Link September 2012 by Builders Merchants Federation

Issue: September 2012

News • Business • Products • Training • Publications • Diary

THIS MONTH’S PUBLICATIONS

BMF APPOINTS NEW MD

John Newcomb joined the BMF on 1 August as the new Managing Director.

Members’ Day invitation and booking form Kitchen & Bathroom Design Courses

John is no stranger to the builders merchant sector, having spent several years in senior marketing and MD roles with manufacturers supplying this sector, including H&R Johnson, Sandvik Saws & Tools UK and Addis Group Ltd, where independent merchants were a key customer group for commercial cleaning products. He also has extensive recent experience in DIY and housewares.

BMF Diploma in Merchanting BMF All-Industry Conference 2013 Registration Form

He joins BMF from Imperial International Limited, one of the fastest growing housewares suppliers in the UK, where he was Commercial Director. John also has first-hand knowledge of trade associations, with a 15-year involvement with BHETA, the British Home Enhancement Trade Association where in his last two years as President he helped turn the association around and build its reputation with the membership. It has taken several months to make the appointment, but BMF Chairman, Terry Parker believes that taking time to find the right person for the job will pay dividends. “The Board was looking for a rare mix of commercial experience and understanding of both being a member of a trade organisation and the running of one. In John we all feel we have just that. Whilst not working for a merchant, John has worked for several companies who trade in our sector. More importantly, his background of senior commercial roles in a related industry and membership and recent Presidency of BHETA brings both understanding and a fresh approach and expertise to the role, that can only benefit BMF and its members going forward.” John will be meeting a number of members over the coming weeks and members will be able to meet him in person at BMF Members’ Day on 9 October.

CONFERENCE 2013

2012/13 DATES FOR YOUR DIARY September 13

BMF Yorkshire Region Meeting + Golf, Ganton

25-26 Timber Expo, Ricoh Arena, Coventry

October 8

BMF Members’ Day Dinner

BMF Members’ Day, Marriott Forest of Arden Hotel, Meriden

November 7

CPA Autumn Lunch, London

BMF Young Merchants Meeting, London

Builders Merchants Awards for Excellence Lunch, Lancaster Hotel, London

2013 June

The BMF will be organising the all industry conference for 2013.

20-23 BMF All Industry Conference, Tivoli Marina Hotel, Vilamoura, Portugal chris.hard ing@bmf.o rg.uk

The conference in Marbella in June, organised by NMBS, proved without a shadow of a doubt how much the conference had been missed by many. Whether you are a merchant or a supplier, this is the one event on the calendar for doing good business, networking and building long-term commercial relationships. The BMF are pleased to be organising the conference for 2013 and the conference will be returning to one of the favourite venues with delegates – Portugal. The dates are 20-23 June 2013 and the hotel is the Tivoli Marina Hotel, situated in Vilamoura. You can register your interest by completing the registration form enclosed with this issue if you have not already done so. Contact chris.harding@bmf.org.uk

Meet us at... Timber Expo 2012 With the Timber Talks Seminars and the Timber Buyers Forum - Timber Expo is the premier show in the UK for all those involved in the timber sector. And BMF will be there. Come and see us on Stand No.27 at the Ricoh Arena in Coventry on the 25 & 26 September.

Stepping up to the challenge

Going for Gold!

BMF Members’ Day 9 October 2012 2013 promises to bring another year of challenges as well as opportunities. With changes to legislation, as ever impacting upon merchant business and government initiatives influencing market trends. Of course all of this will take place within the context of an unpredictable economy and its potential to drive our decision making. What a relief then that BMF Members’ Day is on hand to provide thoughtful insight and guidance to help steer our members through difficult times.

Key Speakers: David Smith

John White

Economic editor, Sunday Times

CEO, Timber Trade Federation

“Prospects in an age of instability? How will the UK and European Economies affect business in 2013/14? Will it be a slow motion train crash? Or are there reasons to be cheerful? David has been Economics Editor since 1989. He is also chief leaderwriter, an assistant editor and policy adviser and writes for the CBI’s Business Voice, the Tax Journal and other publications. He has also worked for other well known financial organisations including The Times, Financial Weekly, Now! Magazine, the Henley Centre for Forecasting and Lloyds Bank.

The TTF has had a high profile involvement in the development of the new European Timber regulations (EUTR) which come into force in March 2013. Any merchant buying or selling timber and timber products will be affected. The TTF has prepared detailed guidance on what members need to do to comply.

John Tebbit

Dr Leslie Moore

Industry Affairs Director and Deputy Chief Executive, Construction Products Association

Associate Professor in Work-based Learning, University of Western England

John Tebbit is responsible for technical and regulatory issues including the Construction Products Directive, building regs, environmental, and health and safety issues at the CPA. From July 2013 it will be mandatory for all products to be CE marked. This is the most significant change in a decade in the way construction products are sold in Europe and there are significant implications for merchants.

John Newcomb Managing Director, BMF

‘Raising the Bar in Management Training’ – Launch of the new BMF Foundation Degree. BMF selected the University as its partner to develop the new Merchanting Foundation Degree Course. Lesley is the Director of the department responsible for developing and running the Course. She is a National Teaching Fellow, a Florence Nightingale Scholar and a Churchill Fellow FRSA.

‘My first 70 days’ John will talk about his first two months in his new role, his feedback from member visits, the strengths and weaknesses, opportunities and threats facing the BMF and his vision for the future.

Syndicate Sessions

Your chance to debate the issues of the day, to include: The Green Deal – one month to go! Merchants will know the Government wants to boost the uptake of energy-saving work through its flagship policy, the Green Deal. Just weeks to go before the start, do you know enough about it? The BMF will outline in a syndicate session the opportunities and implications for your supply chain, what the BMF is doing to advance the interests of its members and will point to ways in which merchants and their trade customers can fit into the Green Deal.

Merchant and Supplier relationships. How have they fared during the economic storm? Neil Lawrence, Managing Director, Gibbs & Dandy and Paul Hetherington, Managing Director, Alumasc Interior Building Products explore how buying and selling relationships have been affected during the recession. All this! PLUS: • • • • • •

The BMF All-Industry Conference 2013 Launch of the new BMF Foundation Degree Presentations of the BMF Apprentice of the Year BMF MasterMerchant Champions 2012 trophy presentation Meet with our supplier and service members in the exhibition Most of all enjoy the invaluable networking opportunities

Activity report for June/July

MASTERMERCHANT 2012 SIMPSON & ALLINSON ARE BMF MASTERMERCHANT 2012 CHAMPIONS Steve McKie, John Williams, Rob Lowson and Phil Birchall from ‘The Merchanteers’ won by just ’12 shillibs’ in a fiercely contested competition during the weekend of 13-15 July. Sponsored by the BMTT (The Builders Merchants Training Trust), the competition attracted some twelve teams this year, the largest competition to date. Teams from Parker Building Supplies several Buildbase companies, J T Dove, Buttle Plc, and MKM faced some gruelling challenges including rock climbing, abseiling, gyll (river) walking and rowing manoeuvres as well as a series of mental agility tests.

June 2012 7th

Held Gas Safety Register Liaison meeting

11th Chaired industry work group on scope for SMEs as Green Deal Providers 12th Attended meeting of British Energy Efficiency Forum hosted by DECC 12th Attended Construction Products’ Association Parliamentary Reception 13th Hosted meeting of energy suppliers and others likely to be Green Deal Providers 14th BMF Board meeting 19th Held 1:1 briefing for Nick Raynsford MP, former Housing and Construction Minister 20th Attended roundtable with DECC minister Greg Barker MP and others on SME Green Deal business model 20th/ 22nd Represented BMF at NMBS Conference

Designed not just to test physical, mental, and agility strengths, it was also all about the capacity to work within a team. None more so than having to build large plastic cubes blindfolded with just whistle and hand clapping signals from your team mates!

22th Guest speaker at DECC supply chain breakfast briefing in Glasgow

Said Glynis Catterson, Simpson & Allinson’s Finance Director: “This was a fantastic team building event for the whole company. We entered a team for the first time last year, and they were so enthusiastic about the experience we had people queuing to sign up when this year’s competition was announced. We are a relatively small company but our people put their heart and soul into this. As well as the eight who participated, a further twelve staff and managers turned out to cheer them on. Their support undoubtedly helped the Merchanteers to secure the top slot, and our other team, the Fabulous 4, to take third place. We will be back to defend our title next year, and I would encourage any business that wants to foster a positive team spirit to get involved with this event.”

28th Held site visit to potential HO property in Coventry

So, the challenge is on for 2013 with MKM, the winners in 2011 already eager to regain the title of ‘BMF MasterMerchant Champions’. The winning team will be presented with the winner’s shield at this year’s BMF Members’ Day in October. If you are interested in taking up the challenge next year and would like to pre-register for details email chris.harding@bmf.org.uk

Rewards for Excellence The deadline is fast approaching for nominations for the prestigious Builders’ Merchants Awards for Excellence 2012. Friday 7 September is the deadline for merchants to nominate either your company or someone from your company to win one of the 16 categories up for grabs. The BMF are supporters of the awards which recognise excellence within our industry. This is your chance to shine! Submit your nominations by visiting www.merchants-awards.co.uk

27th Hosted meeting of energy suppliers and others likely to be Green Deal Providers

29th Attended joint BMF, NMBS and Unimer talks about merchants in the Green Deal market

July 2012 2nd

Attended liaison meeting with Didac training provider

3rd

Guest speaker at DECC supply chain breakfast briefing in Ipswich

4th

Attended Construction Products’ Association External Affairs’ meeting

4th/ 5th 6th

Ran Young merchants’ meeting, Belfast Held liaison meeting with First Event Conference organisers

10th Attended meeting with DECC and others on marketing the Green Deal to voters 10th Meeting with BMF public relations agent 11th/ 12th Represented BMF at UNIMER event, Newport 13th/ Attended MasterMerchant competition, Lake 14th District 17th Guest speaker at Public Sector Carbon Saving workshop in London 18th Attended DECC SME Green Deal Providers meeting 19th Attended CPA Technical Committee 25th Guest speaker at Green Deal workshop in Milton Keynes inc. Grafton Group, Elliott Brothers, Sheffield Insulation and Wickes.

BMF IN TRAINING

EVENTS DECC ASKS BMF TO HELP EXPLAIN GREEN DEAL

KITCHEN & BATHROOM DESIGN COURSES Due to a high level of interest in our kitchen and bathroom design courses held earlier this year, a further two courses have been booked for September: 2-day kitchen design

– 25 & 26 September

1-day bathroom design – 27 September Both courses will be held at Soho Square, London The courses will help attendees plan kitchens and bathrooms successfully and to understand and adhere to the design process. (Details are enclosed with this issue.) BMF DIPLOMA IN MERCHANTING New candidates for the BMF Diploma in Merchanting, the BMF’s Management Development Programme, are currently being recruited to form new groups in the Midlands, North, and the South. The training programme is due to commence in the autumn and candidates can undertake study for the Diploma, and go on to achieve the new Foundation Degree. (A summary of the programme is enclosed with this issue). Contact john.stephenson21@btinternet.com or tel. 01522 750977 to discuss the BMF’s training services.

BMF YOUNG MERCHANTS The BMF’s Young Merchant’s group travelled to Belfast last month to visit suppliers Acheson & Glover who hosted them with an organised tour of their hard landscaping production plant in Toombe before moving on to visit the 14 acre site of merchants Haldane Fisher in Newry. The visit was part of the young merchants’ bi-annual programme visiting suppliers and merchants in other countries to learn how they operate. The day finished with the business debate on industry issues including the new CE Marking and timber regulations coming into force next year.

Just weeks before the Green Deal begins, the BMF has been working with the Department of Energy and Climate Change (DECC) to get the message across to merchants’ customers. During June and July, DECC staged breakfast briefings for the supply chain to learn more about Green Deal opportunities. BMF Policy Manager, Brett Amphlett, was a key speaker asked by DECC to explain the opportunities and implications for SMEs. “The BMF wants members to be able to become Green Deal Providers in their own right if they wish. They can then demonstrate that they offer an antidote to large vertically-integrated businesses who SMEs fear will steal work from existing customers. BMF used the briefings to explain the requirements and implications to merchants and others so they can gear up ready to take advantage. It doesn’t matter if SMEs are not ready to compete from 1 October - there will be a learning curve for everyone. For some, this means further investment in staff to train them as qualified assessors and develop the ‘soft skills’ needed in dealing with householders. Being a Green Deal Provider may not be as scary as it looks”.

Young Merchants brings together young managers within merchants and suppliers, to learn from each other about the industry and build relationships. If you are interested in becoming a member contact chris.harding@bmf.org.uk

BMF Statistical Reports for Members The BMF undertakes a range of business statistical surveys among members to provide essential information for your business. These include: Monthly BMF Sales Indicators Charts merchants’ sales volumes by region and by trade classification. Annual BMF Profit & Costs Survey Measures core business efficiency ratios for benchmarking against sector medians.

Annual BMF Remuneration Report Identifies wage rates, salaries and benefits paid to the main categories of employees in each UK region. Annual BMF Merchants Accidents Survey Benchmarking the trends and proportions of reportable accidents in the merchanting sector. Contact peter.matthews@bmf.org.uk for more information.

Builders Merchants Federation Limited 15 Soho Square, London W1D 3HL Tel: 020 7439 1753 | Fax: 020 7734 2766 Email: info@bmf.org.uk | www.bmf.org.uk Registered under the Industrial and Provident Societies Act 1965 No 31516R

NEW MEMBERS Welcome to: Electronic Data Processing Plc My Copper Pipe Ltd and it’s a big welcome back to Crossling Ltd

THE THEBMF BMFDIPLOMA DIPLOMA IN IN MERCHANTING MERCHANTING The BMF Diploma in Merchanting programme offers managers and trainee managers an advanced leadership development course that is specifically tailored to the needs of builders’ and timber merchant sector . It is a programme of learning designed for employees to study on a part time basis. The content of the learning focuses on the skills, knowledge and attitudes needed to carry out the role of ‘front-line’ manager effectively within a merchant’s branch or office. High priority is given to ensuring that skills taught can have a direct benefit to the learner's company. Course Objectives • To equip the learner with the necessary knowledge to enable him/her to carry out a ‘front-line’ managerial role effectively within the builder’s or timber merchants’ industry. • To equip the learner with the necessary skills to enable him/her to carry out a managerial role effectively within the builder’s or timber merchants’ industry. • To equip the learner with the necessary attitudes to enable him/her to carry out a managerial role effectively within the builder’s or timber merchants’ industry. • To enable the learner to apply such knowledge, skills and attitudes to real situations within the workplace. • To enable the learner to develop and practise those skills needed to undertake the Diploma's work-based programme of study successfully, • To assess learners in a structured, systematic and consistent manner based on clear learning outcomes and assessment criteria, and regular and constructive feedback. • To encourage and motivate the learner to enjoy the very positive experience of learning new skills. The learning also includes the process or transferable skills necessary to achieve the programme of learning successfully. These skills include communication skills, both written and verbal (report writing, presenting skills etc); collaborative skills; self evaluation skills; and self direction skills (being able to access support when necessary, working autonomously and using the learning resources effectively). This programme has been written around the National Management Standards which describe what all managers in all industries should be able to do. But, in addition to this, the Diploma in Merchanting programme has been written with the special needs of the builders’ and timber merchant industry in mind. Delegates will notice that most of the case studies are based on situations which will be familiar to them.

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Issue: September 2012

The BMF Diploma structure The course covers the four key skills areas of Managing People, Managing Yourself, Managing Operations and Managing Resources. These are dealt with in nine individual Modules as follows: Managing People Module 1 Team Development Leadership Managing Change Managing the Sales Process

Module 2 Manpower Planning and Recruitment Induction Training Training and Developing Individuals

Managing Yourself Module 3 Self Motivation Time Management Stress Management Decision Making Negotiation Skills

Module 4 Communicating 1 to 1 Communicating with Groups Written Communication

Managing Operations Module 5 Branch Management Conditions of Employment Health and Safety Branch Security

Module 6 Marketing the Branch Customer Service Quality Management Conditions of Trading

Managing Resources Module 7 Managing Stock Module 8 Managing Finance Module 9 Managing Information Managing Energy and Environmental Issues Managing Transport and Distribution Vehicles and the Law ÂŠ Builders Merchants Federation 2011

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Issue: September 2012

Methods of Learning • Self study notes covering the main knowledge, skills and attitudes content of the programme. • A Workshop for each module that is designed o to reinforce key areas of the knowledge, skills and attitudes content of the programme; o to practise the process or transferable skills required to undertake the programme successfully; o to support the learner in the successful completion of the assessments. • Written and non-written assessments designed to measure the learner’s understanding of the programme’s learning outcomes based on defined assessment criteria. These elements are integral to the whole programme and are consistent throughout the nine modules. National Recognition All Assessments are marked against clear criteria laid out in the Diploma in Merchanting marking scheme. Furthermore work is nearing completion to enable the Diploma to be University accredited This means that learners gaining the Diploma will have a quality assured management and leadership qualification recognised nationally. Beyond the Diploma there will be the opportunity to study for a Foundation Degree. University Accreditation of the Diploma will lead to BMF being able to offer successful achievers the opportunity to continue to study a full Foundation Degree in management and leadership. Our partner university will be able to support the BMF in offering further study by traditional means of workshops and study notes (maybe online) but also via work-based projects that will enable learners to work on real company issues;

To find out more please return the attached form to 15 Soho Square, London W1D 3HL Fax to 0207 734 2766 or email: training@bmf.org.uk

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Issue: September 2012

BMF DIPLOMA IN MERCHANTING APPLICATION FORM I am interested in entering ........... (number) of learners on a BMF Diploma in Merchanting course. Please contact me to discuss cost and course dates and locations. Contact Name: Position: Company: Address:

Telephone: Fax: Email: Name(s) of learner(s) to be enrolled (If appropriate)

Please return to: Builders Merchants Federation 15 Soho Square, London W1D 3HL Fax: 0207 734 2766 Tel: 0207 439 1753 Email: training@bmf.org.uk 4

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Issue: September 2012

2-Day Kitchen Design with Sales & Customer Care 25/26 September 1-Day Bathroom Design with Sales & Customer Care 27 September These two course cover the basic principles of both kitchen and bathroom design. The success to planning any kitchen or bathroom depends on how well you understand and adhere to the design process-which is all about knowing how to take a good brief from your customer. Vitally important is the correct and accurate way of carrying out a survey, keeping up with current compliance and how that impacts on your plan. This is the area where profit is often lost. If the plan does not work and the units do not fit then the cost of putting it right eats away into the profit of the project. Learning to prepare plans that the client/customer and the installer fully understand, and can work to, results in a successful installation. Presenting the design/plan in a confident and professional manner will almost certainly secure the order and put you one step ahead if the competition. Course Content: The principles of design: 1. The brief: Learn to prepare brief 2. The survey: Learn to prepare an accurate survey 3. The plan: Learn to prepare working plans 4. The presentation: Learn to create compelling presentations 5. The sale: Sell the sizzle not the Sausage What you will be learning: • Make yourself aware of current and new building regulations • Application of the key elements and principles of design • The power of lighting • The power of colour • The use of planning guidelines in individual stations • Design date including inclusive design • How lifestyle changes influence design decisions • Styles and periods • Unique architectural challenges • Learn how to prepare professional working drawings, schedules, reports and quotations • Clear plan dimensions and annotations result in good working drawings • Computer Aided Design – how to present your design – an outline • Best practise techniques in selling your design • The use of presentation techniques to create maximum impact

Continued….. 1

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Issue: September 2012

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There will be four practical sessions: Session 1 Define individual needs and activities Understand how to use a scale rule Learn to outline the room ahead of the survey Session 2 How to survey a room correctly Session 3 Design and prepare a plan of the surveyed room Session 4 Present your Design

To reserve your place please complete attached booking form.

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Issue: September 2012

BMF Training Order Form 2-Day Kitchen Design with Sales & Customer Care 25/26 September 1-Day Bathroom Design with Sales & Customer Care 27 September

Both courses are to be held at Builders Merchants Federation, 15 Soho Square, London, W1D 3HL I/We wish to book ........... place(s) on one of the following courses: 2-Day Kitchen Design course â&#x20AC;&#x201C; 25 & 26 September 2012

1-Day Bathroom Design course â&#x20AC;&#x201C; 27 September 2012

Contact Details Name(s) ___________________________________________________________________ Company ___________________________________________________________________ Job Title(s) ___________________________________________________________________ Address ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________

Phone ___________________________________________________________________

Please return this form to Sean Kelly by fax on 020 7734 2766 email:sean.kelly@bmf.org.uk

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Issue: September 2012

Stepping up to the challenge

Going for Gold!

BMF Membersâ&#x20AC;&#x2122; Day 9 October 2012

Stepping up to the challenge

Going for Gold!

great speakers, great networking, great company!

Key Speakers:

David Smith

“Prospects in an age of instability? How will the UK and European Economies affect business in 2013/14? Will it be a slow motion train crash? Or are there reasons to be cheerful? David has been Economics Editor since 1989. He is also chief leader-writer, an assistant editor and policy adviser and writes for the CBI’s Business Voice, the Tax Journal and other publications. He has also worked for other well known financial organisations including The Times, Financial Weekly, Now! Magazine, the Henley Centre for Forecasting and Lloyds Bank.

Economic editor, Sunday Times

Other highlights of the day

Don’t miss the syndicate sessions. Your chance to debate the issues of the day, to include: The Green Deal – one month to go! Merchants will know the Government wants to boost the uptake of energy-saving work through its flagship policy, the Green Deal. Just weeks to go before the start, do you know enough about it? The BMF will outline in a syndicate session the opportunities and implications for your supply chain, what the BMF is doing to advance the interests of its members and will point to ways in which merchants and their trade customers can fit into the Green Deal.

New CE Marking and European Timber Regulations 2013 – Are you ready? Two new major changes to European legislation come into force next year that will affect all merchants in the way they buy, stock, and sell products. John Tebbit and John White will bring delegates up to speed on the changes and what merchants need to be doing to ensure they comply legally. All this! PLUS: • The BMF All-Industry Conference 2013 • Launch of the new BMF Foundation Degree • Presentations of the BMF Apprentice of the Year • BMF MasterMerchant Champions 2012 trophy presentation • Meet with our supplier and service members in the exhibition • Most of all enjoy the invaluable networking opportunities

Our networking dinner being held on the evening prior to the event on 8 October. This is your chance to meet and network with fellow members in a convivial relaxed atmosphere over dinner, stay overnight, and be refreshed and ready in the morning for a fact-packed day. Bedrooms are limited so make sure you book early.

Stepping up to the challenge

Going for Gold!

FREE

BMF Members’ Day Booking Form

Delegate with every exhibition space booked

Forest of Arden Hotel, Meriden, Warwickshire 9 October 2012 To book your place at this key BMF Member event simply fill in your delegate name(s) and indicate which workshops you wish to attend then Faxback the form to Christine Harding on 020 7734 2766 or email chris.harding@bmf.org.uk

No. Places

Cost

I/We wish to attend BMF Members’ Day 2012 - 9 October

_______

£95.50pp +VAT

I/We wish to attend the BMF dinner on the evening of 8 October

_______

£68.00pp +VAT

I would like to book a 3m x 2m exhibition space for

_______

£595.00 +VAT

9 October (includes 1 free delegate place)

Please give your delegates FULL names_

Workshop Choice (Please Circle 2 from 3)

Delegate 1 Delegate 2 Delegate 3 Workshops:

New CE Marking and Timber Regulations

The Green Deal - One month to go

I/We would like accommodation at The Forest of Arden Hotel_ for the night of 8 October

Merchant and Supplier Relationships

No.____________

Cost £139.00 +VAT

Please give names for accommodation

_ _________________________________________________________________________

Company name and address for invoice

_ _________________________________________________________________________

_________________________________________________________________________________________________________________ _________________________________________________________________________________________________________________ Telephone___________________________ Email_ ________________________________________________________________________ Official Order No._____________________ Signed (name)__________________________________________________________________

We will send a written confirmation of all bookings and an invoice which must be paid by 1 October 2012. Cancellation fees will apply. For enquiries contact Christine Harding at chris.harding@bmf.org.uk or Telephone 0207 534 7426

chris.harding@bmf.org.uk