APRIL 2012
Experts Are Doing it For Themselves! The Rise and Rise of Expert Hardware
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Volume 73 • Number 08 - April 2012
Letter from the editor...
W
elcome to this month’s issue of Irish Hardware. It is at this time of year that the trade comes into its own in many ways. A riot of colour is experienced as traders put their best foot forward in the hope of a good summer season. So far this year, the weather has been mixed, to say the least. Indeed, we are experiencing a rather cold snap as we put this issue together. As a result, fingers are crossed right around the country as long-range forecasts are consulted in the hope of finding some good news. This is much needed as general reports from the trade are downbeat. Many have spoken of a hopeful start to the year followed by a disappointing period. There are many issues that continue to be of concern to retailers as we see once again from our news pages in this issue. On a positive note – and there are some positives – the momentum has started to build as we count down towards next year’s Hardware/DIY, Home Garden Show at Citywest. Meanwhile, we have seen store openings – in both the National Hardware and Connacht Gold organisations, for example. This follows a very successful conference last month which was organised by United Hardware. Also, Expert Hardware continues to grow in terms of numbers. This organisation is the subject of our cover story this month. It is joined here by all our regular items including, News, Product News, IHBMA News and Gardening with Kevin Waters. We hope you enjoy this issue.
c on t e n t s P.4
News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 What’s going on out there?
Cover Story . . . . . . . . . . . . . . . . . . . . . . . . . 13 Expert Hardware tells its own story
IHBMA News . . . . . . . . . . . . . . . . . . . . . . . 20 The latest from the Association
Decking and Fencing . . . . . . . . . . . . . . 23 It’s that time of year again!
Product News . . . . . . . . . . . . . . . . . . . . . . 31 The shape of things to come
Trade Counter . . . . . . . . . . . . . . . . . . . . . . 34 Reports from the ‘heavy’ end
Gardening . . . . . . . . . . . . . . . . . . . . . . . . . . . 36 With Kevin Waters
P.31
Last Posts . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Rounding it all off
APRIL 2012
P.34
EXPERTS ARE DOING IT FOR THEMSELVES!
Talk to you soon,
The Rise and Rise of Expert Hardware
Front Cover: The directors of the Expert Hardware Group
EDITOR: Martin Foran COMMERCIAL MANAGER: Dermot Casey DESIGN AND LAYOUT: Jim Heron CIRCULATION Executive: Josie Keane ADMINISTRATION: Josie Keane and Marian Donohoe PRODUCTION MANAGER: Jim Heron MANAGING DIRECTOR: Simon Grennan CHAIRMAN: Frank Grennan Official journal of the Irish Hardware & Building Materials Association
Printed by SPS Wicklow Published by Jemma Publications Ltd, Broom House, 65 Mulgrave St., Dun Laoghaire, Co Dublin Tel: +353 1 214 7920 Fax: +353 1 214 7950 Subscriptions Order Line: Tel: +353 1 214 7920. Order Online: www.irishhardware.com Jemma Publications publishes the following titles: Irish Hardware, Hotel & Catering Review, Licensing World, Irish Printer, Off Licence.
ISSN 0790-276X
News ‘Bloom bank holiday weekend’ returns to Phoenix Park in June Bord Bia was recently ‘delighted’ to announce the return of Bloom – ‘Ireland’s leading flower, food and family festival’ – this June bank holiday weekend. Bloom is always a huge attraction for those in the trade – particularly those involved in horticulture – and the 2012 event will take place from Thursday, May 31 to Monday June 4 at the Phoenix Park, Dublin.
Record
Last year’s event was a huge success with a record 90,000 visitors over the five-day period. To accommodate the increased numbers, this year’s event will offer expanded walking space in which to enjoy the spectacular show gardens and other features. Bloom show manager and occasional Irish Hardware contributor, Gary Graham, tells us: ‘It is exciting to be preparing for our sixth annual Bloom this June Bank holiday weekend. ‘We have 28 outstanding and unique gardens in the pipeline for the event. This year our designers have been inspired by sustainability, the micro economy, education, nature, art and popular culture to create a wonderland of inspiration and beauty for visitors.’
successful new feature in Bloom 2011. This year’s Food Village will be even bigger and visitors will have the opportunity to consume the best of Irish food and drink and purchase top quality Irish-produced food from within the market area. Among other features, it will host Ireland’s largest food market with over 60 artisan food stalls, the Bloom Inn and the Chef’s Summer Kitchen Stage where some of Ireland’s favorite and best known chefs will demonstrate throughout the weekend. Bloom is a family-friendly event, boasting many children’s interactive features, and best of all, children can enter for free. This year’s children’s attractions
include a dedicated children’s play zone, a family farm area, music and crafts. The Craft Council of Ireland will engage children and adults alike showcasing the best of Irish craft talent.
Spectacular
The Show gardens will once again be complemented by a spectacular floral pavilion featuring displays and the best of Irish plants and flowers. The Garden Expert Stage will also host a comprehensive range of leading experts in horticulture, gardening and floristry. Gary Graham added: ‘The “concept gardens” section has grown in popularity as it allows designers to stretch the bounda-
ries of more traditional garden design principles in order to embrace important messaging around social issues. ‘The involvement of organisations such as Rehab and the National Council of the Blind with show gardens ensures that Bloom is used, as it should be, to fully engage with the public and to challenge and to bring important issues to their attention.’ New and returning sponsors for this year’s event include Fáilte Ireland, Love Irish Food, Bord Na Móna, Irish Times, OPW, Woodies, Nissan Leaf, Viking, Robert Roberts, Atlantis, Popcorn Ireland, Irish Greyhound Board, Bewleys Hotel, Rehab, Lyric FM and Glenisk.
Key features
Key features for Bloom 2012 include the return of the Food Village, which was a hugely
Consumer Sentiment Increases in March
The overall KBC Bank Ireland/ ESRI Consumer Sentiment Index increased to 60.6 in March from 57.0 in February. The 3-month moving average rose to 58.1. The Index for March 2011 was 59.5.
Cautious
Commenting on the results, Cormac O’Sullivan, ESRI, said: ‘Consumer Sentiment, although remaining cautious, has been steadily increasing so far this year, with less pessimism regarding employment prospects and the outlook for the economy driving the improvement. ‘While their outlook for the future has improved, consumers have become more worried about | April 2012
their present conditions since the start of the year. ‘There has been a marked decrease in the volatility of the Index over recent months, which is likely a reflection of the greater stability in Europe.’ In addition, Austin Hughes, KBC Bank Ireland, noted: ‘The small improvement in consumer sentiment in March suggests that, although conditions remain very difficult, there are tentative signs of improvement in some areas of the Irish economy. ‘It also seems that an easing in concerns about a meltdown in the Euro area is also helping. ‘The general tone of the survey remains fairly downbeat as might
sumers feel the prospects for the Irish economy and for jobs are not quite as bad as they had feared.
Important
be expected but it does seem con-
‘There is an important but not entirely surprising disconnect between consumers’ assessment of the macro outlook and their own personal circumstances. While they sense some improvement in the general economic outlook, household finances remain under severe pressure. ‘This means that the buying climate remains poor. With incomes continuing to be squeezed, it is difficult to see consumer confidence boosting domestic spending anytime soon.’
News
New ARRO Store for Santry, Dublin. EEC ARRO Hardware, Balbriggan opened its new store on 31 March 2012 in Santry, Dublin. The new store, which consists of 12,000 square feet of retail space, is in a prime location on the main Swords Road, next to the Omniplex Shopping Centre.
Success
The official opening which featured a weekend sale and family fun day proved to be a great success and attracted over 500 people. This was helped by a guest
appearance from the Dulux dog who provided ample entertainment for all the family. Commenting on the opening of the store, Richard Taylor, manager of EEC ARRO Hardware Santry, said: ‘We were delighted by the reaction of the local residents to the new DIY store. ‘It’s in an excellent location and offers customers a huge variety of hardware and DIY products. Not to mention our excellent customer service and
expertise.’
Balbriggan
EEC ARRO Hardware Balbriggan operates from a 25,000 square feet premises at Stephensonstown Business Park, Balbriggan, County Dublin. It has been part of their expansion plan to open a DIY and hardware store nearer to Dublin City Centre. ‘Working with United Hardware has enabled us to expand our operations to Santry. Our
colleagues within United Hardware and ARRO have offered us great support and this enables us to deliver competitive prices and great deals to our customers,’ comments Seamus Ennis, Director of EEC ARRO Hardware Balbriggan. According to Emer O’Donnell, marketng executive for ARRO Home and Garden, further expansion of the ARRO network is planned with the re-branding of a number of hardware stores throughout the country.
Demand for stronger measures to combat black market as retail trade suffers ‘Disappointing Retail figures a clear indication of threat to 50,000 jobs in Sector’ There has been a demand for stronger government action to stamp out the black economy and the rogue traders involved.
Figures
Reacting to recent retail sales figures issued by the CSO, ISME, the Irish Small & Medium Enterprises Association, pointed to ‘the continuing decline in legitimate sales contrasted to the surge in black market activity across a range of products’. The Retail Sales figures showed a 0.3% drop in sales in February, continuing the down-
ward trend now stretching back over four years, with no sign of abating. Commenting, ISME chief executive, Mark Fielding, stated: ‘The effect of illicit trade has a much broader impact on the smaller retail outlets, with less footfall, loss of sales and margin threatening their very existence and the jobs involved. ‘The Government’s Action Plan for Jobs will be a total waste if immediate action is not taken to stop the increase in illegitimate trade. We have already lost 50,000 jobs in the retail sector and a further 40,000 are currently in jeopardy as a result of the twin threats of reduced
consumer spending and shadow economy activities.’ The Association called for: •The introduction of an awareness campaign to communicate the issues and highlight the negative effect of black market activity on legitimate business, the economy, jobs and society. •An increase in judicial penalties on conviction of illegal trading. ‘Small and medium, owner managed, retailers and wholesalers must be protected, promoted and prioritised in the fight to save their 260,000 jobs. The immediate introduction of the long awaited Retail Strategy Group would show some real action,’ concluded Fielding.
Mark Fielding
Cost of sick pay change equivalent to 2,500 jobs IBEC has published new analysis of the government’s statutory sick pay proposals, which says the cost of ‘shifting massive additional liabilities onto employers’ would equate to the cost of employing 2,500 people.
Struggling
The group said the proposals, put forward by the Minister for Social Protection Joan Burton, would put struggling firms out of business, cost jobs and force many companies to reduce pay and benefits. The IBEC analysis entitled Sustaining employment and the implications of Statutory Sick
Pay for Ireland says: •Forcing employers to pay additional employment costs to cover the cost of statutory sick pay would equate to the cost of employing 2,500 people •For over 40% of employers in Ireland – mainly smaller employers who currently have no sick pay costs – statutory sick pay would represent a significant additional cost. For all employers, large and small, this new cost burden will be seen as a tax on jobs and will particularly hit smaller, more vulnerable employers, operating in low-margin businesses. •IBEC does not believe that the proposed change would
result in any reduction in absenteeism or long-term illness rates. Private sector employers do not need any additional incentive to manage the cost of absence, with about 60% of companies already paying some element of sick pay. Absence already costs Irish business €1.5 billion per annum.
Contributions
IBEC Director Brendan McGinty said: ‘Employees and employers already make obligatory PRSI contributions to support social welfare provision. Any move to increase this already substantial contribution will come at a serious cost
and would force all employers to reassess their sick pay policies. ‘Small companies, many operating in a depressed domestic economy, would be hit the hardest. The sick leave proposal is at odds with the Action Plan for Jobs, which committed the Government to reducing red tape and making Ireland more competitive so that successful businesses and entrepreneurs can create jobs. ‘The government needs to start coming up with sensible and economically sound ways of reducing expenditure, instead of just shifting costs to employers.’ April 2012 |
News IHBMA joins other trade groupings to highlight ‘retail’ The Irish Hardware & Building Materials Association has joined with 11 other trade groupings including Retail Excellence Ireland, Convenience Stores and Newsagents Association, Booksellers Association, Independent Sports Retailers Alliance, Irish Pharmacy Union, ISME and others, to highlight the issues that are facing retailers throughout the country.
Attention
All of these groupings have long felt that retail does not get the attention and spotlight it deserves, as a major contributor to our domestic economy, notes the IHBMA. ‘This grouping came together due to the current distressed domestic trading conditions and the short to medium-term outlook,’ says the Association, ‘to effectively communicate the needs of what is one of Ireland’s largest industries, to Government and the media.’ This grouping represents over 17,500 retail stores nationwide, employing over 200,000 people. The group, The National Retail Industry Alliance, will identify ‘an urgent need for Government to focus on the needs of the domestic retail economy’. Following four years of negative growth and further forecasts of contraction of the domestic economy in 2012, the group will call on the Irish Government to implement measures to underpin the hundreds of thousands of
jobs in the Irish retail industry. The group will ‘highlight to Government recent advice from the Troika to revise planned austerity measures’ that negatively impact on growth projections. ‘The Department of Finance and Central Bank are forecasting negative growth in the domestic economy in 2012, and support for a re-evaluation of the planned austerity measures will allow for a more expedient return to a domestic market recovery,’ says the Association.
The three areas which will initially be highlighted are:
VAT Increase. ‘The group will call on the Government to review the VAT rate increase
from 21% to 23%. A 10% increase in VAT at this time of weakened consumer spending is detrimental and will negatively impact on demand. This group will call for the Government to review retail VAT take on a quarterly basis, and engage with retailers to rectify the situation.’ Local Authority Rates. ‘The group will also ask Government to mandate local authorities to reduce the commercial rates burden on businesses. Retail sale values have declined by, on average, over 30% in the last four years, while commercial rates have remained static. This group will ask for, at the very least, an economic appeals process, for a reduction in commer-
cial rates, which currently does not exist. The only argument that can be made currently is where there is a material change to the building.’ Budget Scheduling. ‘Scheduling of the budget in December is damaging to consumer demand and sentiment, at a time when most retailers trade up to one-third of their annual sales volume. The announcement of austerity budgets and the associated media commentary and kite flying, impacts detrimentally on retail sales volumes. The proposed solution to this matter is to schedule clear and unambiguous budget announcements in November, or reschedule the budget to February of each fiscal cycle.’
Formica limited appoints new A xiom by Formica® coordinator Formica Group is pleased to announce that Margaret Armstrong has been appointed as the Axiom by Formica® Coordinator for the UK and Ireland. In this newly-created role Margaret will provide support to UK and Ireland customers including kitchen studios and will report to Richard Crisp, Axiom by Formica sales manager.
Experience
Margaret has been with the Formica Group for over 26 years and has worked in | April 2012
departments ranging from Credit Control to Samples, where she has spent the last six years. Margaret brings a wealth of experience to the position of Axiom by Formica Coordinator with a complete understanding of the products, and the entire sales process. ‘Axiom by Formica continues its role to be a major brand in the UK and Ireland kitchen worktops market and it is vital to keep supporting our customers,’ comments Richard Crisp. ‘The Coordinator’s role
ensures efficient and imme- Margaret Armstrong diate response to our customers’ needs. This is important for our customers and in supporting Axiom by Formica with exciting plans to develop the range over the coming months.’
Premium
Axiom by Formica we are told, ‘is the leading premium kitchen worktop collection in the UK and Ireland, and has established itself as the top choice for kitchen designers, specifiers and developers, and home renovators’.
News
Repak Welcomes Strong Packaging Recycling Trends The CEO of Repak Ireland has welcomed the findings on packaging recycling contained in Environmental Indicators Ireland 2012. The report, published by the CSO, highlights Ireland’s ever-improving approach to the recycling of packaging.
Detailed
It is part of a detailed piece of research, by the CSO, based around environmental data. Dr Andrew Hetherington, commented: ‘This National Survey clearly demonstrates the success of Ireland’s packaging recycling model with key targets for recovery all being exceeded. ‘The statistics contained in the report, when analysed, confirm Ireland’s progressive performance in packaging recovery and recycling over the past decade and our steady ascent up the league table of European Member State performance in this area.
‘Specifically, it shows that Ireland’s 2011 recovery target of 60% under the EC Packaging Directive (94/62/EC) was achieved and surpassed by 2008 and I can now confirm that we have achieved a 74% recovery rate for 2010. ‘In addition the statistics show that by 2009 Ireland was recovering 152kgs per capita of packaging waste, the third highest in the EC behind Germany and Luxembourg.
Fallen
‘It is also very encouraging to note that the amount of Municipal waste sent to landfill had fallen to just below 1.5 million tonnes in 2010, down from some two million tonnes in 2007. ‘While a significant portion of this can be attributed to the decline in economic conditions, the increase in recovery of packaging waste, which now accounts for some 59% of
municipal waste, had a significant impact here also. ‘Repak’s Packaging Prevention Programme was a further factor in the decline of packaging waste generation, as it saw the total level of packaging waste decrease by some 18% between 2007 and 2010. ‘This initiative, which receives financial support from the EPA, involves Repak working with industry to optimise all packaging placed on the Irish market. ‘Repak’s funders, from throughout Irish Business, and all householders can take great credit from this outstanding achievement, demonstrating yet again the success of the Repak model, which has always been based on a partnership approach.’
Growing
Since its inception, Repak has helped to divert in excess of 5.7 million tons of used packag-
‘This National Survey clearly demonstrates the success of Ireland’s packaging recycling model with key targets for recovery all being exceeded.’ ing from landfill sites and has invested over €225 million in packaging recycling, growing it from under 15% in 1998.
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News Workplace ‘not prepared’ for changes to State pension age Workplaces are not prepared for changes to State pension age rules, which will see the State pension age increase from 65 to 66 in 2014. That’s according to IBEC which says that government should take the opportunity to address the practical implementation issues ‘to minimise the potential for difficulties arising for employers and workers’.
Unavoidable
Addressing a conference at Croke Park on pensions, IBEC director Brendan McGinty said: ‘An increase in the average retirement age is unavoidable for a number of reasons, including to ensure that workers can expect an appropriate level of income in retirement and to contribute to the sustainability of pensions. ‘To simply abolish the State pension for
65 year olds from 2014 does not meet that objective and may have unintended consequences for up to 14,000 people who would be expected to retire. ‘It also leaves employers open to potential litigation and industrial relations difficulties as well as having to deal with defined benefit pension schemes which are in deficit. ‘The simple reality is that employers and employees are not prepared for the situation facing them from 2014. Some employees still believe they are entitled to a State pension at 65. Others may expect their employers to keep them in employment beyond 65.
State pension age. Some 29% of respondents indicated that they intended to retain the current contractual retirement age at which employment terminates. ‘These figures are broadly consistent with feedback from IBEC members.’ ‘Workplaces are not prepared for changes to State pension age rules’
Response
‘A recent Mercer survey indicated that up to 60% of employers have not yet considered their response to the planned increase in the
IBEC has proposed a package of legislative reform which it says would:
• Give employers certainty that they can rely on contractual retirement ages • Give workers the maximum opportunity to achieve an appropriate level of retirement income including a lower State pension at 65 • Allow workers to receive a higher State pension where an employer is willing to accommodate later retirement by agreement • Allow workers who have insufficient contributions to receive full State benefits to make up those contributions by working later in life.
Hogan announces review and public consultation of the ‘smoky coal ban’ The minister for the Environment, Community and Local Government, Phil Hogan, has announced a review and public consultation of the ‘smoky coal ban’ regulations.
Heating
The ban on the marketing, sale and distribution of bituminous fuel – or ‘smoky coal ban’ – was first introduced in Dublin in 1990 in response to severe episodes of winter smog that resulted from the widespread use of smoky coal for residential heating. The ban proved effective in reducing smoke and sulphur dioxide levels and was subsequently extended to other areas. The ban now applies in 20 cities and towns. Air quality monitoring by the Environmental Protection Agency (EPA) has shown levels of particulate matter (PM10) are lower in these areas than | April 2012
in towns where the ban does not apply. Research indicated that the ban in Dublin resulted in over 350 fewer annual deaths. An estimate of these benefits in monetary terms put the value at over €20 million.
Benefits
Additional benefits of the regulations have also been identified through the stimulation for householders to switch from using solid fuels, which generally are less efficient and more polluting, to more efficient and less polluting gas and oil. The associated reduced fuel costs to consumers were estimated at €184 million per year. The purpose of the consultation paper is to ‘inform and assist a review of the smoky coal ban regulations to ensure that they remain fit for purpose in safeguarding
air quality by limiting harmful emissions of air pollutants arising from the use of residential fuels’. The consultation paper reviews the regulations to date and identifies relevant considerations relating to their effective implementation in the context of developments over the 20 years since their introduction.
Effective
Minister Hogan said: ‘The smoky coal ban has been effective in reducing air pollution with proven benefits for human health. ‘This has led to improved quality of life in cities and towns where the ban applies. It is now time to review and modernise the main provisions of the ban to ensure its continued effectiveness.’ The consultation paper can be viewed on the Department’s website.
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News Prices rise by 2.2% in the year to March Consumer Prices in March, as measured by the CPI, increased by 1.0% in the month. This compares to an increase of 0.9% recorded in March of last year. Prices on average, as measured by the CPI, were 2.2% higher in March compared withMarch 2011.
Changes
The most notable changes in the year were increases in Education (+9.4%), Transport (+7.6%), Alcoholic Beverages & Tobacco (+3.9%) and Miscellaneous Goods & Services (+3.7%). Notable for the Hardware and Homestore area, there were decreases in Furnishings, Household Equipment & Routine Household Maintenance (-2.1%). The most significant monthly price changes were increases in Transport (+4.0%), Clothing & Footwear (+2.7%) and Miscellaneous Goods & Services (+1.7%). The main factors contributing to the monthly change were as
follows: •Transport rose due to an increase in airfares and higher petrol and diesel prices. •Clothing & Footwear increased due to a further recovery from sales. •Miscellaneous Goods & Services rose due to increases in health insurance premiums.
CPI sub-indices
The annual rate of inflation for Services was 3.3% in the year to March, while goods increased by 1.0%. Services, excluding mortgage interest repayments, increased by 3.7% in the year since March 2011. The CPI excluding tobacco for March increased by 1.1% in the month and was up by 2.1% in the year. The CPI excluding energy products was up by 1.0% in the month and increased by 1.5% in the year. The CPI excluding mortgage interest increased by 1.1% in the month and rose by 2.4% in the year.
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COMPANY News
Dulux announces ‘exciting plans to stimulate the paint category’ Dulux are excited to announce the launch of their new TV campaign, commencing at the start of May. The high impact ads, with a touch of humour, are designed ‘to highlight the positive change that paint and colour can make to our home lives, and ultimately to stimulate the paint category,’ it is explained.
Atmosphere
In one execution we see a young wife paint her bedroom in a racy red colour to create a seductive atmosphere. This proves to be the catalyst to starting a family. A couple of years later, with a fully formed family, the parents are happy to change the colour back to a pale blue shade. The humorous ads are full of positivity, and highlight the difference a fresh lick of paint can make to our home lives, says Dulux. Memorable and tongue-incheek, they are set to get homeowners thinking about how they too can use colourful paint to make a positive change to their
home lives.
Positive
Dulux tells us: ‘painting a wall can do so much more than make your home look a bit fresher. Colour can be used to help us use our homes in a different and more positive, way. ‘For example, colour can be used to transform a “forgotten room” in the house into a breakfast room where the family can
spend some quality time together each day. ‘Equally, as one of our ads shows, by painting a fun design on the walls of a child’s bedroom, parents might be able to create a space that children can play harmoniously in – and get themselves an extra hour or two in bed at the weekend, as a result! ‘Ultimately, we are demonstrating that paint is so much more than a coating for a wall.
Wogans to continue with SeaDec range Wogan Distributors are very pleased to announce that they have taken over the assets of SeaDec Ireland and SeaDec UK.
Warehouses
The business will continue to be run from the SeaDec warehouses in Ferbane Co Offaly and will be managed by Declan Gorman. As most people in the trade are aware, SeaDec doors are noted for their extra quality such as 44mm thickness and all their doors have 14mm lippings. Most other doors on the Irish market are from 40mm to 42mm thick and lippings as low as 5mm, say Wogans. Apart from doors, SeaDec carry a full range of Adjustable Door Frames, Skirtings and Architraves. The doors and skirtings etc are all manufactured in the same factory which means that doors and skirtings match well together. 12 | April 2012
Bernard Wogan from Wogan Distributors states that it makes a lot of sense for Wogans to become involved with doors as ‘about 75% of our existing flooring customers are already selling doors – our aim is provide a complete interior solution for Floors and Doors’.
Top 30 lines
Wogans intend to keep a stock of their 30 top flooring lines in the Ferbane warehouse allowing customers to mix floor and door orders together. For deliveries, Wogans will continue to use Johnston Logistics to look after the deliveries of doors which means customers should receive orders within three working days For more information please contact your local sales rep or Declan on 0906 454544 or 086-3834243 and email Seadec@wogandistributors.ie
It is the means to transform our surroundings and how we feel about them.’
Promotional plan
Dulux will also be supporting this activity with online ads, and indeed, through the line. Their strong promotional plan will ‘incentivise consumers to make a positive change in their own home and help stimulate the paint market’.
Workers ‘confident’ health and safety issues will be addressed in workplaces Irish workers feel better informed of workplace health and safety risks than their European counterparts, according to a pan-European opinion poll.
Well-informed
The poll, which was carried out on behalf of the European Agency for Safety and Health at Work, stated that 88% of Irish workers surveyed feel well-informed about health and safety risks at work, topping the poll ahead of the UK and Finland. Ireland also scored highly, and second to the UK, when 89% of Irish workers responded that they were confident that if they raised a health and safety problem with their supervisor it would be addressed. A total of 83% of Irish workers felt good health and safety practices should be followed in order to remain economically competitive. This was broadly in line with the European average.
Stress
Many workers across Europe, particularly in Greece (93%) and Bulgaria (87%), believe that job-related stress will increase over the next five years. In Ireland 69% of workers believe that job-related stress will increase.
COVER STORY ® Expert Hardware is the fastest growing retail group in this country in terms of member numbers. Yet it is also one of the newest, and, what’s more, most of its members never belonged to a group before. So what’s brought about this change and just why are so many small to mediumsized stores now looking to join?
Experts are doing it for themselves If you want something done well, then do it yourself. You hear this adage often enough but it is not so often that you come across such a good example of what it really means.
Fastest growing
Take Expert Hardware, the fastest growing retailing organisation in the country in terms of numbers right now. It all started because a group of hardware store operators noticed ‘a real requirement in terms of a group that catered for the needs of small and medium-sized businesses’. Quite simply what they were looking for didn’t exist, so, they decided to set it up themselves. It’s no surprise that many of these people are involved in DIY! All joking aside, the resultant organisation, Expert Hardware, still holds true to its original ethos. It is run by the members for the members and a fivestrong board of directors steer the operation. The directors take no salaries. There is a skeleton staff and there is a small admin office which is well run and highly efficient. And that’s it really. All costs are kept to a minimum and all revenue raised is put back into the group for the benefit of the members. And yet they have managed to have an impact on the trade throughout the country in their size category. They are growing in numbers all the time. And they didn’t even exist a few years
ago.
Understandable
If this is starting to sound like a magic trick, well, that’s understandable. But it’s not. It is all true, even if people find it hard to believe sometimes. For example, the financial side is something that surprises many people, says chairman David Baker. ‘When someone says that any money goes straight to supporting the members, that can be hard for some people to believe,’ adds David. ‘But that’s the truth. All of it goes back in.’ And what they manage to do with their resources is startling. But this is in large part due to that spirit of cooperation which defines the Group. There is a recognition that, by contributing to the Group in a variety of different ways, according to their abilities and their strengths, members are in turn strengthening their own positions, their own businesses, their own livelihoods.
A need
‘This never existed before in terms of what we do now,’ continues David Baker. ‘Expert Hardware is a real need in our industry.’ Is that need bigger now than before? ‘Perhaps,’ says David. ‘But the need has been there for a long, long time.’ David can clearly remember thinking that there was a need for a group like this around 15
years ago. Back then the country was in the first flush of the economic boom. Yet even then, David recalls being concerned over the fact that there was no group that – in his and his colleagues’ opinions – suited businesses the size of his own Dublin-based store. ‘We created Expert Hardware because of what we saw as a real gap in our industry,’ he adds. ‘It was required and now it’s available,’ he says Despite the matter-of-fact
description, the setting up of Expert Hardware made history says David. And history is still being made with the Group.
Realised the vision
‘Eight years down the line we have certainly realised the vision that we had,’ adds David. Indeed this is true. Each year Irish Hardware has reported on what the targets were and they do seem to have met them and often exceeded them. Even members are somewhat
Grant has worked in the retail trade his entire career. Throughout college, he worked in Argos where he gained invaluable customer service skills and a love for all things retail. He then took the decision to go into the family business, JG Engineering, and after a couple of years under his belt, Alan Grant - director established a second business for the family, a hardware store. Grant recognised that there was little support for the local independent hardware store and, following a meeting with four like-minded individuals, formed Expert Hardware. Grant’s main contribution to the organisation is marketing and all things digital. He is constantly looking to his European counterparts and internationally, researching new technologies and how best to utilise these to grow and develop the organisation.
April 2012 | 13
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COVER STORY ® When all roads led to Athlone Potential members may be beating a path to Expert Hardware’s door now but that doesn’t mean that this group sits backs and waits for the phone to ring. In fact it is quite the opposite. Recently the organisation held a special recruitment event in the Midlands town of Athlone where they outlined the services that they have on offer. A professional presentation combined with a down-to-earth no-nonsense attitude left little doubt in attendees’ minds as to the reasons for the group’s success.
Expert Hardware Man with director Alan Grant at the Athlone event
Outlined As Irish Hardware observed: ‘The plain and simple approach represented the customary style of this organisation.’ It is an approach that clearly works for the group. There are now over 40 stores in Expert Hardware and this number may be about to take another jump forward as many more are involved at various stages of talks with the organisation. At the Athlone event attendees got to hear first hand from traders whose membership had benefited them immensely, often in unforeseen ways. Members explained how the buying
surprised that they have grown so quickly however. They are now over 40 strong with a few more stores in negotiations. In other words they will be approaching 50 soon. ‘Independent hardware store owners are more open to making the decision to join now, compared with a few years ago, when they might have taken longer to convince,’ says David. ‘Independent hardware operators come to us now and ask about membership. ‘Of course we hold events such as the recent recruitment day in Athlone which saw a number of interested parties in attendance.’ Naturally, membership is never guaranteed to an applicant. There are guidelines in place
Brian Beegan - director
and other marketing functions of the Group had all worked in their favour making them more viable and profitable than if they had stayed outside of the group structure.
Communications One of the strongest points to emerge concerned communications between members. The Expert panel explained how, from their own experience, the Group acted as a forum and a constant source of advice and information where members could turn at any time for
which need to be met such as being bona fide traders and having a good credit history for example. If an applicant is too close to a member in geographical terms that can create a problem too.
Contact
Meanwhile, communications are very important within the group. There are ongoing contacts, both formal and informal. On the formal side, there are meetings on the first Tuesday of every month at Dublin’s Citywest Hotel. However one of the things that often comes as a surprise to new
Beegan spent a large part of his career working in IT within the banking industry before a change of career came about in 2005. Being a DIY enthusiast, Beegan purchased a hardware store in Ranelagh in 2006. He understood he had a lot to learn about the retail sector and hardware in particular. Having received great advice and invaluable assistance from a likeminded individual, David Baker, Beegan bought into the vision to establish the group along with the other founders. Each director brings a unique skill set to the group, which when brought together provides the full complement to running the successful organisation.
suggestions or indeed help of a more practical nature. This supportive role that the Group can play was cited as being one of the biggest benefits of membership yet one which was often unseen at the outset. After the presentations a question and answer session saw a lively participation from the floor with many practical questions being ably dealt with by the team on hand.
Success members is the fact that there is constant communication between members which can be of immense benefit. Often in unforeseen ways. For example, one email address gets everyone in the group and this facility has grown into an important networking function which is used everyday for questions, queries and advice. ‘Any questions will be immediately responded to,’ says David. ‘These can cover any area. Recently a customer had a question regarding ride-on-mowers in my store. I sent
STAFF APPOINTMENT – Gerry Fallon Staff has grown too albeit in a small way. Before coming on board recently Gerry Fallon was a trader in Glenamaddy. This underlines the fact that Expert Hardware members have walked the walk when it comes to their hands-on experience. As was pointed out at Gerry Fallon brand the recent Athlone event: development manager ‘We are asking people to join a group that is run by people exactly like them.’ And that, one imagines, is surely one of the secrets of their success. April 2012 | 15
® COVER STORY RETAIL THERAPY Programme Feargal Quinn official opening Well-known Retail Guru Feargal Quinn performed the official opening of Expert Hardware Rathfarnham. Over 500 people attended the event.
Programme The ceremony formed part of the popular RTE Retail Therapy programme where Feargal takes an existing retail store and introduces best practice retail practices culminating in an official relaunch of the business. Feargal Quinn with the Quinlan During his address Mr Quinn paid tribute to the Brothers two owners Patrick and Tony Quinlan for the enthusiastic approach they had adopted during the whole project which took place over almost six months.
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out a mail and three responses came back immediately.’ Other areas can include practical DIY and product-related information coming from customers and also questions regarding how to carry out RMI (Repair, Maintenance and Improvement) tasks. The list of potential areas where the network can help is, quite honestly, endless. ‘It’s great to have over 40other points of view and sources of information from others who are not in competition with you,’ says David. ‘The information that can be shared is overwhelming. ‘No matter what the query is, you can be guaranteed that someone in the group will have a solution. By accessing the network we can share this information in real-time. ‘Time and again this has proven to be the case. It really is about providing expert knowledge to our customers no matter what the topic. All Expert Hardware customers have access to the expertise in this vast network through the various members.’
Every day there are members using this networking facility and receiving quick practical answers.
Offering
And here we begin to realise – if we hadn’t already – that the, ‘Expert’ title is no accident. Customers of the stores have access to the combined expertise of all of these traders through their system of contacts. It is all at the disposal of their customers from the moment they walk through the doors. ‘This is very important now,’ says David. ‘People who are living in apartments and houses and who were young during Celtic Tiger years don’t always have the knowledge that is needed to carry out repairs to their properties as tradespersons were so often used during these times. ‘Now, it is very much a DIY culture. ‘The good news is that you can walk into any of our stores and know that you are going to get the help you need and the
David Baker has been involved in the hardware retail sector for over 30 years. He says that he long understood and was conscious of the fact that the industry lacked an organisation that extolled the virtues of shopping in a small to medium-sized independent hardware store. Other sectors were thinking ahead and coming together i.e. the grocery sector, and if action was not taken, Baker says there was a real concern for the future of the independent hardware store. Having approached organisations with a David Baker - director view to building a strategy for the hardware stores in question ‘and being knocked back,’ Baker took the decision to meet with like-minded individuals and establish their own group to support the local hardware/ DIY store, he says. Hence, Expert Hardware was born.
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16 | April 2012
Best Wishes and Continued Success To Expert Hardware. BEST WISHES AND CONTINUED SUCCESS TO EXPERT HARDWARE
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COVER STORY ® products you need and all at the right price.’
Best practice
Services and savings are not just product-based with Expert Hardware. There are many other areas where members benefit according to David Baker. These include the ongoing promotion of best practice retailing, help with store layouts and advice in a range of other areas such as dress codes, hygiene etc. Some of the main areas, which have been addressed and continue to be addressed by the Group include: Health and Safety. ‘We have done a lot of work in the area of Health and Safety. We have been able to put members in a position where they can avail of best practice services. Partnering with experts in this field made this feasible.’ Insurance. ‘We have partnered with the right people here too and with the provider that we now have everyone has savings of between 20 and 60 per cent.’ I.T.. ‘Brian Beegan is vice chairman and secretary. He has been working on an EPOS system for small to medium outlets.
We started out with 12 companies who seemed to be offering what we wanted. We narrowed it down to two companies and selected one and we are rolling that out to five members of Expert Hardware, in phase one.’ Web-texting. ‘This is something that our members do successfully. We have a service whereby you build up customer mobile numbers and can send them all a text with just one click on the computer. All it costs is 3.7 cent per text. The whole area of telephones is another place where we have made progress on cost.’ Social media. ‘We also use facebook and twitter to great effect. Leaders of our industry are in awe at the huge impact Expert Hardware has made in this area. This is due to the work of our youngest Director, Alan Grant. Alan has been dynamic here and has a deep understanding of the potential and the benefits that lie in this area as well as the practical implementation of these in our business. He has kept Expert Hardware at the cutting edge in many ways. We
are therefore combining traditional values with the tools of the future. When you join Expert Hardware you don’t have to worry about a lack of experience in this area.’ Advertisting. ‘We have done Radio and TV and regular Print Media such as Newspapers. We do a minimum of four leaflet drops per year. The flyers are produced in-house and everyone has an input into the content and
gets a quantity for free. They can deliver them to the local areas or hand them out in stores. We have just launched new templates for our flyers and they are cutting edge.’ Prices. ‘Last but not least is the area of prices. All of the other areas are important but pricing is a hugely important area at the end of the day. We have deals in place that are as good as anyone has,’ says David. ‘These
Gearóid Boland started in retail in Ballyfermot in 1983 when he inherited a retail outlet offering a number of services, including: a general store with a post office, a barbers, ladies hairdressers, a drapery, newsagents plus a very small hardware section. He grew the newsagents and hardware to the degree that they became two completely independent retail units. When approached by Peter Doyle with a view to joining Expert, Boland immediately saw the potential ‘as he could identify with what happened to the CTN trade and the risks to the hardware trade’. His background is in accountancy and he brings a wealth of experience in finance and of course, retail. His position is to manage the finances and ensure that every member gains the benefits of
Gearóid Boland - director
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Best wishes & continued success to April 2012 | 17
® COVER STORY Donegal pens: Two young entrepreneurs receive Expert support This is a story that highlights not just Expert Hardware’s connectedness with local communities throughout Ireland but also its flexibility and agility when it comes to moving fast and getting things done as opportunities present themselves. The story provided something of a positive note on which to start our reportage in the year 2012. It told how two of Ireland’s youngest entrepreneurs had succeeded in securing much-needed funding thanks to the support, generosity and quick response of the Expert Hardware group. The tale went like this: Ronan and Conor McCarvey set up Donegal Pens in September 2010. They successfully etched out a market for
wouldn’t have been ours a few years ago. This is very important to members. ‘Suppliers who never dealt with us before – when we existed as individuals outside of the group structure – are now queuing up to deal with us. We have access to all of these new
their hand-crafted wooden products which are individually turned, polished and waxed in their workshop at Loughanure.. With plenty of sales they set about expanding their business, a plan which involved getting a new shed and laythe. However, they were unfortunately too young for any state grant support or bank loans to enable them to upgrade their equipment and build a new workshop to continue growing their business. On hearing the young entrepreneurs’ funding difficulty on RTE’s Morning Ireland, Alan Grant of Expert Hardware contacted Eoin McCarvey, the young brothers’ father to offer financial support. The team at Expert Hardware not only offered their funding outright, they also offered to pro-
sources. People are taking Expert Hardware very seriously now and this is growing.
Advantages
So, as to why people are flocking to the group. That question may already have been well and truly answered above. The list of
Ronan and Conor McCarvey, aged 14 and 11 vide marketing and mentoring support to the young brothers. Expert Hardware will of course be stocking their wonderful and unique, hand-crafted products in stores. They also say that they will have ‘an annual focus’ on young entrepreneurs from here on in.
advantages and services certainly speaks for itself but David Baker, in customary style, cuts to the chase, summing up what is happening quite neatly: ‘Now, more than ever,’ he says, ‘independent hardware store owners are looking for a way forward.
‘They now can quite clearly see that Expert Hardware offers their business not just a way forward, but an instant transfusion of lifeblood that will enable their business to not only survive this recession but prosper into the future.’
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COVER STORY ® Qualities
At the end of the day is there a quality or are there qualities that mark out the individuals in Expert? ‘They are,’ says David Baker, ‘owner-run with all that this entails in so far as they are close to their customers and passionate about what they do. ‘I think anyone who takes the
trouble to join a group is genuinely driven to be the best at what they do. That is certainly the case with our members. ‘People don’t join because they are lazy and want someone to do things for them. The members all have a huge input. They all want to be the best.’
Peter Doyle has spent his entire career working in the hardware and DIY sector. His first position was junior sales person at 16, and, within three years, he was managing a 2,000 sq foot store with a staff of 6-8 people. After 13 years, Doyle took on a sales position within a security company covering Ireland. Having developed his management and sales skills, Doyle then took the decision to open his own hardware/ DIY store in 1994 which then doubled its size in 2003. Doyle’s entrepreneurial side also saw him open and later sell another DIY store in Dublin. Doyle prides Peter Doyle - director himself on showcasing excellent customer service and, with this in mind, formed Expert Hardware along with his peers in 2005. Their vision was to form a marketing group that supports the small and medium-sized hardware store throughout Ireland.
Aware
And of course the directors of Expert Hardware are acutely aware of the pressures facing traders. They walk the walk and stand in the shoes of their members each and every day.
This means that they are in tune with the challenges facing traders on a daily basis, as David Baker told the group in Athlone. As he explained: ‘We are asking people to join a group that is run by people exactly like them.’
Awards success for expert Success in awards has come too for Expert Hardware. Perhaps leading the way, David Baker of Decwells has won the Store of The Year under 5,000 sq ft title three years in a row. Expert Hardware’s David Baker receives the award for Store of The Year, under 5,000 sq This is a remarkable ft (2011) on behalf of Expert Hardware Bal- achievement. But the doyle, from Gary Hogan of Tucks Fasteners Expert involvement in and Fixings, category sponsors. our awards doesn’t end there. Many of the other members have also come through strongly. Last year the title of Store of the Year under 5,000 sq ft was won by another Expert member Robert McNamara of Baldoyle in Dublin. The year before that, the Award was won by Henry Vokes of Adare. At a group level, Expert Hardware has been short-listed as a finalist in this year’s All Ireland Marketing Awards.
April 2012 | 19
IHBMA NEWS
‘IHBMA is your association: here’s how it works and what it does’ IHBMA President Brendan Maher
‘Next year 2013, your Association, the Irish Hardware & Building Materials Association, will have been around for 75 years,’ The IHBMA notes. ‘Some people still ask: What is the IHBMA and what does it do? The Association would like to give you a little background, so that hopefully it will help you understand that YOU are the IHBMA and that the IHBMA is yours to use to make your business stronger and help you communicate better.’
Independent Hardware members started the Irish Hardware Association
Almost 75 years ago a small group of independent hardware merchants met in the South East in order to bring together some regional groupings of hardware merchants into a national association for their mutual benefit. They all recognised that there was more power by joining together as a national association, the Irish Hardware Association at the time, than by 20 | April 2012
being alone. The Irish Hardware Association was formed. The Irish Hardware Association, now IHBMA, is a notfor-profit organisation and was from the very beginning. Its only purpose was to serve its members – in the main independent hardware shop owners and suppliers, to operate more profitably and help them communicate with each other. ‘For its entire 75 years, your trade association has been firmly guided by its members and represents its members by its National Council and Executive Committee, which is the managing board,’ says the Association. ‘The IHBMA is truly all of you, independent merchants and suppliers, joining together to help each other become better.’ From the earliest days one of the Irish Hardware & Building Materials Association’s most important roles was to serve as a communication hub for merchants and suppliers throughout
the country. This proved a challenge at the time as post was the only method of communication. A Hardware Journal started, Hardware & Allied Trader (HAT), the fore runner of the current Irish Hardware Magazine, as another means of members’ communication. This magazine was later sold and has, as an independent publication, kept members informed on issues and topics of the day. ‘With modern technology the development of websites, email and social media, communication has become a lot easier,’ says the IHBMA. ‘The problem now is that there is so much information, your Association has had to become a funnel to channel, and breakdown into bite size chunks, relevant information in real time. ‘Today, the IHBMA is still true to its founding roots. Your Association is run by a board of directors who are retailers and suppliers from all over the country, being elected by the
National Council, who in turn are elected by the general membership every two years.’ The Executive Committee or board, meet together monthly, to set the agenda for the IHBMA, oversee finances and ensure that the interests and needs of the independent merchants and suppliers throughout the country are recognised and met through the work of the IHBMA. ‘Acting as your representatives, the board approves major decisions and discusses long-and medium-term plans. There are only 2½ full-time staff employed at the headquarters in Dundrum. However, they are there to serve your needs. ‘Your representative board and Council ensures that your voice is heard and your needs are met.’ The point of this little bit of history, according to the Association, is that, ‘as a member of the IHBMA, you are part of a long and proud tradition. ‘You are part of a group of people who are committed to
IHBMA NEWS helping each other through their association. Irrespective of what symbol group you may be a part of, or none, you are eligible for membership of your Association, the Irish Hardware & Building Materials Association. ‘We would encourage you to get involved with your fellow hardware merchants and suppliers today. Your business will be stronger, you will help other merchants and you will find great friends. Our strength is in your numbers.’
Prompt payments
The European Council has adopted a directive laying down new rules on late payment in commercial transactions, notes the IHBMA. The directive establishes specific deadlines for the payment of invoices and the right to compensation in cases of late payment in all commercial transactions, irrespective of whether they are carried out between private or public undertakings or between undertakings and public authorities. ‘It will increase the protection of creditors and contribute to the better functioning of the EU’s internal market,’ says the Association. ‘Thereby fostering the competitiveness of businesses and in particular, of small and medium-sized enterprises (SMEs).’
The directive,
2011/7/EU OF THE EUROPEAN PARLIAMENT AND OF THE COUNCIL Of 16th February 2011 on combating late payment in commercial transactions (recast), gives Ireland until March of 2013 to accommodate this into Legislation. The IHBMA have been lobbying Government for many years in relation to Prompt Payment of Accounts. As we all know many payments in commercial transactions between companies or between companies and public authorities are made later than agreed in the contract or laid down in general commercial conditions. ‘Although the goods are delivered or the services performed, many corresponding invoices are paid well after the deadline,’ observes the Association. ‘Such late payment negatively affects liquidity and complicates the financial management of companies. It also affects their competitiveness and profitability when the creditor needs to obtain external financing because of late payment. ‘The risk of such negative effects strongly increases in periods of economic downturn when access to financing is more difficult.’ In an EU Communication of 25 June 2008 entitled: Think Small First — A Small Business Act for Europe, the EU Commission emphasised that small and mediumsized enterprises’ (SMEs) access to finance should be facilitated and that a legal and business environment supportive of timely payments in commercial transactions should be developed. ‘It should be noted that public authorities have a special responsibility in this regard,’ says the IHBMA.
One of the priority actions of a subsequent Commission Communication of 26 November 2008 entitled European Economic Recovery Plan is the reduction of administrative burdens and the promotion of entrepreneurship by ensuring that, as a matter of principle, invoices, including those to SMEs, for supplies and services are paid within one month to ease liquidity constraints. It is the Irish Hardware & Building Materials Association’s contention that late payment is devastating to indigenous businesses in our sector and country as a whole. ‘The current Prompt Payment culture is currently and has been for some time financially attractive to debtors by low or no interest rates being charged on late payments and/or
‘’
The European Council has adopted a directive laying down new rules on late payment in commercial transactions
slow procedures for redress,’ it says. ‘There needs to be a decisive shift to a culture of prompt payment, including one in which the exclusion of the right to charge interest should always be considered to be a grossly unfair contractual term or practice, and is necessary to reverse this trend and to discourage late payment. ‘Such a shift should also include the introduction of specific provisions on payment periods and on the compensation of creditors for the costs incurred. ‘The exclusion of the right to compensation for recovery costs should also be presumed to be grossly unfair. Accordingly, provision should be made for business-tobusiness contractual payment periods to be limited, as a general rule, to 60 calendar days. ‘Statutory interest due for late payment should be calculated on a daily basis as simple interest, in accordance with existing prompt payment regulations. This Directive should not oblige a creditor to claim interest for late payment. ‘In the event of late payment, this Directive should allow a creditor to charge interest for late payment without giving any prior notice of non-performance or other similar notice reminding the debtor of his obligation to pay. The Government should also seek to recover tax if appropriate on this interest. ‘As a general rule, public authorities benefit from more secure, predictable and continuous revenue streams than commercial companies. They also depend less than
commercial companies on building stable commercial relationships. ‘So long payment periods and late payment by public authorities for goods and services lead to unjustified costs for SMEs in particular. It is therefore appropriate to introduce specific rules as regards commercial transactions for the supply of goods or services by companies to public authorities.’ In this regard, the Irish Government through the Minister for Small Business, John Perry TD, has extended the Government Prompt Payment scheme from Government Departments to cover the HSE, Local Authorities and all other public sector bodies, from 1 July 2011. This means that Government should pay their bills within a 15 day period, indications for 2011 is that Government departments have paid over 97% of the value of their bills to suppliers within this timeframe, the Minister has also called upon the private sector to pay their bills promptly to SMEs as well. ‘The consequences of late payment can be dissuasive only if they are accompanied by procedures for redress which are rapid, effective and available to all creditors,’ says the IHBMA. ‘In order to facilitate compliance with the provisions of this Directive, the Government should encourage recourse to mediation or other means of alternative dispute resolution.’ A recent Dáil parliamentary question below, on this issue, by Sean Kyne TD indicates some movement on this issue, says the IHBMA. ‘Your association will continue to press Government in this regard. We will also require your regional and national support.’
Question
To ask the Minister for Jobs, Enterprise and Innovation the progress made to date of the transposition of Directive 2011/7/EU regarding the efforts to combat the problems and challenges relating to the late payment in commercial transactions; if he will report on the expected timeframe for the transposition in view of the protection the directive will provide for small to medium-sized enterprises. - Seán Kyne.
Written Answer on Wednesday, 18 April, 2012 Reply
Minister for Jobs, Enterprise and Innovation Employment (Mr Bruton) Member States are required to transpose Directive 2011/7/EU of the European Parliament and of the Council of 16 February 2011 on combating late payment in commercial transactions (Recast) into national law by 16 March 2013. My Department is currently drafting a Consultation Paper on transposing the Directive. I expect to start this public consultation process in the coming weeks, with a view to having the necessary legislation in place by the 16 March 2013 deadline. April 2012 | 21
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Special Report DECKING & FENCING @ Fencing and decking looks great but when an item is made of wood it will always need maintenance, especially in our Irish weather. This month we talk to a range of suppliers to see what is available out there and stop off to look at some other, related areas on the way…
Decking and fencing and beyond! ‘Ronseal launches first ever decking stripper’. This is the exciting news from a company which is hugely associated with this whole area. Ronseal urges people to ‘restore and transform decking with its new product that strips old, tired, coatings in just two hours.’ Guaranteed to work on all types of decking this removes the old finish so you can start afresh with a brand new deck stain or oil. A viscous gel formula will sit comfortably on the decking without dripping, which
fade. Perfect Finish Decking Oil. For a more natural finish. Four colours to enhance the natural colour of the deck and nourish the wood, providing enriched waterproofing and UV colour fade protection. Packs come with Perfect Finish Pad. One Coat Sprayable Fencelife. Seven colours. Fast-drying formula ready in just 1 to 2 hours. Designed to resist colour fading. For quick application use with Ronseal’s Power Sprayer which clips directly onto the container. Just switch on and spray for an even, accurate fence coverage. Other Ronseal products you may want to check out for the exterior include: Perfect Finish Garden Furniture Oil; Five Year Wood Stain; Knot Block Wood Primer and Undercoat; Five Minute Smooth Finish Filler.
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makes it suitable to use on balconies as well as in gardens. ‘Simply apply, leave the gel formula to get to work, then reapply, and just two hours after application you will be able to simply brush away the old coating to reveal bare wood, ready to be refinished easily.’ Some other highlights from Ronseal include: Perfect Finish Decking Stain. Protect with one of five colours in this range. Packs come with a ‘unique Perfect Finish Pad’. Special formula provides protection against weather and foot traffic. UV protection resists colour
Cuprinol offers products to clean, colour and give all-year-round protection to decking. The message is: ‘Always remember the three simple steps to a great looking deck – clean, treat, maintain.’ Clean. ‘Important to remove mould and algal growth allowing optimal performance of any finish. Recommending Cuprinol Decking Cleaner to your customers ensures that the correct preparation is completed prior to treatment.’ Treat & maintain. ‘Depending on the finish your customer would like to achieve help them select a decking oil (for natural look) or decking stain (for a richer look). Advise to clean the deck regularly and, depending on the amount of wear and tear, re-treat if necessary to maintain performance.’ Cuprinol Decking Cleaner. Removes dirt, grease and green algae/ Protects against algal re-growth/Effectively prepares decks. Decking oil and protector. Replaces natural oils and resins lost
through weathering/Water repellent/Lightly tinted finish/Application by brush or any Cuprinol sprayer. Decking stain. Ultra tough, scuff resistant/Ideal for areas of heavy use/Rich colour/With Deck-Grip technology for a safe, anti-slip surface. Cuprinol Ducksback – advanced colour and weather protection for sheds and fences. Garden sheds and fences are continuously exposed to the elements. ‘Cuprinol 5 Year Ducksback is specially formulated to protect rough-sawn timber from the weather, whilst adding rich, long-lasting colour. Waxenriched formula gives extra water repellency and is shower-proof within 1 hour. Available in 6 colours.’ Cuprinol Garden Shades – bringing Colour into the Garden. Garden colour for wood is a trend that cannot be ignored. The range is ‘the perfect exterior colour for wood range that showcases this latest trend and is the ideal trade up product from standard woodcare products. ‘For 2012, 6 inspirational new colours have joined the Garden Shades family and will allow your customers to inject colour, vibrancy and personality into any exterior space.’ Lasting Colour & Protection. ‘Cuprinol Garden Shades can be used on all types of wood in the garden, including sheds, fences,
April 2012 | 23
@ Special Report DECKING & FENCING summerhouses, pergolas and garden furniture. Also protects the wood from the damaging effects of the weather.’ Fast & Easy. ‘Can be sprayed using both the Cuprinol Fence Sprayer and the Cuprinol Power Sprayer.’
Sikkens Cetol Woodstains
‘Totally committed to providing you with the very best in professional woodcare coating systems,’ is the message. ‘We offer an extensive range of products, designed to enhance and protect the beautiful appearance of wood. ‘Sikkens has built an outstanding reputation for its ranges of professional coating systems. They combine innovation and technical excellence with quality. ‘First class research and development ensures that Sikkens continues to lead the way. Allied to these high perform-
ance products is comprehensive support on all aspects relating to the selection and use of coatings.’ Sikkens Cetol Exterior Woodstain Systems. ‘Cetol Filter 7 Plus finish coating and Cetol HLS Plus base stain combine to create a high performance system that gives outstanding protection from the damaging effects of sunlight and a mainte-
Commercial Opportunity Existing importer / distributor interested in acquiring similarly strategically placed business involved in supplying timber/lifestyle based products into the builders providers – DIY market.
Irish made quality and value prove a winning combination for Fleetwood Woodcare The future looks bright for the recently launched Fleetwood range of garden woodcare products if the first few weeks of sales are anything to go by. ‘Sales of the new range which includes Fleetwood Timberguard, Decking Oil and Teak Oils have been very strong to date,’ said Steven McQuillan, marketing manager at Fleetwood. ‘We launched the Fleetwood range of woodcare in the belief that the Irish DIY consumer would support an Irish-manufactured brand that offered both quality and improved value for money. To date the sales generated have been excellent and fully support our decision to launch into this very established market. ‘We have supported the new range with very striking display material which is available to every stockist and these are really helping drive the sales around the country.’ Fleetwood also promised to support the new range with a National Radio campaign. The ‘Fleetwood Woodcare Would’ advert has already been aired, and will be, in the run up to all the Bank Holiday weekends.
BEST WISHES AND CONTINUED SUCCESS TO EXPERT HARDWARE
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Replies – in the strictest confidence to John O’Donovan Orpen Franks 30 Burlington Road Dublin 4
The world is full of inspiration ...so help your customers transform their ideas into a reality. Developed for the Independent by the Independent, Johnstone’s offers fantastic margin potential and excellent return on investment.
For further information contact us now on +353 (0) 1 4604406
24 | April 2012
Our Brands We represent many well-known international suppliers of fasteners and fixings in the Irish market. These suppliers include:
®
The Tucks Fasteners & Fixings Difference We aim to offer all our customers a comprehensive range of quality products at competitive prices backed up by professional customer care, expert product knowledge and after sales service. Range: Our Tucks Fasteners & Fixings Catalogue 2012 includes over 2,000 products. We represent many of the world’s leading brands of fasteners and fixings in the Irish market. Pricing: Our prices are always competitive and designed to offer our customers value for money. Logistics: All orders received before 10.00 are dispatched same day in Dublin and orders received before 4.00pm are dispatched for next-day delivery throughout the 32 counties of Ireland, from our 20,000 sq ft distribution centre located in Finglas, Dublin. We offer 97% stock availability on stock items. Product & Application Knowledge: Our expert team offers unparalleled product and application knowledge. The team is available to answer any questions that you might have in respect of our products and their application. Retail Programs: Our staff has a lot of experience in the design and layout of retail space dedicated to the sale of fasteners and fixings. We are available to help our reseller customers to optimize sales and to improve the turn achieved on their retail space. Merchandising: For our reseller customers, we also offer a high quality merchandising service designed to ensure that retail displays are tidy, consistent, fresh and adequately stocked.
Tucks Fasteners & Fixings
Unit 10 Century Business Park, St. Margaret’s Road, Finglas, Dublin 11 Tel: (01) 884 5100 Fax: (01) 864 8344 www.tucksfasteners.ie
Buy 5 Litres Get 4 of De Litres cking of De Oil cking Clean er
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Best Wishes and Continued Success to the Expert Hardware Group
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Special Report DECKING & FENCING @ nance period of 5 years.’ Sikkens Cetol Filter 7 Plus. ‘Providing superior protection from the damaging effects of sunlight in more exposed areas, this is a highly-durable, mediumbuild, solvent-borne woodstain that provides a translucent semigloss finish. Suitable for exterior softwood and hardwood joinery, doors and windows.’ Highly translucent to bring out the quality of the woodgrain; exceptional durability for a 5 year maintenance cycle; Contains UV light absorbers for superior protection from sunlight; Wide colour range. Sikkens Cetol HLS Plus. ‘Working both as a base stain or a finish coating, this is a low build, solvent borne, translucent semi-gloss finish for excellent wood protection. ‘For use as a finish coating – suitable for use on exterior softwood substrates such as cladding, facias, soffits and decking. Perfect for use as a base stain on smooth-planed joinery prior to the application of higher build finishes. Should be used as a base stain for hardwoods.’ Provides good adhesion for subsequent coatings/Resistance
to mould and algae/Resistance to UV radiation, cracking and peeling/Microporous and waterrepellent. Sikkens also provides an excellent range of water-based woodstains as well as opaque wood finishes for exterior use.
Everbuild
Lumberjack fence mate. ‘An easy to use, solvent-free fence and shed treatment, designed to provide a safe alternative to creosote. Provides a durable, water-repellent finish to all rough-sawn and planed timber. Harmless to plants and animals. Colour lasts six times longer than creosote. Easy to use/Solvent Free/Water Repellent/no VOCs.’ Fence mate colour card. ‘Fence Mate Colour Card / Shelf Strip/ Available in Singles. Contains samples of wood stained with each of the colours in the range. It has double-sided tape on one side to allow it to be attached to a shelf to become a shelf strip.’ Creocote. ‘An oil-based wood treatment, effective when applied to exterior timbers such as garden sheds, fences and trellis work. Properties
provide excellent surface water repellence and restrict weather damage. Improves grain definition and exhibits characteristic odour familiar to traditional Creosote users.’ Lumberjack decking treatment. ‘Ready-to-use decking treatment for preserving and restoring timber decking and end grain. The fungicides and pesticides present in the formula are dispersed to provide a greater protection against all types of wood decay, mould and wood staining fungi and wood boring insects. Pigmented Natural Pine shade to help restore weatherworn decking.’ Low Solvent/Low Odour/Low VOC/Micro fine actives penetrate deep into wood. Lumberjack triple action wood treatment. ‘Takes care of remedial wood treatment and preservation in one can. Deeply penetrates all wood and joinery to give lasting protection from damage caused by wet rot, dry rot, fungi and
wood boring insects/larvae. Kills/Protects/Preserves /Micro Fine Actives penetrate deep into the wood.’ Please Note: Lumberjack Triple Action Wood Treatment is the new name for Universal Treatment. Lumberjack wood preserver. ‘Low-solvent, low-odour solution that effectively penetrates wood to give long-lasting pro-
Wogans Whiteriver Composite Decking was introduced by Wogan Distributors a few years ago and is ‘an opportunity for retailers to generate revenue in a new sector’. Merchants and DIY stores who have taken on this product have seen sales increase substantially over the past three to four years, we hear. ‘It was developed to meet the exceptional high standard required for outdoor living today. The Irish climate can be harsh on traditional wood decks and it is a constant struggle for owners to maintain and treat decking each year.’ Liam Boylan from Wogan Distributors says that in order to change customers over from soft wood or other timber to a composite deck, a good display and sales staff well versed on the product are essential. Liam adds: ‘We wanted a deck product with a
natural look, one that would hold its colour and would not require the treatment that most conventional decks need. Whiteriver Composite Decking is low maintenance and has a long life, which saves time and money, now and in the future. ‘There is a growing demand for low maintenance decking and Whiteriver Composite Decking is at the forefront of the market. It boasts a 10 year limited warranty and is manufactured from 60% Wood, 30% Recycled HDPE and 10% Additives.’ Wogan Distributors offer a complete range of handrails and accessories to match the deck and give an overall uniform look and feel. ‘Whiteriver Composite Decking is ideal for the construction of boardwalks, commercial and domestic decks, marinas, and swimming pool surrounds. The
solid decking has been used in the manufacture of seating in shopping centres, around swimming pools and it has been used as cladding on several projects.’ You can see several projects and domestic decks by visiting Wogans web site www.wogans.com Also available from Wogans are composite deck tiles. Composite deck tiles can be installed over patios and on top of existing decks. They are simple to install and just simply click in together. ‘They carry all the benefits of composite material and can clean up an area in terms of appearance and living space. ‘Whiteriver decking is extremely durable, splinterfree and has a pleasant and natural feel to the surface. There is no problem with mould or insect infestation. The deck has high anti-slip properties and is weatherproof. For general cleaning, you can use a pressure washer or just a deck scrub. ‘Installation is simple using a handy clip system that creates a smooth, even look to the deck. This system means that you do not have to use unsightly screws or nails and the board spacing is already worked out.’
April 2012 | 27
@ Special Report DECKING & FENCING tection. May be used on most interior and exterior wood and joinery. Quick drying, lightfast colours, non-flammable, even colour distribution, harmless to plants when dry, low VOC’s, micro fine actives penetrate deep into the wood. Note: Don’t forget to watch out for a new wood stain range and recently launched new catalogue from Everbuild. Shay Ryan, Rustins with Deckmaster
Rustins
Says Shay Ryan of Excellence (importers and distributors): ‘This year we are promoting our 3 Decking coloured oils, 5litre (Natural Cedar/Oak & Pine) and 1Clear oil, 5litre, by doing a promotion pack – when you buy one 5litre decking oil you receive a 4 litre decking cleaner free as per ad.’ If we get a good spell of sunshine in 2012, Shay thinks that this could be a real growth area. ‘As we believe this is a growth area we are launching the Deckmaster decking applicator for 2012,’ Shay explains.
‘Using the Deckmaster applicator will take the hard work out of oiling or staining your decking. ‘Staining/Oiling the deck surface can be done a number of ways. You can use a pressurized sprayer (and deal with wind/ staining the side of your house) or you can use a brush (if you like to kneel and bend over for hours at a time) or you can use the applicator to have the perfect finish every time and take the hard work out. ‘The applicator does a great job in providing a nice, even coating of stain or oil and covers a large area quickly. ‘Other products in our garden range are Teak Oil/Garden Furniture Oil/DanishOil/Decking Q/Dry Seal & Stain, 2.5litre (Brown Cedar/English Oak &Antique Pine)/Decking Oil, 5litre (Clear/Oak/Cedar/Pine)/ Decking Cleaner/Garden Furniture Cleaner/Yacht Varnish/ Exterior Woodstains & Patio/ Stone Cleaners. ‘We pride ourselves on supplying good quality product at very competitive prices.’
Johnstones woodcare
Decking oil. ‘A highperformance protective oil formulated with a special blend of waxes that penetrate deep into the wooden decking replacing natural oils lost through weathering. The addition of waxes provides a protective barrier against water penetration and UV rays. Decking Oil is a premium alternative to traditional
teak oil and is ideal for use on all softwood and hardwood decking including tiles and boards. Use on: All soft and hardwood decking.’ Decking stain. ‘This quickdrying wax-enriched formula provides long-lasting colour and protection to all soft and hard-
wood decking and furniture. Johnstone’s Woodcare Decking Stain is protected against mould and fungal growth and resists cracking, peeling and fading resulting in an all year round beautiful finish. Use on: Decking, garden furniture and all soft or hardwood timber.’ One coat shed & fence. ‘An easy-to-apply water-based treatment providing exterior timber with long-lasting protection from sun, wind and rain. One Coat Shed & Fence has been specially formulated with added wax for increased protection and it provides excellent resistance to extreme weather conditions. It provides longlasting colour that is guaranteed to be fade-resistant for 3 years. Use on: Sheds, fences, trellis and all above ground exterior rough sawn timber.’
FEEDBACK If you have anything you want to share with the trade, get in touch with us via email: m.foran@jemma.ie or telephone: (01) 214 7920. 28 | April 2012
BEST WISHES TO EXPERT HARDWARE FROM Everbuild Building Products
A4 South City Business Park, Tallaght, Dublin 24 P 01-4510700 F 01-4511600 www.everbuild.eu Email: info@everbuild.eu
PRODUCT NEWS @ Ideal Standard launches ‘SoftMood’ collection Ideal Standard has launched its new bathroom collection, SoftMood. ‘Characterized by its soft and rounded design with high tech solutions, its reliable product features help to create a warm and comfortable bathroom experience with a personal touch,’ we are told.
Organic
‘SoftMood follows the trend towards organic and round shapes, comprising a selection of basins, furniture units and accessories in a variety of sizes to suit all requirements. ‘SoftMood creates personal solutions with a wide range of products lending itself to integrated design, easy cleaning and storage solutions.’ The ceramic is designed by one of Italy’s most successful designers, Franco Bertoli. The range includes hand wash basins, vanities, pedestal and semi-pedestal basins as well as semi-countertop and vessel versions. There are three WC options, close-coupled, back-to-wall and wall-hung, along with a choice of floor-standing and wall-hung bidets.
Designed
The furniture collection is designed by leading design house Artefakt. There are various models of basin, drawer and storage units, all with push to open doors and drawers to eliminate the need for handles ‘for effortless functionality and sleek aesthetics’. Units are available in four finishes including one Walnut finish. The furniture can be perfectly integrated with the ceramic and accessories, we are informed. To complement the furniture and ceramics a comprehensive mirror and accessory range is available.
Key Features
The SoftMood collection offers a variety of choices for personalised solutions to optimise style and comfort, these include:
•Ceramic combinations with furniture Creating a flexible and complete program offering a full range of options within the collection, with vanities, traditional basins, vessels and also semi-countertop/WC unit solutions. •Variety of finishes Including lacquered matt light brown, glossy light grey, glossy white and melamine walnut veneer. •Design Detail All fronts and tops and sides have a thickness of 25mm that gives the units a luxury appeal together
with the integrated chrome-plated bar. •Anti-steam / fog system Included in mirrors (not in guest solution) with 25mm total mirror thickness with aluminium colour frame. •Optional LED lighting IP44 rated with rounded shape to suit standard mirrors round profile. •Mirror cabinets IP44 LED lighting, 25mm door fronts and sides and full storage capacity availing of 100% of space use when opening. •Basin Drawer units Push to open and close system – no handles. Highquality chrome trim highlights the furniture’s soft edged design.
New at BESSEY, the AV2 spacer The latest BESSEY innovation for the installation of laminated and parquet flooring is the AV2 spacer. This revolutionary aid makes floor installation much easier, even for non-professionals, we are told.
by the floorboards during final installation. This can get tricky with imprecise wedges or blocks but, with the variable and adjustable BESSEY AV2 spacer, the solution is simple. Set up is fast and simple. Inserted between the wall Critical and the first row of flooring, the distance to the wall One of the critical points when laying parquet or can be set simply by turning the red dial. This means laminate flooring is keeping a consistent and correct that wall surface irregularities of 5 to 20 mm can be spacing to the wall. A large enough expansion joint compensated for easily. The exact distance required for should be left, but this should be completely covered IrishHware_APRIL12_Layout 1 26/03/2012 10:56 Page 1 spacing can be readily seen on the millimetre scale.
April 2012 | 29
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PRODUCT NEWS @
‘The Carharrt Difference’ by Dave Fallon Comments from Carey Tools on Carhartt
‘We chose Carhartt to add on to our Clothing Range for a number of reasons. First, it is different to anything currently available here for the workwear market. ‘Carhartt offers our customers real quality and value for money. Their unwavering dedication to the quality of material and build of the garments sets them apart. In times like these our customers need to buy the best they can afford and Carhartt certainly ticks that box. ‘Secondly, the brand stretches across quite a number of disciplines and provides product for all in equal measure. Being in the Tool Hire and Sales 90 business, mm our customers come from a wide range of industries and Carhartt fits the bill. ‘Thirdly, Carhartt has a great commercial package, and this is backed up by great marketing materials and service. Carhartt are very positive about supporting the Irish market, and in these challenging times this is a great support. ‘We have been pleased with the decision to promote Carhartt at our premises in Cork, in fact, having taken our first delivery and stand for Carhartt in November 2011, by January we were so impressed with the response we doubled the size of the stand and stock.’ Debbie Carey, Careys Tool Hire Ltd, City Hall Quay, Albert Quay, Cork
and fixings and, lastly, try it on. That’s the Carhartt difference, and there is no other way to explain it. ‘Unwavering dedication to the quality of material and build of the garments.’ Contact: Dave Fallon E-mail: dave@dfallon.com Mobile: 00353834255212
130 mm
There is something they call the Carhartt Difference, it can’t be wound up into one sentence because it’s in everything they do. I’ve been 17 years in Workwear – from the factory floor up to servicing the end users. I love what I do. Most of all I love talking to the people who use Workwear. They have character and are quick to let you know when you’re wrong or not convincing them. Last year I decided to set up my own Sales Agency. These are tough economic times but they are also full of opportunity. More than ever people deserve value for money, quality clothing that works for them. I didn’t want another ‘me too’ product and I didn’t want my retailers to have to compromise based on price. They deserve their margin. What I found in Carharrt was the biggest American Workwear brand that was built with some very strong and R.E.A.L. principles: Respect, Enduring, Authentic, Leadership. Here was a Heritage brand that built clothing that lasts 100 years. It was 123 years old at the start of April. It has three markets, New, Second Hand and Vintage. There is no other workwear brand that has a second hand market let alone a Vintage one. The quality is undoubtable. This stuff lasts. I fell in love with what they do and understood why their fans are crazy about it. Six months later we are on the cusp of a wave with the brand in Ireland. The Fans have come and found us and they are delighted to spread the word. The support has been great. The retailers that have come on board are visionaries who are now capitalising on their initiative. Sales are growing every month. Carhartt themselves have a fantastic and efficient team who back us all up. Customers range from Trades, Outdoor Enthusiasts, Automotive, Equestrian and Agriculture to the Fishing Industry and recently the Veterinary fraternity. As you may have realised Carhartt is a brand with a lot to say. But the best way is to take a garment in hand and feel the material, test those brass zippers
Agent wanted We, a German company are looking in Ireland for an exclusive importer / wholesaler or agent for perforated decorative HDF panels for high-end interior decoration for sales on long-term basis. Excellent contacts to distributers, suppliers for home improvement centers and DIY are required. We are looking forward to receiving your application. For further information please visit our website: www.perfonet.de
Please contact: tjaehok.sie@perfonet.de
April 2012 | 31
PRODUCT NEWS Wogan Distributors appointed distributors in Ireland for Junckers range of Floor Finishes ‘Nobody knows more about wooden flooring and how to treat wooden floors than Junckers. Therefore, you are sure to get the best results by using floor finishes from Junckers.’ With more than 55 years’ experience as a producer of lacquers and oils, Junckers is a worldwide brand leader and can offer a complete range of products for surface treatment and maintenance to cater for the variation of modern day floor coverings.
Very pleased
Now Wogan Distributors are very pleased to announce that they have been appointed distributors in Ireland for the Junckers range of Floor Finishes. With the amount of natural wood floors sold over the past 20 years, there is still a very good demand and projected growth for floor maintenance
and for quality products to refinish floors. ‘Junckers is a name which is associated with quality and most people in the trade and public would be familiar with the Junckers range of flooring products. The Junckers range of finishes has an excellent reputation quality wise within the trade market and are as competitive as leading brands in retail markets,’ say Wogans. ‘There are good margins to be had in products like Junckers Finishes and there is a great opportunity for merchants and the DIY trade to take advantage of promoting re-finishing of floors.’ Wogans will be appointing stores in all major towns throughout Ireland to stock these products.
floor coverings including primers, water-based lacquers, hardwax and coloured oils plus a full range of maintenance products. To introduce some of the most popular Junckers products, these include two grades of water-based lacquers. Junckers Strong is a single pack water-based 100% polyurethane hard-wearing lacquer for residential and light commercial use, available in a number of gloss levels and suitable for all kinds of interior woodwork. Junckers HP Commercial is a two-pack water-based 100% polyurethane lacquer. HP Commercial is suitable for high traffic areas, provides high durability and is available in a number of gloss levels. For further information on these products contact Wogan Full range Distributors on 041-686 100 or Wogan’s stock a full range of Liam Boylan on 087-067 1000. Junckers finishes to cater for all Email liam@wogandistributors.ie
Dulux High Gloss Dulux High Gloss, is ‘the perfect choice to add some colour to exterior wood’. The colour range is available in 15 readymixed shades and over 12,000 colours on the Dulux Colour Mixing System. It is also available in Pure Brilliant White and Black. ‘Colour for front doors remains an ever popular trend throughout Ireland, and also provides the perfect opportunity to increase basket spend in your store,’ says Dulux.
Suggest
‘Homeowners often forget to pick up a colour for their front door, when purchasing paint for the exterior of their home, such as Dulux Weathershield, so why not suggest a Dulux High Gloss paint to those buying masonry products?’ 32 | April 2012
PRODUCT NEWS @ DS Supplies
DS Supplies are proud to announce they are now the UK & Ireland’s distributor of Eureka DIY Solutions. ‘We have a total solution that manages the supply of fasteners to retailers,’ says the company.
One-stop shop
‘The Eureka range concept is a one-stop shop for general DIY fastener needs. It can be quickly and easily installed in any shop, also taking advantage of the growing international trend of homemakers and first-time DIY people fixing things around the home and doing repairs themselves. ‘Part of this range are the Deckcut Screws. These are coated in Ruspert coating which is 13 times more rust resistant than zinc plating. ‘For Eureka DIY Solutions, packaged and pre-packed fasteners screws, chipboard screws, drywall screws, self-drilling screws, nails, anchors, nuts, bolts, washers and rivets, contact DS Supplies Ltd.’
The team at DS Supplies
‘’
a one-stop shop Derek Doyle of DS Supplies
DOOR CANOPIES
Procter Pest-Stop ‘delighted to announce Groundforce as Irish distributors’ There is no doubt that Procter Pest-Stop is a high quality, comprehensive range with superb packaging. The range includes advanced and sophisticated electronic products for repelling pests.
Origins
But, say the people at Procter, we shouldn’t lose sight of the fact that the brand’s origins lie with its legendary Little Nipper Mouse and Rat Traps, which entered the market more than 100 years ago. The range consists of conventional traps, cage traps, humane traps, rodenticides, electronic pest control, garden pest control and insect pest control, many of which are used by pest control professionals. ‘The key element to our success has been the ability to look forward and specifically for new and innovative products. Combining that with our stance of being “serious about pest control” also helps explain why we’re such a respected brand,’ is the message.
Pleased
Andy Simmons, director at Procter Pest-Stop adds: ‘Procter Pest-Stop are extremely pleased to have Groundforce as their Irish distributors. ‘I believe that with their wealth of knowledge of the Irish market combined with our knowledge of the pest control sector, we can offer retailers and consumers first class products and service.’ Procter Pest-Stop products are available through Groundforce.
DIY PRODUCT • HIGH SPECIFICATION • 3 YEAR WARRANTY • EASY INSTALLATION
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April 2012 | 33 Jh Donnelly.indd 1
03/05/2012 10:32:41
THE
TRADE COUNTER
‘Decline in activity slows in March as new orders show signs of stabilisation’ The Irish construction sector remained in contraction at the end of the first quarter of 2012. However, the rate of decline in activity slowed over the month, while new business was broadly unchanged, according to the Ulster Bank Construction Purchasing Managers’ Index® (PMI®).
Accelerated
Cost inflation accelerated markedly in March, largely reflecting higher fuel prices. Meanwhile, business optimism was solid, ‘and improved to the strongest since prior to the current downturn’. The Purchasing Managers’ Index® (PMI®) – a seasonally adjusted index designed to track changes in total construction activity – rose to 46.7 in March, from 45.8 in the previous month. The latest reading pointed to a further reduction in activity, albeit the slowest in 2012 to date. Respondents linked the fall
in activity to fragile confidence among clients. Commenting on the survey, Simon Barry, chief economist Republic of Ireland at Ulster Bank, noted that: ‘The March results of the survey show that Irish construction firms continue to experience outright declines in activity levels, as they have done in each month since June 2007. ‘Each of the main sub-sectors continues to witness ongoing contraction, with Civil Engineering again recording the sharpest falls while Housing also showed large-scale declines. Commercial activity is holding up in a relative sense, but indications of stabilisation in this area around the turn of the year have given way to renewed weakness as the index of activity fell to its lowest level since October 2011.
encouragement about prospects for the sector,’ said Barry. ‘The New Orders index rose in March, and has returned very close to the breakeven mark of 50 – a level at which it has been bobbing around for most of the past six months – hinting that the multi-year slump may finally be giving way to a less negative
pattern. ‘Moreover, sentiment rose last month to its highest level in over five years as more firms reported a belief that activity would be higher in 12 months’ time, though the uptick in confidence is probably more a reflection of how far activity has fallen than expectations of a sharp recovery
Prospects
‘However, some of the forwardlooking elements of the survey tentatively offer a bit more
Housing extensions now make up the majority of active projects A new National Housing Construction Index has shown huge variations nationally in housing construction activity and indicates that housing extensions now make up the majority of active projects.
Comparison
Produced by a team of researchers at www.link2plans.com the new National Housing Construction Index ‘relates to all Planning Applications and Planning Commencements throughout the months of January and February 2012 and gives a direct comparison with the same period in 2011’. Link2Plans will produce this index bi-monthly, we are told, ‘and will give a real time barometer to sentiment (Planning Applications) and to activity (Housing Commencements) in housing construction including residential developments (multiple units), one-off housing (self-build) and one-off housing extensions’. The detailed index shows the overall national trend, and high34 | March 2012
lights the counties that have seen a significant rise or significant fall. The index shows huge variations in activity from county to county.
Usefulness
Speaking about the new Index, the managing director of Link2Plans, Danny O’Shea, said: ‘Construction related statistics tend to be up to six months out of date which limits their usefulness to those working in the sector. ‘Our new National Housing Construction Index shows clear and current patterns and indications of activity in every county in Ireland. ‘Link2Plans will issue this index on a bi-monthly basis and it will provide a solid and reliable resource for people in the industry, economic commentators and professionals who service the sector.
As expected
‘As might be expected, the national figure for Planning Applications
is down from last year, by 23%,’ continued O’Shea. ‘Yet there are some counties, Longford, Sligo and Leitrim, which have experienced a slight increase. ‘The largest fall in Applications is in Kilkenny which experienced a 58% drop and Kildare, Mayo and Clare which were all down 43%. ‘Commencement Notices, which are a real time barometer of construction activity, are down 14% on the same period last year. The largest fall is in Monaghan where figures are down 73%, followed by Tipperary which is down 48% and Limerick which is down 47%. Those counties with the largest percentage increase in Commencement Notices are Cavan, Longford, Meath and Waterford. ‘Interestingly both Dublin and Cork are showing increases in Commencements.
First time
‘For the first time House Exten-
sions now make up the majority of
projects commencing, which is very probably a reflection on the housing market where peo-
ple are staying in their homes and modifying them rather than seeking to move to a bigger house. ‘While some of the percentage figures may seem high, it is worth noting that the actual number of Applications or Commencements may be low. What is important in the index is the trend. The national variations in housing construction activity are significant. ‘While the figures in Dublin and Cork are most likely indications of a larger population, other variations are not so easily explained.
Reflective
‘The fact that housing extensions for the first time now make up the majority of Planning Applications and Commencement Notices is reflective of the collapse of multiunit residential developments.’
‘No increase in construction output before 2014’ - says report for the Society of Chartered Surveyors Ireland The key findings for the Irish Construction Industry in 2012: •Value of construction output €7.5 billion this year – from €8.7 billion last year and from €39 billion at the peak of the boom •Value of construction to fall to 6% of GNP this year and falls further to 5.6% of GNP next year – less than half the ‘normal’ level for economy the size of Ireland •Employment in construction and allied industries is 150,000 – down from 380,000 at peak •Construction of new dwellings plunges to all time low of 5,000 units this year from around 88,000 at peak •Future growth opportunities in Green sector and Foreign Direct Investment (FDI)
tion industry in 2012 does not make for pleasant reading, but we believe that it is in everybody’s interests to understand the full extent of the downturn in the construction sector and its impact on the wider economy. ‘We do not wish to get back to the situation in 2007 when construction accounted for 25% of national economic output but, currently, the industry is half the size it should be. Ireland can sustain an industry whose output is 12% of the economy, and it is important we put measures in place to put the industry and the economy back on track. ‘It is important that we have a healthy and diverse construction sector that is capable of delivering education, health and enterprise and logistics projects that can help restore our competitiveness internationally,’ Nugent said.
Pronounced
Output in the Irish construction industry is expected to fall to 6% of gross national product (GNP) in the current year and falls further to just 5.6% of GNP next year according to a new report on the sector.
Output
Having peaked at close to €39 billion or almost 25% of GNP in 2006, output for the industry fell to €8.7 billion in 2011 or 7% of GNP, well below what would be considered ‘normal’ levels of construction output. The report, which was prepared by DKM Economic Consultants on behalf of the Society
of Chartered Surveyors Ireland in conjunction with its Quantity and Building surveying professional groups, predicts the crisis in construction will see the value of output decline to an estimated €7.5 billion this year, or by 14.5% in volume terms. The report states that it will be 2014 before output begins to recover. Andrew Nugent, chair of the Quantity Surveying Professional Group of the SCSI, said it is vital for the industry and the country as a whole that the sector is put on a sustainable footing for the future. ‘Our report on the construc-
The downturn in the construction industry has been most pronounced in private sector residential and non-residential construction sectors. These sectors have been particularly hit by a combination of factors. In terms of residential output the number of new dwellings built is expected to plunge to an all-time low of just 5,000 units this year. But, despite the collapse in construction output, construction costs are down only marginally even though tender prices have plummeted, the report notes. This is attributed to continued upward pressure on building material wholesale prices almost outweighing downward pres-
sure on hourly earnings and the number of hours worked. The prices being bid for work are now back to where they were 13 years ago, the report states, adding that: ‘this is part of the necessary adjustment back to a more sustainable level of construction inflation and a more competitive economy’. Employment in the construction and allied industries, which reached 380,000 at the height of the boom, is now back to around 150,000, the same level of employment which existed 15 years ago.
Challenge
‘The job losses in construction pose a real challenge for the economy in terms of the retraining and up-skilling of unemployed construction workers to those sectors that are expected to expand in Ireland’s next phase of economic recovery,’ the report states.
On a positive note
On a positive note, the SCSI report highlights some growth opportunities in the energy sector – where semistate companies have significant capital investment plans, the emerging green economy and the associated retrofitting of homes. ‘The FDI (foreign direct investment) sector is also a key growth area as a number of companies are proceeding with expansion plans. NAMA is also likely to create development opportunities as it releases finance and working capital to developers for the completion of unfinished estates or for the development of land,’ the report states. MArch 2012 | 35
As May approaches and the bedding plant season begins to take on a life of its own, we are often reduced to merely shelf filling in order to keep up with demand rather than paying a greater level of attention as to how we can best meet our customersâ&#x20AC;&#x2122; needs and maximize on this all too short but important season in our calendar, writes Kevin Waters.
Boosting Bedding Sales Bedding plants can represent up to 30% of consumer spending on garden plants therefore maximizing on the return from this category is an important factor.
Definition
In order to maximize on sales from this category it is probably important to really consider the definition of the term and, consequently, the scope we are given in marketing it to our customers. All too often bedding plants are thought of as being annual plants which only live for a limited period of one season. However, the term â&#x20AC;&#x2DC;bedding plantâ&#x20AC;&#x2122; actually refers to a way of growing plants rather than a specific type of plant. The true definition of a bedding plant is a plant that is moved during its leafy stage to a place in the garden where it will provide a display for a limited period only, after which it will be removed.
Therefore this group can include not only annual plants but biennials and perennials too.
Displays
Traditionally they have been used in lavish, formal displays and as such may well be perceived to be old-fashioned in certain circles. However with the introduction of a vast array of new varieties and their increasingly versatile use in baskets, containers and among other plants in the garden, they have in recent years enjoyed an upturn in popularity and have an important role to play in the modern garden. Because most bedding plants are in colour from a very early stage they are perfect for block merchandising and attracting attention from a considerable distance. The best effect can be obtained by using complementary or contrasting colours next to each other to increase the effect.
Inspiration
A great source of inspiration can be found in your local supermarket where fruit and vegetables are
36 | April 2012
used next to each other to great effect (plus there are often mirrors in place to increase the effect). Colour can also be used effectively to change moods and perceptions. The warm colours such as red, orange and yellow can create an exciting and vibrant mood and will also create a cosy feel in large areas by making the surroundings feel closer. On the other hand, colours on the cooler side of the colour wheel such as blues and violets will make spaces feel larger and further away whilst also creating calm, restful atmospheres.
Interest
Where possible, tiered benches can be used to add interest to the displays, in which case, always use vertical merchandising techniques to create m o r e impact
rather than merchandising a different variety on each
shelf. These fixtures should be well maintained, well-stocked and faced up at all time to maximize the effect. It is also important to keep any point of sale materials in the right place, facing in the same direction and in good condition. When merchandising in blocks it is tempting to cram as many trays in as possible however this can make selection awkward for the customer and, there is evidence to suggest that leaving a small gap around each tray can actually increase the sales and reduce customer frustration (and on occasions, damage to the stock).
Condition
Stock control can be tricky as sales are so dependent upon the weather therefore make sure any plants which have been in stock a little longer than anticipated are picked over and preferably given a liquid feed to keep them in prime selling condition. Customers will appreciate a good level of product knowledge therefore it is well worth electing a bedding plant champion who can concentrate on having a great in-depth knowledge which he/she can pass on to both customers and other team members alike. This can include simple information such as plants suitable for sunny situations, shade, con-
tainers, fragrance etc.
Three-point plan
It is estimated that 25% of bedding plant sales are pure impulse sales so remember the threepoint plan we have suggested before when demonstrating products etc: 1)Create the desire to make a purchase 2)Make it easy to select and purchase the plants and products 3)Ensure the customer succeeds back at home. With continuing economic challenges our customers are still likely to spend more time
at home this year and will be willing to spend a little more in order to indulge themselves. It will be well worthwhile promoting the entertaining at home aspect along with the bedding plant offer. Also promoting any sustainability issues such as locally grown produce, bio-degradable pots and recycling services will be beneficial.
Linked sales
Always remember to promote a properly and professionally curated set of link sales that will enable your customers to achieve the results they are
expecting without overwhelming them with choice.
Kevin Waters is an independent garden centre consultant and can be contacted at kevin@thegardenworks.co.uk or on 0044 7768 278163
Dr Pat McDonnell, Springfield Nurseries, has sent us some information on the apple tree in the garden with special emphasis on the Coronet miniature tree, which is grown at Springfield.
‘Apple trees for small spaces’ Apple trees have always been popular items in gardens. They grow well in our climate. The apple is more at home in our environment than the pear, cherry or the more exotic peach and nectarine. An apple tree provides interest throughout the year with flowers in spring, developing fruit in summer and the maturing apples in autumn. The tree is also an educational item for growing children. It demonstrates clearly that the apples you see on supermarket shelves come directly from natural trees and are not manufactured products.
most dwarfing available. This produces a small early cropping tree. In addition, the unique properties of miniature size and immediate fruiting are further encouraged through specialised cultural methods rather like producing bonsai plants. They include periodic branch and root pruning and detailed attention to nutrition. Coronets are held in the nursery for five years. They are supplied as semi-mature trees with their quota of fruit buds for next year’s crop.
Coronet
Size
Common apple trees are unsuitable for today’s small gardens. They grow too large, require a number of years to begin fruiting and need annual pruning. Coronet was developed to fill this void. It is a unique miniature apple tree developed specially for small spaces. It remains miniature permanently, crops immediately and needs almost no pruning. It may be grown in the garden soil or in a container. Coronets therefore are ideal for the small garden, patio or balcony. The product was launched in 1998 and has since been a popular item in garden centres. Coronet is the result of 20 years’ dedicated research and development. They are grown by Springfield Nurseries on the fertile fruit soils of Co. Waterford. The trees are grown on the rootstock M27, the
Once planted in the garden Coronets grow very little. When mature the height will not exceed 1.5m (5ft) and the width 1m (3ft). They may therefore be planted in the smallest garden. Dr Pat McDonnell, Springfield Nurseries www.coronet.ie
April 2012 | 37
LAST NewsPOSTS Initiative aims to increase Internet usage A new initiative to increase the use of the internet among consumers who are new to the net, has been launched by UPC and the Minister for Communications, Energy and Natural Resources, Pat Rabbitte.
Easy-to-use
Designed by behaviour change company We Are What We Do, Internet Buttons is a free web tool that allows those confident on the net to create an easyto-use customised web browser for family members, friends or neighbours who are new to the internet or find it confusing. At internetbuttons.ie people can set up a page of Buttons, or pick from ready-made buttons, which link to sites and services that might be useful or enjoyable. Internet Buttons makes it easy to keep going back to the websites that users like.
Encouraging
While designed to assist all new internet users, this is particularly aimed at encouraging internet use among older people. CSO and Eurostat studies have shown that usage of the internet in Ireland among the age group 65-74 is below the EU average – 74% of older people in Ireland never use the internet compared to 67% across the EU. Experience in the UK shows that Internet Buttons is an extremely useful way of increasing web usage among this age group. And from what we have seen in our own research here at Irish Hardware, members of this group are often those with the most cash to spend in our stores. Pat Rabbitte said: ‘If we are to create a truly inclusive digital future for Ireland, it is crucial that internet usage increases among those currently not online.’
About ‘We Are What We Do’
‘We Are What We Do is a not-for-profit behaviour change company that creates ways for millions of people to do more small, good things. We make stuff that people want to buy or use and which have positive behaviours built in, aiming to reach massive audiences and help address major social and environmental issues. At the heart of our work is the understanding that telling people what to do doesn’t work. So our creations are things people simply like, which incidentally help them to do more.’
The general picture 21% of people never use the internet (compared to the EU average of 24%) 71% of people regularly use the internet (compared to the EU average of 68%)
Age divide
74% of people aged 65-74 never use the internet (compared to the EU average of 67%) 17% of people aged 65-74 regularly (once a week or more) use the internet (compared to the EU average of 25%) 8% of people aged 16-24 never use the internet (compared to the EU average of 4%)
92% of people aged 16-24 regularly use the internet (compared to the EU average of 91%)
Rural Divide
54% of people living in rural areas (less than 100 inhabitants/km2) regularly use the internet (compared to the EU average of 71%) 73% of people living in densely-populated areas (at least 500 inhabitants/ km2) regularly use the internet (compared to the EU average of 55%)
Education Divide
44% of people with no or low formal education regularly use the internet
Collaring the market? We know that pet products can be a good addition in garden centres. With this in mind we noted a report in DIY Week in the UK which told of how a ‘unique new iced treat made especially for dogs’ had been launched across 27 Dobbies Garden Centres, ‘making it the first and only garden centre to currently stock the new iced treat in its pets department’.
‘Healthier’
Billy + Margot contains Aloe Vera and flax oil. It was developed by dog-lover and nutritionist Marie Sawle as ‘the ultimate reward for dogs on hot days’, we note. It comes in two flavours – strawberry and apple, and apple, banana and carrot – ‘and contains no milk, which can be harmful to dogs’. 38 | April 2012
(compared to the EU average of 45%) 93% of people with high formal education regularly use the internet (compared to the EU average of 92%) 69% of people who are unemployed regularly use the internet (compared to the EU average of 62%)
Gender Divide
70% of males 16-74 regularly use the internet (compared to the EU average of 70%) 73% of females 16-74 regularly use the internet (compared to the EU average of 65%) Estonia and Ireland alone in the EU have more women online than men.
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