managers in delivering focused training to branch staff. “As the Dunlop range is predominately a merchant’s brand, and the customers deal with a lot of different products within the

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www.professionalbuildersmerchant.co.uk

related. And as well as the small stores, we also work with the large builders’ merchants — such as Selco and MKM (see panel) — bringing them to our training facility in Stoke-on-Trent for bespoke training courses.” Site visits Another facet of Carl’s job involves site visits and producing job specifications. He explained: “Site visits are definitely one of the most interesting parts of the role. You never know what you’re going to turn up to. “I’ve had some shockers I can tell you that, but I’ve also had some really interesting projects with some fantastic builders and contractors where it’s been a pleasure to help them out, and support them on their tiling project.” Carl started his career in the tiling industry in 2002 working Saturdays at his local tile store, before being promoted to Assistant Manager and then Manager over a

period of 11 years. He relocated to Ipswich and managed a trade centre and showroom for four years, as well as merchandising, before joining Dunlop in June 2017. With 17 years in the tiling industry, Carl believes that tiling knowledge in builders’ merchants has come a long way in the last few years — although there is still room for growth. He said: “You have to understand that while tiling is now pretty big in builders’ merchants, it hasn’t always been the case. Now that a lot of multi-trade personnel are using merchants as one-stop-shop, it is pivotal that staff and end-users have the knowledge to help the industry grow, which is where my role comes in.” Importantly, Carl believes that merchants should look at streamlining their tiling ranges and stocking quality over quantity: “I do think that merchants need to make sure they are stocking quality ranges of tiles, not just value brands. Because they are now

Training day ■ Branch staff and customers from MKM

Building Supplies recently joined forces to soak up a day of training at Dunlop’s Innovation and Technology Centre (ITC) in Stoke-on-Trent. Led by Area Sales Managers Lewis Lupton and Geoff Cavell, the course included theoretical presentations and hands-on practical workshops on Dunlop tile adhesives, grouts and other ancillary products, such as its Shower Waterproofing Kit and Rapid Rescue Repair Mortar.

Dave Rowley, Training Manager at Dunlop, said: “We’d encourage all merchants to take advantage of these courses to give their staff the best opportunity to sell better, helping to increase margins and market share. “Not only are our courses free, merchants can tailor courses to meet the needs of their staff and any installer clients they would like to bring along. Thanks to our flexible approach, we can build half day, full day or even two-day courses. Get in touch now to see how we can help you.”

www.professionalbuildersmerchant.co.uk

selling kitchens and bathrooms, they need to offer high quality tiles which are more consistent in size and finish and are therefore easier for tradespeople to fit.” Part of Carl’s role includes helping merchants with merchandising — especially their tiling displays. “Tiling and grouting displays can go a long way to increasing sales,” he said. “We can help provide this service as well as tile stickers which show what colour grout has been used.” In terms of explaining what he feels Dunlop does differently, Carl explained: “I think we’re more hands-on. We also provide a full range of products, such as uncoupling mats etc. and we provide that support network with our Area Sales Managers and Training and Technical Support Team to give us a very strong presence in the builders’ merchant sector. “Of course there is always room to improve, so we listen to what branch staff are telling us and make sure we provide the services that they require, not just what we think they require.”

■ For more information on Dunlop’s product range and support services for merchants, enter the shortcode www.rdr.link/mj023

PBM NOVEMBER 2019 57

TOOLS, FIXING & ADHESIVES

Playing the angles As initially showcased to your trade customers in our sister publication PHPI, professional plumber Becky Bates offers a qualified user’s verdict on the latest Bosch Professional X-Lock Angle Grinder.

’ve been looking forward to testing this Bosch X-Lock Angle Grinder for quite a while. It is, in fact, replacing my old Bosch grinder which has lasted about eight years (possibly more) so I had high hopes from the start. Once I got my hands on it, my first thoughts were that it’s a little weighty in comparison to my old grinder, but I put this down to the build quality. The power cable and plug, which can often be easily damaged, are particularly robust and I get the impression these will last well. Being a new product with the unique quick-change chuck, this was a new experience for me. Fortunately, the X-Lock feature is brilliant! It didn’t feel at all fragile and was so easy to use, and made changing between disks a doddle — there’s no silly spanner to lose! All you need to do to remove a disc is flick a lever on the grinder, which is easy even when wearing gloves, and the tool does the rest. Putting one on was just as easy — you just have to press the accessory down until you hear a click.

Because it’s such a new system, I was a little limited to where I could purchase the disks, as I needed a diamond cutting disk for tiles, but I was able to get hold of them in the end. I’m sure they’ll be easier to find in the merchants once the tool has been out a little longer, though (I was testing it in July, and it only was only released in May). With the quick-change X-Lock chuck being so quick and easy, I did wonder if the quality of the cutting disks would live up to previous standards. Having used them on three different jobs, I’m pleased to say I wasn’t disappointed: ● Job 1: I used the diamond cutting disk to chase into a brick wall for shower pipe work and it glided through that. ● Job 2: A metal cutting disk was used to cut off some old steel brackets — no problem. ● Job 3: I used the tile diamond cutting disk. Performed brilliantly and left a nice clean cut. I’m told you can also purchase carbide multi-wheels for cutting wood, plastics and other drywall materials.

www.professionalbuildersmerchant.co.uk

The other great feature is the quick and easy way to rotate the guard. It has a quick release lever which enables you to rotate the guard in seconds to whatever position you need, which saves having to have a separate tool to undo the lock nut. Where I created a lot of dust, the button did stiffen up after a while. The guard also got a little hard to rotate after a while, but a little clean and it was right as rain! Becky’s verdict Another solid bit of kit from Bosch and I would highly recommend this product. ■ There are six X-Lock angle grinders and numerous accessories currently available from Bosch Professional. To view the full range, go to www.rdr.link/mj024

PBM NOVEMBER 2019 59

TOOLS, FIXING & ADHESIVES Precious time can be shaved off site setup and teardown with the Bora Speedhorse, said to deploy up to 30x faster than conventional sawhorses by simply pulling the release button in the middle of the frame.

Beat the clock How can the tools your trade customers use help them work faster and harder while not compromising on quality? And how can you help them tell if a tool will really save them time and not turn out to be a marketing gimmick? John Dabb, Sales and Marketing Director at Hyde, takes a look.

‘N

ot having enough hours in the day’ is a common complaint from those on site and when the project manager is determined to squeeze every inch out of them to get those deadlines met, it’s little wonder that builders can be left feeling under pressure and stressed out. And if they are self-employed, time — or the lack of it — can feel like even more of a burden, as there’s no doubt that time equals money. Aside from some of the more obvious ‘time bandits’ such as delayed deliveries or weather conditions halting work and cash flow, the tools and equipment being used can also have a huge bearing on things, serving either to slow trade professionals down or help them to speed up, but never really in equal measure. While the last thing tradespeople want to do is carry out any work in such a hurry that it ends up less than perfect, and at risk of a follow-up call out at best — whilst tarnishing their reputation into the bargain — working efficiently is a skill that builders do need within their arsenal, and ensuring they have the right tools to hand will undoubtedly help. Being organised is one sure-fire way of saving time, with your customers making sure that their van is organised and their tool bag

60 PBM NOVEMBER 2019

is tidy as a positive first step. However, there are other very practical and hands-on ways that may be a little less obvious that can help them save time on site. Many tools promise to change builders’ lives in terms of their time-saving innovations, yet it can be difficult to know which of these are genuine and which will leave your customers paying out for the promises on the packaging, but still short on time on site. The trick is for them to not fall for the marketing gimmicks at face value, but

rather to help them make some considered choices over where they really could do with saving wasted time during the day and then finding suitable solutions. Take the Bora Speedhorse as a good example. It takes under two seconds to fully assemble this essential piece of kit and about the same again to take down. Quality isn’t compromised though and the legs won’t wobble, but it does mean an end to battling to put up a workhorse not knowing which bit goes where or which end to start on first.

www.professionalbuildersmerchant.co.uk

integrated LED light sources ensure intense, balanced illumination for optimum readability of horizontal and vertical vials, even under poor visibility conditions. The Stabila LD520 laser distance measurer enables data to be In addition, laser levels offer a transferred via Bluetooth to a user’s smartphone or tablet and is the super-fast yet accurate way of fast and efficient way to measure and calculate material or labour costs. measuring up. The LD520, for Similarly, teardown can start with either example, is Stabila’s highest specification model, with a number of key features that leg to really speed things up. ensure efficiency as well as accuracy, Working conditions on site can including a built-in digital camera, simple potentially force tradespeople into navigation and a handy built-in calculator calling it a day even when they really that also provides an easy estimating tool. you need to be cracking on to meet those deadlines. Again, going in armed ■ The Bora Speedhorse and Stabila with some suitable tools for the job can measuring devices are available to the really make all the difference when the When levelling an object or marking out, poor lighting merchant sector via Brian Hyde. For more conditions can slow work down. Now the 196-2 LED from clock is ticking, with the Stabila LED information on its full portfolio of brands, Stabila with its illuminated vials lets users take readings spirit level being a case in point. Its two and keep working. enter the shortcode www.rdr.link/mj025

TOOLS, FIXINGS & ADHESIVES SNICKERS WATERPROOF WORKWEAR

BOND IT MONSTER TAPE Complementing the established Tigris Tapes Range, Bond It is now offering Monster Tape — a rubber-based, easy tear, heavy duty tape with high tack for binding, fixing, sealing, repairing, joining, protecting, marking and much more. The tape is said to provide long lasting adhesion on most substrates, including rough and uneven surfaces, and on wet or damp surfaces. There is no “fiddly backing tape to remove” whilst an eye-catching point of display box is available, containing 12 rolls of 11m tape.

www.rdr.link/mj026

Comfort and protection throughout the autumn and winter is vital, and Snickers Workwear claims to provide just that with its new AllroundWork Jackets for professional tradespeople. The range features a selection of water-repellent jackets to give basic protection from the effects of light showers, however for those needing 100% protection from the rain for long periods on site, the collection includes a number of GORE-TEX jackets and trousers that are said to be fully waterproof to keep the wearer dry, windproof to keep them warm, and breathable to ensure all-day comfort.

www.rdr.link/mj027

BOSCH FLEXICLICK Now with a brushless motor, Bosch Professional has launched the FlexiClick 12V cordless drill driver system. According to the company, the top speed has been increased by 35% to 1,750rpm, while maximum torque has been raised to a powerful 35Nm for hard screwdriving applications and 20Nm for soft. The drill driver has been reduced in length by 17mm compared to the previous model and has four adapters, as well as the ability to adjust the angle and off-set adapters directly on the tool. 16 working positions can be set without having to detach the adapter from the drill driver.

www.rdr.link/mj028

HIKOKI CORDLESS DISC GRINDER The latest tool to be launched by HiKOKI Power Tools, the company formerly known as Hitachi Power Tools, is the G3623DA Multi Volt 36V Cordless Disc Grinder with brake system. The grinder is dust and water-resistant and is equipped with a high-power multi volt battery and a brushless motor. With a thrust of 29N, using a ø230mm depressed centre wheel, the grinder is said to be light and comfortable to use, and features a brake system that shortens the time between turning off the tool and the motor stopping. Also, the specifically designed structure hinders separation of the wheel while braking, enhancing user safety.

www.rdr.link/mj029

TOOLS, FIXINGS & ADHESIVES MIDWEST SNIPS BULLDOG AVIATION SNIPS

DUNLOP SHOWER WATERPROOFING KIT Specifically designed to include everything required to allow the tradesperson to waterproof a shower area, wetroom or walk-in shower, Dunlop’s Shower Waterproofing Kit is said to be suitable for any internal intermittent area where continued exposure to water may cause damage. The kit fully waterproofs the background behind a tiled surface to prevent water penetration up to 1.5m high in a two-walled shower unit or 1m high in a three-walled shower unit whilst also working to prevent damaging leaks.

www.rdr.link/mj030

Distributed in the UK by Rollins & Sons, Midwest Snips has been manufacturing metal cutting snips in the USA since 1945, and states that it fully field tests its products to ensure that they meet the company’s standards of strength, durability and cutting edge life. The Bulldog Aviation snips reportedly surpass ASME Standard B107.500.2010 (B107.16) with forged serrated blades that require 40% less force to cut seams and multiple layers of metal using either hand. The blade pivot bolt has a lifetime guarantee and the Kush’NPower grips are comfortable and slip resistant.

www.rdr.link/mj031

GEOCEL THEWORKS XXX Geocel’s theWORKS XXX is described as being a fast-acting, ultra-strength product which gives 50% more grab than traditional grab adhesives on almost any substrate in any condition without shrinking or staining. With an ultra-fast bond on almost any material indoors or out and working not just in the damp but actually underwater, the versatile product can be used on a variety of surfaces and cures to an “incredibly high-strength bond in minutes without the need for any secondary fixing in most cases.” It is available in white in 290ml ‘e’-filled cartridges.

www.rdr.link/mj032

ZIRCON MULTISCANNER L550C ONESTEP Describing as the multipurpose ‘trade workhorse’ of the company’s range, Zircon’s MultiScanner L550c OneStep model ‘vibrantly’ locates studs, metal, and live AC electrical wiring behind walls, floors, and ceilings with its advanced ColorTrip display lighting green in stud scan, blue in metal, and red in live AC scan. The screen flashes, or lights red, to alert the presence of live AC in Stud, DeepScan, and Metal Scan modes, while a 4-mode switch makes it easy to change modes. Stud Scan mode locates the centre, edges, and direction of wood or metal studs up to 19mm deep whilst Deep Scan mode doubles the scanning depth to 38mm deep. Metal Scan mode, meanwhile, locates non-ferrous metal such as copper pipe up to 38mm deep, and ferrous metal such as rebar up to 76mm deep. Finally, AC Scan mode locates live, unshielded AC electrical wiring up to 51 mm deep.

www.rdr.link/mj033

Counter… For over 40 years, Professional Builder has picked up each month from merchant trade As we delve into the November issue to look advertising campaigns from the industry’s insight into the buying habits of your key GEBERIT PRESS FITTING SYSTEMS

MAKITA BATTERY TECHNOLOGY

A detailed article from Antony Corbett, Product Manager for Geberit, shares some of the commonly asked questions about the merits of press fitting and why it is steadily gaining such positive traction with installers. He notes that traditional jointing methods can be cumbersome and difficult to implement, and in many cases simply unsuitable and impractical for the job at hand. In contrast, he argues, press-fitting can deliver a host of installation benefits — indeed, according to a BRSIA report, systems such as Geberit Mapress have been proven to take 30% less time to install than their traditional counterparts. www.rdr.link/mj034

In the latest instalment of PB’s Makita Tech Talk series, the company’s Technical Manager Tony Coleman explains how a new generation of twin 18V machines are delivering more power and longer runtimes than ever before. Despite an increasing preference for cordless, he explains that many contractors will only use cordless models on general jobs and stick to corded models on bigger tasks, where more power is needed due to concerns about battery performance. Tony then outlines the new ranges of Makita cordless machines which make use of twin 18V technology to give 36V power, without leaving the existing 18v platform. Twin battery cordless machines are still as versatile and user-friendly as ever before, but can now deliver the greater power and longer runtimes required for high drain applications such as timber cutting and breaking, or even larger diameter drilling in concrete. www.rdr.link/mj037

PEGLER VSH MULTIPRESS A new multilayer pipe system, VSH MultiPress is described as a quality, plastic-based piping system. The pipe features an aluminium layer with additional inner and outer layers of polyethene, whilst the way these layers are linked delivers enhanced resistance to loads generated by internal pressure and high temperature. The aluminium means there is minimum linear expansion, which is said to deliver a performance comparable with copper, whilst the smooth surface is designed to prevent the build-up of scale and other debris. www.rdr.link/mj035

ARMORGARD TOOL STORAGE Armorgard has introduced four specially designed heavy duty, high security 1.2m and 1.5m site boxes and chests to combat rising theft from building sites. The TuffBank TB2 and TB3 site boxes and TBC4 and TBC5 site chests have anti-jemmy features and additional internal reinforcements that the manufacturer claims make them almost impenetrable. www.rdr.link/mj036

66 PBM NOVEMBER 2019

HIKOKI POWER TOOLS CORDLESS DISC GRINDER Equipped with a high-power Multi Volt battery and a brushless motor, HiKOKI Power Tools’ G3623DA cordless disc grinder claims to deliver the power of a corded tool and more. Showing the power that the batteries deliver, the new grinder is said to beat the equivalent corded model when grinding steel, with a thrust of 29N, using a ø230mm depressed centre wheel. The model also features a brake system that shortens the time between turning off the tool and the motor stopping. www.rdr.link/mj038

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Professional

Attack!

BUILDING â&#x2013; FLOO RING â&#x2013; PLUMBING â&#x2013; CARP ENTRY â&#x2013; ROOFING â&#x2013; DECO RATI NG â&#x2013;

PAIN TING AND THE BUSINESS MAGAZINE FOR THE BUILDING INDUST RY

NOVEMBER 2019

VEHICLES & PLA NT DRIVING AMBITIONS

been the favoured magazine of the building trade, counters by more than 120,000 tradespeople. at some of the articles, latest new products and active suppliers, take advantage of PBMâ&#x20AC;&#x2122;s unique customers to make more trade counter sales.

PRO BUILDER

PLUMBING & WE TROOMS â&#x20AC;&#x2DC;WETTIN Gâ&#x20AC;&#x2122; THE APPETIT E

FORDâ&#x20AC;&#x2122;S NEW RANGER RAPTOR IS MAKING QUITE A SPLASH AS IT LEAVES A TRAIL OF RIVAL PICK UPS IN ITS WAKE.

James Latham Think you know plywood? The timber specialist says that it is taking plywood to the next level, stating that its Garnica range of boards â&#x20AC;&#x153;ticks boxes you might never have though possibleâ&#x20AC;Śâ&#x20AC;? Acknowledging that whilst standard plywood is ideal for a variety of tasks, it is â&#x20AC;&#x2DC;certainly not perfectâ&#x20AC;&#x2122; and so James Lathamâ&#x20AC;&#x2122;s advert puts the case for an upgrade... For example, Duraply means that customers can â&#x20AC;&#x153;say goodbye to soggy plywoodâ&#x20AC;? as the naturally modified board comes with a warranty of up to 15 years outdoors. Ultralight, meanwhile, weighs in at just 250kg per cubic metre so heavy boards become a thing of the past. Lastly, Fireshield offers Euroclass B fire performance from face to core thanks to its integral fire retardant treatment. www.lathamtimber.co.uk

Fernox Clean and dose in under two minutes

Setcrete High Performance Floor Levelling Utilising the experience of its sister company F Ball in the contract flooring industry, the Setcrete range of easy to use floor levelling products are designed to help the general building trade â&#x20AC;&#x153;create the perfect subfloorâ&#x20AC;?. A BMF logo on the advert also gives a nod to the firmâ&#x20AC;&#x2122;s commitment to supporting the merchant sector as it looks to target the trade. www.setcrete.co.uk

Speed is of the essence in this advert from Fernox, which outlines the growing band of installers who are cleaning up quickly with the water treatment specialistâ&#x20AC;&#x2122;s filters, chemicals and equipment. As referenced in the ad, a TF1 Filter can be cleaned and serviced in less than two minutes whilst a system can be dosed in only 30 seconds with Fernox Express to make compliance with BS 7593:2019 quick and easy. www.aco.co.uk

Gyproc EasiFill Range

Ariston Product range

With a new Martin Scorsese film just THEYâ&#x20AC;&#x2122;RE READY READY MIXED & READY TO GO! out, thereâ&#x20AC;&#x2122;s something rather timely about â&#x20AC;&#x2DC;The Goodfillersâ&#x20AC;&#x2122; tagline on this ad! Billed as being ready mixed and ready to go, it features a number of products in the range including EasiFiller Light for deep holes, EasiFiller Finish for surface damage and the multipurpose Gyproc EasiFiller for holes and cracks. www.velux.co.uk/rewards Deep Holes

Holes & Cracks Cracks

Gyproc Gyproc EasiFiller Light

Surface Surface Damage

G yproc EasiFiller Gyproc

Gyproc Gyproc EasiFiller Finish

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www.professionalbuildersmerchant.co.uk

This ad showcases the breadth of the Ariston water heating portfolio, from smaller instantaneous units to those with a 250l storage capacity, with the company declaring that it has â&#x20AC;&#x153;a product for any capacity and needâ&#x20AC;?. Backed by â&#x20AC;&#x153;industry leadingâ&#x20AC;? warranties and promising easy installation, the advert closes by pointing customers towards their local merchant. www.ariston.com

PBM NOVEMBER 2019 67

Counter… Professional Heating & Plumbing Installer and commands a circulation of over 60,000 into the November issue to look at some of advertising campaigns from active suppliers, the buying habits of your key customers to GOOGLE NEST CONNECTED HOME DEVICES A fascinating article from Google Nest outlines the huge growth in the ‘connected homes’ market, outlining the opportunities for installers to satisfy a demand that PwC research says has doubled in just a couple of years. With Eureka Research adding that 59% of UK homeowners say they would prefer a professional to install their connected devices, it seems that merchants would be wise to support their trade customers looking to capitalise. As for Google Nest, the article goes on to list some of the company’s ‘helpful home devices’ such as the Nest Learning Thermostat (pictured), Nest Protect smart smoke and CO alarm, the indoor and outdoor Nest Cam IQ security camera and the Nest Hub. www.rdr.link/mi039

WARMFLOW OIL FIRED BOILERS AND MORE The Belfast-based company celebrates its 50th anniversary in 2020 and PHPI travelled across the Irish Sea to find out more about the company’s latest developments and investment. With a developing installer loyalty scheme in addition to increased tech support from its Telford base on the mainland, the company is also gearing up for its golden anniversary with a completely new-look range of products with the Warmflow Agentis line-up. An updated renewables range, under the brand of Zeno, additionally demonstrates a commitment to the once-again growing heat pump sector and the portfolio features a mixture of air and ground source heat pumps, as well as biomass wood pellet boilers. www.rdr.link/040

SCRUFFS WORK TROUSERS RANGE The latest range of work trousers from Scruffs now offers a broader range of price points. In addition, the introduction of stretch fabric technology means the company can offer slim and regular trouser fit options, combining to provide all day comfort. The abrasion resistant trousers are made from 2-way or 4-way high-quality stretch fabric, which reportedly allows for freedom of movement and flexibility. The range also features Cordura reinforcement knee protection which is intended to provide durable, anti-abrasion protection in high wear areas such as the knees. www.rdr.link/mj041

68 PBM NOVEMBER 2019

ADEY SYSTEM MAINTENANCE Adey’s Global Technical Director, Dr Neil Watson, explains how changes to the British Standard for the preparation, commissioning and maintenance of domestic heating and cooling water systems (BS 7593) will help drive the need for installers to take a holistic approach to protecting system health. The legislation is said to “recognise a necessary shift towards treating systems as a whole, rather than solely focusing on the boiler” and, having come into effect as a Code of Practice on 31 May, BS 7593:2019 now requires the fitting of a permanent in-line filter, in addition to a chemical clean and fresh water flush before inhibitor is added. www.rdr.link/mj042

FIBO HIDDEN CORNER PROFILE Fibo’s ‘hidden’ corner profile is designed for use with its kitchen and bathroom wall panel system to offer a complete tile effect. While the original plastic or aluminium corner profiles overlap the wall panels, the new option can be installed behind them. Once sealant is applied, the internal profile will be completely hidden from view, so the join looks the same as if the wall had been traditionally tiled and grouted. Said to be totally waterproof, the new profile can be used with all of Fibo’s wall panels. www.rdr.link/mj043

WERNER WORK PLATFORM Suitable for a variety of jobs around the worksite, Werner’s lightweight 79025 Aluminium Professional Work Platform features a load capacity of 150kg plus several new features designed for comfort and ease of use. The easy-grab handle allows professionals to transport the 79025 in one, while new slim fold dual locking legs mean the work platform closes to a compact depth of 8cm. This allows professionals to fold the work platform completely flat for easy transportation and storage, while the locking system ensures the legs are secured in place. www.rdr.link/mj044

Attack!

NOVEMBER 2019

is available from merchant trade counters plumbers and heating engineers. As we delve the articles, latest new products and take advantage of PBMâ&#x20AC;&#x2122;s unique insight into make more trade counter sales. 1

5 4

RWC Speedfit, SharkBite, Reliance Valves

2 1

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Part of an ongoing campaign to unite its brand portfolio following the acquisition of John Guest in 2018, youâ&#x20AC;&#x2122;ll have seen this brilliantly-conceived ad in the last issue of PBM, which is designed to highlight how the companyâ&#x20AC;&#x2122;s family of brands â&#x20AC;&#x153;go all the way from the boiler to the point of useâ&#x20AC;?. The advert neatly illustrates how its JG Speedfit, Reliance Valves and SharkBite brands work together to offer a complete range of pipes, fittings and valves, ensuring that installers can benefit from a complete â&#x20AC;&#x153;behind the wall plumbing solution from a single trusted manufacturer.â&#x20AC;? www.rwc.com/family

Aqualisa AQ collection AQ COLLECTION A rather elegant advert from Aqualisa presents some of the highlights from the companyâ&#x20AC;&#x2122;s AQ Collection, which offers a range of styles, easy fit features and a five year valve guarantee. CHOICE, QUALITY AND VALUE GUARANTEED Aqualisa is â&#x20AC;˘ Range of styles â&#x20AC;˘ Thermostatic valves currently out on tour â&#x20AC;˘ Easy fit features with the range, â&#x20AC;˘ 5 year valve guarantee The name you can trust supporting merchants up and down the country to promote the collection with a series of competitions and incentives for installers. Find out more at www.aqualisa.co.uk â&#x201E;˘

www.aqualisa.co.uk/guarantee Helpline: 01959 560 010

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Baxi Cashback promotion Baxi says that it asked UK installers what they wanted in a boiler â&#x20AC;&#x201D; and then built it into the â&#x20AC;&#x2DC;compact but powerfulâ&#x20AC;&#x2122; Baxi 600. The company then reinforced its range with the Baxi 800, which comes with a 10 year warranty and a filter in the box, and is now pledging to take things a step further still by offering ÂŁ300 cashback for every three Baxi 600/800 models installed and registered online by 2 December. www.baxi.co.uk

EHC â&#x20AC;&#x201D; the Electric Heating Company Fusion Astro Said to be particularly suitable for smaller properties, the Fusion Astro electric combi boiler offers rapid heat up times, low running noise and can be installed on any internal wall within a property. Available in 12 and 14.4kW outputs (18 and 24kW versions are available for properties with larger heat requirements where 3 Phase Electricity is available), a two year warranty is provided. www.electric-heatingcompany.co.uk

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Email: enquiries@aqualisa.co.uk

www.professionalbuildersmerchant.co.uk

KEEPING IN LINE

PLUMBING & BATHROOMS SPACE SAVING SOLUT

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PBM NOVEMBER 2019 69

POINT OF SALE

Brushing up Kevin Powell, Channel Head — Trade at Sherwin Williams, extols the virtues of upselling and cross selling and argues that merchants could be doing more to maximise the value of sales.

t would seem that, when it comes to upselling and cross selling, the vast majority of merchants are missing a trick — for example, in a survey carried out amongst independent merchants, a staggering 93% admitted that their sales team never even try to up sell. When asked why this should be, the answers were surprising with over 40% claiming not to see the value. Yet the old adage that the best way to increase sales is to get your existing customers to buy more from you certainly holds true. Indeed, according to sales

70 PBM NOVEMBER 2019

research, it’s 70% easier to make a sale to an existing customer than a new one. The easiest way to increase sales is to sell more to existing customers — cross selling. Similarly, the best way to increase margin is to sell higher margin products to those current customers — upselling. Furthermore, the products that work best are for both up- and cross selling are usually quick to understand, easy to buy and sell, offer real benefits, and have great brand credibility. With fantastic brand values that make them the professional’s choice, Purdy’s range of brushes and rollers are the ones that decorators know and trust. Every brush is hand-made and signed by the person who made it, whilst they are designed with features that ensure they deliver a flawless, professional finish every time and boost productivity on the job. Small details like filaments that self-flag throughout the life of the brush, and the Purdy ‘no filament loss guarantee’ are there to help make the difference when it comes to encouraging a tradesman to trade up to a superior brush. Of course, good POS is vital, especially if it offers the chance for customers to get up close and personal with the product and see the quality for themselves. Adding to this is the confidence that comes through good product knowledge and training. All of Purdy’s POS aims to educate and inform users, for instance matching specific brushes to relevant paint choices and to promote the best products to achieve the most professional finish. For example, Purdy’s Monarch Elite is linked with emulsions to demonstrate how this thicker stocked brush picks up more paint, while the Purdy Sprig is paired with

water-based trim paints to showcase how thinner filaments have less drag when laying off to achieve a smoother finish. By selling a Purdy brush instead of a generic, unbranded brush, merchants can make more profitable sales on products and can be confident that they will be giving their customers the quality results they need. Merchants will also be provided with all of the tech backup and support they need to make those sales. ■ Part of the Sherwin Williams Group, Purdy has been manufacturing premium handcrafted painting and decorating tools for more than 85 years. For more information, enter the shortcode www.rdr.link/mj045 to download the company’s latest product guide.

PRIMAFLOW F&P CASHBACK PLUS Described as its best-ever Cashback Plus scheme, Primaflow F&P’s independent merchant customers have until 13 December to accumulate cashback on more than 900 heating, plumbing, kitchen and bathroom products from 35 of the nation’s bestloved brands including 14 new names such as Twyford, Vaillant, Viessmann, Worcester Bosch and Rangemaster. All of the wholesaler’s customers will be entered into the scheme, with cashback balances automatically updated. Any customers wishing to track their progress should visit www.primaflowfandprewards.co.uk/cashbackplus to register for access to the web portal.

SPIROTECH WINTER PROMOTION To combat the colder weather, Spirotech’s new winter rewards promotion gives heating professionals the chance to receive free workwear in return for five purchases. Your customers can claim a Spirotech soft-shell jacket and beanie hat when they purchase any five units from a selected range which includes the SpiroTrap MBL, SpiroTrap MB3, SpiroVent RV2, SpiroCross AX and SpiroCombi MB3. Purchases can be made until 31 December 2019.

IBSTOCK PRODUCT SELECTOR Designed to help merchants and builders as well as architects and specifiers identify the perfect brick for their project, Ibstock Brick has launched a new Product Selector. Users can customise their search, displaying the final product in a variety of project views and configurations, and the tool features a configurator and easyto-use interface which is said to make it highly interactive and user-friendly.

PJH BATHROOMS TO LOVE Offering an even wider choice of styles, finishes and designs spanning a range of price points, PJH has launched its new Autumn/Winter Bathrooms to Love Collection (Issue 15). New in-store POS material (furniture stands, colour swatches, strut cards, take-away product range cards and display stickers) accompany the launch, as well as competitive display deals and consumer website with a stockist locator function. In addition, the new Italian VEMA brassware brand will also be supported with VEMA-branded POS materials. The PJH Partners Portal website will also be updated with all new products for convenient online ordering and account management.

KINEDO SHOWROOM OFFERS Following the introduction of the Kinespace, Eclipse and Fast 2000 shower enclosure ranges into its portfolio earlier this year, Kinedo has put together new display offers for showrooms that combine the new enclosures with the shower trays in the range. Customisable displays are available for each of the new enclosure ranges at “a low cost”. For example, the Kinespace display can be customised with tray colours and panel versions include clear glass or a panel with central frosted glass with chrome profiles. As well as the low display price, stockists can buy a further promotional set at the display price to kick-start the sales offer.

GAI IRONMONGERY GUIDES Five new guides on architectural ironmongery for different applications have been launched for builders’ merchant staff by the Guild of Architectural Ironmongers (GAI) to ensure that anyone involved in the specification of architectural ironmongery has access to the latest, best practice advice. Based on the RIBA-approved CPD presentations created by the GAI, each guide contains comprehensive product information, diagrams and detail on the relevant building regulations and industry standards. All of the guides are available to download for free from the GAI website. The guides include: Security, Access Control, Accessibility, Specialist Applications and Fire and Escape Doors.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mj046

www.professionalbuildersmerchant.co.uk

PBM NOVEMBER 2019 71

PRODUCTS & SERVICES

FLAMCO XSTREAM ARISTON PRO1 ECO Available in 50, 80, and 100l capacities, Ariston has introduced the new Pro1 Eco range of electric storage water heaters. The collection uses WaterPlus technology, which keeps any incoming cold water at the bottom of the tank, ensuring it does not immediately mix with the stored hot water. This results in up to 16% more hot water being available. Units also utilise an anti-legionella function. The energy efficiency credentials of the electric storage water heaters are enhanced by Ariston’s ‘ECO EVO’ function — an electronic control with automatic learning software, which enables users to achieve energy savings of up to 14%.

Supplied with an insulation jacket which ensures heat losses are kept to a minimum, Flamco has introduced XStream to the UK. According to the company, the filter’s effect sees up to 15% less energy consumption by the heating system in addition to the introduction of automatic venting, ensuring less wear and tear to the system and a lower chance of a breakdown. Said to ensure up to 6% more efficiency from the system, along with the introduction of an ECO/MAX mode, the range is available in three different units — Vent, an air separator; Clean — a dirt separator; and Vent-Clean, which provides both air and dirt separation in one unit.

WORCESTER BOSCH WORCESTER 2000

HUDSON REED PUSH BUTTON VALVES

In a bid to offer more flexibility in a price-driven market, Worcester Bosch has launched the Worcester 2000. With outputs of 25kW and 30kW, the boiler is said to be quick to install and has the same flow rates as the existing Greenstar i. Offering maximum flue lengths of 12m horizontally and 15m vertically, at the heart of the boiler is an improved C6 heat exchanger — an evolution of the “tried and tested” WB6 heat exchanger which has been installed in millions of homes in the UK. The C6 can modulate down to as little as 4.8kW and, overall, the boiler is said to offer a cost-conscious alternative for installers who prefer to install Worcester Bosch boilers.

LAKES SINGLE DOOR QUADRANT AND SLIDER The latest additions to Lakes recently launched Bay series include the Bracklesham Single Door Quadrant and Sandown Slider. With product names inspired by the bays of Britain, the range offers features such as softly closing doors, stylish hardware, interlocking caps, concealed covers and an aluminium finish. As with all of the company’s products, Bay benefits from PureVueHD low iron glass and AllClear stay-clean glass as standard, plus a ‘no-quibble’ lifetime guarantee.

72 PBM NOVEMBER 2019

Old London, Hudson Reed’s traditional bathroom collection, has welcomed a new range of hitech push button valves to its TOPAZ Shower category. Available as single, twin or triple outlets, the easy-to-use valves can be operated individually or simultaneously with, for example, shower head, body jets or handheld shower. Operating from as low as 1.0 bar water pressure, the thermostatic valves incorporate a safety anti-scald mechanism and come with a 20-year guarantee.

CATNIC THERMALLY BROKEN LINTEL

KUDOS CONNECT2 Designed specifically to avoid floor joists, Kudos has launched Connect2, a slimline shower tray that is just 35mm in height, ensuring it retains its superlow profile when installed. Available in 12 sizes, a blanking plug is provided to seal the unused waste, so avoiding any need to lift the tray off the floor. The range is manufactured in a high gloss white acrylic capped ABS, filled with a structural resin bonded stone for maximum strength and stability, and comes complete with a high flow waste — rated to 35l of water per minute — and can be supplied with an optional KAMBA anti-slip coating.

Catnic’s Thermally Broken Lintel range has achieved British Board of Agrément (BBA) approval, verifying its thermal performance. The independent testing and certification confirms the lintels’ structural and fire performance as well as durability of at least 60 years. The company claims to provide a full thermal break to significantly reduce the thermal bridging between the inside and outside of the building. The range achieves Building Research Establishment (BRE) certified energy transmittance psi values of just 0.02 to 0.05 W/mK, surpassing the requirements of SAP 2012 Appendix Q.

GROHE BLUE PURE To allow homeowners to enjoy filtered water straight from the kitchen tap, GROHE has launched the Blue Pure range — described as an alternative solution for those who are unsatisfied with the quality of their current tap water. The Eurosmart design has earned the Good Housekeeping Institute seal of approval, and is available in two other designs — BauCurve and Minta, with the latter offering the additional feature of a pull-out spout. Each model comes equipped with a filter timer system and uses an acoustic signal to advise homeowners when replacement is required.

DUNLOP PROCOVER UNCOUPLING MAT The Dunlop ProCover Uncoupling Mat is said to give tradespeople the confidence to tile onto difficult floors at risk from stresses and movement. Working as an anti-crack membrane and providing a buffer between the tiled layer and the substrate, the mat is easy to install, comes in handy five metre rolls, and has pre-marked cutting gridlines. It can also be butt-jointed with no overlap meaning no tape is needed, and can be tiled on immediately after laying. At only 1mm thick to prevent excessive height build-up, the matt also comes with a 10 year guarantee when used as part of a suitable system of Dunlop tile adhesive and grout.

STUART TURNER CIRCULATOR RANGE With an impressive EEI rating starting from 0.18 and with both fixed and proportional control, Stuart Turner now offers an engineered, electronically controlled, high efficiency circulator range for heating, hot water heating and air conditioning. Designed as a replacement for any 130 or 180 port to port model currently in the market, the units are described as a hassle free, easy retrofit replacement. The circulators are continuously rated, CE compliant, manufactured from robust bronze or cast iron materials, and come with a five year guarantee in the case of the cast iron heating variants.

VIESSMANN VITODENS 200 At 11 kW output, and said to be the UK’s smallest system boiler, the Vitodens 200 is claimed to provide end-users with an optimum-sized, efficient and reliable boiler at a lower price tag. In-built WiFi means an additional controller is no longer required, whilst the boiler is smartphone-ready for ViCare App control. According to the company, it can reduce NOx emissions by up to 40% with a newly-developed MatriX Plus burner and features a height-adjustable colour touch display, with integrated WLAN, for ease of operation.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mj047

www.professionalbuildersmerchant.co.uk

PBM NOVEMBER 2019 73

ADVERTISEMENT INDEX

AkzoNobel ............................................................page 4

Long Rake Spar Co. Ltd ......................................page 7

AUTOPA Ltd .......................................................page 53

MAM Software Ltd .............................................page 39

Bond It ................................................................page 58

Mapei UK Ltd .....................................................page 44

Border Merchant Systems Ltd ..........................page 30

Marley Ltd ...........................................................page 19

Brett Martin Plumbing & Drainage ....................page 61

MEDITE SMARTPLY ............................................page 9

BSW Timber Ltd .................................................page 25

MEDITE SMARTPLY ..........................................page 13

Builders Merchants Federation .........................page 32

Merlin Business Software Ltd ............................page 34

Building Adhesives Ltd ......................................page 62

Professional Builder Live ....................................page 35

Ciret Ltd ..............................................................page 55

Progressive Safety Footwear & Clothing Ltd ....page 64

Coo-Var ...............................................................page 27

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

Doosan Industrial Vehicle Ltd ............................page 28

RWC (UK) Ltd .....................................................page 20

ERA .....................................................................page 23

Saniflo Ltd ...........................................................page 40

Everbuild Building Products Ltd ........................page 42

Stakapal Ltd .......................................................page 53

GROHE Ltd .........................................................page 51

T. I. Midwood & Co Ltd ......................................page 63

Hexstone Ltd ......................................................page 65

Ubbink (UK) Ltd ..................................................page 43

Hilton Banks Ltd .................................................page 37

VELUX Company Ltd .........................................page 16

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

VIP Polymers Ltd ..................................................page 6

James Latham .....................................inside front cover

Winn & Coales (Denso) Ltd ................................page 53

Karndean Designflooring ...................................page 31

Zircon Corporation Ltd .......................................page 58

Kilwaughter Minerals Ltd ...................................page 47

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NE W !

SH SH*T *T

With Paul Davies

THE NAME GAME

OFF A

SHOVEL! SHOV EL! L

Having sustained a calf injury in the opening game of the season, Alisson has only just come back for Liverpool and, despite Adr ian proving to be a more than capable deputy, the reds will surely welcome the return of last season’s Golden Glove winner. Whilst the Anfield outfit have put some daylight between themselves and their only realistic title rival of Manchester City without their no. 1 ‘keeper, they have conceded in all but two games this term. The Brazilian international kept a remarkable 21 clean sheets last year and in a title race likely to go to the wire once again, his re-emergence between the sticks could be decisive. This is clearly good news for those invested in Liverpool’s back line, but Alisson’s absence also led to a brilliant running joke arising from a curious case of mistaken identity. The full name of the returning stopper is but a single additional consonant away from that of US actress, comic and TV personality, Alison Becker and — seemingly from a mis-tagged social media post — hilarity has (genuinely) ensued... On Twitter, one is @alissonbeck er and the other is @thealisonbeck er . We’ll leave you to try and figure out which is which!

FANTASTIC FOXES A little over three years ago, Leicester City secured the Premier League title in what must surely be one of the most remarkable sporting triumphs of all time. Key players like R iyad Mahrez and N’Golo K ante may have moved on but the first team still boasts the likes of Jam ie Vardy and K asper Schm eichel performing at the top of their game alongside exciting talent such as Jam es Maddison, Your i Tielem ans and youth team graduates, Ben Chilw ell, Har vey Bar nes and Ham za Choudhur y. On paper, Leicester had a tricky start to the season, facing off against Chelsea, Wolves, Spurs, Man Utd and Liverpool in the early rounds. Brendon Rodgers has really got this side going though, and the Foxes currently occupy a deserved Champions League position. We’re backing them to be in the top four at the end of the season, too.

TTING E S T ASTES HESIVE F E H T AD Y

U B N A OU C

GRAB

FORM AND FIXTURES Yet another international break disrupts proceedings in November, but if you’re looking to reinvigorate your fantasy football team before the hectic festive period, now’s the time to start. Away from the top two, Frank Lampard’s Chelsea have stepped up significantly of late, with young guns like M ason Mount and Tam m y Abr aham in top form. If you’re watching your budget, you could do a lot worse than peppering your squads with players from last season’s promoted sides. Whilst the goals have dried up a little after a blistering start, Teem u Puk k i still carries a threat but Villa’s John McGinn, Jack Grealish and Wesley have all been in great attacking form in recent weeks. In defence, Sheffield United have actually conceded the fewest goals.

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