Magazine work

OCtoBER 2012

A man for all seasons

Peter Cosgrave Grange Builders’ Providers

e d i u e G d l si o To In

Volume 74 • Number 2 - October 2012

Letter from the editor...

H

ello there and welcome to this month’s issue of Irish Hardware magazine. The Christmas selling season is in full swing now and retailers around the country have been gearing up for this important time in the calendar year.

The fortunes that the next few weeks will bring will have a major bearing on the profitability and sometimes, even viability, of their business.

Every effort has been made to embrace the seasonal festivities. We have seen stores right around the country bedecked with Christmas decorations and putting their best foot forward.

And yet it is hard to believe, that, a few years ago this would not have been the case in the trade.

Hardware stores may have celebrated Christmas but in a smaller way, often confined to a box of lights or decorations among the usual offerings.

And so we have changed with the times. Now Halloween, Mother’s Day, Father’s Day and Back to School all feature on the calendar.

But Christmas is of course the big one – and it is crucial to the fortunes of so many in the trade.

We will be reporting on the outcome for our traders in the coming months. We will also consider what there is to look forward to. And there is light on the horizon.

For example, a new IHBMA president takes office next year – more on that to come – and the Hardware/ DIY Home Garden show takes place at Citywest in the New Year.

In the meantime it’s business as usual for us here and we hope you enjoy the current issue.

contents P.5

News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 All the latest from the trade

Grange Builders’ Providers . . . . . . 14 Still pushing the boundaries

Online Marketing . . . . . . . . . . . . . . . . . . 20 How to construct a low-cost website

Tool Guide . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Features, Products and News

Trade Counter . . . . . . . . . . . . . . . . . . . . . . 35 From the ‘heavy’ end

Special Report . . . . . . . . . . . . . . . . . . . . . . 37 Woodcare in focus

Product News . . . . . . . . . . . . . . . . . . . . . . 42 The latest to catch our eye

P.14

Gardening . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 For the room outside

Last Posts . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 Last but not least

P.44 OCTOBER 2012

A MAN FOR ALL SEASONS

Peter Cosgrave Grange Builders’ Providers

On this month’s cover: Peter Cosgrave

E ID GUDE OL SI TO IN

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 Printed by W & G Baird 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 Retail sales continue to experience aggressive declines Q3 is the14th consecutive quarter of sales decline.

Retail sales continued to disappoint during the third quarter of 2012 according to Retail Excellence Ireland’s (REI) Irish Retail Industry Performance Review Q3 2012.

Home and Giftware was also a relatively poor performing retail sector, seeing like-for-like sales in Q3 2012 fall by a rate of -5.64%.

Worst

Mixed

The worst performing sectors for Q3 included IT/Computing (down 19.90% on Q3 in 2011), Garden Centre (down -8.54% on Q3 in 2011) and Photo (Camera) (down -7.10% on Q3 in 2011).

The best performing retail industry sectors included Consumer Electronics (Brown Goods) and Home Appliances (Small), both increasing sales levels in Q3 2012 compared with Q3 2011.

Overall, year-on-year sales levels fell by an average of -1.04% during the third quarter of 2012. This continued the long-standing trend of falling sales in Ireland’s retail industry and saw Q3 2012 become the 14th consecutive quarter of consecutive sales decline.

Challenging

September proved to be the most challenging month of the quarter, with sales falling by -1.48% year-on-year.

Pre-budget speculation in September, which caused a decrease in consumer sentiment, is the main reason for this, we see. The month of July saw an improvement, with Irish retailers reporting a decrease of only -0.07%.

Other poorly performing sectors in Q3 2012 include Ladies Fashion and Furniture and Flooring, down -3.22% and -4.29% respectively, in comparison with Q3 2011.

Speaking at the publication of the Q3 2012 retail figures, REI chief executive officer, David Fitzsimons, said: ‘There were mixed fortunes experienced by different sectors in quarter three 2012.

‘It is no surprise that non-discretionary sectors including Grocery, Pharmacy and Hot Beverage enjoyed a reasonable trading period, while the inclement summer weather negatively impacted on Ladies Fashion sales and Garden Centre activity.

‘Consumer electronics enjoyed a buoyant period helped for the most part by the digital switchover, while computing sales were hit with price deflation and purchase postponement.

Disappointing

‘It is disappointing that the quarter gradually disimproved, primarily due to Budget 2013 speculation, indicating that a return to growth is less likely than first thought.

‘Home dependent sectors including Furniture & Flooring and Home & Giftware continue to suffer due to the lack of a functioning residential property market.

‘If matters do not significantly improve in the run-up to Christmas 2012, further failure is assured.’

Retail Excellence Ireland welcomes increase in September 2012

- warns that on-going speculation around Budget 2013 will continue to affect retail sales and consumer sentiment pre-Christmas Retail Excellence Ireland welcomed the increase in the volume and value of retail sales in September 2012.

In welcoming the news, David Fitzsimons, CEO Retail Excellence Ireland, said: ‘We welcome this increase in the volume and value of retail sales in September but the industry continues to be in a state of great distress.

‘On-going speculation around Budget 2013 will continue to affect retail sales and consumer sentiment pre-Christmas.

‘We urge all political parties to remain silent on Budget 2013 and refrain from making unhelpful comments until budget day.’

Retail sector facing ‘annihilation’ - Further job losses inevitable, as Government turns ‘blind eye’ ISME has warned the Government that ‘their lack of policies in relation to the retail trade’ is resulting in a deepening of the recession and an increase in consumer uncertainty.

At risk

The Association outlined that thousands of jobs will continue to be at risk for the foreseeable future, ‘unless serious action is taken to address issues impact | October 2012

ing on the sector, particularly the rising costs to business’.

Reacting to recently released figures, ISME chief executive, Mark Fielding, said: ‘While the monthly figures show a slight increase, today’s figures confirm that retail sales are down almost 25% since 2007, with little sign of improvement and the sector facing annihilation unless the Government recognises the valuable contribution that retail

makes to the economy.

‘The current trend in sales, together with the high costs imposed on retailers is unsustainable, with the resultant closure of shops and subsequent job losses.’

Action

The Association called for: immediate establishment of the long awaited Retail Strategy Group; government action ‘on com-

mercial rates, unrealistic rents, uncompetitive labour costs and tax-laden transport costs’; reduction in the standard VAT rate.

‘We need the immediate formation of a Retail Strategy Group to address the risks to the sector and the Government to implement immediate policies to tackle the cost base, in order to secure the 250,000 jobs in the Retail industry,’ concluded Fielding.

News

WEEE Ireland and IHBMA team up – ‘to make recycling easier’

- WEEE Ireland also announce second year sponsorship of RTÉ’s Room to Improve RTE’s Room to Improve presenter Dermot Bannon was on hand with the renovation dream team WEEE Ireland and the Irish Hardware and Building Materials Association (IHBMA), who together want to encourage all budding DIY enthusiasts to recycle their electrical power tools for free this year while undergoing any new refurbishments in the home.

Announce

Dermot visited the new TJ O’Mahony Builders Merchants in Ballymount – no strangers to Irish Hardware - to announce both WEEE Ireland’s renewed sponsorship of the popular RTE series and their partnership with the IHBMA to encourage local hardware retailers to become centres for WEEE recycling in the community.

Architect and host Dermot said: ‘I’m delighted to see WEEE Ireland back on board this year. I know more than most how important it is to recycle the old to make way for the new during any renovation project.

‘Your local hardware retailer should be the first port of call for any DIY wannabe when starting a new project, so make use of the one in your community and support your local store.

‘This series of Room to Improve has been our most challenging to date,’ continued Dermot. ‘Budgets are tighter than ever across the board and clients’ expectations are even higher. Expect last minute changes, construction dilemmas and plenty of clashes and colour galore!’

Proud

WEEE Ireland, the Irish compliance

scheme for electrical waste and battery recycling, are proudly sponsoring the new six-part series of Room to Improve, which started on Sunday 14 October.

Conor Leonard, collections and projects manager of WEEE Ireland, said: ‘WEEE Ireland are delighted to announce both of these partnerships today – our sponsorship of Room to Improve and our brand new partnership with the IHBMA. ‘The hardware store in any town is a pivotal part of any community. We want everyone to get in to their local store and remember, please bring back your batteries, light bulbs, and like-for-like electrical goods to be recycled for free.’

Expert advice

Jim Copeland, chief executive and director, IHBMA, added: ‘We have more than 600 members nationwide who are on hand to offer the public expert advice for any renovation plans you may have.

‘Whether you need a new power drill or an electrical shower, all hardware stores can help and can recycle your old appliances for free right in store.’

Featuring a diverse mix of renovations, refurbishments and brand new builds, the series includes the challenge of turning bungalow blitz into bungalow bliss in rural Tipperary, the salvation of a falling-down cottage in Old Finglas, rebuilds in Mullingar and Brittas, Co. Dublin, a software engineer’s paradise in Cork and the redemption of a former slice of flatland in Dublin’s Donnybrook.

For more information on what qualifies as WEEE and where you can recycle (L to r). Conor Leonard WEEE Ireland, for free go to www.recycleforfree.ie Dermot Bannon and Leo Donovan, WEEE Ireland.

About WEEE Ireland WEEE Ireland (Waste, Electrical and Electronic Equipment) is a not for profit organisation, founded by producers of electrical and electronic appliances in order to help them comply with the legal obligations imposed by the WEEE Directive 2002/96/EC. WEEE Ireland manages the collection for recycling of household WEEE, lighting equipment and batteries from authorised collection points, on behalf of its Producer members.

at WEEE collection days. Waste collection specialists from WEEE Ireland are on hand to help you send your toasters, vacuum cleaners, fridges and every other electrical item imaginable to a better place.

As a consumer of electrical items, you are entitled to bring your waste electrical equipment to your electrical retailer when purchasing an item of similar type, i.e. on a one-for-one, like-for-like basis.

Objective

Waste batteries can be brought back to any battery retailer that sells similar batteries, even if you don’t purchase anything.

All WEEE and waste batteries can also be brought to your local civic amenity site free of charge or to any of the collection events hosted by WEEE Ireland around the country, details of which can be found on www.recyclefree.ie

‘Our objective is to provide cost effective compliance for Producers to meet the requirements of the WEEE Regulations 2005 and Battery Regulations 2008, whilst minimising the cost to the consumer,’ says WEEE Ireland.

Anything in the home with a battery or a plug can be recycled

Brought back

October 2012 |

News Mandatory sick pay will lead to job losses and increased absenteeism: business survey ‘Reckless’ proposal to introduce mandatory sick pay a ‘job killer’

A major survey of SMEs carried out by ISME, the Irish Small & Medium Enterprises Association has ‘confirmed that the proposal

by Minister Burton to introduce mandatory sick pay of four weeks for employers will have a disastrous impact on competitiveness, jobs and absenteeism levels in the small and medium business sector’.

ing, said, ‘To even begin to suggest that business pick up the tab for employee absenteeism in the current environment, quite clearly shows that Minister Burton is living in “cloud cuckoo land” and has no idea of how businesses are struggling on the ground, during the worst recession in modern times.

Proposals

‘To further add to costs when businesses are struggling to stay afloat, maintain and create employment, is daft. It is as if the Minister has a “death wish” for the small business sector.

‘The typical number of days lost per annum, due to absenteeism in SMEs, is 3 days and well policed, contrary to the Minister’s assertion.

‘This compares to a massive inefficient “12 days plus” in the public sector, where the employer (the State) pays sick pay.

‘We know that civil and public servants are not more susceptible to illness than private sector employees, therefore logic dictates that the massive differential is a result of the free

We are told: ‘The Survey of 2,068 businesses confirms that if the proposals are introduced: 96% of companies anticipate job losses.

94% of companies outlined that their cost base would increase.

94% feel that absenteeism levels will increase with only 1% expecting a reduction.

85% of SMEs do not have a sick pay scheme included in their employment contracts.

Speaking at a public meeting in Cahir, County Tipperary, ISME CEO Mark Field-

Struggling

availability of a “sick pay scheme” and the lack of management of absenteeism in the public sector.

Money

‘Where does the Minister think small and medium business will get the money to pay for sickness benefit on top of replacement pay, particularly as the majority of SMEs are hanging on by their fingertips?’

In conclusion Fielding outlined: ‘This “madcap” proposal is a definite “job-killer” creating an atmosphere of uncertainty among the small business community, which is stymieing business activity, investment and employment creation.

‘The Minister would be far better off tackling the huge level of absenteeism within the public sector and the inefficiencies within her own department before penalising businesses any further.

‘We should be working together to sustain and create jobs, not fighting madcap costly proposals, which have the opposite effect.’

THE IRISH COMPLIANCE SCHEME

FOR WASTE ELECTRICAL AND BATTERY RECYCLING For further information please call us on 1890 253 252, log on to weeeireland.ie or find us on

| October 2012

News

Rent rather than buy? ‘Changing housing markets in a changing Ireland’ Home ownership levels drop below 70% The Irish property market has changed fundamentally in a short space of time and for many the gloss has gone off home ownership, according to Dr Lorcan Sirr, lecturer in the School of Real Estate and Construction Economics at DIT. Speaking at the National Construction Conference in Dublin, Sirr said: ‘There is finally recognition that renting is good for the economy, bringing with it economic mobility and little risk especially for personal savings.

‘Government housing policy is changing to better balance the options of owning or renting.’

Presentation

In his presentation to delegates at the conference, Dr Sirr highlighted some recent statistics in relation to residential renting.

Home ownership levels are now down below 70% in Ireland and 18.5% are now renting – a figure similar to that in the late 1950s. In Dublin over 30% of residents now rent their accommodation.

‘It’s not only those numbers that are surprising - it’s the rate of change: nationally, those renting are up nearly 50% in the last five years. The problem is, the property market is not ready for this change, leading to a shortage of decent accommodation, especially for families.’

Dr Sirr described three significant elements that are influencing the rental market in Ireland: 1) The type of renter is changing: the new

renters are almost the opposite of the stereotypical renter: they are choosy; traditionally ‘mortgageable’; previous owners with lump sums in the banks they’re not willing to risk on property ownership; over 65s; DOODs (don’t own or drive); and families.

2) What they want is different: no more damp basement flats. They want flexible single- and multi-storey units; shell only with layout options; 60m2 – 150m2; separate storage for skis, roofbox etc. and laundry (ground floor, basement); multi-aspect; high-standard finishes; secure bicycle parking; professional management preferably with live-in maintenance; transparent fees.

They want to be able to rent for the longterm with security of tenure. Essentially they want a home without the debt.

3) But where they want to live hasn’t changed – traditional, well-established suburban locations are still a main draw.

At this moment, according to Dr Sirr, ‘the demand is there, the need is there, but the accommodation is not!

‘The market has a need for professional landlords who will apply the principles of commercial property investment to residential development: good accommodation means better tenants with more security of income.’

Why is this important and what does it mean for us?

This change in attitude towards renting and in the profile of those renting accommodation is sure to have an impact on our business. The fact remains that the onus on decorating, maintaining and upkeeping of properties falls on landlords in the main.

This is of course how it should be but with the percentages changing we seem likely to see more handy work being carried out by landlords and, it follows, a smaller number of owner occupiers looking for DIY and maintenance-related items in stores.

In our experience, items that renters will more likely purchase themselves will tend to be those things that are used to personalize their living spaces.

Hence the growing importance of homewares and general finishing items that are priced right and are individual in appearance and part of a frequently refreshed and updated range and offering.

They are not likely to be the big ticket items; this is due to price and also to the fact that many places come furnished.

It is also more likely that renters will not purchase too many items that they themselves are unlikely to take with them when they move on.

Retail Excellence Ireland announce Best 100 towns and cities in Ireland Westport crowned Ireland’s best town Kilkenny is Ireland’s best city Retail Excellence Ireland announced the best 100 towns and cities in Ireland. Westport was crowned Ireland’s best town; while Kilkenny is Ireland’s best city.

The survey, which comprised 16,000 citizen and stakeholder (business owner) interviews in 100 towns and cities throughout Ireland, is the largest town and city survey ever undertaken in Ireland.

The survey is part of an initiative which Retail Excellence Ire-

land (REI) launched in July this year to encourage all stakeholders to work together to form a ‘Town Team’, design and implement a ‘Town Plan’ which will reinvigorate towns and cities, and in-turn will re-engage with citizens and customers alike.

Welcome

David Fitzsimons, chief executive officer, Retail Excellence Ireland said: ‘I welcome the results of this survey and thank the many thousands of citizens

and stakeholders who took the time to give us valuable feedback.

‘The results of this survey represent the start of something big for towns and cities across Ireland. REI is committed to ensuring that towns and cities take pride of place in every community across Ireland.’

Cormac Kennedy, Head of Property, Eason and Chairman REI Town and City Revival Committee, said: ‘It is critically important that the report and

the survey results are used to help improve our towns and cities.

Focus

‘This should act as a road map for towns and cities to help them focus on areas that they can improve on. As retailers, we need to invest in our shops, and, as customers, we need to visit our local towns and cities more often and remind ourselves what great things they have to offer.’

October 2012 |

News

New guide promotes mental health and wellbeing in workplace IBEC has launched Mental health and wellbeing: A line manager’s guide, a new resource for employers to promote mental health and wellbeing in the workplace.

Promoting

Produced in collaboration with See Change, the national mental health stigma reduction partnership, the guide is directed at line managers, who are key to promoting a culture that is positive towards mental health and supporting individuals with mental health problems in the workplace.

The guide is free and it stresses that early intervention is key and that line managers and colleagues are crucial to promoting a culture that is positive towards mental health.

Support

It touches on a number of key issues around how line managers can support individual employees, including: •what it is ok to talk about, •how best to support employees during any leave period, and •how to help employees re-integrate back

into the workplace following any such leave.

Speaking at the launch in IBEC’s head offices in Dublin, IBEC director general Danny McCoy said: ‘Mental health remains an area that many people do not understand or may fear, and as a result, it is not talked about.

‘The effects can include loss of potential labour supply, unemployment, absenteeism and reduced productivity.

Problem

‘One in five people of working age experience a mental health problem, such as anxiety or depression. It is vital that companies put the right structures in place to support employees.

‘A recent IBEC survey of HR management practices found that over one-third of respondents had engaged in employee health screening in the 12 months preceding the survey.

‘Almost one in five had a stress management campaign and just over 1 in 10 had held a mental wellbeing campaign.

‘Encouraging open communication is cen-

tral. Very often employees are reluctant to seek help initially.

Change

‘Often, colleagues may be more likely to notice a change in manner from individuals experiencing mental health problems.

‘It is crucial that organisations encourage a positive work culture where everyone is treated with respect and dignity and issues such as bullying and harassment are not tolerated.

‘Mental health problems are not necessarily a barrier to effective working. In fact, work can play a very positive role in supporting individuals who have, or who are recovering from, mental health problems.

‘It is important to remember that the vast majority of people with mental health problems are capable of continuing to work, for others, the right supports just need to be in place.’

Essential

Also speaking at the event, John Saunders, director of See Change, said: ‘Mental health and work are essential to each other.’

2013 International Home + Housewares Show ‘With over 2,000 world-class exhibitors, inspirational education, unique speciality retailer services and retail benchmarking opportunities, the International Home + Housewares Show is an industry event not to miss.’ This is the message to Irish Hardware readers.

driven homegoods products, designs and trends.

‘With a strong focus on high-quality, high-design global brands, the Show features the entire product lines of the leading US housewares brands, product suppliers and designers — not just the products pre-selected for export markets displayed at non-US shows.

‘Buyers have a chance to find new products and product lines that are not yet available in other markets.’

Smart Sourcing

‘The International Home + Housewares Show in Chicago is the leading global marketplace to see the latest market-

Software for merchants, distributors and retailers A complete business management solution • Sales • Stock

RNH| ad2.indd October 2012 1

• Purchasing • Accounting

• Reporting • e-Business

Featuring exhibitors from six continents, the Show is configured into four expos:

Clean, Contain + Sustain

Bath + Shower Accessories Cleaning + Hardware Home Organization + Clothing Care Pet Supplies

Dine + Design

Cook + Bakeware Tabletop, Kitchen Essentials +

Accents Gourmet Food + Products Home Décor Discover Design

Wired + Well

Electrics (household + kitchen) Floor + Carpet Care Home Environment (air + water) Home Healthcare Personal Care

Global Crossroads International Pavilions

OW CALL N FOR

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+353 1 626 0155

www.rnh.ie 06/05/2011 14:47:32

GOLF News Our President Willie Dixon played his second and final president’s prize at his own Golf Club, Naas, on Friday August 17. In spite of the awful weather we had during August and Naas Golf Club closed the day before, the sun came out and the Club opened again at 10.30 on Friday morning.

We had a tremendous turnout and a most enjoyable day’s golf.

The sponsors for the day were as always for this outing, P.E. O’Brien & Sons Ltd. Stanley Black and Decker, represented by Niall Byrne, sales director.

After an excellent dinner Willie thanked Niall for the continued support and their magnificent selection of prizes. In reply Niall thanked the Ladies and Gent and visitors for their great turnout for Willie’s outing and Lady Captain, Marian Kelly, Sponsor Niall Byrne, and First Prize, Josephine Glennon,

First Prize, Jim Copeland and President, Willie Dixon

Second prize, Sandra Barrett and Sponsor, Niall Byrne

Second prize, Liam Barrett and Sponsor, Niall Byrne

seadec

Ladies: 1st

Josephine Glennon

2nd

Sandra Barrett

3rd

Aine Parks

4th

Marian Kelly

for all his hard work for the Golfing Society and stated he hoped to continue with the sponsorship for the future.

Our captain, Eddie Kelly, then thanked the management and staff of Naas Golf Club for the wonderful help they gave us in making the day so enjoyable for everybody.

Willie and Niall then presented their prizes as follow below:

Quality Service Value

Gents: 1st

Jim Copeland

(18)

39 pts

2nd

Liam Barrett

(12)

36 pts

3rd

Niall Barry

(7)

36 pts

1st

Basil Glennon

(14)

34 pts

2nd

Tim Lodge

(12)

34pts

1st

Ray Colman

(18)

35pts

2nd

Liam O’Gorman

(17)

33pts

1st

David Bolger

(20)

33 pts

2nd

Paddy O’Leary

(21)

32 pts

1st nine

Joe Wallace

(13)

18 pts

2nd nine

Kieran Burke

(13)

19 pts

1st Visitor

P. Morrissey

(13)

37 pts

2nd

Colm Madden

(12)

32 pts

Class I

Class II

Class III

44mm Thick & 14mm Lippings

Oak, Walnut, Pine & White N.I Ireland Sizes also available Adjustable Door Frame Sets, Skirting & Arch.

wogan

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distributors

October 2012 |

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Wood You Believe It? A brand new, top quality 5 Year Quick Drying Wood Stain in 7 popular shades and an ultra hard, heatproof Clear Varnish in both gloss and satin finishes – all made by Everbuild – would you really believe it?

We certainly hope so, we’ve spent some time researching and carefully developing the perfect products for today’s demanding user, combining high performance, easy to use formula’s, with low V.O.C contents, we think it’s believable and we think you will too!

It’s all change for the 2013 Totally DIY and Totally Tools shows. A new home at the Ricoh Arena in Coventry and a new event dedicated to the needs of trade buyers of DIY, hardware, hand and power tools, home improvement and security products. :LWK WKH IRFXV ¿UPO\ RQ UHWDLO buyers and trade merchants, the new-look event aims to be the

Everbuild Ireland Unit A4, South City Business Park Tallaght, Dublin 24 Tel: 01 451 0700 Fax: 01 451 1600 Email: info@everbuild.eu Website: www.everbuild.eu

perfect environment for visitors and exhibitors to get down to business.

Ricoh Arena is a highly versatile, central UK venue close to the major motorway networks offering ample free parking. Buyers can expect to see top name manufacturers and distributors and enjoy a complimentary lunch during their visit.

10.11.12 February 2013

News

2012 – ‘definitely a record-breaking year for the PATS shows’ The first ever September PATS show ended on a ‘really high note’ This was the biggest and busiest PATS to date, with more than 170 exhibitors covering three completely full halls at Harrogate International Centre.

Increase

In all 1813 pet retailers visited the show; representing an increase of 8% on the number who attended PATS Harrogate 2011. The total number of visitors even outstripped that of PATS Sandown in March of this year, which was itself a record-breaking PATS that had welcomed 1,708 visitors.

PATS Harrogate 2012 also saw the show’s first foray into Sunday opening and that, too, proved to be a spectacular success. 1,002 visitors came on the opening day, Sunday 16 September; a 26% increase on the first day of PATS Harrogate 2011.

The PATS team had carried out extensive research with the trade into the idea of Sunday opening and the change of date from spring to September. PATS Harrogate 2012’s debut of both proved to be a resounding success.

Popular

The Retailers’ Choice PATS New Products Showcase was as popular as ever and more than 150 products were entered.

Exhibitors and visitors were keen to express the importance of using the PATS show as a vehicle for new product launches. Sylvie Geffrelot of Germany-based Flexi International says the team on the Flexi stand found the retailers’ quests for innovation to be particularly noticeable at the PATS show: Organisers say: ‘The majority of visitors have asked us “what are your latest developments?” Retailers visit PATS because they are looking for products with a point of difference and exciting innovation.’

For the first time, PATS Harrogate took place in the HIC’s Halls M, C and B and its highly-prominent entrance and new show layout were also well received.

PATS 2013 dates are as follows: Tuesday 19 March and Wednesday 20 March 2013 Sunday 15 September and Monday 16 September 2013

October 2012 | 13

® COVER STORY Grange Builders’ Providers has always been something of an enigma. A leading member of the Homevalue group, something that may surprise you is that Grange Homevalue doesn’t employ the same number of people as it did in 2008, it now employs more. For those familiar with Grange Builders’ Providers, this doesn’t come as a surprise, because bucking trends and exceeding expectations is what they aim to do every day.

Peter Cosgrave, Grange Builders’ Providers

Grange goes for growth In an ever-changing world one thing has remained constant over the past five years: the desire and drive at Grange Builders’ Providers to push boundaries. Developing new businesses, reengineering their retail offer, and constantly raising the bar have pushed the business to a new level.

Success

Peter Cosgrave is justifiably proud of the business he presides over. It is his drive, enthusiasm, and attention to detail that have been key to the success of the business.

Take the new revamp at Grange. It took eight months from concept to completion. A new first floor, an expanded ground floor, a large customer lift, and two shiny escalators complete the remarkable transformation.

It is Monday morning when we visit and there is a constant stream of custom14 | October 2012

ers arriving in the store. They range from householders to tradespersons, each is met with the same professional courtesy by a team of knowledgeable, enthusiastic and friendly staff members on the sales floor and behind the counter. Several more enquiries are coming in on the constantly ringing phone lines. These guys look busy.

So what’s their secret? ‘Hard work’ according to Peter Cosgrave, who founded the business in 1986.

‘It’s normal for us to be here at six a.m., getting ready for trucks departing at seven.’

Grange has come a long way since it began, but Peter’s constant attention ensures that it remains true to its original customer service ethos, its professionalism and its dedication to going the extra mile for the customer.

Then there is the constant willingness to

explore new ideas. It is clear that they love what they do.

Yard

Up until 2003 Grange traded in an old yard across from the Baldoyle Industrial Estate.

The business outgrew the two-thirds of an acre site.

In 2002 Grange purchased the 1.75 acre site in Baldolye Industrial Estate where Grange Homevalue now operates. The renovation was completed in October 2012 – adding a new upstairs floor and a total of 10,000 sq ft of space to the building.

The firm’s expansion has of course been ongoing in one form or another since they purchased the present building.

‘Over the years we bought a number of properties in the estate too,’ says Peter. The most recent property was the site of the old

COVER STORY ®

Ring-Gard factory, which they acquired earlier this year.

In 2011 Grange opened an electrical wholesale outlet (also operating under the Homevalue banner) across the road from the main store. Other units are used for storage and some for their highly successful Ultrakabin business.

Further expansion

A business at the heart of the local community, Grange Builders’ Providers is a significant employer in the area.

‘After the downturn came we looked to keep the staff employed,’ says Peter. ‘One decision we made was to do waste bags. That was an add-on and a response to coming back from a drop with an empty lorry.

‘We have trackers in the vehicles and it is easy to call out to a lorry and get them to do a collection.

‘After the bags took off, people started asking for skips and now we have six skip lorries. We have done that for three years.

‘It kept three or four drivers employed and we took on more.

We now employ more people than we did in 2008.’

Grange has always been ready to try something new and this has so often paid dividends.

This has been evidenced across the board, from their venture into waste collection to their new electrical wholesalers and their electric vehicle and electric vehicle charging point, all previously reported on in Irish Hardware.

Adding the extra floor has enabled the business to showcase a broader range of product, with the expansion of the white goods, homeware and TV

Recent revamp Grange extended the downstairs area here by around 1,800 sq ft: ‘In all we put on an extra 10,000 sq ft. It took around eight months in all to get it as we wanted it.’ Again, in typical style, the design was a collaboration between the Cosgrave family and the team from Homevalue. ‘We tried things then changed them again if we weren’t happy. You have to be prepared to do that or you won’t have anything right,’ says Peter. Grange traded throughout this period and this, agree the team members, presented challenges. Of huge importance of course was to keep the place safe, tidy and of course, clean.

October 2012 | 15

® COVER STORY

Prices

‘Price points are very important,’ Peter states. ‘Value for money is key. Before we buy anything we ask: “what can we sell it for?” and, “what are our competitors selling it for?” You look at the market carefully. You have to sell right.’

Apart from the financial savings gained, doing the work themselves allowed them to execute the vision exactly as they wanted it.

Now a new entrance and new lift and escalators lead into the store and onwards to a bright, well laid out first floor with its large Flooring & Door Centre, fully stocked Homewares and Bathroom departments and expanded Electrical department.

Farm

departments.

Do it yourself

The first floor project was man16 | October 2012

aged by two of Peter’s sons, Nicky and Noel. Nicky managed the construction and Noel managed the product range.

From an agricultural background, Peter Cosgrave farms over 300 acres in Meath. ‘We have a suckler herd on the farm,’ he tells Irish Hardware.

‘We rear all the beef to finish.

I am on the farm at weekends.

For me it’s like going on a retreat. My first love would be farming.’

A new Decor Centre has also opened downstairs: ‘We decided to develop a department there.

We opened up storage space and people now go in to get all their paint and accessories in one place. We find that they buy the paint and accessories more now as everything is there, right beside them,’ says Peter.

The ground floor hardware and DIY departments have a revised layout. New L.E.D. lighting has been installed, a major investment but it ensures an incredible level of brightness on the ground floor – something which has pleasantly surprised many customers.

The LED lighting was supplied by Grange Electrical Wholesalers and has dramatically reduced electricity bills.

Household

The ground floor’s revised layout led to the creation of an

COVER STORY ®

Homevalue

Homevalue membership is and has been very important to Grange. The front of the building proudly boasts ‘Grange Homevalue’. ‘They gave us massive help with our recent work,’ says Peter. ‘They did a lot to take pressure off us. We have a great relationship with Mark and his team.’

area which resembles a mini-supermarket.

Here, bulk quantities of everday ‘grocery’ products such as washing powder, mineral water, toilet tissue, kitchen rolls and other items, are sold.

‘We are selling in bulk,’ explains Peter.

‘It’s about selling good value products at a low price.

‘People will save money if they are prepared to invest. Anything that is a “repeat” is a great thing to sell of course. If a customer buys it and likes the service they’ll be back.’

The idea is that ‘if you want it, Grange can provide it’. And this goes right across the board from TVs and washing machines, and from household to building and DIY products.

If you want it they will have it or will get it for you – fast. They will deliver too. (See panel overleaf)

Builders

While there may be little activity on the heavy building side, Peter has seen an increase in refurbishment and extension projects.

‘Again, we will get what they need for them – whether they are involved in large or small jobs.’

The trade counter has been given a make-

Then and now…

‘In the 80s there was no money but people didn’t owe a lot. Now people have debts. It makes it very difficult. Of course the value of property has fallen dramatically too. It is tough to be trading now. We are trying to sell good value for cash. Cash is king here.

Nowadays customer service is number one. Staff are encouraged to interact with customers and value is very important to people too.’– Peter Cosgrave

over also. In keeping with the more contemporary Homevalue guidelines red is the predominant colour.

To help persons with smaller purchases – such as groceries perhaps – who are in a hurry, there are two checkouts now installed downstairs.

‘We don’t want someone standing there with a small purchase waiting to be served,’ says Peter. ‘They can go straight out through the new checkouts.’

Keeping two differing sets of customers happy has been the key to the success of the renovation of the building.

In addition to the Cosgrave family, the team from Homevalue provided essential support through their buying team, and their store development team.

A team of three merchandisers was on site for over a month, laying out the two floors and merchandising. Additional design work was provided by Caroline Reynolds of October 2012 | 17

® COVER STORY

Information technology

‘Access to information is crucial,’ explains Peter. ‘You need access to data on a daily basis.

We are using an Agility package that is second to none and we have designed a lot of it ourselves.

‘We are now using Agility’s full stock control using their handheld WiFi units and working with their developers we have implemented a sophisticated stock re-ordering system.’

Wallpaper Creative.

Mark Delaney, CEO of Associated Hardware, the operator of Homevalue, said: ‘We are very proud to be associated with Grange Builders Providers and this refurbishment project.

‘It is a template for future developments. The new logo, the

revised layout, and the enhanced merchandise range mean that the customer, whether they’re a builder or a homeowner, will feel very comfortable finding what they’re looking for here.’

Future

As to the future, Grange will

Deliveries ‘We have the fastest delivery service in the country,’ says Peter. ‘We have had customers whose purchases have been at their door before they themselves left the counter. Usually we deliver in around a 50 mile radius. We will also follow our professional customers to where they are working. They can buy the lot and we load it up and deliver to wherever they are. We have 15 lorries doing many drops a day each.’

18 | October 2012

continue to look for opportunities, says Peter. ‘We are going to continue to expand in this recession,’ he adds. ‘We are up the ladder well now and if we continue to go up one rung a year that’s great.

‘Even with the recent major works having taken place in our store, we still reckon we will hold last year’s figures and maybe improve a little on them.’

However, he stresses that everything here would not be about profit.

‘We do a lot of stuff for profit but if you are looking to your customer every time for profit you are not doing your job right,’ he stresses. ‘You need to look at “a little bit all the time”.

Go for overkill and you’ll only do it once.’

And of course, if there is a problem, get it sorted properly.

That is another rule in Grange.

All of this explains their success when it comes to what Peter refers to as ‘getting the customer to advertise for you’.

In fact, this works so well that a lot of their success can be put down to word of mouth,

he says.

Experience

The customer must have a good experience. That is the bottom line. They must go and tell others about that experience and about other aspects such as the service and value they found here.

It seems that this has been working well! And if Grange have their way it will surely continue to be the case.

Peter sums up: ‘If business doesn’t have a good name it has nothing.

‘We are in it for the long haul.’

YOUR PARTNER FOR SUCCESS

Associated Hardware plc, Magna House, Magna Drive, Magna Business Park, Citywest Road, Dublin 24.

Tel: 01 461 1800

@ Online MARKETING

‘Amateur to Amazon in six easy steps’ setting up an online shop for under €100 – How to construct a website store for little outlay A notable aspect of the fight back against the recession in Ireland is the willingness of members of the business community to advise and support each other. We have seen this time and again, particularly in the case of retail groups such as Expert Hardware and in the work of members of the IHBMA. This time it’s the turn of successful businessman Derrick Bell from County Wicklow.

Step-by-step Derrick Bell

20 | October 2012

This Blessington-based entrepreneur is pitching in by providing a step-by-step guide to quickly and inexpensively constructing an online store for your website – a move that can significantly boost profits for small businesses and independent traders nationwide.

‘The online shop is the cornerstone of my business,’ explains Derrick. ‘This time last year the future was uncertain.

‘I wasn’t sure what I could do in the current economic climate but

Online MARKETING @ Derrick’s six steps to having an online store for your business 1.Have you ever bought anything off eBay? If so, then you most probably have a Paypal account. If you don’t, simply visit Paypal.com and register a business account.

This will be where the actual online credit card payments will go and you can transfer funds into a bank account on request.

2.Go to a hosting company like www. blacknight.com and purchase a web name.

A .com name will only cost under €10 so find a catchy, memorable name that you like and is available, and purchase it.

3.You need a company to host your site (i.e. store your website on a computer connected to the internet) and a hosting

package should cost no more than €50 for the year, again with a company like Blacknight.com.

4.Here is where it gets a little technical.

You will now need to go into hosting account and download Wordpress. Wordpress is a free editing software program perfect for designing simple, attractive and functional websites. It really is easy to use and very robust and is used by major players and hundreds of thousands of bloggers the world over. Your hosting company will have support that can assist you with this though.

5.You now have a functional blog but to

took a gamble on opening an online store www.tobywagons.com.

These products, readers may recall, are the little red wagons which we have featured in our product pages over the past year.

‘Less than a year later I have one of the most sought after toys this

‘The Christmas rush is far more apparent online than on the typical Irish Main Street.’

Christmas doing a brisk online trade with expansion plans into Europe,’ says Derrick.

‘For the first time in a long time I feel positive about being in business and have a real spring in my step.’

turn it into a shop you need to go into your Wordpress account, go to a section called plugins and download one called Wordpress e-commerce. You now have an online store.

6.Here is the nice bit. You want it to look professional so developers create web designs for Wordpress much in the same way they create Apps for your iphone.

Some are free and some carry a minimal charge. To get a shop-front simply Google ‘Wordpress e-commerce themes’. You will find plenty of shops fronts available for free but even the ones that are charged for will only cost €30. Just download the one you like the look of and activate it.

Tell us more

Well, Derrick’s family business specialises in sales of the traditional American Red Wagon and sledges for the snow on www.tobywagons.com.

The online store has reaped the rewards of a major upswing in online shopping in Ireland and globally.

Last year the Central Statistics Office revealed that 43% of Irish adults shopped online in the previous 12 months – up an amazing 7% on the previous year.

Online store

‘If you’ve ever thought of building your business online, creating an online store is one of your best bets,’ says Derrick.

‘After all, that’s how Amazon.com did it.’

Derrick adds: ‘The Christmas rush is far more apparent online than on the typical Irish main street.

‘The problem is, to create a successful e-commerce site, you need to worry about design, functionality, and security: all of which can be quite expensive.

‘But did you know that with limited computer experience you can create a fully functioning professional web shop for under €100?’

‘Tough Times Ahead For Irish Retailers Who Don’t Embrace Digital’ With lower overhead costs allowing online retailers to slash prices, the price difference between in-store and online is widening. Irish retailers need to embrace ecommerce in order to grow sales and profit margins, it is said.

‘Irish retailers need to adapt to the changing shopping habits of consumers.’ This is the message from a leading Dublin-based competitor price monitoring firm.

Survive

Retailers embracing omnichannel - allowing the consumer to have the same shopping experience across all channels - will be the ones to survive the current difficult economic environment in this country, says Profitero.

A new report has revealed major price differences for the sale of CDs, DVDs and computer games between stores and online sellers.

Popular stores are charging shoppers 400% more than online retailers for products, according to the research.

The report, which was published by the Centre for Economics and Business Research and Internet service provider TalkTalk, revealed how store prices for entertainment products are on average 124% higher than online prices.

Electrical

Traditional bricks-and-mortar stores were also found to charge higher prices for electrical goods than online retailers. Meanwhile, the average difference between store and Internet prices for toys was 180%.

‘With lower overhead costs allowing online retailers to slash prices, the research emphasises why traditional bricks-and-mortar retailers need to go online in order to capture some of the growth in this area,’ readers are told.

October 2012 | 21

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Cross-channel survey makes interesting reading - parallels in this country beyond doubt Despite their best intentions, Brits’ DIY tools have gone into hiding, it seems, with over 21 million adults (45%) admitting to buying tools they either never or hardly use, based on new research by Legal & General’s general insurance business.

Gathering dust

The British spend an average of £103 each on tools that are simply gathering dust, with only just over one in five adults (21%) saying they use DIY tools they have bought on a regular basis.

Men are the worst offenders, spending an average of £116 on unused tools compared to just £87 spent by women.

However, Brits ‘aren’t put off buying tools they don’t know how to use’ – two in five (39%) said that they had bought a drill in the last five years yet when they were asked about their confidence using a drill almost a quarter (24%) admitted that they were not confident.

It appears that women are now trying their hands at a number of DIY tasks, as over three-quarters (78%) say that women are increasingly taking responsibility for the conventionally ‘male’ role of home maintenance compared to 20 years ago and are the new ‘HandyMandys’.

This is something we have seen in Irish Hardware magazine for a few years now and this has manifested itself in many ways from special lighter, colourful tools aimed at the female market to classes taking place in DIY stores, aimed at encouraging participation in DIY activities.

Problematic

What could be more problematic for Brits are the 35% who admit they have not bought any DIY tools during the last five years, and over two-thirds (68%) of Brits who admit that

they cannot carry out the most basic home maintenance tasks.

This is despite the fact that almost everyone (94%) views home maintenance as essential.

Again, we have seen in Irish Hardware that many people, particularly from the younger generation who have bought houses in the recent past, do not have the DIY skills of their parents and grandparents.

This has resulted in a phenomenon some have even called: DDI or ‘Dad’ll Do It’.

Again the industry has made serious attempts to address this by encouraging the uptake in DIY. This is in the interests of both the trade and the householders as the homeowners are now very often forced to do repairs and maintenance themselves. A few years ago they may simply have called the tradesperson.

All that has now changed of course.

It appears that women are now trying their hands at a number of DIY tasks, as over three quarters (78%) say that women are increasingly taking responsibility for the conventionally ‘male’ role of home maintenance compared to 20 years ago.

Knowledge

Mike Lawler, Director for Legal & General’s general insurance business said: ‘Despite 65% of Brits buying tools to carry out DIY and home maintenance themselves, there appears to be a lack of knowledge - or a lack of desire - to use them. Some tools have failed to even leave the toolbox at all, and are instead gathering dust.

‘It may be embarrassing to admit a lack of DIY skill but it can also cause costly and longterm issues in a home if important jobs and regular maintenance checks are not done.

‘Unfortunately, 16% of Brits believe that they can claim for their home maintenance and repairs on their home insurance but this is not likely to be the case.

‘For example, damage caused because of the gradual wear and tear to roofing so that, with age, the roof begins to leak or damp

patches appear on interior walls will not be covered. This is why it is so important that people understand their responsibility to keep their homes in a good state of repair.

‘My advice is not to wait until it’s too late. For those people

who have bought DIY tools, get them out, check they are still ok to use, and have a go at getting some of those repairs done, or if you’re not that confident get help from someone who is to avoid small problems becoming costly.’

Room to improve RTE’s Room to Improve presenter Dermot Bannon was on hand with the renovation dream team WEEE Ireland and the Irish Hardware and Building Materials Association (IHBMA), who together want to encourage all budding DIY enthusiasts to recycle their electrical power tools for free this year while undergoing any new refurbishments in the home.

Visited

Dermot visited the new TJ O’Mahony Builders Merchants in Ballymount to announce both WEEE Ireland’s renewed sponsorship of the popular RTE series, and their partnership with the IHBMA to encourage local hardware retailers to become a centre for WEEE recycling in the community.

Architect and host Dermot said: ‘I’m delighted to see WEEE

Ireland back on board this year, I know more than most how important it is to recycle the old to make way for the new during any renovation project.

‘Your local hardware retailer should be the first port of call for any DIY wannabe when starting a new project, so make

use of the one in your community and support your local store.’

Nationwide

Jim Copeland, chief executive and director, IHBMA, added: ‘We have more than 600 members nationwide who are on hand to offer the public expert

advice for any renovation plans you may have.

‘Whether you need a new power drill or an electrical shower, all hardware stores can help and can recycle your old appliances for free right in store.’

For full story see news section in main magazine.

Hultafors Group wins two international honours at the red dot awards 2012

The adjustable wrecking bar by Hultafors Tools and the new tool bag by Snickers Workwear both won prestigious prizes at the awards ceremony in Germany.

What do Porsche, Apple, Toshiba, Nikon, Hultafors Tool and Snickers Workwear all have in common? Answer: they were all winners at this summer’s 2012 red dot awards, the world’s largest and most prestigious international design contest held in Essen, Germany.

Hultafors Group won the highest honour – the ‘best of the best award’, which was presented to its innovative wrecking bar made by subsidiary Hultafors Tools.

Another subsidiary, the well-known clothing company Snickers Workwear, also won the prestigious ‘red dot’ award for its new selection of tool bags. Both awards were won in the Industry and Craft category.

Field

Hultafors Group, which has its Irish headquarters in Ballymount, Dublin, beat a wide field of competitors, which consisted of 4,515 products from 60 countries.

‘Hultafors has always worked hard on innovation, functionality and design. It is important to us that our products have an ergonomic and user-friendly design that improves the way our customers carry out their tasks,’ says David Macken, managing director at Hultafors Group Ireland.

‘We are very honoured to receive an international award for our efforts.’

In praising the bar the expert judges cited the unique Santoprene ergonomic grip which allows adjustment for 9 different positions.

Innovative

The new Flexi Tool Bag Backpack by Snickers Workwear was also awarded a design prize. The international expert jury highlighted the product’s innovative material and the ergonomic and modern design of the bag.

‘All our products are tested on the job by craftspeople in real working conditions and their feedback is used to finalise the end design. This on-the-job testing is a vital element of our research and design process, which is integral to ensure our products are the best-of-the-best as the red dot awards confirm,’ added David Macken.

In addition the prize winning designs will also be on display at the red dot design museums in Essen, Germany and Singapore.

24 | October 2012

At the red dot awards, the new adjustable wrecking bar won the special prize ‘Best of the Best’. Hultafors’ product distinguished itself from the others and won due to its unique functionality, safety and modern design.

Foldable plaster square for the professionals Now exclusively available in Ireland Hultafors Tools, part of Hultafors Group Ireland which is synommonous with Snickers Workwear, has taken yet another step to make life easier for craftsmen with the introduction of an adjustable Plasterer’s Square to the Tools range.

convenient to use, and stable when cutting out plasterboards.

‘Foldability is an important functionality of the adjustable plaster square.

Since the stock does not protrude it is easy for the user to transport the tool and it takes up less space in the car.

Being able to fold the plaster square is one of the primary benefits to the users.

Exclusive

The adjustable Plaster Square, PS120, is the one of the new exclusive range of Tools for the Irish market. Being foldable, the tool is easy to transport and store. It is a steady tool featuring four set angles of fixation.

Only professionals know what professionals need. That’s why craftsmen have been involved during Hultafors’ development of their new adjustable plaster square PS120, we are told.

Craftsmen

Mikael Bengtsson, carpenter at Skanska, is one of the craftsmen who has tested the new tool.

‘Since it is so easy to work with, the adjustable plaster square really makes my job easier.

‘It is easy to transport in the car, easy to carry when I move around on large construction sites and don’t have to worry about leaving scratch marks on

Functional

The tool is best described as functional,

walls,’ he says.

In order to optimise the user experience, an easy manoeuvre allows the craftsman to set the stock in four fixed positions.

There are 21 marked angles and the stock can be turned to both the left and the right.

Designed to get the best grip and best torque, the knob makes the plaster square a reliable tool.

Important

Another important area of focus during the development process was the fact that the tool must rest steadily on the surface throughout the work process.

‘Many craftsmen have been asking for a plaster square that does not wobble.

In order to meet that need, our product has a steady construction and is made of anodized aluminium,’ we are told.

Next generation adjustable wrecking bar now exclusive to Ireland Hultafors continues to develop cutting edge tools and now launches a new version of an adjustable wrecking bar.

In addition to an improved design, the tool now has improved

functionalities that make it possible to take down frame works quickly and simply as well as providing a safer and more ergonomic working environment, we hear.

Hultafors has been

developing tools for 125 years and are renowned for their innovative and durable tools that stand the test of time. ‘Now the time has come to launch an entirely new adjustable wrecking

bar,’ we are told.

‘We have taken the development to the next level and have added unique functionalities to our current adjustable wrecking bar.’

Lighting

ASK FOR A COPY OF OUR TOP DEALS ORDER FORM featuring over 850 products including a section on torches, batteries and general lighting - all at special nett prices.

For more information contact your Draper representative or call Sales tel: 0044 23 8049 4333 Sales fax enquiries contact either/or: 0044 23 8049 4201 / 0044 23 8049 4209 General admin fax: 0044 23 8026 0784 email: sales@drapertools.ie

Ir_Hrdwr_Sept12.indd 1

October 2012 | 25

27/09/2012 08:58

Connollys of Bagenalstown is our Current Tool Retailer of The Year. Padraig Kennedy took some time out to chat to us about their experience of the market this year.

Irish Hardware (I.H.) What is the market in tools like for you this year?

(L to R). Padraig Kennedy and Tom Connolly of Connolly’s Topline, Bagenalstown, receive the Irish Hardware Magazine Tool Retailer of The Year Award from Alan Crosbie of category sponsors, IQ Supplies.

Padraig Kennedy (P. K.) We have

found that the market has been very stable this year. Hand tools are very steady while we have noticed an increase in sales of cheaper power tools.

I.H. Who are your typical customers

– tradespersons, DIYers, small builders?

P.K. Our typical customers are small

builders and DIYers. We have noticed an increase in weekend sales on tools.

Therefore we feel our DIY customers have increased.

I.H. What is selling for you?

P.K. All our tools are selling across the

board. However, cheaper power tools have increased in sales. We have also noticed an increase in the sales of hand tools this year, due to exceptional promotional offers in-store.

I.H. What brands are going well for you?

P.K. Dargan, Stanley and Makita are our best-sellers.

I.H. Have you made any changes in your tools department?

P.K. We have just finished a complete store revamp. We have re-merchandised our tool section and added some overhead lighting and signage. We feel the tool section is much easier to shop now for the everyday DIY customer.

I.H. Have you seen any developments that have impressed you in terms of suppliers,

brands, innovations?

P.K. We have been very impressed

with Toolbank over the past year as they have become very innovative in marketing. They have bi-monthly promo flyers and power tool flyers every quarter. We feel that these flyers and promos have been very beneficial in increasing our sales.

‘Entering the awards has been a very positive experience. Everyone is delighted.

It was the store’s first year entering the awards so it was certainly a great achievement. The win was great for morale.’

– Padraig Kennedy, Connolly’s Topline, Bagenalstown. Irish Hardware Magazine Tool Retailer of The Year, 2011.

I.H. Any plans for Christmas tools sales?

P.K. We have a large Christmas display

area at the front of our shop. We are selling power tools, hand tools and DIY accessories. This Christmas display has already increased sales in the last month and has made customers aware of our range of brands and products for Christmas presents. We also have a tool booklet to

back up this display.

I.H. Any other comments?

P.K. We feel in the current climate it is

essential to advertise and we have noticed that our customer base has increased due to the promotional flyers we send out from our store on a regular basis.

Sharp Distributors Ltd. Sharp Distributors Ltd. is a leading distributor of hardware/industrial/DIY tools and safety products. It satisfies the needs of builders’ merchants, hardware/DIY stores, plumbing shops and electrical suppliers, offering a wide range of products across multiple divisions: 26 | October 2012

Hand Tools (Texan Tools, Earth Blu) Health & Safety (KATZ PPE, Cougar, Terra Hawk) Plumbing Tools (UniWhite, Uni Gas, Uni Red, Texan) Chemicals: Lubes, Adhesives, Sealants (Lamson, Red Devil) Cutting Tools (ROTA,

Texan, Werko) Abrasives (Sapphire) Fastenings (DeltaLOX) Security Locks (Federal) Electrical Tools (REKKI) ‘Our philosophy is to provide competitive pricing and really good customer service with a product offering that

appeals to both the professional and the Trade,’ readers are told.

‘As a customer of Sharp Distributors you will receive our ongoing commitment to ensuring you get products that your customers need at great prices and backed by a high level Service.’

Great point-of-sale products ‘Take a look at the Draper Tote Merchandiser Trade Order Form featuring a great selection of impulse buy products complete with free tote merchandiser for maximum point-of-sale impact in-store.’ This is the message from Draper to Irish Hardware readers.

Variety

The 8-page trade stockist order form offers a wide variety of tools and products for use around the home and workshop - all at special nett prices.

These fully guaranteed tools include measuring tapes, screwdrivers, lighting, drill bit sets, gloves, secateurs and padlocks, to name but a few.

Copy

For a copy of the order form, contact your Draper representative or telephone the Sales Desk

on 0044 23 8049 4333. You can also view some of the latest promotions online at www. drapertools.ie/promotions.

A message from CCEC Distributors ‘CCEC Distributors has been distributing Am Tech Tools in the Irish market for almost two years.

The Am Tech range offers great Value for Money, as well as delivering In Season products, is the message to readers.

The Autumn / Winter offering includes Lighting ( a comprehensive range of Torches ) and Ice & Snow Scrapers and related products.

Spring heralds the arrival of a wide range of garden tools, hoses and fittings, decorating and a host of other items.

Assortments

‘Year round the range offers one of the biggest assortments of tools in the market and strikes a note with most retailers who have now come to recognize the value of being able to buy into a concept that addresses the needs of the market in hard pressed times,’ we are told.

‘Presentation and Point of Sale has never been more important.

‘CCEC is now stocking a

range of tried and trusted Am Tech products that are now available in Counter Top Display Units to generate “impulse buys”.’

Currently Paint Brush Sets and Paint Scrapers are available in this format and Am Tech intend to roll out this concept across a range of popular lines.

In addition, floor standing units are available to display a range of counter displays of various products.

Opportunity

Am Tech also have an ‘Elite’ range of hand tools. This range of about forty of the more popular hand tools allows the retailer the opportunity to ‘up sell’ where a hand tool of better quality is required.

All in all it is fair to say that the Am Tech Range from CCEC is a very attractive proposition and should prove a welcome addition to any retailer’s hand tool section.

CCEC will showcase the Am Tech range at the forthcoming Citywest Show next February.

October 2012 | 27

Manufacturers and Suppliers Index • Brand Index • Product Index Manufacturers and Suppliers Index

JOHN DARGAN & SONS LTD

Dolmen Business Park Tullow Road Carlow Tel: 059 91 42855 Fax: 059 91 41418 E-mail: sales@dargantools.com Website: www.dargantools.com Contact(s): John Dargan; Kay Keating

DRAPER TOOLS LTD

Hursley Road Chandler’s Ford Eastleigh Hampshire S053 1YF Tel: 0044 23 8049 4333 Fax: 0044 23 8049 4201/4209 E-mail: sales@drapertools.com Website: www.draper.co.uk Contact(s): Sales Department

SHARP DISTRIBUTORS Unit E Croke Park Industrial Estate Russell Street Dublin 1 Tel: 01 836 4770 Fax: 01 836 3608 E-mail: info@sharp.ie Website: www.sharp.ie Contact(s): Derek Murphy

TOOLBANK

Long Reach Galleon Boulevard Crossways Business Park Dartford Kent DA2 6QE Tel: 0044 1392 258222 Free Fax: 1800 535081 E-mail: irishsales@toolbank.com Website:www.toolbank.com Contact(s): Kevin Carver, Ireland General Manager 28 | October 2012

Brand Index Abus ..............................................................................Toolbank Alpen .................................................. John Dargan & Sons Ltd Arrow.................................................. John Dargan & Sons Ltd Arrow ............................................................................Toolbank Bacho Tools.....................................................Sharp Distributors Bahco ............................................................................Toolbank Black & Decker ...............................................................Toolbank Boss..................................................... John Dargan & Sons Ltd Bostitch ..........................................................................Toolbank Breeze............................................................Sharp Distributors Britool ...........................................................................Toolbank Briwax ...........................................................................Toolbank Byron ............................................................................Toolbank Cougar Safety Footwear..................................Sharp Distributors Dargan ............................................... John Dargan & Sons Ltd Decasol ..........................................................................Toolbank DeWalt ..........................................................................Toolbank Dormer ..........................................................................Toolbank Draper ......................................................Draper Tools Limited Draper DIY Series......................................Draper Tools Limited Draper Expert............................................Draper Tools Limited DT5 .................................................... John Dargan & Sons Ltd Duracell .........................................................................Toolbank Eart Blu Tools..................................................Sharp Distributors Einhell ...........................................................................Toolbank Elora ........................................................Draper Tools Limited Estwing ..........................................................................Toolbank Eurobore.........................................................Sharp Distributors Everbuild .......................................................................Toolbank Evo-Stik .........................................................................Toolbank Ezewipe .........................................................................Toolbank Faithfull .........................................................................Toolbank Federal Locks..................................................Sharp Distributors Felco ..............................................................................Toolbank Fisco ..............................................................................Toolbank Fisher ............................................................................Toolbank Flexovit ..........................................................................Toolbank Flickatex ........................................................................Toolbank Floorcare ............................................ John Dargan & Sons Ltd Fluxite............................................................................Toolbank Footprint .......................................................................Toolbank Frys ...............................................................................Toolbank Garryson ........................................................................Toolbank Gilbow ...........................................................................Toolbank Gorilla ................................................ John Dargan & Sons Ltd Gorilla ...........................................................................Toolbank Groz Tools.......................................................Sharp Distributors Henkel ................................................ John Dargan & Sons Ltd Hitachi ...........................................................................Toolbank Hozelock ........................................................................Toolbank Irazola............................................................Sharp Distributors Irega .............................................................................Toolbank Irwin ..............................................................................Toolbank Ivory.................................................... John Dargan & Sons Ltd Jack ...............................................................................Toolbank Jacobs ............................................................................Toolbank Jubilee ...........................................................................Toolbank Karcher ..........................................................................Toolbank Katz Workwear...............................................Sharp Distributors Kidde .............................................................................Toolbank Knipex ......................................................Draper Tools Limited Knipex ...........................................................................Toolbank Komelon ........................................................Sharp Distributors Kopex ............................................................................Toolbank Kunys .............................................................................Toolbank Lamson Aerosols.............................................Sharp Distributors Leborgne .......................................................................Toolbank Led Lenser .....................................................................Toolbank Liberon ..........................................................................Toolbank Lighthouse .....................................................................Toolbank Lindstrom ......................................................................Toolbank

Linic..................................................... John Dargan & Sons Ltd Loctite.................................................. John Dargan & Sons Ltd Loctite ............................................................................Toolbank Lox Fastenings................................................Sharp Distributors Loxeal............................................................Sharp Distributors Maglite ..........................................................................Toolbank Marples .........................................................................Toolbank Marshalltown ...................................... John Dargan & Sons Ltd Marshalltown .................................................................Toolbank Masterlock .....................................................................Toolbank Masterplug ....................................................................Toolbank Mewett................................................. John Dargan & Sons Ltd Mitutoyo ........................................................................Toolbank Monument .....................................................................Toolbank Norbar............................................................Sharp Distributors Oleo’Mac .......................................................................Toolbank Palmera Tools.................................................Sharp Distributors Perles ............................................................................Toolbank Providus.............................................. John Dargan & Sons Ltd Quick-Grip .....................................................................Toolbank Ragni .............................................................................Toolbank Rapid .............................................................................Toolbank Rat Bait............................................... John Dargan & Sons Ltd Rawlplug .......................................................................Toolbank Record ...........................................................................Toolbank Red Devil........................................................Sharp Distributors Rehau ............................................................................Toolbank Rekki 1000v....................................................Sharp Distributors Rentokil .........................................................................Toolbank Robust ................................................ John Dargan & Sons Ltd Rollins................................................. John Dargan & Sons Ltd Rota HSS Drills...............................................Sharp Distributors RST .................................................... John Dargan & Sons Ltd RST ...............................................................................Toolbank Ryobi .............................................................................Toolbank Sandmaster......................................... John Dargan & Sons Ltd Sapphire.........................................................Sharp Distributors Sapphire Abrasives.........................................Sharp Distributors Schröder ...................................................Draper Tools Limited Spray Color.....................................................Sharp Distributors Squires ..........................................................................Toolbank Stabila ...........................................................................Toolbank Stack On.........................................................Sharp Distributors Stanley ..........................................................................Toolbank Starrett ..........................................................................Toolbank STV ................................................................................Toolbank Tacwise ..........................................................................Toolbank Teng ..............................................................................Toolbank Texan Tools.....................................................Sharp Distributors Thor ..............................................................................Toolbank Thor Hammers................................................Sharp Distributors Titan.................................................... John Dargan & Sons Ltd Trend .............................................................................Toolbank Tri-circle.............................................. John Dargan & Sons Ltd Unibond.............................................. John Dargan & Sons Ltd Unibond ........................................................................Toolbank Uniwhite.........................................................Sharp Distributors Victorinox ......................................................................Toolbank Vigil Anti-slip..................................................Sharp Distributors Vileda ............................................................................Toolbank Vitax ..............................................................................Toolbank Vitrex .............................................................................Toolbank Wagner ..........................................................................Toolbank WD-40 ...........................................................................Toolbank Weller ............................................................................Toolbank Wera ..............................................................................Toolbank Werko HSS Drills............................................Sharp Distributors Wiss ...............................................................................Toolbank Wolf ...............................................................................Toolbank Worx ..............................................................................Toolbank

Product Index Electrical & Electricians Tools

Gardening

Cable Ties

Accessories

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Crimping Tools

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draw tape Sharp Distributors Ltd Extension Socket & Cable

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Insulated VDE Tools Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Inverters

Draper Tools Ltd Sharp Distributors Ltd

Multimeters Draper Tools Ltd Toolbank

Paper Shredders Draper Tools Ltd Toolbank

Pliers & Cutters Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

RCD Breakers Draper Tools Ltd Toolbank

Testers

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Timers

Toolbank Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Axes

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Spades

Draper Tools Ltd Sharp Distributors Ltd

Telescopic

Edging Irons

Tree Pruners

Draper Tools Ltd

Draper Tools Ltd

Draper Tools Ltd John Dargan & Sons Ltd

Forks

Watering Equipment

Draper Tools Ltd Sharp Distributors Ltd

Garden Equipment Kits John Dargan & Sons Ltd Sharp Distributors Ltd

Garden Power Tools Draper Tools Ltd Sharp Distributors Ltd

Garden Saws

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Hand Fork & Trowels Draper Tools Ltd Sharp Distributors Ltd

Hoes Draper Tools Ltd Knives

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Loppers

Draper Tools Ltd John Dargan & Sons Ltd

Post Hole Diggers

Transformers

Rakes

Draper Tools Ltd John Dargan & Sons Ltd

Shears

Pruner Saws Draper Tools Ltd

Draper Tools Ltd Sharp Distributors Ltd

Wire Strippers

Draper Tools Ltd John Dargan & Sons Ltd

Bulb Planters

Draper Tools Ltd Toolbank Toolbank

Secateurs

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Hand Tools & Carpentry 1000V Tools Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd Abrasives Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Clamps

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

F H/D Sliding Clamps John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Files Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd Flat Bits

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Glass Tools

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Grease Guns Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd Hammers

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Hand Braces & Drills Toolbank Sharp Distributors Ltd

Allen Keys John Dargan & Sons Ltd Sharp Distributors Ltd Draper Tools Ltd

Handles

Auger Bits John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Hexagon Keys

Bolt Cutters

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Bradawls

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Chisels

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

HSS Drill Bits

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Knives

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Lifting Slings Draper Tools Ltd October 2012 | 29

Sharp Distributors Ltd

Magnifiers

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Mallets

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Marking Tools & Gauges Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Mirrors

Toolbank Sharp Distributors Ltd Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Rivets

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Saws

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Scissors

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Mitre Blocks

Scrapers

Multi-tool

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Pickaxes & Mattocks

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Pincers

John Dargan & Sons Ltd Toolbank

Planes

Draper Tools Ltd John Dargan & Sons Ltd Toolbank

Pliers Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd Precision Tools

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Punches

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Ratchet Handles

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Screwdrivers & Nutspinners

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Scribers John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

SDS & Masonry Drill Bits Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Sharpening Stones Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Shovels & Forks Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Socket Accessories Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Socket Sets

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Ratchet Tie Downs

Squares & Bevels

Draper Tools Ltd John Dargan & Sons Ltd

30 | October 2012

Ultrasonic Measures

Stencils

Nail & Staple Guns

Riveters

Draper Tools Ltd Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd

Toolbank

Taps & Dies

Draper Tools Ltd Sharp Distributors Ltd

Thread Repair

Tools Draper Tools Ltd Toolbank Sharp Distributors Ltd

Tinsnips

Toolbank Sharp Distributors Ltd

Accessories

Draper Tools Ltd John Dargan & Sons Ltd Toolbank

Air Nail & Staple Gun

Draper Tools Ltd Toolbank

Brads & Nails

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd Toolbank

Torque Wrenches

Toolbank

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Tweezers

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Vee Blocks

John Dargan & Sons Ltd Sharp Distributors Ltd

Wood Carving Tools

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Cordless Nail & Staple Gun Electric Nail & Staple Gun Draper Tools Ltd

Hand Nail & Staple Gun Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Staples

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Measuring

Power & Air Tools

Laser Measure

Biscuit Jointers

Draper Tools Ltd Toolbank

Toolbank

Measuring Wheels

Draper Tools Ltd

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Precision Tools

Chasers

Combi Packs Toolbank

Demolition

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Toolbank

Rules

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Tape Measures

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Drills

Grinders Draper Tools Ltd Toolbank Hole Punchers John Dargan & Sons Ltd

Sharp Distributors Ltd

Hot Air Guns Draper Tools Ltd Toolbank

Impact Wrenches Draper Tools Ltd Toolbank

Multi Tools

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Nibblers & Shears Draper Tools Ltd Toolbank

Planers

Draper Tools Ltd John Dargan & Sons Ltd Toolbank

Polishing Draper Tools Ltd Sharp Distributors Ltd

Routers & Morticers

Power Tool Accessories

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Abrasives

Mortice Accessories

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Angle Grinding Accessories Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Bench Grinders Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Biscuits

Draper Tools Ltd Toolbank

Cordless Batteries & Chargers

Draper Tools Ltd Toolbank

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Sanders

CSK & Plug Cutters

Draper Tools Ltd Toolbank

Saws

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Screwdrivers

Draper Tools Ltd Sharp Distributors Ltd John Dargan & Sons Ltd Toolbank

Soldering Irons Draper Tools Ltd Toolbank

Spray Guns

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Sprindle Moulders Toolbank

Steam Cleaners

John Dargan & Sons Ltd Toolbank

Diamond Blades Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Diamond Core Drills Toolbank

Dremel & Multitool Accessories Draper Tools Ltd Sharp Distributors Ltd

Drill Bits & Chisel Bits

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Drill Chucks John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd Drill Stands

John Dargan & Sons Ltd Toolbank

John Dargan & Sons Ltd Toolbank

Vacuum Cleaners

Hole Saws

Draper Tools Ltd Toolbank

Wood Lathes Draper Tools Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Jigsaw Blades

John Dargan & Sons Ltd Toolbank

Planer Blades

Toolbank Sharp Distributors Ltd Polishing Accessories Toolbank

Saw Blades

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Screwdriver Bits Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Sharpeners

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Grinders Cordless Toolbank

Impact Wrenches Draper Tools Ltd Toolbank

Jigsaws Cordless Toolbank Draper Tools Ltd

Mitre Saws Cordless Toolbank

Planers Cordless Toolbank

Recipro Saws Cordless Draper Tools Ltd

Riveters

Draper Tools Ltd Sharp Distributors Ltd

Screw Drivers Cordless

Trend Accessories

Draper Tools Ltd Toolbank

Trend Snappy Range Toolbank

SDS Hammers Cordless

Toolbank

Wire Brushes Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Power Tools Cordless

Angle Drills Cordless

Toolbank

Circular Saws Cordless

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Combi hammers Cordless

Draper Tools Ltd Toolbank

Combi Packs Cordless

Toolbank

Draper Tools Ltd Toolbank Sharp Distributors Ltd

Power Tools Petrol/Diesel Disc Cutters Toolbank

Generators

Draper Tools Ltd

Hole Borers

Sharp Distributors Ltd

Pressure Washers Petrol Draper Tools Ltd Toolbank

Pumps

Draper Tools Ltd Toolbank

Drill Drivers Cordless

Safety

Engravers

Detectors Toolbank Sharp Distributors Ltd

Draper Tools Ltd Toolbank

John Dargan & Sons Ltd

Glass & Tile Cutters Cordless Sharp Distributors Ltd

Ear Defenders

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Draper Tools Ltd

October 2012 | 31

Extinguishers

Draper Tools Ltd Toolbank Sharp Distributors Ltd

First Aid Kits Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd Hard Hats

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Safety Eye Wear Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Safety Packs

John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Spanners & Wrenches Spanner & Wrench Sets

Sharp Distributors Ltd

Tool Holders & Clips Draper Tools Ltd Sharp Distributors Ltd

Tool Rolls & Bags Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Tool Kits

Roller Cabinet Kits Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Roller Cabinet Module Kits Toolbank Sharp Distributors Ltd

Tool Box Kits

Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Tool Chest Kits Draper Tools Ltd John Dargan & Sons Ltd Sharp Distributors Ltd

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Workbenches & Vices

Spanners Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Vices Draper Tools Ltd John Dargan & Sons Ltd Toolbank

Wrenches

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Workbenches

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

Storage

Tool Boxes, Roller Cabinets & Chests Draper Tools Ltd John Dargan & Sons Ltd Toolbank

Workwear Workwear

Draper Tools Ltd John Dargan & Sons Ltd Toolbank Sharp Distributors Ltd

FOR YOUR OWN COPY OF IRISH HARDWARE

CONTACT: THE SUBSCRIPTIONS HOTLINE

TEL 01 214 7920 32 | October 2012

NOTES

IMPORTANT CONTACTS Name: Address:

Name: Address:

Telephone: Fax: Email: Website:

Telephone: Fax: Email: Website:

Name: Address:

Name: Address:

Telephone: Fax: Email: Website:

Telephone: Fax: Email: Website:

Name: Address:

Name: Address:

Telephone: Fax: Email: Website:

Telephone: Fax: Email: Website:

Name: Address:

Name: Address:

Telephone: Fax: Email: Website:

Telephone: Fax: Email: Website:

Name: Address:

Name: Address:

Telephone: Fax: Email: Website:

Telephone: Fax: Email: Website: October 2012 | 33

THE

TRADE COUNTER

Pat Freyne, sales and commercial manager for Siniat (formerly Lafarge Plasterboard), explains how suppliers can help merchants to sell more.

All in it together With so much pressure on the construction industry, merchants need to do all they can to drive sales.

Fresh in-store displays, proactive sales strategies, and greater information for customers are all integral to success. But with tight budgets, it can be a difficult decision to splash out on offers or introduce new products.

That’s why suppliers are working closely with merchant customers to drive sales in difficult times. So, how can merchants benefit from strong relationships with their suppliers?

Creative campaigns

Eye-catching, creative point-ofsale materials change the way products are displayed for the better, but some products can be difficult to present.

Traditionally, plasterboard is kept in a shed with the rest of the large building materials.

However, boards sell best on the showroom floor where they are at their most visible.

That’s why we have developed our pallet surround concept for our water-resistant board, GTEC Aqua Board.

Merchants can put these displays near the counter and it acts as a silent salesman, inviting people to get a hands-on sense of the products.

It is a simple and helpful way of showcasing high-value boards.

Running competitions is another creative and effective way to increase sales.

We have developed a number of competitions with our merchant partners, and they really do create a ‘buzz’ around the products.

They also drive awareness of what the products can do – which is especially useful for introducing high-performance specialist boards to the market.

Adding value

Merchants need to be an important source of advice and information to their customers if they want to increase repeat sales.

This is something suppliers should be helping merchants to achieve. As part of our recent rebrand as Siniat we have taken the opportunity to further enhance our customer support.

This includes a new website which provides an integrated products and systems database and updated technical literature that merchants can use to provide advice to customers.

We also have a dedicated enquiry line and run training for sales staff. This level of information is essential if merchants are to up-sell to high-specification building products.

Working partnerships

Strong working relationships can make real benefits for a merchant’s bottom line. Selling products is very much about two-way communication between merchant and supplier.

When we first started selling our water-resistant GTEC Aqua Board it came in ceiling-high 1200mm by 2400mm sheets.

We very quickly identified that GTEC Aqua Board is a really good tile backing board, but from merchants’ feedback we knew that the people doing the backing – the plumbers, kitchen and bathroom fitters, and general builders – haven’t got the capacity to walk into a branch and pick up a two and a half metre board.

It was for this reason that we reduced these boards to 850mm lengths, so that they could be lifted by one man and fit easily into the back of a transit van.

Siniat sales team - (L-R) Pat Doherty, Mick O’Connor, Pat Freyne, Shay McCann. ensure that the supply chain is as efficient as possible and that customer demand can be met.

We’ve invested in a large warehouse based in Dublin which stocks vast quantities of all of our products so that merchants can always get the materials they need.

This means that our customers do not have to stock large quantities of our boards, and can trade confident in the knowledge that they will always

be able to meet their orders.

Tough

The construction sector is still a tough marketplace. But merchants and suppliers can both work together to increase sales.

Innovative products, pointof-sale materials and inventive marketing strategies all help in selling more.

The key is to work together and use your suppliers’ support to drive sales.

Lafarge Plasterboard became Siniat on 1 October 2012. The company recently supplied plasterboard to the Ardgartan Hotel (pictured) Updated Siniat branding. The company is working closer with merchants as part of its rebrand

Efficient

Merchants and suppliers should also be working closely to October 2012 | 35

Building supply chain ‘looks to IT for growth’ Half-yearly sales figures from Intact Business Systems showed renewed interest in IT investment by companies in the building supply chain.

Despite a challenging few years for businesses in the building supply chain, new sales figures suggest many are now taking the time to review their IT systems and networks, Irish Hardware is told.

Focus

‘After “making do” with obsolete or outdated business systems during the height of the recession there is a renewed focus on putting the right systems in place to take advantage of any opportunity that exists,’ we hear.

High on the agenda of these companies is embracing advanced technologies in document management, CRM, signature capture, mobile handhelds and web shops.

Figures released by Intact Business Systems saw a significant upturn in IT sales for the first half of 2012 compared to the same period last year. Sales of

Intact Software, their accounting and business management software solution, were up by 49% with hardware sales up by 13%, we hear.

The figures show many Intact buyers ‘are those in the building supply chain, the industry worst hit by the economic downturn’.

Mark McArdle at Intact

Turning point

Mark McArdle, managing director of Intact Business Systems, believes the industry has reached a turning point.

‘It is very encouraging to see businesses now looking to become more efficient and effective through the use of technology,’ says Mark. ‘The last few years have all been about reducing cost, tightening IT spend and assessing current processes.

‘While cost control still remains a strong focus, we are seeing more emphasis on strategic growth.’

Firms are looking to put in place the right systems to enable them to grow and quickly adapt to customer changes, says Mark.

‘The “making do” attitude of the

past few years has long gone.’

McArdle claims the success of Intact Business Systems can also be attributed to the latest addition to their portfolio, the next generation of Intact Software which has been five years in development.

Improves

‘For any business in the building supply chain looking to simplify their systems, Intact is an

all-in-one business management software solution that eliminates multiple, isolated systems, prevents data duplication, simplifies all processes and greatly improves the flow of information,’ is the message.

For Intact Business Systems, the renewed optimism across the industry is very reassuring for both the Irish economy and the sector as a whole.

Ulster Bank Construction PMI® Report (RoI) - Further reduction in activity as new orders decline A further decline in activity was recorded in the Irish construction sector in September as new business continued to decrease.

Reductions

Falling workloads also led to reductions in employment and purchasing activity.

Meanwhile, the rate of input cost inflation quickened to a sharp pace as higher oil and fuel costs led to rising input prices.

The Ulster Bank Construction Purchasing Managers’ Index® (PMI®) – a seasonally adjusted index designed to track changes in total construction activity – registered 41.9 in September, following a reading of 40.7 in August.

Although this pointed to a weaker reduction in activity, the pace of decline remained sharp. Panellists mainly linked the latest fall in activity to lower new orders amid weak client confidence.

Declines

Commenting on the survey, Simon Barry, chief economist Republic of Ireland at Ulster Bank, noted that: ‘As has been the case for well over five years, the Irish construction sector continues to experience declines in activity according to the latest reading of the Ulster Bank Construction Purchasing 36 | October 2012

Managers Index.

‘The survey results for September show that, while the pace of contraction eased

very slightly, the sector continues to exhibit widespread weakness.

‘The overall PMI edged higher from 40.7 in August to 41.9 in September, but at this level remains some distance from the breakeven level of 50 as all three sub-sectors continue to experience substantial declines in activity.

‘The rate of contraction did ease a touch in the Housing and Commercial arenas, but there was a pronounced weakening in Civil Engineering where activity is now falling at its sharpest pace since the end of 2010.

Persistent

‘In contrast to the persistent declines in construction, last week’s Manufacturing and Services PMIs both recorded expanding activity levels, highlighting the ongoing divergence in trends between many areas of domestic demand which continue to struggle and the internationally-traded sectors of the economy which are managing to hold up relatively well.

‘There appears to be little reason to expect this pattern to change much in the near term, with the latest PMIs showing incoming new business levels on the rise in manufacturing and services but still on the slide in construction.’

Special Report WOODCARE @ In a damp climate where wood remains a hugely popular building material – both in construction and for more decorative design purposes – it is little wonder that wood protection and coatings represent major business.

Welcome to Wood Land!

Throughout the downturn in the economy, innovation has continued across a range of areas in our trade and it is perhaps not surprising that wood care – given its importance – has been to the fore.

‘With new technology Everbuild have been able to develop a very high quality Wood Stain and a Varnish that have been refined to offer a level of quality at least equal to the current Wood Care brand leaders,’ says Matt O’Dell managing director of Everbuild Ireland.

‘Very importantly, this is not a ‘5-minute wonder’, we are told.

‘This is very much the start of a carefully planned move into a HUGE product category that is currently the preserve of the big Wood Care brands,’ says Matt.

‘Key to our success will be to mirror not only the product quality of the brand leaders but the pack image. Only absolutely first class presentation will do in the Wood Care market. Our new tins are up there with the best.’

‘For the initial launch into the “Decorative” Wood Care Market last February, we have developed two products, Wood Stain & Varnish.’

Wood stain: A range of the 7 most popular shades in the 2 most popular sizes, 750ml and 2.5ltr, in the market standard ‘satin’ finish.

For exterior & interior use/Quick drying/High quality lightfast pigments/Low VOC (i.e. Acrylic resin based)/Touch-dry in 30 minutes/5 year protection ‘Another addition added to our range this year was Clear Varnish 2.5ltr Quick Drying Clear Varnish, a professional, low-solvent clear varnish that enhances the natural qualities of wood, and provides long-lasting protection,’ says Matt.

‘It was developed specifically to give an ultra-hard, scratch-resistant and heatproof, non-yellowing finish.

‘Our varnish is ideal for use on interior wood such as tables, chairs, doors, skirtings, and furniture.’

Clear varnish: For internal use/Quick drying/Nonyellowing/Touch dry in 30 minutes/Low VOC (this is a PU modified acrylic resin)/Ultra hard scratch resistant finish/Heatproof/ In gloss and satin finishes in the two most popular sizes 250ml and 750ml.

‘On the success of these products,’ says Matt, ‘we’ve added Ultra Hard Floor Varnish & Yacht Varnish to the range.

‘Ultra Hard Floor Varnish is a clear, quick dry-

ing varnish ideal for use on most common types of wooden floors: ‘Specifically developed to provide an ultra-hard scratch-resistant natural finish to most interior wooden floors – is suitable for heavy traffic areas.

The product has been tested by FIRA (Furniture Industry Research Association) against our competitors and our new product outperforms the competition.’

Yacht varnish is an oil-based, marine-quality varnish. Specifically developed for use on exterior wood, so it has ‘excellent UV resistance and gives ultimate weatherproof protection against extreme weather conditions’ (very useful in Ireland at the moment).

‘At Everbuild we know only first class product quality, value and presentation will do in the Wood Care market, and our products are up there with the best,’ is the message to readers.

Fleetwood: ‘Strong competition in Woodcare pays off for retailers.’ This year, 2012, saw the level of competition in the Irish Woodcare Market intensify sharply with the arrival of Fleetwood onto the scene.

Prices on offer to the retailer fell sharply and consumer promotions such as valueadded packs became commonplace across the market. All in all a good thing for the category, points out Fleetwood.

In 2013 Fleetwood tells us that they intend to ‘build on their very good launch year’ by keeping up the competitive pressure.

‘We were delighted with our progress with Woodcare in 2012,’ stated Steve McQuillan who is marketing manager with Fleetwood.

‘Despite the fact that we chose one of the poorest summers in recent years to enter the market, we have had excellent reports back from our customers,’ adds Steven.

‘Consumers responded well to the Fleetwood offer of quality products made in Ireland which are available at a great price,’ he said.

‘Our Fleetwood Timberguard will once again be available in a 6Lt (5Lt plus 1Lt Free) pack which we are sure will be a great seller in the coming season.

October 2012 | 37

Because it’s what’s inside the tin that counts

Available at most local Hardware and Décor stores Nationwide.

EXCELLENCE LTD Unit 43, Baldoyle Industrial Estate, Dublin 13.

T: 018323300 F: 018323584 E: pnicholson@excellence.ie E: mreilly@excellence.ie www.excellence.ie

Special Report WOODCARE @ Rustins: Innovation and new product launches continue New product coming soon – so watch this space! Rustins Advanced Wood Preserver, Interior and Exterior use. Seen here with product are Paul Nicholson and Michael Reilly of Excellence – Distributors of Rustins products in Ireland.

Fleetwood are also bringing out a Promotional Decking Oil (4Lt with 1 Lt free).

‘This year we also advertised Woodcare strongly, with our tagline “Fleetwood Woodcare Would” and we will be doing so again in 2013.

‘We believe that our efforts in Woodcare during 2012 have been very good for the retailer and the consumer alike. We are looking forward to seeing the Fleetwood brand develop further in 2013.’

Claire Jackson, Johnstone’s retail stockist marketing coordinator, tells us: ‘Johnstone’s has been at the forefront of product innovation in the paint industry since 1890 and is continually striving to maintain its position as one of the market’s most popular brands.

‘Nowhere is this dedication to providing high-quality products to the marketplace more evident than in our woodcare offering.

‘Our Woodcare collection allows people to transform and improve the wooden surfaces in their homes, while protecting and enhancing the natural beauty of the wood.

‘The range has been split into various categories to allow customers to easily identify the most suitable product for the job that

needs doing.

‘With a choice of interior, exterior and garden products, we ensure that customers are in a position to keep their wood looking beautiful for longer whatever the weather.

‘We have noticed a trend over the past few years for people to “make do and mend” (a trend well-reported on in Irish Hardware) rather than buying new, which has been great news for our Decking and Furniture Stain products.

‘These products both boast quick-drying enriched formulas which provide long-lasting colour and protection to all soft and hardwood decking and furniture.

‘In addition, they protect against mould and fungal growth and resist cracking, peeling and fading resulting in an all-year round beautiful finish.

‘The decidedly bleak summer that we experienced clearly had a negative effect on the volume of exterior painting that has been undertaken, but this has had a positive impact on the number of interior jobs that have been done, with our varnish products witnessing a significant boost over the past six months.

‘Overall, we feel confident that the market for woodcare coatings is still in rude health despite the testing summer.

‘Consumers are spending more time at home and will always want to create a pleasant environment in which to live, whether that be internally or externally.’

Denis Murphy, brand manager Ronseal Ireland, takes up the topic of the weather which is a recurring theme in this report. ‘This year we had the worst summer in Ireland since 1986,’ says Denis.

‘The result of bad weather like this is an unsurprising drop in retail footfall.

Despite this, we’ve continued to support the brand on TV, online and in store across Ireland.

‘After such heavy rain there’s going to be serious upkeep needed in the garden,’

notes Denis.

‘We’re reminding customers of this through our investment in media and getting them to think of Ronseal when approaching their projects.

‘Our activity has worked – the Ronseal brand is still robust. Levels of brand awareness amongst DIYers are at 96% in 2012, which is great news.

‘The result of the recession to Irish consumers is a need for value so next year we will continue supporting the market with some great deals.

‘Our added value packs across key fence treatments and decking products are good examples - we are launching One Coat Fencelife in a 4L Plus 25% pack and Decking Stain, 2L, with 25% extra free for a limited time.

‘The biggest category within garden woodcare is still fence treatments, which is also the category most affected by the poor weather.

‘Brush applied fence treatments still make up the bulk of this market.

‘Our One Coat Fencelife and 5 Year Weather Defence Fencelife give the Irish consumer the choice of convenience and performance.

‘We’re re-launching our brush offer too; the Ronseal Fencelife Brush makes it easy for retailers to make linked sales and maximise those profit margins.

‘The slowdown in growth we’ve seen in sprayable fence treatments is unsurprising during a recession. We still fully support the category and it remains, without a doubt, the quickest and easiest way to protect a fence, so we expect to see a return in growth.

‘We’ve seen a decrease in new decking being put down, so the market now relies on maintenance which has lead to a growth in this market.

‘We introduced a Decking Stripper in 2012 so consumers can easily tackle what is a fairly daunting project. It’s the first in the market and uses unique technology to enable decking to be stripped in a morning and ready to be protected with a Ronseal coating the

October 2012 | 39

@ Special Report WOODCARE same day. ‘Colour in the garden is another trend we can’t ignore. Garden Colour is the fastest growing category in exterior woodcare. ‘Our Woodland Colours range is tapping into this opportunity with a selection of 12 colours inspired by ancient woodland. ‘They’re a perfect way to add a splash of colour to the garden and include neutral tones like White Ash or Willow and more

bold choices like our Bramble or Bluebell colours. ‘In 2013 we’re continuing to put our support behind the brand in Ireland, reminding consumers to tackle the projects they’ve had to put off in 2012. ‘We’ve also got an excellent package of support for retailers from POS to consumer promotions helping Ireland’s retailers maximise their sales.’

A selection of brushes available from Mx range The MX range includes a number of handy options. From: Mark John Ltd

Johnstone’s Woodcare, a brand new range developed with the Independent Retailer in mind.

Johnstone’s Woodcare bursts onto the market boasting fresh and eye catching packaging that is certain to attract the attention of your customers.

We are currently looking to increase the number of agents we have around the country.

If you think you can sell our garden sheds, please contact:

Offering great margin potential and excellent return on investment, this superb range is available to Independent Retailers.

For further information and to take advantage of our new stockist deals contact us now on +353 (0) 1 4604406 or visit our website at www.johnstonespaint.com/becomea_stockist.asp

40 | October 2012

B-2+5B:RRGFDUHB$GB$ LQGG

C&S ShedS, AxIS BuSIneSS PArk, TullAmore Co. offAly T: 086 240 78 44 info@easykitsheds.ie www.candssheds.ie www.easykitsheds.ie

@ Rustins manufacture an extensive range of wood preparation products and wood finishes including their original Danish and Teak Oils.

Outside, their Garden Furniture Oil dries to a low gloss and contains Ultra Violet light inhibitors plus biocide. Also, in the garden range are their Decking products: a ‘ready for use’ Decking Cleaner, a durable Decking Oil,

e an ufactur od man Rustins e of wo rang e v nsi c ts e x te n produ io t prepara and three attractive wood shades of quick-dry Decking Stain & Seal.

Rustins Decking Cleaner is the ‘ultimate product for cleaning and reviving weathered garden decking’. Rustins Decking Oil is a hardwearing, water-resistant oil that retains the colour. It contains Ultra Violet light inhibitors plus biocide.

Rustins Decking Stain & Seal is a quick-drying, waterborne stain.

Several types of display stand and Point of Sale materials are available for all products.

Polyurethane Floor Sealer: A heavy bodied, pale coloured, solvent-based polyurethane which gives a tough, durable finish.

Resistant to water, alcohol, white spirit and similar solvents. Can be applied to wood, cork, MDF and old concrete floors.

Can be applied to already coated flooring without sanding as long as the surface is clean and free from wax. Available in gloss and satin finish.

Clear Plastic Floor Coating: A two-part cold cure lacquer with excellent adhesion and durability.

Almost colourless.

Resistant to scratching, abrasion, most solvents, weak acids and alkalis. Can be applied to wood, cork, chipboard, MDF, laminates, slate and stone. Re-coatable after 1-11/2 hours. Floor can be used 2 hours after last coat has been applied. Available in gloss and satin finish.

Floor shines: Specially formulated for use on flooring. Laminated Floor Shine is for use on laminated floors, whilst Multi-Purpose Floor Shine can be used on wood, cork, vinyl and lino flooring.

Quick dry floor varnish: The

floor must be clean, free from wax, grease and dust. Remove all traces of wax polish with wire wool and white spirit. Use a clean rag to remove the mixture of white spirit and wax.

It is advisable to repeat this process even if the floor is to be sanded as sanding forces wax further into the wood.

A second coat can be applied after a minimum of 2 hours.

Three liberal coats are usually sufficient but four are recommended on cork. When applied over existing finishes the adhesion will improve over a period of 24–48 hours.

Retailers wanting to offer ‘one finish suitable for the majority of floors’ will find the answer in Rustins Multi-Purpose Floor Finish.

This product is suitable not only for reviving laminate, veneered and wooden flooring but can also be used on concrete, stone and plaster, drying to an extra tough transparent satin finish which does not yellow with age.

It is water-borne making it odourless, quick drying and easy to use. It is also touch dry after 20 minutes. A second coat can be applied after just two hours.

Danish oil: A unique formulation developed by Rustins that is suitable for all types of wood. It differs from Teak Oil in that it contains special ingredients to give it a low lustre finish.

Finishing oil: A penetrating, water-resistant oil to use on all woodwork, enhancing the natural beauty of wood and leaving an attractive low gloss finish.

Quick dry floor varnish: A clear hard-wearing coating for all interior woodwork which has the least effect on the colour of the wood.

Low odour non-toxic and touch dry in 20 minutes; re-coatable in 2 hours.

Polyurethane clear varnish: Clear Varnish in gloss, satin and matt finishes. A tough and durable finish for all woodwork and cork.

Apply 2-3 coats for the perfect finish. Re-coating time 2-8 hours.

Can also be applied over Rustins Wood Dyes.

Quick dry coloured Varnish: Available in 7 attractive wood shades in gloss and satin finishes.

Touch dry in 20 minutes and recoatable in 2 hours.

Polyurethane coloured varnish.

A range of 7 attractive natural wood shades in gloss and satin finishes. Stains and varnishes in one operation.

October 2012 | 41

PRODUCT NEWS

Lennon all-weather clothes line Are you sick of the rain? Who isn’t? ‘Invest in a Lennon All Weather Clothes Line’ is the message. ‘Save money on your electricity bills plus have hassle-free clothes drying whatever the weather.

‘We have lines of all sizes to suit your family size and outdoor space. Take a look at our website www. lennonlines.ie or contact Noel on 086 2650510.’ Free delivery all over Ireland.

Lennon easy anchor

Tired of your trampoline blowing around your garden causing possible damage to your garden and to the trampoline itself?

The Lennon Easy Anchor is ‘a unique safety device for securing items such as trampolines, goal posts or garden furniture easily into a lawn.

‘It can be fitted to any item within minutes. It is made from coated steel so it is strong, durable and safe’.

‘As seen on Dr agons’ Den’

Easy to fit in minutes:

•Innovative design which secures the items such as trampolines, football posts or garden furniture into your lawn •Fitted without any damage to your garden •Can be easily disconnected to move the trampoline •Long lasting and durable product •Patent Pending Design Email: info@lennonlines.ie website: www.lennonlines.ie Telephone: 042 9748936 mobile: 086 2650510

Meet the newest member of the 7 family – Introducing the innovative new Tec7 Filler - The All-In-One Filler & Finishing Plaster for indoor & outdoor use.

Contech Building Products have recently launched the newest member to the 7 family, Tec7 Filler.

Renowned

As you will have come to expect with the well-renowned products in the 7 family, the new Tec7 Filler is a high-quality product that can be used for many applications indoor or outdoor.

It has outstanding adhesion to all porous materials, fills gaps up to 30mm, dries without shrinking or cracking, is lightweight and snow white.

Tec7 Filler is also flexible, quick drying and has a shelf life of 24 months even when opened, we are told.

Ideal

Available in 4 sizes including a 300ml cartridge that is ideal for use with any application gun.

Contech have also introduced new point of sale material to include a new stand that is so compact it will suit any store.

For all merchant enquiries please do not hesitate to contact Contech.

42 | October 2012

PRODUCT NEWS @

Rustins - new brochure now available A new, beautifully produced, Rustins’ brochure is now available. It includes wonderful illustrations of products and some helpful tips and hints in a bright, accessible layout.

‘Finest range’

Showcasing ‘the finest range of decorating products for use around the home’ it was released in September 2012. It is available on line: www. rustin.co.uk

What’s special about it?

It shows interior wood finishes/outdoor wood finishes/decking care/ floor finishes/speciality paints/wood preparation/application accessories/decorating products/renovators for wood/metal and leather and some helpful information on products and how to use them with handy hints and tips.

What’s new in it?

Finishing Oils/Wood Preserver/Stone Care Products/Wax Polish Remover/Dark Grey Undercoat/Leather Care Range/Lint Free Cloths/ Foam Brushes/Application Kit. And, there’s much more.

Make sure winter has nothing on you ‘Cold, wind and rain will hold no fear for wearers of Snickers Workwear’s 1118 Winter Jacket that comes with a free beanie and wool socks this Winter.’

With winter fast approaching, Snickers Workwear has launched a new winter offer – the 1118 jacket which comes with a free beanie and socks.

Unique

The Swedish clothing company have been making their unique range of durable outdoor clothing for 40 years and live by the motto: ‘We build it better … anything else is a compromise’.

So they know there’s no point keeping our bodies warm if our extremities are cold, that’s why they always supply that little bit extra.

The Winter Jacket, Logo Beanie and High Socks are

available for only €75.03 incl.

VAT (€61.00 excl. VAT), a saving of over €30 on the individual prices.

Here are the specifications:

1118 Winter Jacket - ‘for reliable outdoor warmth’.

A rugged Winter Jacket with smooth quilt liner and ergonomic cut for comfort and maximum freedom of movement.

The jacket comes with prebent sleeves; a shaped back that follows the natural contours of the body; extra-long for protection in all positions and a high cut front for easy access to trouser pockets. Material: 100% Polyester Canvas 200 g/m2. Quilt lining. Sizes: XS– XXXL. 9084 Logo Beanie - ‘warmth

where it matters’.

With 80% of our bodies’ heat escaping through our heads the free 9084 Logo Beanie is an important accompaniment.

Made from soft and stretchable fabric for optimum fit and comfort with a contemporary design it is as stylish and contemporary as a beanie hat can be.

It comes with a cosy fleece lining for warm comfort on chilly days. Material: 100% Acrylic with 100% Polyester Fleece lining. Size: one size.

9203 High Socks - ‘Wool Mix Warmth and protection with every step’.

These comfy wool-blend high work socks, featuring advanced design with shin support, foot bump protection an anti-bacterial treatment ‘to keep your feet warm and fresh all winter’.

Padded protection at ankle and shin with a separate shape for both right and left feet and a knitted rib at arch for optimal fit.

There are channels at the soles that transport moisture away from the feet and include an anti-bacterial treatment to keep feet fresh. There’s also a thicker heel and toe for better durability and for support.

Material: Isolating Wool Fusion blend, 70% Wool, 6% Silk, 20% Polyamide, 4% Lycra. Sizes: 37/39, 40/42, 43/45, 46/48. UK Sizes: 4 – 6, 6 – 8, 8 – 10, 11 – 13.

Snickers Workwear’s range of clothing and accessories are available at 269 stores across Ireland – a full list of retailers and a catalogue is on their website: www.snickersworkwear.ie or by calling 01 409 8400.

UAP TradeLocks invite all to open day at new Dundalk offices UAP TradeLocks, the UK-based door and security hardware and locksmith supplier, is inviting all locksmiths, window and door manufacturers to test its leading range of products during an open day at its new offices in Dundalk, Co. Louth on Sunday, November 25.

Excited

David Jennings, UAP TradeLocks MD, says: ‘We’re really excited about opening our new offices in Ireland which is such an important market for our Genuine Lishi and UAP TradeLocks products.’

Pat McGinn and Shaun Goodman, cus-

tomer care and sales representatives, will be welcoming visitors on the day ‘to see how the unique features of UAP TradeLocks products can benefit their businesses’.

There will be product displays, questions and answers, locksmith tools demonstrations, special offers and work benches set up for visitors to trial UAP’s world renowned Genuine Lishi auto locksmith range.

Course

Johnny Ross from JR Autos will also be running an EEPROM Programming

Course for any auto locksmith wishing to enhance their skills and expand their services to increase income.

The new offices are easily accessed from the M1 on the Finnabair Industrial Estate, Dundalk, Co. Louth, Ireland. To view the UAP TradeLocks range of door and security hardware and locksmith tools before visiting, go to www.TradeLocks.com.

Pre-registration is essential, especially for anyone wishing to take the course, so to make sure you have a space at the open day call Pat or Shaun on 0429421011 or email Dundalk@uapcorporate.com. Lunch and refreshments will be provided.

October 2012 | 43

As yet another year draws to a close (and without doubt the worst one in living history for our industry) our thoughts are divided between two equally important concerns. On the one hand we need to do whatever we can to ensure a good Christmas trade helps us survive but we also need to expend some energy on what we can change in order to improve results in the coming year, writes Kevin Waters.

Why Boomerangs Come Back Without divine intervention there is very little we can do to affect the weather – and pretty much the same goes for the economic climate. And, by and large, we are all selling similar products in similar environments, bought at similar prices and have similar overheads to consider in our margins.

Factor

When all is said and done the biggest single factor in control of our destiny and also one of our biggest investments is, without doubt, our team both on the shop floor and behind the scenes.

It therefore makes sense to consider the best way of maximizing the potential of this, our most valuable resource.

Something that I have believed in for a long time (so long, in fact, that I can’t remember if I heard it, read it or dreamed it!) is that enthusiasm sells.

Enthusiasm is infectious and is effortlessly transferred from one person to another.

Generated

This enthusiasm can only be generated by having a genuine confidence in the product or service on offer and equally this confidence needs to be supported by an underlying knowledge of the product or service.

The logical conclusion, therefore is that if we train our staff then all our problems are solved However, I am sure we have all invested copious time and effort in training and not seen the appropriate level in improvement.

This tends to suggest that a different, new and innovative approach to training is needed rather than simply sending everyone for a day out in January and hoping it lasts the year through.

Books

This belief and the mechanism to achieve it have been supported, in my view, through two books that I have recently been reading and been captivated by, the first being Start With Why by Simon Sinek.

In this book Sinek argues that most businesses concen44 | October 2012

trate on what they are doing and how they are doing it but have lost sight of the reason why.

Surely the reason why we have a garden department in our store is that we have a passion for seeing our customers succeed with appropriate and suitable plants and garden products to such an extent that they cannot help but keep coming back for more.

The second book is called Boomerang by Nick DrakeWright who makes the point that there are three important elements in achieving consistently great results from our teams. These are, explicit standards (what), consistency (how) and sustainability(why).

Coming back

The individual projects may well be short term, for example, indoor seed sowing in January, patio potatoes in February but the philosophy must be maintained throughout to ensure the boomerang effect is achieved and customers keep coming back and succeeding again and again.

Incidentally, the answer to the title is all to do with

gyroscopic precession… apparently!

For more information on initiating sustainable coaching in-store contact Kevin Waters at The Garden Works Ltd Tel: +44 7768 278163 kevin@thegardenworks.co.uk References Start With Why by Simon Sinek (Portfolio Penguin) Boomerang by Nick Drake-Knight (Pollinger)

Kevin Waters is an independent garden centre consultant and can be contacted at keVin@thegardenworks. co.uk or on 0044 7768 278163

Reasons

So, taking a straight-forward subject we have addressed many times in this column such as link selling, it is important that we start with why and address the underlying reasons for selling extra products.

Surely the answer must be that our main priority is for our customers to succeed with their projects and achieve the very highest level of success following their visit to our store.

This will be achieved through the level of enthusiasm delivered either through the members of the team or the displays they build.

Sustainable

Once everyone is committed to this it will automatically ensure that the goals are sustainable due to an on-going belief.

Having ascertained the reason why, we can then look at how we are going to achieve the desired results.

In our example this may include selecting preferred products, improving product knowledge or building a display. This will ensure that there is a definite level of consistency across the store or department.

The final step then is to decide on what we are going to do which may be to cross-merchandise, create new signage or run product knowledge sessions regularly.

This will ensure that the whole team are aware of the explicit standards to be achieved.

Forklift company secures ‘lift’ in business Business is on the up for a Northern Ireland company as they secure a deal to provide 10 new forklift trucks for a garden supply company.

Order

The new equipment order worth £450,000 was awarded to Handling & Storage Equipment Co. Ltd, a part of the Alexander Group, based in Lisburn.

Westland Horticulture in Dungannon have received 10 Linde diesel forklift trucks with double pallet handling ability, replacing their old fleet.

‘The state-of-the-art diesel trucks will perform a key role in one of the fastest growing garden supply companies,’ we are told.

Sells and services-

Handling & Storage Equipment sells and services both new and used forklift trucks, enginepowered trucks and handling equipment to the industrial and commercial sector across Northern Ireland and the UK.

John Wilson, sales, HSE Co. Ltd is pictured with Cliff Cairns, Westland Horticulture.

October 2012 | 45

LAST NewsPOSTS New €500,000 fund to stimulate business start-ups by female entrepreneurs The Minister for Jobs, Enterprise and Innovation, Mr Richard Bruton has announced the establishment by Enterprise Ireland of a new €500,000 ‘Competitive Start Fund’ for female entrepreneurs aimed at stimulating high potential female-led business start-ups.

Boost

This initiative is part of a drive by Enterprise Ireland to ‘boost the number of innovative, export-oriented businesses being set up and led by female entrepreneurs’.

The fund will be open for applications until 3 December 2012.

The funding call is open to female-led start-ups in manufacturing and internationally traded services.

The announcement followed the launch in June of the Enterprise Ireland Competitive Feasibility Fund for Female Entrepreneurs.

Investigate

This attracted over 100 applications and will now see 20 female-led businesses receiving feasibility funding to investigate the viability of new growth orientated businesses which can succeed in global markets.

Together with the new competitive start fund now launched they mark another step in the delivery of a key measure under the

Action Plan for Jobs 2012 aimed at supporting growth in female entrepreneurship.

Making the announcement, Minister Bruton said: ‘A key part of the Government’s plan for jobs and growth is encouraging more businesses to start-up, grow, and create jobs.

‘In Ireland we have hugely innovative and ambitious female entrepreneurs and by targeting a substantial increase in that number we can make a real difference to the overall level of entrepreneurial activity in Ireland.’

Core

Commenting on the announcement, Julie Sinnamon, Enterprise Ireland executive director, global business development, said: ‘The development of high-potential startup businesses is core to Enterprise Ireland’s role in developing sustainable export-oriented companies.

‘We see this new fund as a strategic investment in female-led start ups. It will support them to expand their business horizons and set up innovative international companies that can win business abroad and create jobs at home’.

Full details of the Fund and the application form are available on the Enterprise Ireland web site: www.enterprise-ireland. com/csfemale

Minister Bruton pays tribute to Ann Fitzgerald, outgoing CEO of the NCA The Minister for Jobs, Enterprise and Innovation, Richard Bruton paid tribute to Ann Fitzgerald, chief executive of the National Consumer Agency, after she announced that she would not be renewing her contract and would be stepping down as CEO when her contract expired in October 2012.

Dedication

‘I would like to pay sincere tribute to Ann Fitzgerald for her dedicated service as CEO of the National Consumer Agency,’ said the minister.

‘She has been a strong advocate in the very important field of consumer rights for several years, holding positions including chair of the Consumer Strategy Group, executive chair of the interim Consumer Agency and then chief executive of the National Consumer Agency since 2007.

Success

‘I would like to thank her for her very hard work on this crucial issue for many years and wish her every success in the future.’

46 | October 2012

The future is now A supermarket chain in France has become the first in the world to do away with chip and pin technology – in favour of a biometric payment system.

Confirm

‘The scheme sees shoppers use their finger print instead of their card to confirm payment,’ we hear.

The shopper inserts their finger into the scanner, which then sends the payment to the bank to be processed.’

Personalized

One of the volunteers, Jean Ghekiere told ITN: ‘We don’t need to get our card out. We don’t need to fear it being stolen either, given that this system is personalised.’

We hear there are 1,500 volunteers in northern France trying out the scheme.

JANUARY 2012

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