Professional Builders Merchant October 19 by Hamerville Media Group

CONTENTS DRAINAGE & WATER MANAGEMENT 26

CALL TO ACTION Outlining the soon-to-be-introduced new regulations for septic tanks.

CONSTANT PROGRESS Flexseal puts the case for making life easier for your trade customers.

MAKING SOIL SYSTEMS AN EASY SELL Breaking the mould on soil and waste products.

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

October 2019, Volume 29 No. 9

NEW & SELF-BUILD 36

DOORS OF PERCEPTION Internal and external door solutions for the new build market.

FULL SERVICE HISTORY Packaged heating solutions — from radiators, UFH and heat pumps — for the merchant sector.

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

KITCHENS & BATHROOMS 47

SPACE OF HEARTS The growing market for the ‘complete showering experience’.

PANEL BEATERS Opportunities in the expanding category of wall panels.

BREATHING SPACE Added-value sales with space-saving bathroom accessories.

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

REGULARS 5 6 8 11 14 16 20 22 58 60 62 64 66

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

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SPECIAL REPORTS 12 THE PULSE Tracking confidence, concerns and prospects in the merchant sector.

18 TRUSTED PARTNER Outlining the support on offer to merchants from the Rainy Day Trust, including its new training partnership with the Worshipful Company of Builders’ Merchants. 44 THE FINAL FRONTIER An in-depth look at ‘POP’ (Point of Purchase) merchandising and display solutions.

COMPETITIONS 67 EVO-STIK FANTASY FOOTBALL A pattern emerges.

PBM OCTOBER 2019 3

VIEWPOINT

Finger on The Pulse

ver the past few issues, we’ve been delighted to present the findings of ‘The Pulse’ — a monthly tracking survey which canvases the opinions of a representative sample of 100 merchants to highlight their views on the market and the business challenges they face on a daily basis. Assessing both ‘Sales Expectations’ and that great intangible of ‘Confidence’ — both in the broader building sector and their own organisations specifically — we very much hope that you will find this to be an informative benchmarking exercise, setting your own experiences against a wider industry backdrop. The regular monthly surveys that formulate The Pulse are building up a sizeable pool of data, allowing for greater analysis of emerging patterns and changes over the longer term. Already, with regards to the ‘Problems Affecting Merchants’, we are seeing some common concerns being referenced repeatedly — for example, squeezed margins and availability of supply — whilst ‘online competition’ can be seen as a growing issue, with 50% of merchants making reference to the digital threat in April rising to 67% in the latest findings. With ongoing Brexit uncertainty clearly an underlying theme, other factors given by merchants include supplier price rises, slow payments and bad debt in addition to a lack of skilled staff. To be clear, this is not a case of saying that the merchant market is currently a picture of doom and gloom; these are the responses to

PROFESSIONAL

BUILDERS MERCHANT THE No.1 BUSINESS MAGAZINE FOR MERCHANTS

OCTOBER 2019

MONTHLY TRENDS MONITOR

NEW & SELF-BUILD Internal and external door options

DRAINAGE & WATER MANAGEMENT Legislative compliance

KITCHENS & BATHROOMS Merchandising and accessories

Plus: News, BMF Members’ Annual Conference, training, merchandising & display solutions and more.

www.professionalbuildersmerchant.co.uk

Fantasy Football Get into the groove

“We feel it is incredibly important to reflect what merchants are telling us about the very real concerns they are facing, both in terms of daily trading and on a longer-term strategic basis.” specific questions about ‘ranking’ the impact of what are typically constant challenges. We must also point out that many merchants cited in the survey are reporting increased confidence and increased sales. Similarly, as presented in our News pages this month, the findings of the BMF’s latest KPI report indicate a resilient industry with a 9.9% increase in sales, “despite the economic and political uncertainty experience through the prolonged Brexit process.”

However, we feel it is incredibly important to reflect what merchants are telling us about the very real concerns they are facing, both in terms of daily trading and on a longer-term strategic basis. The Pulse, with the surveys and data collated by MRA Research, will be an ongoing series in PBM and our intention is to use its findings to help shape our editorial going forward. As ever, we also welcome your own thoughts, comments and feedback. Please get in touch via the usual channels.

■ 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 OCTOBER 2019 5

NEWS UPDATE Women In Industry

NMBS WARNS OF FRAUDULENT BANK EMAILS

Phishing trip

Pippa Latham, the Master of the Worshipful Company of Builders’ Merchants (WCoBM), featured on the industry panel at the inaugural ‘Women In Industry’ conference. Organised by NMBS Finance Director Julie Langford to promote diversity and inclusion in the sector, the panel included Glynis Catterson of S&A Builders Merchants and Samantha Hanks of Cembrit. The conference, hosted by TV presenter Georgie Barrat, took place at the prestigious Stock Exchange in London. Over 60 women from merchants, manufacturers and service suppliers attended the event to share experiences, inspire ideas, and to learn from each other as well as the guest speakers. Pippa covered the many career opportunities in merchanting and the need for better communication to parents, schools and colleges to improve understanding and awareness so our sector is attractive to girls and boys. Inspirational guest speakers from outside the sector included Lioness Karen Carney MBE with a thought provoking discussion on the explosion of women’s football; Sally Bevan, Managing Director of Santander UK on balancing a career with family life; and Mandy Hickson as the only female pilot on her Front Line Tornado Squadron. The Master was pleased to see familiar faces with other female Liverymen also in the room, but shared her drive to attract more women into the Livery: “Joining WCoBM is by invite only, but looking around this room, I can see many ambitious and professional women that I believe would provide valuable input to our growing Company.”

NMBS is warning its members and suppliers to beware of fake emails claiming to be from the Buying Society, after an attempt was made to trick builders’ merchants into sending payments intended for NMBS into a fake account. In early September, a number of members received an email claiming to be from NMBS, informing them that it had changed its bank account details and asking them to begin sending their payments to a different account, starting from September 2019. In fact, NMBS has not changed its financial information, and the new bank account details were false. Julie Langford, Finance & Operations Director at NMBS, said: “We were very concerned to learn of the attempt to defraud our members by tricking them into sending money to a fraudulent account. The email is completely false and none of our bank details have changed. “We want to assure our members that we would never contact them by email to announce any changes in our financial or banking details. Email is simply not a secure enough platform to be communicating that type of business-critical information.” NMBS has detailed security procedures in

place to protect against cyber threats and is urging its members to take similar precautions. As standard security practice, if a member contacts NMBS by email or phone asking them to update their financial records about that merchant, NMBS requests the merchant submit a signed letter by post with all the details enclosed. On receipt of the letter, an NMBS representative will then contact the merchant directly to confirm that the request is legitimate, and will send back a letter of confirmation before any bank details are changed. Julie added: “These precautions do take extra time, but it ensures the safety and security of NMBS, our members and suppliers — something we take extremely seriously. Cyber crime is a real threat to all businesses and as these types of cyber attack become more sophisticated and more convincing, we must all be extra vigilant.”

Plain sailing for Grant & Stone Great sunshine and a fair wind contributed to the success of Polypipe’s 21st Annual Regatta on The Solent, 5th September 2019. The charity event saw 465 people from across the sector participate in a day of sailing with £8,000 raised through a charity auction and raffle for Polypipe’s corporate charity partner Help for Heroes and the John Merricks Sailing Trust. Forty yachts in a range of classes from cruiser racers to pilot cutters took to the water for a day of racing in the Solent at

Portsmouth, with the overall winning crew coming from Grant & Stone.

TEL: 01923 237799

EMAIL: PBM@HAMERVILLE.CO.UK

BMF KPI REPORT SHOWS INDUSTRY’S RESILIENCE TO POLITICAL UNCERTAINTY

a @PBMmagazine

Branch 65 for MKM

Benchmarking performance The Builders Merchants Federation has published its latest Key Performance Indicators Report which provides a benchmark for trading performance in the UK independent builders’ merchant sector over the 12 months ending April 2019. Key findings indicate a resilient industry with a 9.9% increase in sales, despite the economic and political uncertainty experience through the prolonged Brexit process. The full BMF KPI Report is one of a suite of survey reports available exclusively to BMF Members. As well as the changes in sales, it analyses ratios such as trading margins, sales from stock, gross profit, profit per employee and other key indicators. The survey was carried out among BMF merchant members in mid-2019. Member returns covered the periods to their year ends that fell between 1 May 2018 and 30 April 2019. The ratios used within the report are a selection from the full survey findings. The BMF KPI Report uses a core sample of participants that

Colour of the Year Dulux Trade has revealed its Colour of the Year for 2020 as Tranquil Dawn. A panel of decorating experts selected the soft green shade, along with and four supporting colour palettes, to embody the nation’s mood on the approach of a new decade. Karen Wilkinson at Dulux Trade said: “The pale green tones of Tranquil Dawn are calming and comforting just when homeowners need it most in their lives, while the grey hue gives the colour versatility. When paired with neutral pastels and rich colours it becomes incredibly powerful at creating spaces that encourage making better human connections.”

enables a true like for like comparison with previous years’ ratios. For more information please contact Nyssa Patel, BMF Industry Analyst/Economist at nyssa.patel@bmf.org.uk or on 02476 854994. ■ Delegate spaces are still

available at the next BMF Branch Managers Forum, taking place in Coventry on 31 October -1 November. The event is specifically designed to help BMF branch managers, and those aspiring to branch management, to run their branches more effectively and improve performance in every aspect.

The BMF has gathered together an impressive range of industry experts to share their knowledge on a wide variety of branch-related subjects, including Health & Safety, Environmental Efficiency, Digital Marketing, Branch Security and HR (legal aspects of Diversity & Equality). Visit www.bmf.org.uk for more infor mation

MKM Building Supplies has opened the doors of a brand new, state-of-the-art branch in Aberdeen. Creating 20 jobs, the city centre depot is said to be the first new builders’ merchant to open in the Granite City for over a decade and the 3.2acre site with a 26,000sq. foot warehouse becomes the 65th branch in MKM’s expanding network. A further three are planned to open later this year.

Self-build support

With the number of self-builders growing in the UK at a rate of nearly 8%, self-building may soon represent more than 10% of the UK construction market as even more consumers aspire to build their own dream home. With this in mind, Saint-Gobain has drawn on the combined reach of its manufacturing and merchanting brands to create a bespoke website — build.saint-gobain.co.uk — to help guide self-builders through the process. The site guides self-builders with easy to understand information, advice and resources including a focus on the services provided by Saint-Gobain’s merchant brands — such as dedicated in-branch teams and assistance with planning, estimating and scheduling.

PEOPLE NEWS

Nick Roberts has formally taken up his new post as CEO for Travis Perkins having initially joined from design, engineering and project management consultancy Atkins as CEO designate on 1st July to ensure a smooth handover with his predecessor, John Carter. He said: “Since joining, colleagues have welcomed me with great warmth, and I have been struck by their quality, character and commitment, as well as the capability we have across the Group. Over the coming weeks and months I will be focused on the clear plan that we’re in the middle of executing, which is to focus on the trade and simplify the Group. “This is an exciting time from an industry perspective and, based on the changes that lie ahead of us in areas such as customer expectations and rapidly evolving sales channels, my job will be to ensure Travis Perkins is well positioned to deliver change and maximise the opportunities they bring.”

Flex-R has increased its capacity to work with merchants with the appointment of Emma Butterworth-Day. Emma has joined as a Business Development Manager for the southern half of the UK with a brief to increase the amount of stockists of its range of products, including its single-ply EPDM ClassicBond, and to back this up with in-store training and demonstration events. Her appointment will also now enable fellow BDM Dan Addley to concentrate on the northern half of the UK.

Marmox has appointed a new National Sales Manager with Jonathan Parsons returning to the business to head up a sales force of six to promote the company’s products both at the local level and across the country. Jonathan previously worked for Marmox from 2002-2012 and his career break from the industry came about when helping his wife Gen set up The Sudbury Dog Company — a doggie day care centre, which he describes as having fulfilled a long held ambition for both of them.

Clare Hasprey-Young has joined Conex Bänninger as National Sales Manager. She brings more than 21 years’ experience to the role, most recently as Sales and Marketing Director for a renewable heating and ventilation specialist contractor, while previously she worked as Regional Sales Manager for a national merchant. Clare said: “My objective is to make sure all our customers have the best possible experience as we continue to deliver a professional, reliable service with market leading products renowned for their quality and reliability.” Damascus Msumba has also been appointed to the post of National Business Development Manager for OEM contracts.

Wilo UK has announced the appointment of its new Managing Director, with Lee Tebbatt returning to the firm where he was Midlands Sales Manager back in 2004-05. Lee’s career has taken him to BSS Industrial, Uponor Building Energy and Eriks UK. He said: “I’m delighted to be joining Wilo UK again at what is a really exciting time for the business. I’m confident that we can make huge strides in the various markets we are currently targeting and I’m looking forward to leading the company to new heights.”

8 PBM OCTOBER 2019

www.professionalbuildersmerchant.co.uk

MARKET MONITOR in association with

Threat or opportunity?

he “weather and fire resilient” home being constructed at BRE’s Watford Innovation Park is intended to be the first modular home in Britain to be awarded the body’s soon-to-be-released BPS 7014 Standard for Modular Systems for Dwellings certification, the UK's first offsite construction standard. Project Etopia claims that the introduction of the standard “promises to be a watershed moment for the offsite construction industry” and ground was broken in early September by the offsite developer’s CEO Joseph Daniels and the company’s chairman, Lord Stanley Fink. The ground floor was completed in just two hours. The building — which uses Etopia’s panelised build system — is intended to be a leading example of how modular housing can embrace eco-technology to create high-quality, greener homes that significantly reduce electricity bills for consumers. Furthermore, the company’s homes are claimed to be built on average three times faster than traditional builds whilst the build cost of the 108 sqm 3-bedroom detached house is said to be around 20% less than a conventional home.

Merchants may be interested to note that momentum in the modular housebuilding market has moved up another notch with the building of a ‘landmark demonstration home’ by Project Etopia at the Building Research Establishment (BRE).

BRE’s BPS 7014 will assess levels of performance of buildings using Modern Methods of Construction (MMC) against sustainability and building standards. The new house will be tested for its ability to withstand hurricanes, fires and floods and will be “thoroughly evaluated to prove it can match up to — and surpass — the equivalent building regulations as bricks and mortar homes”. The smart home features its own solar cladding in conjunction with Great British Voltaic (GBV), solar panels and tiles, triple glazing and a Daikin Heating and Cooling System. It will also incorporate E-Smart’s plugand-play smart home system with Samsung smart appliances. Joseph Daniels said: “We set out to be at the leading edge of the offsite construction sector and the fact that we are at BRE building the first demonstration home intended to meet the UK’s first modular construction standard is testament to that. “The team has worked so hard and it’s an incredibly proud moment. Our hope is that the work we do here is also hugely positive for the whole

industry. In years to come, people will look back at BRE’s introduction of BPS 7014 and pinpoint that as the moment modern methods of construction really went mainstream. It’s fantastically exciting for the UK housing market and there is now everything to play for.” ■ Project Etopia was founded in 2015 and

produces modular homes and high-quality school buildings that can be built in under four weeks. Its designs incorporate preinstalled energy-efficient technology such as solar power, heat recovery, mechanical ventilation and Passive House architectural design features to ensure each building is capable of producing more energy than it needs. www.projectetopia.com

Weaker expectations & confidence The most recent results from The Pulse, a monthly tracking survey by MRA Research into merchants’ confidence and prospects, reflects builders’ merchant expectations in a challenging market. Sales expectations A net +19% of merchants predicted better sales in August compared to July. Growth expectations have, however, weakened since the first survey of The Pulse in May where a net +64% of merchants expected sales to rise month-on-month.

Expectations varied regionally, with merchants in the Midlands most buoyant (net +48%). More national (net +26%) and independent merchants (+21%) anticipated better sales than regional merchants (+11%). Compared to the same month last year, a net +48% expected sales to rise in August. Expectations over the period were broadly similar across all regions and merchant types. Merchants in Scotland were slightly more cautious (net +38%). Looking to the next quarter, merchants are positive. A net +39% anticipate sales will increase over the next three months (August-October) compared to the previous three months (May-July). A net +51% of regional merchants forecast growth over the period, compared to a net +37% of nationals and +21% of independents.

12 PBM OCTOBER 2019

Confidence in the market A net +3% of merchants were more confident about the market in August than they were in July. Year-on-year, merchants’ confidence in the market weakened with a net -4% less confident in August than the same month last year. This has slipped from a net +12% more confident in May compared to May 2018. Among those who are MORE confident, approximately two thirds said this was due to sales continuing to increase and because “things haven’t been as bad as predicted”. The remaining third saw wider economic issues improving with Brexit settling down, or at least with less pessimistic news coverage. However, since completing this survey at the beginning of August, the Queen approved Boris Johnson’s request to suspend parliament. We have yet to see the impact of this decision. Merchants LESS confident were largely reflecting on the uncertainty around Brexit and the political situation impacting on a general slow-down in the economy. Businesses are struggling to win new work, largely due to a hesitant market.

TRENDS MONITOR Confidence in the business Confidence in their business or branch remains positive for most merchants, although slightly down on previous surveys. A net +37% were more confident in August than the previous month (July). Merchants in the South and Midlands were the most confident (both a net +44%). Compared to the same month last year, a net +36% of merchants were more confident in August about the prospects for their business or branch. Merchants’ confidence in their own business is consistently stronger than their confidence in the market.

Single biggest problem Just under a third of merchants said supplier service & availability (29%) was their single biggest problem, followed by online competition (22%). Most important challenges for construction In another question, merchants state the three most important challenges the construction industry faces today. Responses are grouped into categories, and the top three mentions in August were availability of supply (43%), Brexit (41%) and increased competition (33%). 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.

Problems affecting merchants Every quarter, we ask merchants for their views on the main problems affecting their business in the last month. In July these included squeezed margins (69%); supplier prices rises and supplier service & availability (both at 62%); and price cutting in the market (61%). The number of merchants mentioning online competition jumped from 50% in April to 67% in July. More merchants also said they had been affected by lack of confidence in the market, lack of skilled staff, weak sales volume and legislation.

■ 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 fifth survey in this series, with interviews conducted by MRA Research in August 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 and www.professionalbuildersmerchant.co.uk, or call Anna Eriksson at MRA Research on 01453 521621.

www.professionalbuildersmerchant.co.uk

PBM OCTOBER 2019 13

MERCHANT FOCUS Selco has reaffirmed its commitment to lowering its carbon footprint through a number of initiatives, including a programme of investing in energy-saving LED lighting across its branch network.

Greener future

ctivities under a new companywide sustainability initiative launched by Plumbase include the elimination of plastic bag usage, the introduction of LED lighting across its distribution centres, investing in more efficient vehicles and switching to renewable energy alongside ‘grand plans’ to further reduce its carbon footprint and environmental impact across its entire nationwide branch network. Another initiative, announced earlier in the year, is the partnership with Big Clean Switch, a social business which helps people and businesses to move to renewable electricity providers. As well as the firm’s own energy coming from renewable sources, those working with Plumbase are now able to quickly and easily switch to one of the UK’s most trusted clean energy suppliers. With the aim of reducing its carbon emissions from vehicles by 351 tonnes in 2019, the company has already invested in 25 new vans which produce 288g less CO2 per km than the Euro 6 standard requires. Plumbase is also planning to take further steps to reduce transport-related pollution by investing in more efficient vehicles, encouraging more fuel-efficient driving and increasing the range of hybrid vehicles available as company cars. In terms of future objectives, the company is exploring material recycling in more detail and working closely with suppliers to reduce product packaging.

14 PBM OCTOBER 2019

With the aim of reducing its carbon footprint by as much as 70%, the merchant plans to extend its use of LED lighting across the entire business, including all branches. Anna James, Environment & Quality Advisor at Plumbase, said: “We are passionate about becoming an environmental leader in our industry. A lot of the time, it comes down to educating our staff and customers to be more mindful and less wasteful. Equally, it’s important to realise that what may seem to be simple small changes can have a significant impact in the long-term. For example, just by educating Plumbase staff on setting boiler timers, the company can save as much as 5.8 tonnes of CO2 and £2,400 per branch, per year in gas.” At Selco, the company has reaffirmed its commitment to lowering its carbon footprint by continuing to invest in energysaving LED lighting. The modern bulbs have been installed in all new store openings over the last five years whilst the Croydon, Tyseley and Reading branches are the latest to be retrofitted with LED lighting with plans in place for the remaining 25 branches to make the switch to the newer technology before the end of March next year. The impact of moving to LED is dramatic, with the investment resulting in the saving of almost 69 tonnes of carbon in one branch every year. Since an average tree can breathe in around 21kgs of CO2

Increasing numbers of merchant businesses are recognising the need to invest in environmentallyfriendly measures, both from an ethical standpoint and for the cost-savings that such initiatives can bring about. PBM considers the current plans being implemented by both Plumbase and Selco.

OTHER NEWS: ■ John Nicholls Holdings continues to expand across both its Nicholls and J&Bs businesses. For example, Nicholls Building & Timber Merchants has recently opened a new Distribution Centre on the outskirts of Witney, Oxfordshire which will relieve pressure on the existing branch in Kidlington. Over the summer, the business also witnessed the next stage of expansion for J&Bs — the Dorset-based Plumbing & Heating Merchant owned by the Nicholls Group — with the opening of a new branch and bathroom showroom in Ringwood, Hampshire. J&Bs was acquired by the Nicholls Group in 2014 as a three-branch merchant, and Ringwood is now the seventh plumbing & heating branch and fifth bathroom showroom for the brand.

per year, that would equate to each branch planting over 3,000 trees to achieve the same effect. Sensors are also being installed so that the lights get brighter when conditions are darker, and turn off when not required, saving more energy. The company is also trialling a gas management system — the Vickers System — in three branches. The system works to reduce gas consumption by controlling the heating through sensors and savings have already been recorded of around 36%.

www.professionalbuildersmerchant.co.uk

TRAINING ZONE

Rewarding commitment The BMF continually looks to improve and expand the range of courses on offer to support members in developing their teams’ skills and knowledge. Indeed, BMF training is one of the top five reasons members give for joining. The recent BMF Awards Dinner in September recognised a number of merchant businesses and individuals to have shown exceptional commitment to training and development.

ollowing the BMF Members’ Annual Conference which took place last month at the St George’s Park National Football Centre in Burton upon Trent, the BMF Awards Dinner recognises a number of talented individuals and committed companies in developing talent and driving the industry forwards. In an award proudly sponsored by PBM, this year’s BMF Training Company of the Year is Howarth Timber and Building Supplies, with Dumfries Timber Company taking the Honorary Achievers Award. Howarth Timber and Building Supplies demonstrated its support for team development with a training programme encompassing both formal and informal routes. For a company with just over 30 branches, Howarth has no fewer than 15 team members undertaking the BMF Diploma in Merchant Management course, which equips candidates with key managerial skills that they can immediately apply back at work. Howarth also has 22 apprentices supported by the BMF Apprenticeships Plus Levy Management Service and has purchased 100 BMF Building Blocks modules to introduce them to the intricacies of life in a builders’ merchant. The online training programme builds into a comprehensive guide both to the industry and the products stocked and sold. In addition, Howarth encourages team members to build knowledge through informal routes such as participating in BMF’s specialist Forums — including Timber, Plumbing & Heating, Bricks, Blocks & Landscaping and Marketing — and attending key events including the recent Conference in Dubrovnik and the first BMF Young Merchants Conference in 2018. Honorary Achievers Award Operating from three branches, Dumfries Timber is one of the BMF’s smaller merchant members but it has consistently punched above its weight in developing its team. It is the only BMF member in Scotland to have participated in BMF training programmes in each of the last

16 PBM OCTOBER 2019

Howarth Timber secured the BMF Merchant Training Company of the Year Award.

six years, whilst training extends across every level of the business from Apprenticeships to the BMF Diploma — with two team members within each of these programmes. Dumfries Timber also utilised BMF’s two and four day courses including the Yard Foreman’s Toolkit, How a House is Built, the Margin Improvement Programme and Management Training. Finally, on a pro-rata basis, it has consistently provided more BMF training per employee than any other member in its region. Young Achievers The BMF Awards Dinner also celebrated the achievements of Apprentices and those taking the next steps up their chosen career ladder. Nathan Jones of South Coast Building Supplies has been recognised as BMF Apprentice of the Year Level 2. Nathan is undertaking a Trade Supplier apprenticeship through the BMF ATA and, after six months in the warehouse followed by six months on the trade counter, he has shown professionalism in both areas. He has also embraced independent learning, seeking opportunities to enhance his knowledge and improve performance, including enhancements to the trade counter showroom.

Tom Savage of Wyckham Blackwell is the BMF Apprentice of the Year Level 3. Tom’s apprenticeship as a Business Administrator has involved some challenging tasks, but he has retained a positive attitude to his studies throughout. Described by colleagues as a “pleasure to work with”, he is organised, hardworking and embraces every opportunity to learn and meet targets. Finally, Jane Axford of Tamar Trading was named Best BMF Diploma Student, while Cameron Clarke of Longwater Supply is the best BMF Building Blocks Learner. Congratulations to all BMF Award winners. To find out more about any aspect of BMF training, email paige.godsell@bmf.org.uk or call 02456 854980, or visit www.bmf.org.uk/training

■ 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.

INDUSTRY SUPPORT Bryan Clover, Chief Executive Officer of the Rainy Day Trust, outlines the role of the organisation and explains the help and support the charity can offer those working in the builders’ merchant sector.

Trusted partner O

n a day-to-day basis, those employed in the builders’ merchant sector face all the same challenges and concerns to those in all other areas of employment — from wanting to develop their career in the industry, sometimes needing extra financial support, to occasionally needing specialist advice when things go awry. For managers of builders’ merchants who are trying to do their best to support their staff, it isn’t always easy to know which way to turn when specialist help is needed. Similarly, for more junior members of staff who know they need assistance, but don’t know how to access it, the world can seem difficult to navigate. The Rainy Day Trust (RDT) operates across the UK’s home improvement and enhancement industry. It is the only charity conceived solely to help people who have worked in, are currently working in or are apprentices in this industry. And that includes builders’ merchants. The RDT grew out of two benevolent funds for the industry with roots back to 1843, and it now offers a range of services for those at all stages of their careers. One of the key areas of interest to apprentices in the sector, for example, is likely to be the opportunity to request

18 PBM OCTOBER 2019

financial assistance. The RDT provides this support in the form of grants to pay for extra training modules to enhance qualifications. Further financial assistance may be available to meet living costs and transportation. The charity also provides access to welfare benefit checks to ensure benefits entitlement is being met. Applicants for this kind of help from RDT must be on, or about to start, a recognised apprenticeship scheme within the home improvement, DIY or construction sector, which translates to that of builders’ merchants. They must have less than £10,000 in savings and be on a low income (including support from the ‘bank of Mum and Dad’). Of particular note for builders’ merchants is the collaboration between RDT and the Worshipful Company of Builders’ Merchants (WCoBM) which has introduced a new bursary, providing financial support to individuals looking to work in the merchant sector or with a supplier to a builders’ merchant. The bursary — worth up to £2,000 per person — is also available to those already employed in merchanting and wishing to improve their personal development or career in the industry. Applications for a bursary are open to:

●

Younger people in full-time education who wish to enter the builders’ merchant sector in any role. Current apprentices in the builders’ merchants industry. Full or part-time employees at a builders’ merchant or working with a supplier to the builders’ merchant trade. Individuals wishing to improve their career prospects within the industry.

While WCoBM has the contacts and funding support, RDT has the means to assess applications, and develop and deliver the programmes to support individuals through their learning and development. This combination of attributes makes the partnership between the two organisations an extremely good fit.

For those currently employed in the builders’ merchant sector, RDT also offers a range of other services: ●

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● ●

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The RDT ‘fuel poverty help package’ is aimed at helping anyone who has to decide between eating and heating each winter. ‘Legal Express’ is a service for staff members and their families who are having trouble finding and paying for legal advice. RDT telephone counselling can provide an understanding ear, for those who just need to talk. The charity offers e-learning programmes. If a member of staff or their family has lost their job, the RDT Welfare Benefits Calculator is ideal to help them to ensure they receive the correct amount of help. The RDT Debt Advice Service is also available.

Whether it’s through practical help or moral support, the RDT will do its best to support the industry. We are currently seeking ‘ambassadors’ to help us in our goals, and would appreciate hearing from anyone in the merchanting world who would like to take on such a role with us.

Evie’s Gift ■ A book written by Evie Clover, daughter of Rainy Day Trust CEO Bryan Clover, has been published to raise money for the charity set up in her memory. ‘Written by the Stars’ tells the story of young girls breaking years of tradition to make their own destiny and was written by Evie Clover at the age of 12. Evie died aged 13 on 11 January 2018 from a rare and aggressive brain tumour and all proceeds from the sale of the book will go to Evie’s Gift, the charity set up by Evie’s parents Bryan and Patsy to offer support to families of critically-ill children. Bryan explained: “In September 2016, at the age of 12, our daughter Evie wrote a short story to enter a writing competition for all the schools in Bath. She had to write a story of about 5,000 words suitable for 4-7 year old children. We received a very nice letter back from Paragon Publishing saying that the story was incredible and would have won, but they felt that it was better pitched at 10-12 year-old girls. “Fast forward to February 2018 and shortly after Evie’s funeral we were contacted by the lady at the Royal High School, Bath, who had coordinated the school’s entries for the competition. She had remembered how impressed Paragon had been at the quality of her story and had got in touch with them to tell them about her brain tumour and how we set up Evie’s Gift.” Paragon decided to publish the story and the book is now in print, illustrated by one of America’s top children’s book illustrators, Dinara. Bryan adds: “Although I say so myself, it's a lovely story and has a great message for today's young girls — you have the power to decide your own destiny.” All proceeds will go to Evie’s Gift and the book is available to purchase from the charity’s website www.eviesgift.org.uk ■ More information is available from www.rainydaytrust.org.uk and www.wcobm.co.uk

www.professionalbuildersmerchant.co.uk

PBM OCTOBER 2019 19

NBG BUYING BETTER

Taking a deep dive into drainage and waterworks Phil West, Director of MAP Building & Civil Engineering Supplies based in Ilkeston, has been a National Buying Group (NBG) partner for four years. Phil is part of the civils and landscaping Category Management Team (CMT) which meets on a quarterly basis to discuss and progress deals, ratify recommendations for new agreements, and ensure agreements are being supported. Here, he takes a deep dive into drainage and waterworks and discusses how social housing is continuing to be a main source of demand.

ocal authorities have tight budgets when building new social housing developments, and that’s why it’s important for independent merchants to remain competitive on products and services. Phil explains: “At the moment we are getting a lot of business from the social housing sector, which is good, but unsurprisingly they are always looking to build and develop homes in the most cost-effective way possible.” The debate amongst politicians is still ongoing as to whether local governments are producing enough social housing to meet demand, with records suggesting that there were 4,251 new-build social houses built in 2018. For Phil and his team at MAP Building & Civil Engineering Supplies, they are busy providing products and solutions to build the groundworks of new social housing developments. Phil said: “Just like we do for the private sector, we provide a range of concrete, plastic and clay pipe solutions to a number of social housing developments. However,

20 PBM OCTOBER 2019

one of their key priorities is to get the best price possible. As a result, we have seen the profit margin on these types of products reduce, which has undoubtedly had an impact on our bottom line. “It’s during times like these that I am so thankful to be a partner within the NBG network. It’s a reassurance to know that my business has access to the best product deals possible.” NBG partners combine buying power to achieve more favourable supplier trading terms than they would on their own. Agreements are tendered on a regular basis to ensure NBG’s terms remain competitive and fair. Phil added: “Within the NBG network there are eight CMTs which incorporate all of the key products groups. What’s great about these teams is that they comprise experts in certain fields and in addition, we get support from a professional buyer. This means we have access to better, and more numerous deals, across all of our key products, saving time, money and effort by sharing the workload.”

NBG NEWS ■ NBG has welcomed new partner, Tinhay Building Supplies. Opened in 1999, Tinhay offers quality service and products to customers in the South West ■ NBG Partners and Suppliers went head-to-head in the annual Ryder Cup Golf Day this month. Victory went to NBG Partners who won 7.5 to 4.5 ■ Kerrie Kincade from NBG took part in the Pavestone Rally at the beginning of September, driving 2,250 miles in five days. This year’s rally has so far raised over £133,000 for children’s charities. ■ Plans for the NBG Conference 2019 are well underway. Partners, suppliers and guests will be heading to Glasgow on 19th and 20th November. ■ For more information, visit www.nationalbuyinggroup.com, find them on Twitter @NBGLLP or on LinkedIn by searching for National Buying Group

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SUPPLIER PROFILE

Golden years This year, fischer fixings UK is celebrating its 50th anniversary. PBM speaks with new Managing Director James LeGrys to find out more about the company’s growth over the last half century and its approach to servicing the needs of trade professionals in tandem with the support it offers the merchant sector.

as the company made any recent investment into its manufacturing and production facilities? fischer has always been a leader in innovation and 2019 has been no different. Not only has the fischer group invested in new subsidiaries around the globe to further extend its sales reach, the business has also invested in new production facilities to cope with the unprecedented demand for one of our most innovative products — the DUOPOWER two-component universal plug. The company now produces this in our two biggest marketplaces, Italy and Germany, and the demand has been so large that the DUOLINE range now extends to three products and this will rise to four in 2020. What new products have you recently brought to the market and what do you hope to achieve for your target audience? In 2019, fischer launched countless new products that you should have seen on your shelves already. New products are of huge importance to the group, but so are new sales channels and one of the latest ranges is specific to the DIY channel. Called “No tools, just hands”, there are over 10 products in the range to help solve common household tasks such as picture hanging and repairs without the need for tools. In terms of current market trends, what are the main drivers within your corner of the industry? The construction industry has definitely changed over the past four years I’ve been at fischer. We see more and more enquiries relating to the health and safety aspects of our products and the installation ease. It seems to be more about how we can make

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construction professionals lives easier and safer, rather than simply getting the job done quicker and cheaper. There has been a clear transition in our product range too. We are now one of the few suppliers that offer a dustless drilling system with the fischer hollow drill bits (FHDs) to minimise the impact of silica dust on installers’ respiratory health. Our latest range of concrete screws also require less drill hole cleaning in certain applications, helping to reduce this impact too. In general though, it is about simplifying installation practices so things just can’t go wrong! For our distribution network, a big focus is the reliability of supply. Over the last few years, and especially with the uncertainties of Brexit, fischer has increased its stockholding levels both globally and locally to make sure we continue as the most reliable ‘glocal’ partner our customers operate with. Furthermore, fischer UK has also increased its field sales presence and shored up our logistics networks. This will ensure our customers will still see the same reliable stock deliveries with minimal impact from any decisions of a political nature. Looking forward, what are the other challenges facing the company? Challenges should be seen more as opportunities. fischer UK is facing many new opportunities in 2019, not only with

James LeGrys, MD of fischer fixings UK

myself being appointed as MD (in July) but also a huge increase in external staffing numbers and a brand new developing department within eCommerce. fischer UK is looking at eCommerce as the future of distribution. More and more of our customers have a growing, demanding, customer base that uses the internet wisely and we want to help our distributors provide the best information and the best availability across any eCommerce platform. As a business new to this sector, we have invested heavily with excellent results so far. How important do you consider training to be, for both stockists and end-users? fischer has always been a leading force in training. In the UK alone, we have a training team of nearly 10 people and so far this year, we have trained almost 2,000 participants. All of these training sessions are completely FOC and they are fully flexible, from field training onsite or relating to a single product and the correct installation practices, to a more general overview of fixing technology done in our training academy. We also now offer VR training sessions on several of the headline products, ‘bringing the construction site into the comfort of your office’. How would you describe the current status of the firm’s relationship with merchants? Being honest, fischer UK hasn’t always had a great relationship within the merchant sector and I feel that, in the past, fischer has been seen as a purely ‘site sales’ company.

However, under my guidance and through my predecessor’s actions we have definitely focused much more on the merchant sector and now have an established connection in this market. My own personal history in the industry is also from within the merchant sector. I like to think I know how they operate and that I can bring fischer even closer to meeting the demands of this huge and important sector. We are developing a bespoke retail solution specifically for the merchant sector, alongside a new and interactive POS system that will not only help merchants sell the fischer products but help to inform the installer as well. Any final thoughts to share with our readers? There is a bright future ahead for fischer and the industry in general. As a sector, we always steer a path through times of uncertainty and come out the other end stronger — the situation we find ourselves in currently will be no different. As the new Managing Director of fischer fixings UK, I believe our duty as a global manufacturer is to minimise any impact from political decisions, continue to develop and enhance our products and improve in every customer-facing aspect that we can. This is what I intend to do.

The fischer fixings UK team celebrate the company’s 50th anniversary

■ For more infor mation on fischer ’s support for stockists, enter the shortcode www.rdr.link/mi001

DRAINAGE & WATER MANAGEMENT

Call to action T

he soon-to-be introduced septic tank regulations requiring homeowners to stop any discharges directly into water courses is causing huge confusion in the market. Few people seem aware of the change, and the ramifications are clearly not fully appreciated. Septic tanks are still the most ubiquitous system in the UK for off-mains drainage, but they are far from the most efficient, requiring a drainage field through which effluent can be filtered before it reaches ground water. The regulatory changes are being applied under the General Binding Rules (and only in England) and apply to any properties with septic tanks where the effluent passes directly into a ditch, stream, canal, river,

surface water or drain, meaning the potential for local pollution is extremely high. Owners will need to replace or upgrade their system either when they sell their property, or before 1 January 2020, whichever is sooner. What is off-mains drainage? Homeowners who manage their drainage within the boundaries of their properties are legally responsible for minimising the impact of their sewage waste. Typically this means managing it either through the installation of a septic tank or a sewage treatment plant. However, the two systems work very differently and understanding these differences is vital in terms of assessing cost,

The introduction of new regulations in January 2020 will see homeowners replacing or upgrading septic tanks to stop discharges directly into water courses. PBM speaks to Kingspan Klargester about the upcoming changes, and the companyâ&#x20AC;&#x2122;s new hotline which has been set up to give advice on the regulations to merchants, homeowners, builders and groundworkers. long-term performance, protection of public health and the environment, and of course compliance with relevant legislation. What is a septic tank? Septic tanks allow the settlement, storage and partial decomposition of solids; the resulting effluent is then typically passed through an external drainage field. They remove significant amounts of solids but only around 30% of the active pollutants, which is why their discharges pose such a threat to surface water in lakes, rivers and streams, as well as to ground water â&#x20AC;&#x201D; and ultimately public health. Under the H2 Building Regulations Drainage and Waste Disposal document, septic tank discharges are considered harmful, hence the requirement for secondary treatment, such as a drainage field or mound, or a reed bed. What is a sewage treatment plant? Sewage treatment plants (STPs) provide an environment where aerobic bacteria are cultivated to break down sewage. The bacteria survive by using biological matter in the sewage as food. STPs are highly efficient, treating around 95% of the pollutants within the waste matter. Packaged sewage treatment systems, with tertiary treatment such as packaged reed

26 PBM OCTOBER 2019

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beds, bring the efficiency rating up to around 98%. They produce a clear overflow that is environmentally friendly and suitable for discharging even on sensitive sites. 2020 Regulatory Requirements The options for owners of septic tanks that fall foul of the new rules from 1 January 2020 are: ● Remove the septic tank and connect to a mains sewer (if the sewer is close enough to allow this). ● Replace the septic tank with a sewage treatment plant with full BS EN 12566-3 Certification. ● Stop the discharge to the water course and divert the effluent instead toward a drainage field that has been designed and built to the current British Standard BS 6297 2007. Not everyone who owns a septic tank will need to take action: if they have a septic tank with a drainage field that functions effectively, then they will be operating within the law. But if not, then action has to be taken. Sewage treatment plants that carry full certification will be exempt. New Hotline The Kingspan Klargester team has now set up a hotline to provide one-to-one guidance and advice to merchants, homeowners, builders and groundworkers. Staff from merchants will be able to share the hotline number — 01296 633033 — with their customers, or even call on their customers’ behalf. All callers are taken through a review process by a knowledgeable call handler and then advised if there is deemed to be a probable breach of the new regulations. At this point, the customer will be offered a free on-site assessment from a Klargester expert. “We really don’t think the market has fully grasped this issue, and although we are starting to see enquiries coming through to our reps from merchant teams, we think this could be the tip of the iceberg,” says Dave Vincent, Commercial Director for Kingspan Klargester. “This regulation change is not optional or a nice-to-have — homeowners won’t be able to sell their house after January 2020 if their septic tank is not compliant.”

■ For more information on Kingspan Klargester, enter the shortcode www.rdr.link/mi002

DRAINAGE & WATER MANAGEMENT The Icon Mechanical Coupling being used on a highway project

Ben Beatson, Product Development Manager

Constant progress Focusing on the ever-changing needs of your customers will keep them coming back through your doors. So say Flexseal’s Ricky Hasprey and Ben Beatson, who tell PBM about the ways in which the company is working with merchants to make life easier for the end-user.

ith the civils and drainage market coming into focus for increasing numbers of merchants, the competitive outlook for the sector looks to intensify. Accordingly, making life easier for contractors and saving them time and money will be key drivers for merchants to succeed in establishing and maintaining market dominance. And understanding and reacting to the changing wants and needs of contractors is an area that Flexseal says it excels in. Ricky Hasprey, the manufacturer’s National Sales Manager, comments: “We’re a 30 year old company which has been serving the civils and drainage sector from day one. Although our product portfolio has expanded massively, the ways in which we go about identifying new product opportunities remains the same at its core. We’re in constant contact with end-users at all levels from civils engineers to groundworkers, and we’re always open to feedback — both positive and negative.” Interestingly, Ricky argues that the latter has been especially important in terms of product development or refining existing designs. “It’s the negative feedback which drives change at Flexseal and almost all our innovations are a result of either negative feedback or on-site problems.” Similarly, Flexseal says that the benefits of a product designed with the end-user in mind can significantly outweigh competitive

like-for-like material pricing — if the point is communicated effectively. For example, a product that significantly reduces installation time offers contractors far greater value in practice than a few percent cost-saving on traditional materials. To help merchants maintain a competitive edge in servicing their civils customers, Flexseal has compiled a list of key products to put forward to those working on drainage projects: Lateral Connection Saddles When connecting lateral (or branch) pipes into main systems from houses or road gullies etc, the go-to methods involve a pipe junction of some sort. Installing these into existing systems involves removing a section of pipe and replacing with the junction. Doing this, from excavation right through to backfilling, is a time consuming and costly process. Switching a junction for a Flexseal Saddle achieves the same end result but the product has been designed to streamline the whole installation process, offering the following process benefits to an end-user: ●

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Reduced excavation time as only the top section of the pipe needs to be excavated. Eliminates need to cut and lift out a section of pipe — this is replaced with a core hole cutting in the top of the pipe which takes a fraction of the time.

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The pipe remains undisturbed, so time tampering pipe bedding is eliminated. One Saddle fits multiple size pipes and in some cases all sizes. Junctions are pipe size specific. When using a Flexseal Saddle, the Saddle is the only product needed to make the connection, most junctions require couplings to connect onto cut plain ended pipe. More flexibility in the position/angle of the lateral pipe.

Icon ‘internal’ couplings Unearthing unexpected problems after excavation is all too common for most contractors. One of the most common problem scenarios includes drainage system pipes that have previously been encased in concrete. When a connection onto one of these pipes is required, the previous solution was simply to chip away the hard surrounding concrete and make the connection using a traditional coupling. Icon Couplings, however, have been designed to quickly connect pipes that have been encased in concrete and the product allows the method of making the connection to change by eliminating the need to carefully chip away the concrete backfill. The new method requires the concrete and pipe to be cut flush using a Stihl Saw to expose the plain ended pipe, and connected

PBM OCTOBER 2019 29

DRAINAGE & WATER MANAGEMENT Flexseal Multibush

onto using an Icon ‘internal’ Coupling and new pipe. For the end-user, this will: ●

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Eliminate the need to expose external surface of the pipe and thus significantly reducing connection time. Ensure that problem pipes have less impact on overall project timing and budget.

Multibush There is often uncertainty when excavating drainage pipes as to precisely what pipe material will be unearthed. When connecting onto an existing 4” pipe using a Standard Coupling, various bushes will be required depending on what pipe materials are to be connected. For example, a 6” Clay to PVC connection would require an SC200 and BC12/166, a 6” Clay to GRP would require an SC200 and BC06/178 and so on. With Flexseal Multibush, all 6” pipe materials can be connected in any configuration using only

The Lateral Connection Saddle from Flexseal has been designed to streamline the whole installation process

SC200 and MB150. MB100 is also available for 4” pipes to be used with SC137. End-user process benefits include the following: ●

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Contractor stock management is streamlined. Provides a universal solution, regardless of what pipe material is excavated. Get the job done ‘there and then’ rather than sourcing specific bushes.

Flexseal’s Product Development Manager Ben Beatson said: “Our motto of ‘always adding value’ runs through the culture of our business. We have multiple teams interacting with customers at all levels every day, from our sales teams, technical, project support

and more, all collecting feedback and insights to help us bring new products and services to market.” Ben continued: “We look at how we can make the life of our end-user customers easier — and how we can support our merchant partners with new opportunities to sell more.” To support its merchant partners with insights and techniques to add value to endusers, Flexseal can offer free access to its new training platform — the Flexseal Academy. The platform includes more information on the products mentioned above as well as a multitude of other products and services available from the civils and drainage specialist. Merchants can apply for a free account online at academy.flexseal.co.uk.

DRAINAGE & WATER MANAGEMENT

Billed as the ‘most comprehensive and technologically advanced ring seal soil system available to the UK residential above ground drainage market’, Polypipe Building Products has introduced PolySoil. Paul Jackson, the firm’s Above Ground Drainage Product Manager, outlines what merchants need to know about what the supplier describes as this year’s ‘must have’ above ground drainage product range.

Making soil systems an easy sell S

oil and waste products for domestic applications are, by and large, tried and trusted products. They are manufactured to be fitted once and then left to quietly perform the role of moving wastewater and grey water from homes after every shower, bath, clothes wash or kitchen clean-up. For many years, the guiding principle for soil products has been ‘if it ain’t broke, don’t fix it’. However, changing demands from plumbers, builders and even homeowners means that a responsible manufacturer needs to always ask ‘what more can my product do’? With this philosophy in mind, Polypipe Building Products has launched PolySoil — an innovative range of new ring seal soil

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products for the UK residential market, designed to make installation faster and safer for plumbers and contractors. Ring seal soil systems have remained largely unchanged for several decades, so in our view this makes PolySoil the most comprehensive and technologically advanced soil product in the sector — and, consequently, means that demand is likely to be high. To help make life easier for counter staff in-branch, there are a number of key benefits that should make the sales process simple. Key features The new PolySoil range brings together solid component construction, sleek design and innovative features that demonstrate the

very best of British design ingenuity, including single-piece moulding technology and a new blue fixed Ring Lock Seal, that makes it ‘unmistakably Polypipe’. PolySoil is constructed from single-piece moulding technology that improves the performance and longevity of the soil system by having no snap caps. Soil systems expand and contract depending on the temperature of the water running through the system, and it is possible that over time the integrity of a snap cap fitting can be compromised leading to failure. The fittings are manufactured with one-piece moulding technology so they have no moving parts, therefore improving the life and integrity of a soil system. With this sleek design, PolySoil gives a more compact fitting making the soil stack easy to fit in the compact spaces. The fixed Ring Lock Seal is made up of the blue Polypipe seal and a specially engineered ridged stay-shape ring to lock everything in place, ensuring maximum seal integrity. This means no distortion, no dislodging or drop through of the seal allowing for quick and easy installation of a waste system in any environment. Polypipe has been trialling these products with installers and has received excellent feedback from plumbers who have been able

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to install vertical soil systems more quickly due to the new compact design and secure Ring Lock Seal. Added benefits The range has been developed and manufactured with excellence in mind, and holds Kitemark BS EN 1329, for additional

quality assurance. PolySoil is available in a number of colours suitable for any residential application where the soil system may be visible, including black, grey, white and brown. Furthermore, it is worth bringing to the attention of customers that the product labelling on each component includes easy to use QR codes which provide access to

enhanced details about the product. The label is waterproof and easy peel so no unsightly hard to peel labels are left on the soil stack. Finally, PolySoil offers an opportunity to upsell other soil and waste systems that can provide everything necessary for quick, easy installation and trouble-free performance including push-fit ring seals and solvent weld options, air admittance valves, fire protection sleeves, pan connectors, fixings and ancillaries, all certified to EN 1329 and EN 1453 standards. To support merchants and stockists further, the PolySoil range is available with a number of POS assets and technical brochures available for each store or outlet. â&#x2013; For more information on the new PolySoil range, enter the shortcode www.rdr.link/mi003

DRAINAGE & WATER MANAGEMENT

MARSH INDUSTRIES SEPTIC TANK CONVERSION UNIT The new UNI:GEM STAR is a CE approved septic tank conversion unit which exceeds EN12566-3 / EN12566-6 standards and conforms to 2020 General Binding Rules. The unit can be installed behind any existing septic tank and treats septic tank discharge to an effluent quality of BOD 12.25 : TSS 16 : Ammonia 14.845 (the UK Forward is less than 20:30:20), meaning final effluent can be discharged safely to a river, ditch or watercourse. The new unit is said to bring a host of benefits to septic tank owners whose existing tanks must be replaced or upgraded by January 2020, including: ●

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Converting a polluting septic tank into a fully functioning sewage treatment plant. Providing a space-saving solution for sites and where minimal disruption to surrounding obstructions is required. Cost-saving installation, as well as health, safety and environmental benefits. Tested and proven to be suitable for all ground conditions, all year round. Low maintenance and running costs.

PREMIER TECH AQUA ECOFLO COCO FILTER With almost a century of expertise in tank manufacturing, Premier Tech Aqua (PTA) UK is an industry leader in packaged water and wastewater solutions. In light of increasing environmental pressures and regulatory changes — such as binding 2020 regulations informing the transition to an era where the direct discharge from a septic tank into a watercourse will no longer be permitted — the demand for increased resource efficiency and carbon neutral technologies has seen PTA develop its products and technologies to enable retrofitting or replacement of ‘old technologies’ with ease. One such example is the pioneering Ecoflo Coco Filter, of which more than 100,000 are currently installed around the world. PTA’s high performance, easy to integrate water and wastewater technologies span domestic, commercial and industrial sectors.

www.rdr.link/mi005

www.rdr.link/mi004

SURESTOP I-WATERCONTROL

SDS ASSET INTERNATIONAL ACQUISITION

Surestop’s newly launched i-watercontrol has been developed to protect property from severe water damage, and is delivered through an app which allows mains water to be turned on and off remotely. Suited to single or multi-occupancy dwellings, the device is said to bring a new degree of adaptability to on and off-site water control and especially for unoccupied properties or occasions when a water leak is detected and the property owner is not at home. The valve and remote controller is battery operated and integrates into domestic and small commercial plumbing systems. With a stated 30-minute installation time, it is WRAS approved for drinking water supply and is supported by the Honeywell Home leak detector and sensing cord.

The water infrastructure systems provider, SDS has announced its acquisition of Asset International Ltd, which includes the exclusive rights to manufacture Weholite large diameter plastic pipes in the UK and Ireland. The acquisition includes the takeover of the operation of Asset International’s Newport-based manufacturing facility. The new business will trade under the names of ‘Weholite Limited’ and ‘Weholite International Limited’. SDS will provide continuity of service to all Weholite customers and takes on immediate responsibility for ensuring the delivery of current and planned projects.

www.rdr.link/mi006

MARLEY ANTHRACITE GREY Rainwater systems from Marley Plumbing and Drainage in the anthracite grey now perfectly match Pantone colour 7016, allowing specifiers to create a uniform finish and ensure an exact colour match with other external fixtures and fittings, such as doors and window frames. The shade is available in the Deepflow, Clipmaster, Flowline and Regency profiles, which offer classic and contemporary aesthetics. The chosen systems are suitable for a variety of property types, from residential buildings to large commercial properties, and the company’s rainwater systems also benefit from Life4 rainwater technology which reportedly ensures that the products look better for longer.

www.rdr.link/mi008

www.rdr.link/mi007

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NEW & SELF BUILD

Jade Damarell, Brand Manager from XL Joinery, outlines some of the considerations relating to supplying doors for new build properties.

Doors of perception P urchasing a new build is becoming an increasingly popular option amongst potential house buyers. When it comes to external doors, with so much choice available on the market, offering the right one is no easy task for house builders and developers. Combining a quality product with attractive aesthetics as well as enhanced security, it is important for builders to offer valuable and accurate recommendations to their customers before fitting. A front door provides the opportunity to create a good first impression, offering scope for stylish expression and personal preference. One particular trend that is popular amongst homeowners is the inclusion of a coloured front door. Whether homeowners are looking to make a statement with a striking entrance in a cobalt blue, or choose a more conservative option in neutral colours, there’s an option for everyone. When it comes to the rear of the new build, it can be easy for your new build customers to simply opt for the ‘easiest’ product. However, we recommend fitting a back door that features a combination of glass and wood, such as our range of bi-fold doors. Not only will this add a

36 PBM OCTOBER 2019

touch of variety into the build, but the addition of glass will also bathe the house in natural light — a trend that is particularly hot at the minute. Inside edge Internal doors have the ability to bring a room, and a home, to life — something that is crucial to consider when looking to ensure that a new build property will be a warm and welcoming home. Therefore, builders should consider the quality and performance characteristics of a product before offering recommendations to their clients. By working with a product that locks both sound and heat within the property, new homeowners can enjoy long-term satisfaction with their product, resulting in an improved attitude towards their overall new build experience. Another feature that is worth considering for internal doors is products that boast a solid core construction. As well as offering superior sound and heat retention, a solid core door is an affordable and long-lasting solution that also offers enhanced fire resistance due to their thickness. Providing doors for a new build property creates an opportunity for both builders and their customers to take

advantage of the blank canvas and help to stylise a new house itself. External door options can range from a bold statement coloured door, such as our external Tricoya range, or a timeless classic that adds a touch of warmth and tradition to the home. Similarly, door choice gives the builder an opportunity to create a consistent theme from one room to the next that will run throughout the home. For traditional styles, doors with styling details such as panels or raised mouldings, like those in our Calabria and Louis ranges, have the classic look and appeal that have been seen in houses for generations. For contemporary looks, opting for sleek, minimalist styles help set a modern tone throughout the home. Doors that combine materials such as wood, metal and glass within their designs are especially growing in popularity due to their varied and exciting aesthetics, giving an alternative look than traditional doorsets. Ultimately, there are a wealth of opportunities that merchants can recommend to their customers who are building new homes. Ranging from external and internal doors, as well as aesthetic designs and varied styles, carefully considering the type of doors to include in a new build allows builders to set a consistent and inspirational theme throughout the entire house. What’s more, working with a supplier that can offer products that boast superior heat retention and sound insulation means that builders and developers know they’re using a product that will be beneficial to future occupants. By not dismissing the importance of doors within new builds, builders are able to easily add a premium touch across the home and offer an overall high-quality finished product.

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■ Following significant investment in its state-of-the-art premises, XL Joinery has launched an expanded range of manufactured doorsets. The company says that timber doorsets are no longer just being used in commercial projects and are becoming increasingly popular in residential settings. Accordingly, the new range boasts quality-controlled and engineered doors and frames all of which arrive accurately sized and morticed for hardware, which helps saves time on delivery and installation. A wide range of opinions are available regarding styles and aesthetics. For example, a homeowner can ‘make a statement’ with a bold, painted or stained door using Colours by XL whilst the Suffolk Statement provides a more classic look. Using certified and sustainably sourced timber, XL Joinery adds that its ranges are all tested by third parties and certified independently as a complete doorset for fire, acoustic, security, thermal and weathertightness performance. ■ To take a look at XL Joinery’s current top design trends for internal and external doors, enter the shortcode www.rdr.link/mi009

NEW & SELF BUILD Self-levelling compound is laid and left to dry for three days.

Full service history Increasingly, suppliers are recognising that merchants require more than the delivery of ‘boxes on shelves’ with additional support initiatives to facilitate better service throughout the supply chain. Paul Wakefield, Managing Director of Grant UK, explains how the firm is helping merchants and their customers by supplying ‘packaged heating solutions’.

ver the past twelve months, Grant UK has launched a series of products and solutions designed to make the merchant’s life easier. This has included expanding our product portfolio and increasing our external Sales Team coverage in addition to launching a dedicated ‘Design and Specification Team’ who are on hand to assist with quotations and designs. Installers can submit a design request into the office either via their local Grant UK Sales Manager or via the online design submissions form, available on the Professionals section of Grant UK’s website. Upon receipt of a request, the Design and Specification Team will then provide the installer with a quotation which clearly lists all the part codes and quantities required for the installation. The installer then simply needs to take the quotation to their local merchant to proceed with the order. Upon receipt of the order, Grant UK will arrange for the products, such as the Uflex or

Uflex MINI underfloor heating system, to be delivered direct to the merchant branch. Furthermore, the company can deliver orders ‘in fixes’ with the underfloor components delivered first and the remaining products, such as a Grant Aerona³ R32 heat pump, to follow. In addition, when line drawings are required as well, these can be supplied upon request, with the full drawings being issued electronically to the customer. As a consequence, installers and their merchants can turn to Grant UK for all their heating needs, delivering designs, quotations and the product supply of complete home heating packages. Heating solutions The range of heating solutions from Grant UK includes oil fired boilers, renewable heating solutions, underfloor heating and additional heat emitting products such as the new Afinia Aluminium Radiators. Available

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Outlining some of the steps in the installation of the Uflex MINI ‘wet’ underfloor heating system, starting with the pipe being clipped into place.

in horizontal and vertical options, Afinia radiators combine functionality with aesthetics to be an ideal partner for both traditional and renewable heating systems. Afinia Aluminium Radiators are compatible with all of Grant’s products including Vortex oil-fired boilers as well as the latest Aerona³ R32 air source heat pumps. With excellent thermal conductivity and low water content, the Afinia sectional radiators are very effective and responsive emitters of heat. Light in weight and manageable to install by a single engineer, these aluminum radiators provide merchants and their customers with yet another option when it comes to delivering heating solutions to end-users. Underfloor heating, meanwhile, is becoming increasingly popular with more homeowners asking their installers to fit

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The heat source, such as an Aerona³ R32 air source heat pump, being connected to the system.

such systems into their homes. Earlier this year, Grant UK launched its wet underfloor heating range comprising of two systems — Uflex and Uflex MINI. Designed to partner effectively with renewable technologies in particular, this underfloor heating solution complements

The heat pump and Uflex MINI underfloor heating installation is complete.

and works alongside Grant’s existing product ranges. Both systems are highly effective, easy to install and use the same manifolds. Grant’s Uflex MINI underfloor heating system has a number of features which make it an attractive option for both householders and installers. It has a very low profile, only

raising the finished floor level by 15mm, which allows the underfloor heating installation to be completed without requiring significant changes to a room’s structure. Utilising self-adhesive plastic panels, the Uflex MINI system can be installed by a single operative as the pipework loops simply clip into place, eliminating the need for staples. A real advantage is that this system does not require overboarding, unlike other retrofit systems, so the final floor finish can be laid directly on top of the dry screed. Uflex MINI is therefore incredibly quick to install enabling the introduction of heat into the system within days, rather than weeks as is commonly the case with screeded systems. ■ For more information on Grant UK’s range of products and support services for merchants, enter the shortcode www.rdr.link/mi010

NEW & SELF BUILD IMPERIAL BRICKS ‘DUAL-FACED’ BRICKS Imperial Bricks has introduced a new range of ‘dual-faced’ Pre-War Common bricks, with one ‘clean’ face, and one weathered. This allows builders to use either face for matching up to existing brickwork for RMI, or using the ‘clean’ or weathered faces or create a blend of mixed finishes to add character. According to the company, this means merchants can stock a single brick style that allows for different finishes and multiple options for their customers. The dual-faced brick is available in a standard metric size suitable for new build, restoration or refurbishment.

www.rdr.link/mi011

RUSSELL ROOF TILES INVESTING IN ROOFING SOLUTIONS As winter draws closer, Russell Roof Tiles is advising roofers and contractors to invest in time efficient, easy to install roofing solutions. Adverse weather and storms can create delays and postpone roofing projects. For example, during the winter of 2018, construction output saw its steepest fall in six years due to bad weather, specifically heavy snow. Russell Roof Tiles’ thinner leading-edge tiles are part of its Natural Range. Once installed, these tiles provide all the benefits of a concrete tile including consistency and longevity, reportedly minimising the overall lifetime costs of the roof once installed, come rain or shine.

www.rdr.link/mi012

KNAUF INSULATION PRESTON SPRINGS PASSIVHAUS Preston Springs in North Yorkshire has used Knauf Insulation Earthwool 150mm DriTherm 34 Cavity Slabs to help meet voluntary Passivhaus standard, for designing and building very low energy properties. Reportedly, DriTherm 34 was chosen over rigid board insulation as its structure meant the stone masons could cut and fit the insulation easily on site to ensure it fully fills the cavity, touching both leaves continuously. This prevents undesirable air gaps that reduce thermal performance. For the loft, 700mm of Supafil Loft Blowing Wool was specified, delivering a U-Value of 0.06 and reportedly making it one of the most highly-insulated lofts in the UK.

www.rdr.link/mi013

MARLEY ACME DOUBLE CAMBER TILE A new residential property, Beechmont, in Beaconsfield has used been developed by EAB Homes, using Marley’s Acme Double Camber clay plain tile, in Burnt Flame. According to Marley, the tile’s double camber provides visual appeal that complements other face materials in the 6 bedroom build. Alongside its strong aesthetic appeal, Marley’s Acme Double Camber tiles are also accredited to the BES 6001 framework standard for Responsible Sourcing, which means projects using its clay tiles can now achieve extra credits under BREEAM.

www.rdr.link/mi014

FREEFOAM BADGER BUILDING Lowestoft-based housebuilder Badger Building has used Freefoam’s fascias, soffits, rainwater goods and drainpipes across its range of homes. According to the housebuilder, as well as the high quality of Freefoam’s PVC-UE roofline, the company’s service and support are big benefits. Freefoam guarantees 10 years for coloured products and 50 years for white and has relationships with a range of stockists, in this case MKM, which has made it easy for the housebuilder to place orders through the supplier’s head office, which are then delivered directly to all of its sites.

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GEOCEL AIRBLOCK FLEXIBLE FOAM Providing a simple and convenient solution to some of the most common air leakage points for new homes, extensions and commercial buildings, Airblock Flexible Foam from Geocel is designed to help fill voids and seal the gaps where air leakage most commonly occurs. According to the company, the high performance polyurethane foam will fill and seal most construction materials and gives low expansion during application minimising the chances of distortion around frames and joints but with a flexibility that retains the airtight seal during natural expansion or contraction of the building materials. It can be cut, sawn, sanded, painted or plastered over after application.

www.rdr.link/mi016

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MERCHANDISING & DISPLAY

The final frontier

It takes

0.9 0 ..9 9 seconds secon on s sn nap outt of the th subconscious subconscio bconscio o ous to snap into the conscious conscio scio ou ous

Need to sell more? Louise Gratton, Merchandising & POP Manager at Häfele UK, explains how you can use your space to best effect.

etail/selling space is one of the most valuable assets a business can have. Used correctly, it can yield massive sales growth and provide great returns on investment. Used incorrectly, it can turn your shop into a jumble sale or dumping ground. Merchandising is the science and practice of how we display goods and services to highlight their features and benefits, to attract, engage and motivate the customer towards making a purchase. Using POP or ‘Point of Purchase’ (the term for the physical pieces of display and messaging, often erroneously referred to as POS or Point of Sale) to help deliver your merchandising strategy is a proven way to turn a passive browser into an active buyer. Whether in B2C or B2B environments, we all make purchases in a subconscious state with thousands of messages bombarding us as we walk into any environment selling products. We have to be selective and switch off our conscious brain in order to get the job done. The role of POP is to bring customers out of that mode, focus them on the message, create impact — and ultimately lead to a purchase. Shopping of any kind is a learned and repeated behaviour, especially in familiar environments. POP can be used to break this cycle, especially in the trade area where the tradesperson is proven to be extremely habitual. So, how do you make your space work for you? Organise it No matter how much space you have to display your products, organise it in a logical way for the mental journey your customer makes when buying products. Try segmenting your products by usage, rather than type i.e. when they buy a hammer, do

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Shopping without a list

increases purchases by 5%

they need nails? When they buy paint, they’ll need brushes, rollers and dust sheets, etc. Group products by what they do rather than by what they are. Use POP to highlight of people won’t buy something if there are the links between products — printing barker negative reviews cards, wobblers or shelf edge stripping can all be useful to suggest secondary purchases connected to an item. Link products together In an average so your customer doesn’t have to. selling environment add footprints to the Use adjacency to encourage trade up — a person only reads floor to encourage people put the more expensive version of a product to walk around the space at eye line and the cheaper alternative just on POP in a particular way — it’s below, with POP to highlight the features and amazing what the benefits or USP of the more expensive subconscious will pick up on. product. The most effective messaging is Think about investing in some permanent between waist height and head height. fixtures that you can change the header, shelf edges or side panels to highlight changes in Rotate it product. Pictures say a thousand words and Familiarity can breed contempt as people nothing works better than a large image of a ignore what they are used to seeing. If your desirable product with a competitive price customer enters your trade counter area and point in a prominent position always see the same thing, their conscious Don’t be afraid to ask your regular mind will ignore it. Disrupt the status quo by customers what they think of your changing two or three key areas regularly. proposals. Show them ideas and get their Don’t change everything round, as this will opinions, maybe even form a small focus just annoy people, but use POP to highlight group to try out new concepts before you the changes and help identify the offers — launch them fully in the store environment. for example, hanging headers, dump bins or display tables. Tidy it Have a quick tidy up at the end of every day, Observe it as there’s nothing worse than untidy shelves, Customer Experience is a ‘buzz’ phrase floors and environments. It makes it easier to becoming more prevalent in B2C. All you need clean and saves time first thing when you to do is watch how your customer shops, how can be “facing up” your product — a retail they move through the space immediately after trick that makes sure all of the product they enter the door — where do they look and displayed is facing the right way, any gaps are what path do they follow? filled and everything is shown off to its best. Put promotional items ever-so slightly in Product manufacturers think a lot about the their way, either in a dumpbin or another packaging — make it work for you. merchandised unit. If you have the room,

96%

8 words

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Think about your environment as a whole and develop a holistic experience for your customer. For everything you introduce or change, ask yourself which of the following it fulfils: ● ● ● ● ● ●

● ●

Building a brand identity in store Creating disruption Educating and informing Encouraging a trial Aiding comparison Reminding and reassuring from a message in another channel e.g. brochure, TV Upselling or substituting a purchase Illustrating product usage

Don’t know where to get started? Talk to your product suppliers as they often have people in merchandising or POP roles who are there to help promote their products. Alternately there is a specialist independent, non-profit association, called POPAI (www.popai.co.uk) with

almost 200 retailer, brand owner and agency members. It promotes best practice, runs awards, conferences and research dedicated to enhancing the total shopper experience for B2C and B2B environments. Phil Day, POPAI Director, said: “Our research shows trade shoppers have the same behaviours as those in regular retail channels. In that key moment, the tradesperson is open to messaging, often has a higher-than-average dwell time, whilst waiting for stock, and responds well to carefully planned retail spaces. Retailers and brand owners that pay attention to the trade shopper and their habits, responding with well thought-out displays, messaging and promotions are proven to increase sales and have more satisfied customers.”

■ Established as a leading brand amongst those in the trade, Häfele has been helping people make the most of their homes for nearly 100 years. Now a worldwide respected name in more than 50 countries, Häfele is built on solid foundations, including the highest quality products, a commitment to improving the way furniture works and looks, and most importantly, a passion for outstanding customer service. www.hafele.co.uk

KITCHENS & BATHROOMS

Space of hearts

Mike Tattam, Sales and Marketing Director for Lakes, discusses how the shower enclosure market continues to evolve and highlights what merchants can do to stay on top of the trends.

year ago, Lakes changed direction. Deep-dive market research and conversations with our merchant customers had revealed a fragmented, behindthe-times, staid shower enclosure market with low recall of shower brands. Enclosure brands relied on the shower unit and hardware brands to promote showering, without explaining why ‘showering spaces’ are important. It is no surprise then that when buying new showers, showering spaces were the last thing people thought about. Yet good showering experiences come from the broader showering spaces — namely, a wellintegrated combination of space, glass, frame, hardware, floor, access and shower unit. Our research identified two other key developments influencing the market: 1: Changing lifestyles demand flexibility Bathrooms are shrinking as housebuilders

squeeze their houses and add value with en-suite bedrooms. And whilst baths use a lot of space, homeowners seem to prefer showering to refresh and relax with ‘me time’. Multi-generational living is increasing as young adults are returning to live at home and older parents are moving in with children and grandchildren. Today’s showering spaces need to support our different, changing lifestyles, our need for privacy and better access for reduced mobility. 2: The growth of the premium market requires a focus on quality Demographic and economic changes are boosting the premium market. Driven by the growth in mainly over 55 mortgage-free homeowners, who have the money, and with rising house prices over the last 20 years

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paying for the purchase, why wouldn’t they invest in themselves? This powerful trend is driving most home improvement markets, and not just bathrooms and showers. This research has informed a year of fundamental change at Lakes, with the primary aim of boosting sales opportunities for our merchant customers. Redefining quality Homeowners who spend on premium products, expect quality that lasts. And when they buy, they want a quality experience that extends to what they see, hear and touch. For instance:

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low iron glass reduces the green hue in standard glass, and AllClear glass coating repels water, limescale and soap scum. Trays: Shower trays also influence our perception of quality. Does it wobble, dip or creak when you stand on it? Is it slippery? Is there a big step to get in? We may not consciously think about it, but our feet have a vote. Quality stone resin shower trays, like Lakes Stone for example, are low profile, anti-slip, and antibacterial. They feel solid, safe, and have a natural quality look, adding to the spa-athome experience shower customers love.

Glass: Shower enclosures are mostly glass, but you can have too much of a good thing, with brands outdoing themselves using thicker and thicker glass. Thickness is important for practical and safety considerations, but thick glass should not be a substitute for good engineering and design. Glass can be too thin, so it’s not safe or robust, but glass can be too thick too — making it more costly than it needs to be, and too heavy for installers (considering that most work alone) and floors.

Shower enclosures should be designed and engineered for performance and looks as a complete entity, so they work well and meet expectations for years to come. Unnecessarily thick glass is a cost without benefit. Regardless of thickness, the shower experience shouldn’t be ruined by glass smeared with soap scum. Lakes Glass is what we call our advanced glass technology. It is used across our range, so customers get a better showering experience at no extra cost. PureVueHD

Attention to detail: Softly closing doors, interlocking caps that stay put, concealed covers, and refined, stylish hardware that feels sturdy are attributes of a showering space that says quality. The role of the showroom: Contrary to expectations, the growth of online retail has made showrooms more important than ever in the middle to premium markets. Before they buy a new bathroom, most people have questions they want answering, things to look at, touch, or listen to like the sound of a door closing. From the setting and lighting, holding the handle, opening the door, stepping onto the shower tray, and looking at or through the glass, it’s the whole experience that counts — and merchants can make all the difference. What’s in an image? Our new, lifestyle imagery puts showering spaces at the heart of end users’ experience and aspirations — and not just premium sector end users — rather than the stiff unrealistic images we’re used to. Our new brochures, literature and showroom support are designed to help stockists engage with installers and end users around the whole showering experience.

■ For more information on Lakes’ range of products and services, enter the shortcode www.rdr.link/mi017

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Scott Beattie, Managing Director of Fibo UK, argues that growth in the wall panel market is outstripping the traditional tile sector and outlines the opportunities this presents for merchants.

combined with the natural advantages of installing a panel system over ceramic tiles.

Panel beaters D

espite some Brexit-related uncertainty, the housing market continues to perform relatively well. There is huge demand for new housing and the government is committed to delivering 300,000 homes a year by the mid2020s. It’s anticipated, however, that this still won’t meet the need. Furthermore, multigenerational living is on the rise with children returning home after university and grandparents moving in. As a consequence, both the housing shortage and extended families living together are driving the trend for existing households to extend, and to improve rather than move. When it comes to bathroom and kitchen refurbishments, homeowners are looking for practical, stylish designs. Fully tiled bathrooms and wetrooms, for example, are increasingly popular in all types of homes, from social housing to ‘Grand Designs’. It

seems waterproof wall panels are taking the lion’s share of this market, showing strong growth and out-performing traditional tiles. Indeed, according to research in 2018, the market for wall panels — including splashbacks — was worth an estimated £6070m. The market has seen double digit growth since 2016, escalating in 2017 and 2018 and is expected to continue to grow in 2019. The overall tile market, however, is expected to remain flat in 2019 — at least in value — although in the medium term it is inevitable that both distributor and retail prices will need to increase to reflect recent rises in raw material costs. The waterproof panel market, however, is expected to see growth in excess of 10% in the year and it is likely that panels will continue to take market share. We believe the increasing demand for wall panels is underpinned by a number of positive developments in this product sector,

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Easy and quick to install Investment in areas of product design means panels are up to five times quicker to install than tiles and with a tongue and groove system, a single worker can complete a bathroom or kitchen in a day. Panels are easy to install too — they can be fitted by any competent builder or even a skilled DIYer, removing the need for skilled labour. Another significant advantage for builders and installers is that most modern panels can be fixed to existing tiles, stud partitioning or over virtually any kind of surface without the need to re-plaster. If existing tiles have to be removed it’s likely the wall beneath will not be in great condition, so there can be a wait to find a plasterer who is available to do the job. Then there is another delay while the new plaster dries. Then, a tiler is required to fix and grout the new tiles. We all know there is a serious skills shortage in the construction industry, so waiting for plasterers and tilers (and paying for their skills) adds to project delays and costs. Fit and forget Panels are generally guaranteed for 10-15 years when installed according to manufacturer’s instructions. Beyond this timeframe, we are aware of projects where Fibo panels are still looking good and performing well after 25 years. And they’re easy to maintain too — a simple wipe-down is all it takes to keep panels clean and looking good.

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“It seems waterproof wall panels are taking the lion’s share of this market, showing strong growth and out-performing traditional tiles.” If a homeowner wants the look of classic ceramic tiles, panels are available with a 3D routed ‘grouting’ line, but without the problems that can be associated with grout, such as discolouring, crumbling, mildew or mould — a problem with tiles that can be difficult to cure, even with the use of strong chemicals. Style to suit A much wider choice in colours, styles and textures also means that today’s panels are making a significant contribution to bathroom and kitchen design. The options now extend to marble finishes, bright

52 PBM OCTOBER 2019

colours, metallic shades and designer ranges, with contrasting inserts and tileeffect finishes. In addition, it is a simple matter to attach accessories. Modern high-performance wall panels are constructed to higher specifications, with a multi-layer plywood core. This means there’s no risk of cracking or shattering, so drilling a hole to fix lightweight items is a straight-forward process, while heavier items such as washbasins, towel rails or support handles for people with mobility issues can be secured to the wall through the panel. Once seen as an inexpensive product aimed at the lower end of the housing

market, high performance panels are now a practical, stylish and versatile solution for a wide range of projects — large or small — and very much on-trend for commercial, public and private domestic use. With improved designs, ease of installation, more choice and better overall awareness and understanding of the benefits of waterproof panels over traditional tiles, it’s an open door for builders’ merchants to take advantage of a strongly growing market. ■ For more information on Fibo’s range of products, enter the shortcode www.rdr.link/mi018

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KITCHENS & BATHROOMS

Breathing space British homes are getting smaller, placing the onus on homeowners to be smarter about their bathroom design. Accordingly, products that can enhance the style of the bathroom whilst also providing a space-saving solution are becoming must-haves. Ash Chilver, Sales Director at HiB, explains the potential for merchants.

he bathroom is the one room that many of us wish was bigger — it is arguably the most frequently used space in the home along with the kitchen, and yet often, is actually the smallest room in the building. Yet regardless of the size of a bathroom, merchants are in an ideal position to recommend the right products to installers so that they can keep their customers happy. Below are HiB’s top tips for merchants advising installers on bathroom products to help cultivate the space available to the average homeowner, banishing the clutter without compromising on style.

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Smaller fixtures Homeowners don’t want to swamp a small space with a single huge cabinet, so products that suit the size of a smaller space are vital, like two smaller and more compact bathroom units in place of one larger piece. Products that offer the end user a level of flexibility and personalisation, such as HiB Novum’s Link which can be configured into over 30 different combinations, would be great for this. A wall hung or a small bathroom sink with a pedestal will also use less space, and smaller racks and shelves offer additional room to store belongings. Most importantly, any cabinets and storage

spaces can be used to avoid having clutter on show, as this can shrink a room in seconds. Colour scheme Light and neutral colours which open up a room and make the most of any natural light that the space has access to can make an enormous difference. Whites can give that illusion of a wider, brighter space the most, but the end user can also utilise a variety of soft colours such as light or dark greys, and classic blues which work harmoniously together to trick the eye accordingly.

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Wall hanging Wall hung units can also help to create the ultimate designer look as well as the illusion of more floor space in the bathroom. This design of furniture units can lend themselves to a minimalist style as well as offering a space saving option. Even in instances where the width of the bathroom presents an issue, a taller, slimmer unit can be an ideal option by offering much needed storage with little protrusion into the room. Lighting Natural light will always make a space look bigger, but for bathrooms general lighting is often used. An alternative to ambient underlighting is the addition of LED strips which fringe the top or bottom of furniture units. These bands of light can create a real style statement, opening the room up and making a huge difference to the perceived size of the space. Corner units Almost by definition, storage is a significant factor in taking up space in a bathroom. We own a lot of items, so it is important they are stored away safely and stylishly. To maximise space, corner vanity units are ideal to make use of an area that may have been previously wasted. These pieces are an excellent means of using ‘dead’ space for the purposes of storage, especially when it comes to small en-suite bathrooms or cloakrooms. Focal points A statement piece for the bathroom is a great way to draw the eye. It might be a large mirror (which can give the illusion of depth, making the room look much larger), a mirrored cabinet, or a light fixture that can fade between a spectrum of colours and shades. Keeping the bathroom simple and ensuring that one thing is the sole focus can completely transform the feel and ambience of the space. Creating a spacious yet functional bathroom can be a challenge, particularly when many of us are limited on space. Thankfully, there are many space-saving solutions available for the bathroom that installers may not even know exist. From space saving units, to hidden storage solutions, a merchant will have something to suit every bathroom. ■ For more information on HiB’s line-up of space saving fixtures, enter the shortcode www.rdr.link/mi019

KITCHENS & BATHROOMS SENSIO CONTOUR PROFILE Developed specifically for handleless kitchens, Sensio Lighting has released the Contour profile. The diffused LED worktop profile has been designed to sit just below the lip of the worktop to illuminate the handleless channel. Manufactured in polycarbonate with a grey gloss finish, the slimline profile has a 19.5mm width and 13.5mm depth. Available in 1.5m and 2.5m lengths, they can be cut to size with both external and internal corner connectors making the installation neat and simple. End caps are also provided to stop light leakage and complete the job.

ABODE BELFAST IN STAINLESS STEEL

www.rdr.link/mi020

www.rdr.link/mi021

Tapping into several key kitchen design trends with one product, Abode has introduced the Belfast in stainless steel. The sink has a large capacity bowl with an overall depth of 254mm and width of 465mm, and reportedly makes light work of washing large pots and pans that can’t go in the dishwasher. Made from 1.2mm thick 304 grade stainless steel with a brushed finish, the Belfast is said to be hard wearing and easy to care for, with a matching flush-plate overflow. It also features a 90mm waste hole to accept a waste disposal unit, if desired.

PRIMAFLOW F&P KITCHEN PRODUCTS RANGE

TRITON AS2000SR

Featuring kitchen taps, sinks, and food waste disposal units, Primaflow F&P has introduced a new range of kitchen products from leading brands Rangemaster, Leisure Sinks and InSinkErator to its nationwide stock portfolio. The product selection join new additions from the company’s own-branded Fresssh and Pro ranges, providing its merchant customer base with a range of new items, spanning a variety of price points. The product suite also includes functional stainless steel, contemporary black and traditional Belfast sinks, along with a variety of add-on accessories and upgrades from simple lever mixers to instant hot water taps.

Responding to consumer appeals for a quiet power shower, Triton has reengineered its AS2000 range to be silent. Designed for low-pressure systems and suited to the replacement market, the product provides flow rates of up to 14 litres per minute. It is also fully thermostatic for precise control, and has a maximum temperature stop to avoid any accidental exposure to uncomfortably hot water. With installation flexibility in mind, the new model also features multiple cable and water entry points, and includes the Triton Swivel Fit water inlet, enabling installation to either top, rear or bottom entry pipes.

www.rdr.link/mi022

CARRON PHOENIX ORLA MODEL With an easy-swivel swan-neck spout, Carron Phoenix has launched the Orla tap. According to the company, the model features a slender side lever for easy operation of the temperature and water flow. The spout has a reach of 197mm, stands 247mm and is fitted with a perlator for a ‘champagne-like’ water flow. The tap is suitable for medium 0.5 to 1.2 bar pressure and is supported by a five-year guarantee against manufacturing defects. Available in a high quality chrome finish, it is said to be competitively priced to hit the market ‘sweet spot’ for value, design and quality.

www.rdr.link/mi024

www.rdr.link/mi023

SYMPHONY KITCHEN OFFER Symphony Group is expanding its kitchen offering with a number of new styles and colours now available for its network of independent retailers and merchants. New styles include: Traditional Shaker Styling with Princeton, a budget friendly, shaker-style kitchen, and Modern and Elegant with Urban, an 18mm PVC-edged textured MFC door available in four finishes: Concrete, Cobble Grey, Grey Walnut and Pebble. Two new colours have also been added to the Symphony paint palette bringing the paint to order colour total up to seventeen. The two new colours are Atlantic Green and Pearl Grey.

www.rdr.link/mi025

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Counter… For over 40 years, Professional Builder has trade, picked up each month from merchant tradespeople. As we delve into the October advertising campaigns from the industry’s insight into the buying habits of your key HANSON CEMENT PACKAGING

GARADOR DURAGRAIN GARAGE DOORS

The tough paper packaging for Hanson’s Multicem has now turned blue to help customers differentiate between the paper and plastic bags on offer. The new blue paper bags are 50% stronger than traditional paper cement bags, halving the risk of snags and tears and helping reduce mess and waste. Multicem is an air-entrained packed cement suitable for use in concrete, mortar, render and screed, offering improved workability and resistance to frost. www.rdr.link/mi026

Comprising 24 decorative colour finishes, Garador’s new Duragrain range is a new concept where a realistic timber, natural stone or metal illustration is printed onto the outside steel surface of the garage door. These new designs offer customers a more graphical alternative to the paint and timber effect finishes currently available on the market. The doors are fully insulated with PU-foam at 42mm thick, making the door suitable for properties where the garage is used as a workshop or gym. www.rdr.link/mi029

DUNDERON WORKWEAR

MAKITA MULTIPURPOSE SAW BLADES

The supplier describes its range of jackets, trousers, tops, footwear and accessories as “street-smart garments for tradesmen and women who want really fashionable working clothes that meet on-site needs, but also look good in leisure activities.” Two of the newest lines include the J56 Vantage Jacket, made of highly durable Vantage fabric, and featuring lightweight padding. The mid-layer S27 Polartec Jacket is made of Polartec Power Stretch Pro fabric, delivering excellent moisture management and 4-way stretch. With handy front pockets and additional features like a phone pouch and thumb openings at the sleeve ends, it’s available in a black/brown and navy/orange colour combinations. www.rdr.link/mi027

Makita has launched a new range of tungsten carbide-tipped multipurpose saw blades, capable of cutting aluminium, MDF, PVC and laminated chipboard. Available in fifteen variations, from 160mm x 60T to 355mm x 100T, the new range contains options that are suitable for both circular saws and mitre saws, with bores ranging from 20mm to 30mm. The blades are fitted with specialist Triple Chip Grind teeth which alternate between flat and trapezoidal teeth to provide the most effective cut. www.rdr.link/mi030

CLARK-DRAIN LINEAR DRAINAGE A new addition to Clark-Drain’s popular linear drainage range has arrived with Technodrain. Designed for surface water management, the product is made from lightweight High Density Polyethylene. It encompasses all load classes (A15-F900) in accordance with European standard EN 1433, comprising an array of grating design options in ductile iron, galvanised steel and stainless steel. The system is available in 100, 150, 200 and 300mm internal widths. www.rdr.link/mi028

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DUNLOP SHOWER WATERPROOFING KIT Designed to include everything required to allow tradesmen to waterproof a shower area, wetroom or walk in shower area, Dunlop’s Shower Waterproofing Kit fully waterproofs the background behind the tiles to prevent water penetration up to 1.5m high in a two-walled shower unit or 1m high in a three-walled shower unit. As a result, the kit prevents water saturating the whole area, reducing the risk of unsightly black mould forming, and reducing the risk of more serious issues such as floor collapse and other surfaces vulnerable to corrosion. www.rdr.link/mi031

Professional

Attack!

BUILDING ■ FLOO RING ■ PLUMBING ■ CARP ENTRY ■ ROOFING ■ DECO RATI NG ■

PAIN TING AND THE BUSINESS MAGAZINE FOR THE BUILDING INDUST RY

been the favoured magazine of the building trade counters by more than 120,000 issue to look at the latest new products and active suppliers, take advantage of PBM’s unique customers to make more trade counter sales.

OCTOBER 2019

TOOLS, FIXINGS & WORKWEAR

TALKING THE TOR QUE!

DRAIN WATER MANA AGE &

GEMENT MOVING IN THE RIGHT CHANNELS!

BREAKING NEW GROUND IN MORE WAYS THAN ONE, THE MILWAUKEE DRILLING/BREAKE M18 FUEL ONE R HAMMERS HOME KEY 8KG SDS MAX ITS ADVANTAGE EVERY TIME

Google Nest Thermostats and more

Velux Rewards

Also featuring in this month’s edition of PHPI, Google Nest makes a splash with a double-page spread to showcase its range of connected and energy-saving smart thermostats, the Nest Learning Thermostat and the Nest Thermostat E. The ad also features the company’s wider range of smart home products, including the Nest Hello video doorbell, the Nest Protect smoke and CO alarm and the Nest Hub. g.co/nest/pro

This is an ad that gets straight to the point by outlining that even greater incentives await your customers this autumn, as Velux is now offering £40 worth of rewards on the purchase of every Velux white painted roof window. www.velux.co.uk/rewards

Corner class A smartly designed advert from ACO introduces the new Threshold Drain corner unit. Building on the “versatility and simplicity” of the company’s Threshold Channel system, the new unit allows for additional design flexibility to be used around more than just the doorways, encompassing the whole patio, walkway and other pedestrian areas. www.aco.co.uk

Tarmac The Fast One Building on its ‘One of the Family’ campaign, Tarmac puts ‘The Fast One’ into the spotlight in PB this month by showcasing Blue Circle Extra Rapid Cement. The product sets in 30 minutes and will accept foot traffic in 4-6 hours or vehicle traffic in 8-12 hours to offer your customers all the speed and versatility they will need to improve building schedules. www.tarmac-bluecircle.co.uk/trade

www.professionalbuildersmerchant.co.uk

Jeld-Wen Made to Measure staircases A three-page gatefold ad outlines the joinery specialist’s range of “hassle-free, made to measure” staircases. With a choice of contemporary or traditional styles made from the “finest timbers”, not to mention a whole host of complementary handrails and balustrade options, key to the offer is the service provision that will see the company’s fully trained technicians undertake site visits to obtain accurate measurements. A further advert later in the issue (pictured) reminds PB readers that Jeld-Wen’s portfolio extends to internal and external doors, windows and patio doorsets. www.jeld-wen.co.uk

PBM OCTOBER 2019 59

Counter… Professional Heating & Plumbing Installer and commands a circulation of over 60,000 delve into the October issue to look at the from active suppliers, take advantage of of your key customers to make more trade FERROLI BLUEHELIX RRT

MAIN ECO COMPACT HEAT BOILER

We take our lead from a special Domestic Boilers supplement in PHPI’s October edition, which offers a round-up of some of “latest innovations to heat up the market”. First up, then, is Ferroli’s Bluehelix RRT compact combi and system boiler, which is claimed to be one of the quietest on the market. The combi is available in 24, 28 and 34kW outputs and the system model in 18, 24 and 34kW. As well as its compact size (just 250mm deep for the 24kw and 28kW models), a key feature is the stainless steel thermobalance heat exchanger which is shaped to ensure increased water flow and improve efficiency. www.rdr.link/mi032

With a 19.5kg lift weight and available in 15, 18, 24 and 30kW outputs, the Eco Compact range is small enough to fit into cupboards up to 290mm deep. The line-up also contains an aluminium heat exchanger that has been designed with less thermal mass, removing the risk of boiling water and the need for a pump overrun. With no pump overrun using power when the boiler switches off, no permanent live is needed either, assures the company. The unit is reportedly very quiet and offers easy front and side access for servicing. It comes with a five-year warranty as standard. www.rdr.link/mi033

WORCESTER BOSCH GREENSTAR 8000 LIFESTYLE A different approach has been taken to the design of the boilers in the Worcester Bosch Greenstar 8000 Lifestyle range. The range includes the Life, the future direct replacement of the Greenstar CDi Classic, which keeps all the old features, while reportedly improving on key installer touchpoints for easier installation, servicing and maintenance. The Style makes up the second half of the portfolio and is described as the company’s most powerful, modern and stylish to date. It is available in the industry-standard white, but also comes in black for those customers who are design-conscious. www.rdr.link/mi034

GLOW-WORM EASICOM The updated Easicom range includes combi, system and regular models, features a low maintenance automotive grade aluminium silicate heat exchanger, and a four-sided cooling system to reduce the stress on the heat exchanger, which is said to deliver long-term reliability. Compatible with the existing flue range for easy replacement of older boilers, the unit also comes with a choice of accessories, including a large aesthetic pipe cover panel and universal upward piping kit. Each boiler offers a DIN pipe layout to make boiler swaps quick and easy. www.rdr.link/mi035

BAXI 600 AND 800 RANGE It’s been a busy year at Baxi, with the expansion of the 600 range, as well as the recent introduction of the 800 range. The 600 range includes the new 600 System, System LPG, and Heat boilers. Fully modulating and available in 15, 18 and 24kW outputs, the System reportedly uses the “ideal” amount of fuel to meet central heating temperatures. Its dedicated 24kW LPG model is also suitable for homes without mains gas. The 800 range has also been recently unveiled, including the 825 Combi, 830 Combi, 836 Combi, 818 System and the 824 System. Each boiler has a central flue design and comes with a 10-year parts and labour warranty, as well as an Adey Magnaclean Micro2 magnet system filter to protect the heating system as standard. www.rdr.link/mi036

60 PBM OCTOBER 2019

Attack!

OCTOBER 2019

VEHICLE TESTS

THE NEXT GENERATION,

is available from merchant trade counters plumbers and heating engineers. As we latest new products and advertising campaigns PBM’s unique insight into the buying habits counter sales.

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Drayton 9° Know How

Alpha E-Tec range

If they’ve missed Drayton’s ad in PHPI this month, your customers will doubtless appreciate being told about the company’s new online training academy which has been launched to allow installers to learn all about its Wiser smart thermostat system. Registering for the training unlocks a host of other benefits including extended guarantees and ‘Professional Installer’ status. www.draytoncontrols.co.uk

A three-page gatefold makes great use of the space to showcase what Alpha sees as the key selling points of its E-Tec boiler range, with the highlights almost literally jumping from the page. Lengthy warranties, premium components, reliability, installer training and customer support are just a few of the advantages on offer, along with ease of installation and the protection offered by the Cyclone Plus magnetic filter. www.alpha-innovation.co.uk

Get in n the Know w How 9° Know How is Drayton’s new online training academy enabling you to learn all about our smart thermostat system - Wiser. Register for the 9º Network to access the training, become Wiser Approved, enjoy exclusive discounts and start benefiting from consumer leads.

Registerr today Registe www www.9network.co.uk .9net work.co.uk

Myson Underfloor heating solutions A nifty ad from Myson puts all the pieces in place, outlining a number of its underfloor heating solutions — in addition to accessories and compatible radiators — for a variety of applications. Examples listed here include the Tackernail fixing clip, the new Subplate for suspended floors, the 12mm Microboard for renovations and the Ulow-E2 panel radiators for mixed systems. www.myson.co.uk

Norstrom Proflush Power flushing chemicals Clearly telling PHPI readers that its products are available at ‘independent and national merchants across the UK’, this ad presents a few highlights from the Norstrom range including its High Performance System Cleaner, Biocide Sanitiser, Inhibitor and Sludge Remover. We also like what we assume to be a neat post-Game of Thrones tagline, ‘Winter is Upon Us’! www.proflush.co.uk

Honeywell Interconnected Home Solutions The manufacturer is showcasing its X-Series of CO, Smoke and Heat Alarms, outlining a number of the devices’ key features such as their ability to be wirelessly interconnected to create a complete home safety system. www.homesafety.honeywell.com

www.professionalbuildersmerchant.co.uk

PBM OCTOBER 2019 61

POINT OF SALE

Put into practice T he Charlton branch of Jewson has created a new branch design concept that makes strong use of the SterlingOSB Zero product from Norbord. The builders’ merchant has created a number of new signs and displays within the store, reflecting the firm’s idea of using a material that was part of its existing product range to deliver “a new aesthetic in keeping with the look and feel of the branch”.

In recent years, a growing number of high street retailers have chosen to utilise the rugged aesthetic of OSB to create durable and stylish display units and sales counters. A similar idea has been put in place by a Jewson branch in south east London to merchandise the material ‘in use’ and showcase its versatility, as PBM reports.

SterlingOSB Zero has been used for a variety of product displays in the depot, whilst the ‘signage band’ that features on the walls of the trade and showroom area serves to highlight the merchant’s wider product range and is said to “pull the whole scheme together.” Michael Fitzpatrick, Project Construction Manager at Jewson’s parent company SaintGobain, said: “SterlingOSB Zero was easy to use and it was also cost-effective compared

to other materials on the market. My contractor fitted it on my behalf and it went up quickly without an issue. “We are now looking at using SterlingOSB Zero to create similar designs at some of Jewson’s other sites.” ■ For further information on SterlingOSB Zero, enter the shortcode www.rdr.link/mi037

Line of duty With a product portfolio that has traditionally been available through specialist PVC suppliers, Freefoam asserts that a growing number of roofing and general builders’ merchants are seeing the benefits of stocking fascias and soffits alongside their existing ranges.

ased in West London with 12 branches in and around the capital, Skyline Roofing is one merchant to have made the strategic decision to add PVC roofline products to its range. Greg Homer, General Manager at its Hanwell branch, explained: “We have seen our customer base widen from our core roofing professionals to now include builders, loft convertors, renovation companies and cladding contractors. We needed to introduce a wider range to service this new business.” Working with Freefoam, the merchant now holds substantial stocks of PVC roofline products and has installed bespoke

62 PBM OCTOBER 2019

racking the products at each of its branches whilst the supplier has provided training for the counter staff and a suite of point of sale materials and brochures. George Langley, Freefoam’s ASM for Anglia and London, summarised: “We’ve worked closely with all Skyline branches to make sure PVC roofline is embedded within the product portfolio by supporting branch staff with regular visits, keeping them informed of product updates and helping with merchandising. This approach has quickly helped Skyline gain new

customers, increase sales and gain an advantage over its competitors. “Merchants are becoming an increasingly important route to market for us and it’s good to see evidence that roofline helps bring additional sales and new customers to this sector.” ■ For a video interview of Skyline discussing its partnership with Freefoam, enter the shortcode www.rdr.link/mi038

ISOVER SPACESAVER ROLLS In order to increase the amount of product supplied per roll and per pallet, Isover has announced its Spacesaver and Spacesaver Ready-Cut ranges are now 33% longer. To accompany this change, ‘branch kits’ are being offered to customers to support them during this transition, which include product data sheets, racking strips, posters and point-of-sale merchandising.

CROMAR AND ALPHACHEM MERCHANT DISPLAY STAND To support the growing number of ranges under its Cromar and AlphaChem brands, Cromar Building Products has introduced a new merchant display stand. The plastic stand comes with four shelves and three removable cartridge trays to allow sealants and adhesives to be displayed with ease. The stands come individually packed, are easy to assemble, and are said to look great in a merchant branch. This stand is an addition to the selection of point of sale available from Cromar, with gate banners, roller banners, flyers, product guides and its catalogue all accessible to customers.

JB KIND CLASSIC WHITE BROCHURE JB Kind has launched its Door Collection for 2019/20 guide, as well as its updated Trade Essentials brochure. This year’s flagship Door Collection brochure has been produced in a new iPad size format for customers’ convenience, with an index also included so merchants can quickly look up the designs. The new Trade Essentials brochure contains all the vital information, but is almost doubling in size. All of the distributor’s commodity products are still there, plus many more doors from its main collection.

BUSHBOARD NUANCE BROCHURE The new 52-page Nuance brochure from Bushboard is available in both print and online formats, and showcases the company’s new Designer and Acrylic bathroom wall surfaces in both striking roomsets and swatch layouts. Nuance is a patented waterproof bathroom wall panelling system. Installing the panelling in a 7 by 7ft bathroom or wetroom space can reportedly be completed in just 4 hours. According to the company, it can be installed over existing tiles and the postformed edges make external corners easy, and the choice of panel sizes reduces waste.

DAB JOIN THE PUMP REVOLUTION To celebrate the launch of its new Evosta 3 smart circulating pump, DAB Pumps is calling on heating and plumbing installers to rise together and ‘Join the Pump Revolution’ — presenting installers with the opportunity to win £3,000 in holiday vouchers or a ‘revolutionary’ t-shirt. The Evosta 3 has been designed to replace any existing circulating pump, due to its interchangeable power connector. Installers have until 30 November 2019 to enter the competition, with the winners scheduled to be announced in December.

CARL KAMMERLING AUTUMN/WINTER PROMOTION Carl Kammerling International has launched this year’s Spotlight Autumn/Winter promotion, which runs until 31 December 2019 and offers stockists savings on products across all brands. This package offers merchants an incremental profit opportunity on over 180 products, with customers who sign up potentially benefitting from discounts up to 69% at no minimum order quantity. Spotlight is designed to make ordering quick and easy with a trade price list and the full package also includes consumer sell-out brochures, counter mats and price stickers along with a ‘Retailer Reward Scheme’.

For more examples of supplier support for merchants on the PBM website, enter the shortcode www.rdr.link/mi039

www.professionalbuildersmerchant.co.uk

PBM OCTOBER 2019 63

PRODUCTS & SERVICES FORTICRETE SL8

Before

Forticrete has launched the large format, thin leading edge roof tile, SL8. Combining a visual aesthetic that is said to replicate real slate with the technical features of an interlocking tile, SL8 is designed to provide improved coverage and a better-looking roof. The tile, which is 420 by 390mm with a hanging length of 396mm, is claimed to offer excellent coverage by requiring just eight tiles per m². This, according to the company, is a 20% reduction on the industry standard of 10 per m². With four colour options, SL8 is easy-to-lay as the tile includes two nail holes to provide contractors with better fixing flexibility.

K REND SILICONE THIN COAT Whether your customers are After looking to weatherproof a building or simply freshen up exterior walls, render is a great way to update any project. For 30 years, K Rend has offered a huge range of external silicone renders and finishes designed to protect from the elements and add a touch of style. Its Silicone TC (Thin Coat) is a self-coloured render and can be hand or sprayed applied. The ready-to-use organic resin render is applied to provide a low maintenance textured finish and is available in different textures (TC 05, 10, 15 & 30) and 20 standard colours. Prior to application, the substrate should be primed using K Rend Primer TC. Thanks to the permeable surface of K Rend Silicone Thin Coat render, the manufacturer also reports that “damp can be a thing of the past” as the product’s breathability means that water vapour passes through the building instead of getting trapped in the walls and “creating those dreaded damp patches”.

STELRAD VITA COMPACT RANGE Responding to customer demand, Stelrad has extended a number of its popular ranges by adding new sizes and types to meet the requirements. The Vita Compact range, for example, has been extended whilst the Vita and Softline Concord ranges have been introduced. The popular Concord Vertical is also now available in a K2 version. The Vita and Softline horizontal Concord range will be available in two heights — 444mm and 592mm — and in lengths from 500mm up to 1400mm, and in outputs from 1338 Btu/hr up to 8,107 Btu/hr.

DULUX TRADE DIAMOND SATINWOOD Dulux Trade Diamond Satinwood is now said to be available in over 14,000 colours from the Dulux collections, with decorators able to create bespoke shades with the new colour match. Made for use on woodwork and trims, the water-borne paint is said to be scuff, scrub and stain resistant — offering long-lasting protection against stains, grease marks and day-to-day wear and tear. The company also claims that the paint dries twice as fast as solvent-borne paints and is recoatable in just six hours.

CROWN TRADE ULTIMATE OPACITY Crown Trade has introduced an upgraded Ultimate Opacity formulation to its range of Clean Extreme Stain Resistant Scrubbable Matt emulsions, which are said to offer excellent coverage, increased scrubbability and a flawless finish. The new water-based high opacity formulation is also available in the matt versions of its Clean Extreme Anti-Bacterial and Mould Inhibiting paints, offering quick-drying and lowodour performance. The company states that the new matt paint has been specifically designed to cover existing paint colours, stains and imperfections and to provide a hardwearing, washable and long-lasting white finish.

64 PBM OCTOBER 2019

PRIMAFLOW F&P GEBERIT MAPRESS COPPER FITTINGS As the wholesaler’s first press-fit range, Primaflow F&P has launched Gebrit Mapress copper fittings. The collection is available exclusively to independent merchants through the company with the majority of fittings being available for next-day delivery. The new range, suitable for gas and potable water installations as well as open and closed heating and cooling circuits, comprises a stock of Geberit’s core Mapress copper fittings, including copper bends, couplings, T-Pieces, adaptors and caps. The press-fit connection system includes coloured pressing indicators, no need for lubrication, and joints that will weep until pressed to show incomplete pressing during pressure testing.

www.professionalbuildersmerchant.co.uk

BOND IT D4 HYBRID PVA Using hybrid technology, Bond It has introduced a new D4 classified PVA Adhesive. A premium grade, solvent-free formulation, this product is said to offer waterproofing properties even under constant water immersion. Suitable for interior and exterior applications, it has a high bond strength, improved heat resistance and boasts a 10 minute open time. The hybrid PVA is suitable for a number of applications and is available in four sizes â&#x20AC;&#x201D; 125ml, 250ml, 500ml under the Glue Monster banner, and as a 1L under Bond Itâ&#x20AC;&#x2122;s adhesive range.

SAMAC ROOFTEC FLEX Already widely used across Europe, Samac is releasing Rooftec Flex to the UK market for the first time. Made from the extremely durable EPDM (ethylene propylene diene monomer) and with a core of expanded aluminium mesh, it is said to have exceptional strength, flexibility and life expectancy, as well as being lightweight. Available in long roll lengths, the product can be used anywhere that lead would have been the traditional option, such as chimneys, dormers, ridges, roof abutments, valleys and skylights and is a described as a suitable choice to add to sustainable product ranges.

WERNERCO 79025 ALUMINIUM PROFESSIONAL WORK PLATFORM This new professional work platform is said to be suitable for all types of jobs around the worksite. The lightweight 79025 Aluminium Professional Work Platform features a load capacity of 150kg and an Easy-Grab handle in the centre of the platform. Slim fold dual locking legs, meanwhile, ensures that the work platform closes to a compact depth of 8cm for easy transportation and storage. The large slip-resistant work surface provides trades people with suitable space to move while working whilst the non-marring feet provide slip-resistance and protect the floor from any damage.

For more details on these and other new products on the PBM website, enter the shortcode www.rdr.link/mi040

www.professionalbuildersmerchant.co.uk

JANUARY 2016 PBM 35

ADVERTISEMENT INDEX

Artex Ltd .............................................................page 37

Knauf Insulation Ltd ...........................................page 17

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

Lakes ...................................................................page 53

Bond It ................................................................page 43

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

Bradite Paints Ltd ...............................................page 50

Marsh Industries Ltd ...................................pages 24,25

Brett Martin Plumbing & Drainage ...........bound outsert

Merlin Business Software Ltd ............................page 30

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

Norbord Europe Ltd ...........................................page 15

Carl Kammerling International Ltd ....................page 65

Olympic Fixings Products Ltd ......................loose insert

Coo-Var ...............................................................page 23

Premier Tech Aqua Ltd ......................................page 28

Crown Contract ..................................................page 43

Progressive Safety Footwear & Clothing Ltd ......page 6

Doosan Industrial Vehicle UK Ltd ......................page 31

ROCKWOOL Ltd ................................................page 38

Everbuild Building Products Ltd ........................page 10

RWC (UK) Ltd ......................................inside front cover

Flexseal Couplings Ltd ......................................page 33

Simpson Strong-Tie ...........................................page 50

Garador Ltd ........................................................page 55

Stakapal Ltd .......................................................page 57

GROHE Ltd .........................................................page 49

Stelrad Radiators ................................................page 46

Hilton Banks Ltd .................................................page 27

Toolstream Ltd ....................................................page 65

Karndean Designflooring ...................................page 21

Unilite International Ltd ......................................page 28

Kerridge Commercial Systems Ltd ...................page 45

VELUX Company Ltd ...........................................page 4

Kilwaughter Minerals Ltd ...................................page 41

Winn & Coales (Denso) Ltd ................................page 57

Kingspan Insulation Ltd .......................................page 9

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OCTOBER 2019

MONTHLY TRENDS MONITOR

MONTHLY TRENDS MONITOR GARDENS & LANDSCAPING Form and function

NEW & SELF-BUILD Internal and external door options

ROOFING, FLOORING & INSULATION

INFORMATION TECHNOLOGY

TOOLS, FIXINGS & ADHESIVES

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Raising the roof

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Plus: News, market information, sales support, merchandising & display solutions and more. www.professionalbuildersmerchant.co.uk

BRICKS, BLOCKS & MASONRY

TRANSPORT, HANDLING & STORAGE

PLASTER, DRY LINING & BUILDING BOARDS Fantasy Football Top of the league!

Stock management solutions

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

www.professionalbuildersmerchant.co.uk

Fantasy Football The season starts here!

Supply chain partnerships

Plus: News, market information, training, merchandising & display solutions and more.

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KITCHENS & BATHROOMS Fantasy Football Setting the pace

Merchandising and accessories

Plus: News, BMF Members’ Annual Conference, training, merchandising & display solutions and more.

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Fantasy Football Get into the groove

Please contact Kirstie Day on 01923 237799 66 PBM OCTOBER 2019

NE W !

SH SH*T *T

With Paul Davies

CITY SLICKERS

OFF A

SHOVEL! SHOV EL! L

Writing this in the afterglow of Manchester City’s remarkable 8-0 destruction of Watford, it would be easy to just wax lyrical about the brilliance of D e Br u yn e , A g u e r o and the ‘S Si lva twins’, but that wouldn’t be telling you anything you didn’t already know. Pep’s policy of rotation will have frustrated the owners of R a h e e m St e r l i n g , but sometimes you have to be patient with players who aren’t picked as they can hurt you if you sell — witness the performance of KDB who was benched for the defeat by Norwich. Incidentally, doesn’t that result show how amazing the Premier League truly is? Beaten by a newlypromoted side one week and an eight goal romp the next. And some people are saying that Watford’s horror show only serves to illustrate how uncompetitive the division is. Short memories, I guess…

WELSH WIZARDS Amongst a host of interesting stats — for example, City’s five goals after just 18 minutes was the fastest any side has ever gone 5-0 ahead in a Premier League match — this was Watford’s heaviest defeat in League football and only the third time they’ve conceded eight goals in a league game. They lost 8-1 to Crystal Palace in September 1959 and also suffered with the same scoreline in January 1926 against Aberdare Athletic. “Who?” I hear you asking, and you would not be alone. Formed in 1893, Aberdare Athletic gained entry to the Football League Third Division South for the 1921-22 season, following their success in the Welsh section of the Southern League (for the uninitiated, Aberdare is four miles from Merthyr Tydfil and around 20 miles from Cardiff). In the 1926-27 season, the club finished bottom of the division and were replaced by Torquay United having failed to gain re-election in a controversial ballot that hinted at the undue influence of “an interested party among the scrutineers.” A successor club now plays in the Welsh League Division Two, and if the story has piqued your interest, feel free to apply for the post of first team manager which has just become vacant!

FORTHCOMING PICKS Arsenal have some great fixtures from October, so we have to push for Pi e r r e -E m e r i c k A u ba m e ya n g . The Gabon national team captain is in great form right now and I can only see that continuing. Leicester had a tough start fixture-wise, but currently sit third. Once their game against Liverpool is out the way, they have a great run almost all the way to Christmas. M a ddi s o n and Va r dy are the obvious draws, but they are pretty tight at the back and we fancy them to be strong all season.

TTING E S T ASTES HESIVE F E H T D

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IN 15 MIN MINUTES* UTES* HI-TECH

FFAST AST A SE SETTING TTING ALL WE WEATHER ATHE T R

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k .u o .c t n a h c r e m s r e professionalbuild PBM’s website provides merchant professionals with instant, up-to-the-minute access to breaking news and the latest in business trends, supplier information, changing legislation, industry events and special features. With exclusive online content and the best of the printed magazine, the website is an essential part of PBM’s aim to be the sector’s No.1 business information source. PBM’s fortnightly eNews bulletin is emailed to around 7,500 industry contacts, highlighting the best stories and most up-to-date news in the merchant sector. Sign up to recieve the e-newsletter at the PBM website.

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