BMF Link June 2012

Issue: June 2012

News • Business • Products • Training • Publications • Diary

THIS MONTH’S PUBLICATIONS

STAY AHEAD IN A CHANGING WORLD

A personal development programme for directors and company owners BMF has developed this programme to help you deal with today’s constantly changing market conditions and the resulting changes to the customer landscape.

Managing the Future is a programme of four weekend residential workshops spread over twelve months to be held in a country house hotel. The programme will explore how working more strategically, managing change more effectively and applying proven leadership qualities will provide you with the competitive edge to deal proactively with the effects of emerging and future market trends.

BMF Managing the Future March Sales Indicator Report Timber Expo 2012

2012 DATES FOR YOUR DIARY July 4-5 BMF Young Merchants, Belfast 13-15 BMF MasterMerchant competition, Windermere

October

The four workshops will cover: 1. Working strategically 2. The ever changing customer landscape 3. Making strategic change stick 4. Leading change (Full details of the syllabus are enclosed with this issue) The workshops will be interactive with the emphasis on practical application discussion groups and syndicate exercises.

Contact john.stephenson21@btinternet.com or peter.matthews@bmf.org.uk for further information.

8

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

9

BMF Members’ Day

November 7

CPA Lunch, London

Events/Exhibitions July 11-12 Unimer Day, Newport, Wales

September LATEST NEWS ON BMF REORGANISATION Arrangements have now been completed for the contracting out of our financial and bookkeeping functions. These are now being carried out by NMBS. So it was a sad goodbye to our long serving financial accountant Mohamed Gamrai who left at the beginning of this month. Our thanks and best wishes go with him for the future.

25-26 Timber Expo, Coventry Further details of industry events are available on our website on the events page at www.bmf.org.uk

Whilst the search goes on for new offices in the Midlands a small team of staff remain in London ensuring that all our services to members continue with as little disruption as possible. The BMF team comprises: Terry Parker Chairman

Brett Amphlett Policy executive

Peter Matthews Federation Secretary

John Stephenson Training sales manager and regional meetings

Christine Harding BMF marketing and PR manager and regional meetings

Sean Kelly Training and first services administrator

Jon Clay Membership, database manager

Meet us at...

Unimer Day 11-12 July Timber Expo 23-25 September

BMF IN TRAINING BMF Training Services We are the experts, and these are just some of the people who are benefitting their companies from the excellent training we provide.

NAME

COMPANY NAME

COURSE

NAME

COMPANY NAME

COURSE

Adam Barnes

Crossling

Leadership Skills

Jon Bartlett

Romerils

Maximising Margin

Alan Sparks

Romerils

Maximising Margin

Karina Tyszkiewicz

Palladium

Kitchen Design with Sales & Customer Care

Andy Drinkeld

Crossling

Leadership Skills

Keiron Fisher

Newcastle Plumbing Supplies

Bathroom & Design Course

Anthony Small

Bradfords

2 Day Kitchen Design Course

Kenny Pinglaux

Romerils

Delivering Service Excellence

Ben Stone

Lawsons

Principles of Merchandising

Kevin Rundie

Romerils

Maximising Margin

Bill Tipper

Walter Tipper

Licence Protection

Laim Le Saint

Romerils

Maximising Margin

Billie Dobbs

Lawsons

Principles of Merchandising

Lee Bressat

Romerils

Maximising Margin

Brent McGrath

Romerils

Maximising Margin

Linda Pratesi

Romerils

Delivering Service Excellence

Callum Montgonery

Romerils

Maximising Margin

Linda Pratesi

Romerils

Maximising Margin

Caroline McAndrews

Romerils

Maximising Margin

Lisa Cook

Romerils

Maximising Margin

Caroline Quenalt

Romerils

Maximising Margin

Luke Aubin

Romerils

Delivering Service Excellence

Charles Managh

Romerils

Delivering Service Excellence

Manuel De Freitas

Romerils

Delivering Service Excellence

Huws Gray

Licence Protection

Charlotte Parvez

Lawsons

Principles of Merchandising

Mike Cholomondley

Chiara Treves

Romerils

Maximising Margin

Nathan La Bailly

Romerils

Delivering Service Excellence

Chris Cheune

T.Brewer

1 Day Managing & Controlling Stock

Neil Banks

Crossling

Leadership Skills

Cliff Jehan

Romerils

Delivering Service Excellence

Neil Ronouf

Romerils

Maximising Margin

Colin Gaskell

Romerils

Maximising Margin

Nick Gaunt

W Gaunt

1 Day Managing & Controlling Stock

Dafydd Coates

Huws Gray

Kitchen Design with Sales & Customer Care

Paul Crossley

Crossling

Leadership Skills

Dafydd Williams

Huws Gray

Licence Protection

Paul Le Boustouder

Romerils

Maximising Margin

Dan Swift

Romerils

Maximising Margin

Paul Le Motte

Romerils

Maximising Margin

Daniel Miller

Bradfords

2 Day Kitchen Design Course

Paul Otiviel

Romerils

Maximising Margin

Darren Calvert

Crossling

Leadership Skills

Reg Snepp

Romerils

Delivering Service Excellence

Darren Thomas

Romerils

Maximising Margin

Richard Rowland

Romerils

Delivering Service Excellence

Dave Keeller

Crossling

Leadership Skills

Ru Butler

Peppard Building

1 Day Bathroom Design Course

Dave Rabet

Romerils

Delivering Service Excellence

Sam Bevan

Newcastle Plumbing Supplies

Bathroom & Design Course

Dave Towers

Crossling

Leadership Skills

Sam Marques

Romerils

Delivering Service Excellence

Dave Whalley

Huws Gray

Licence Protection

Sam Wellesley

Romerils

Delivering Service Excellence

David Hickey

Simpson & Allinson

Licence Protection

Scott Webster

MKM

2 Day Kitchen Design Course

Dawn Barlett

Builders Supply Stores (Coventry)

1 Day Bathroom Design Course

Sean Myatt

Peppard Building

1 Day Bathroom Design Course

Selco

Bathroom & Design Course

Dean Jones

Romerils

Maximising Margin

Stephanie Kenny

Deandre Seechan

Selco

Kitchen Design with Sales & Customer Care

Stephanie Kenny

Selco

Kitchen Design with Sales & Customer Care

Hale & Co

Licence Protection

Deion Williams

Huws Gray

Kitchen Design with Sales & Customer Care

Stephen Hale

Denis Blackmore

Romerils

Delivering Service Excellence

Stephen Hart

Crossling

Leadership Skills

Denis McNaney

Romerils

Delivering Service Excellence

Steve Rippon

KRM Building Supplies

Licence Protection

Diana Channing

Romerils

Maximising Margin

Steven Drewery

Turnbull & Co

Licence Protection

Duncan Harvey

Deepings Trading

Licence Protection

Stuart Darnell

Peppard Building

1 Day Bathroom Design Course

Gavin King

Crossling

Leadership Skills

Tammie Coyle

Romerils

Maximising Margin

Graeme Johnstone

Crossling

Leadership Skills

Tilak Patel

Lords Builders Merchants

1 Day Managing & Controlling Stock

Graham Gallery

Romerils

Delivering Service Excellence

Tim Le Feuure

Romerils

Maximising Margin

Greg Sinclair

Romerils

Delivering Service Excellence

Toby Wayne

Bradfords

2 Day Kitchen Design Course

Jeff Vaughan

Crossling

Leadership Skills

Tony Salain

Romerils

Maximising Margin

John Buxton

Crossling

Leadership Skills

Will Parker

Selco

Kitchen Design with Sales & Customer Care

John Clarke

Newcastle Plumbing Supplies

Bathroom & Design Course

Zuzana Kornozova

Romerils

Maximising Margin

Contact john.stephenson21@btinternet.com to discuss your training needs.

BMF IN TRAINING

Activity report for April/May/June

ON-LINE PRODUCT TRAINING EXPANDS The numbers continue to grow of learners signing up to BMF campus our on-line product modules. BMF and Cortexa, the providers of the programme, have been working together to develop and expand the service which has resulted in some major changes since reporting in our last issue of Link.

These include:

April 2012 4

Host meeting of energy suppliers and other businesses likely to become Green Deal Providers

10

Meeting with Brian Berry new CEO of FMB

10

Liaison meeting with NMBS

11

BMF Board meeting

17

Meeting with Chief Executive of BWF

18

Host meeting of energy suppliers and other businesses likely to become Green Deal Providers

20

Attend Green Deal Finance Company conference with Unimer, Knauf and others

24

BMF Board attended CPA lunch

26

Meeting with BMF tutor to discuss senior management training course

30

Meeting with DECC and others on Green Deal regulations inc. civil sanctions and penalties

• The day to day running of BMF Campus is now being handled by Cortexa • BMF Campus is now available to ALL merchants • Additions to the programme include the new Wood Campus content

IT skills, project management skills, and H&S compliance

• A technical helpdesk is now available • New regional workshops will be available • The provision of on-site start up support where appropriate One of the biggest changes is the pricing model. Individual employees can now get access to BMF Campus free of charge! Many companies however choose to manage the training of employees themselves and so three flexible management options have been introduced. These are available to BMF members at new member rates. Details can be obtained at www.bmfcampus.co.uk To discuss your requirements in detail contact mark.parrish@cortexa.co.uk

THE SEARCH IS ON FOR THIS YEAR’S BMF APPRENTICE OF THE YEAR Do you have a member of staff who has excelled this year and achieved their Level 2 or 3 Apprenticeship. Someone who you feel deserves recognition for all their hard work and efforts? If you do then they could be the winner of this year’s coveted award ‘BMF Apprentice of the Year’.

Well trained staff are the biggest asset to any company and by motivating them and by supporting them in their development they will without doubt help grow your business.

So, not only do they gain but you do to.

The winner of this prestigious award will be invited to receive their prize at our flagship event, BMF Members’ Day on 9 October.

Send in your nomination now by contacting your Didac/BMF assessor or apprenticeship manager nina.royle@didac.co.uk

CE MARKING ON BUILDING PRODUCTS From July 2013, CE marking will be mandatory for products manufactured to either a harmonised European product standard or a European Technical Assessment. This is the most significant change in a decade in the way construction products are sold in Europe.

Under the current Construction Products Regulations (CPR) many manufacturers

already CE mark their products, but this is currently voluntary in the UK. This will all change next year and there will be implications for merchants.

Merchants will need to become more proactive in checking the products they buy and sell. They will be required to pass on information that verifies the product meets the standard(s). Merchants will have a duty to store and transport goods correctly in a way that preserves the stated performance.

May 2012 1

Chair industry work group on scope for SME’s to become Green Deal Providers

1-5

Carrying out telephone interviews for MD vacancy

2

Host meeting of energy suppliers and other businesses likely to become Green Deal Providers

9-11 Initial telephone interviews for MD vacancy 15/16 Exhibiting at NMBS exhibition, Telford 16

Meeting with Didac and Skills for Logistics to discuss apprenticeship training

16

Host meeting of energy suppliers and other businesses likely to become Green Deal Providers

21

Meeting with University of Western England to progress BMF Foundation Degree

22

Chair industry work group on scope for SME’s to become Green Deal Providers

25

First round face to face interviews for MD vacancy

31

BMF North East Regional Meeting

June 2012 7

Meeting with Gas Safety Register

14

BMF Board Meeting

21-24 Attended NMBS Conference

A short guide has been published by the CPA explaining the responsibilities that importers and distributors of building materials have in assuring themselves that the manufacturer has met all the requirements for the product before they sell it. Contact chris.harding@bmf.org.uk for a copy.

To discuss in more detail contact peter.matthews@bmf.org.uk

BMF NEWS

EVENTS

JOINT INITIATIVE REMOVES MAJOR BARRIER TO EDI IN BUILDING MATERIALS DISTRIBUTION

EUROPE AWAITS UK DELEGATION

A joint initiative by BMF, NMBS and UNIMER has removed a major barrier to the expansion of electronic trading in the building materials distribution sector. The three organisations have negotiated an agency arrangement to provide internationally recognised GS1 Global Location Numbers (GLNs) to UK builders’ merchants and building material manufacturers and suppliers at a greatly reduced cost.

Our European counterparts FEST and UFEMAT have both announced the details of their annual events this year. All BMF members are entitled to attend the events through the BMF’s membership of both organisations.

GLNs are an essential element of electronic trading, acting like a post code to identify specific business locations and improve the efficiency of communications between trading partners for EDI ordering, delivery and invoicing. Under the GS1 GLN global standard, every number allocated is unique worldwide and there are over 100 international issuing bodies. This opened the way for BMF, NMBS and UNIMER to negotiate the best terms to encourage smaller businesses within the UK building materials distribution sector to adopt electronic trading practices.

GLNs will be available to subscribing companies at the following annual rates, exclusive of VAT. £100 for 1 GLN

£150 for between 6 to 10 GLNs

£125 for between 2 to 5 GLNs

£200 for 11 GLNs onwards

FEST, the European lightside organisation are holding their 53rd congress in the magical city of Rome on the 4-6 October.

Visit www.angaisa.eu for details.

Each subscribing company will be allocated their own unique company registration number, the 13 digit identification coding used by the GLN system will then allow up to 99 separate location codes linked to that company registration. This will be sufficient for most multi-site independent merchants and those wishing to separate heavyside and lightside ordering, delivery and invoicing.

For more information, or to subscribe to the new GLN service, contact: Peter Matthews at peter.matthews@bmf.org.uk BMF SUPPORTS TIMBER EXPO Timber Expo is fast approaching and with it The Timber Buyers

UFEMAT, covering the heavyside, are visiting Krakow, Poland on 28-30 September. Visit www.ufemat.eu

Forum, which BMF are officially supporting for the first time this year.

NEW MEMBER

The Forum provides the ideal opportunity for buyers from merchants to meet with new and existing suppliers from within the timber industry in focussed one to one meetings which will ensure you get the best out of the show. All meetings are matched to your needs and are free of charge.

The BMF will be exhibiting at the show on stand no 27, alongside Didac our apprenticeship partners, who will be promoting our timber courses.

Further details on the Timber Buyers Forum are enclosed with this issue. www.timber-expo.co.uk

Welcome to: Merchants Brick Store Redec Industrial, Rainham Suppliers Hargreaves Drainage And a big welcome back to: Frank Key Builders Merchants

BMF SALES INDICATORS The BMF has for over 30 years been producing a unique indicator of merchants’ sales of building products. The statistics provide the merchant sector with independent and accurate regional and national trends; are used by forecasters and industry analysts as an important barometer of the true level of industry activity; and are covered in the media, regionally and nationally.

The more members that take part in the survey the more accurate and representative of the industry our figures will be. So we are asking for your help in taking part in the survey.

All submissions are in confidence, you just complete a straightforward form that is mailed each month and all participants get a copy of the report free. Let us know if you are willing to take part by completing the attached form or by contacting peter.matthews@bmf.org.uk A copy of the latest report is enclosed with this issue.

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

Lawsons, Colney Heath Otford Builders Merchants Sydenhams, Bournemouth G B Willbond Introduce a new merchant member and you will receive a bonus of 20% discount of the new company’s first full year’s subscription which can be used against your next renewal invoice. Contact jon.clay@bmf.org.uk

Managing The Future A Development Programme for Directors and Senior Managers BMF has developed a management development programme aimed at directors and senior managers of member businesses, merchants and suppliers, large and small, to help you deal with constantly changing market conditions and the resulting changes to the customer landscape.

Managing the Future will be a programme of four weekend residential workshops held in a comfortable country hotel, spread over twelve months. The programme is designed to help participants decide the direction of their business in the medium term and give an update to the skills and tools needed to achieve future business objectives. The workshops will be highly participative with the emphasis on practical application of the techniques and methodologies used to manage the business more effectively in an ever-changing customer landscape and financial environment The following gives an illustration of what the four workshops will cover: 1 – Working Strategically What do we want to be? Positioning the business for the future Make the distinction between Corporate and Competitive Strategy Understand the importance of establishing Vision and Mission Understand the factors that shape competitive strategy – internal and external Develop questions that a competitive strategy must answer Awareness of Strategic Drift – factors that push strategy off course Understanding stakeholders and their importance Understand the input and output values of key stakeholder groups The strategic tools that help future proof the business 2 – The Ever-Changing Customer Landscape Managing constant changes in customer trends and expectation Drivers that may affect customer selection in the future Drivers that may change your business’s customer profile in the future Customer Relationship Management – transactional strategy vs. relationship strategy Business Development – customer management that fits the business climate Form a contrasting view of customers/markets now and in the future Find your differentiator in what amounts to a commodities market Find ways to put the customer at the centre of your culture Retaining customers and adding value in challenging economic times

Cont’d……..

LINK EXTRAS

Issue: June 2012

3 – Making Strategic Change Stick Understand the key components for implementing change Develop content for the strategic agenda Establish the natural goals of the business – expectation, culture, behaviour, achievement Identify stakeholders with whom the agenda will be shared Establish the strategic and economic relevance for key stakeholder groups Identify potential pitfalls when implementing change Identify areas of resistance and solutions to deal with them Prioritise organisational aims against which goals can be developed – critical issues Understand why communication is at the heart of implementing change 4 – Leading Change Make a clear distinction between management and leadership Establish direction – envisioning the future and the practices to realise it Develop a leadership style that drives change and inspires followers Establish urgency through an initial team of believers Create a vision with a compelling view of the future Communicate the vision – leaders must be seen walking the walk Empower others to act on the vision Plan for and create short-term wins Consolidate improvements to keep the momentum and institutionalise new approaches Workshop Style Workshops will be interactive and highly participative including skills practice, discussion groups and syndicate exercises. Delegates will assemble personal development plans from each workshop to help them transfer new-found skills and knowledge back to their businesses quickly and effectively. They will be actively encouraged to use anecdotal evidence and case studies to bring learning to life and make relevance one of the programme’s bywords.

Look out for more details that will be sent to you shortly!

In the meantime please register me to receive full details when available Name Company Position Email

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

LINK EXTRAS

Issue: June 2012

SALES INDICATORS March 2012 UK Sales by Merchants'Trading Classifications UK Sales by Product Adjusted Adjustedfor forPrice PriceChanges Changes

2

2

0

percent change

percent change

0

-2

-2

-4

-4 -6

-6

-8

-8

-10

-10

-12

-12Heavy

Monthly 3 Monthly

Monthly 3 Monthly

12 Monthly

12 Monthly

-2.8 0.7 -2.1

Heavy -2.8 0.7 -2.1

Light -10.2 -6.6 -6.3

Light -10.2 -6.6 -6.3

Mixed

Total

-2.7

-4.4

Mixed

0.5 -4.2

-2.7 0.5 -4.2

Total -4.4

-1.0

-1.0

-3.8

-3.8

COMMENTARY Builders Merchants Sales nationally when adjusted for both price inflation & trading day differences were down 1.0% for the three months January - March 2012 when compared with the same three months in 2011 but were up 0.8% when compared with the preceding three month period October - December 2011.

The 12 month comparison was down by 3.8% over the previous 12 month period and the monthly comparison was down by 4.4% over March last year.

The 'Mixed' classification represents the trading results of those Merchants who sell both heavyside & lightside product ranges.

The 'Heavy' & 'Light' classifications measure sales of appropriate product types from Merchants specialising in one or the other product range or from those companies able to split their sales into the two product categories.

LINK EXTRAS

Issue: June 2012

COVERAGE AND SOURCE OF DATA The Builders Merchants Federation's Sales Indicators are compiled every month from sales turnover information from the majority of merchant members outlets.

BMF Members distribute over ÂŁ7200 million of building materials per annum from 2000 outlets around the U.K.

PRICES AND TRADING DAYS ADJUSTMENTS Unadjusted figures show the percentage change in the actual cash values of sales between given dates with no allowance made for any increases or decreases in building materials prices over the periods.

Adjusted figures show the percentage change in the value of sales between given dates taking into account price changes computed from Merchant members' own building materials price inflation data.

Month 2011 vs Month 2010 price inflation 3 monthly price inflation Annual Rolling price inflation

4.8 % 5.5 % 7.7 %

In addition, the Adjusted comparisons allow for differences in the number of trading days.

March 2012 = 24.5 days / March 2011 = 25 days Jan-Mar 2012 = 70 days / Jan-Mar 2011 = 69.5 days Latest 12 Months = 278 days / Previous 12 Months = 279 days

It should be noted that the sales figures in this Report for the corresponding month a year ago may differ from those published previously. This is due to changes in the sample of reporting Members.

LINK EXTRAS

Issue: June 2012

National March 2012 vs March 2011 % Change

Jan-Mar 2012 vs Jan-Mar 2011 % Change

12 Months to Mar 2012 vs 12 Months to Mar 2011 % Change

Ex-Stock Heavy Light Mixed Total

0.0 -7.7 -0.4 -2.1

6.2 -0.7 6.2 4.3

4.2 0.7 2.3 2.5

Direct Heavy Light Mixed Total

-0.8 -17.0 2.1 -0.4

9.6 -19.0 10.8 10.4

8.0 -29.1 5.4 7.1

Total Sales Heavy Light Mixed Total

-0.2 -7.7 -0.1 -1.8

7.0 -0.8 6.8 5.2

5.0 0.6 2.7 3.2

Ex-Stock Heavy Light Mixed Total

-2.7 -10.1 -3.0 -4.6

0.0 -6.6 -0.1 -1.8

-2.8 -6.1 -4.6 -4.5

Direct Heavy Light Mixed Total

-3.4 -19.1 -0.6 -3.0

3.1 -23.8 4.3 3.9

0.6 -33.9 -1.8 -0.2

Total Sales Heavy Light Mixed Total

-2.8 -10.2 -2.7 -4.4

0.7 -6.6 0.5 -1.0

-2.1 -6.3 -4.2 -3.8

Unadjusted

Adjusted

Percentage Share of Total Sales in Latest Periods Ex-Stock 84.4 84.7 Direct 15.6 15.3

LINK EXTRAS

84.8 15.2

Issue: June 2012

Regional March 2012 vs March 2011 % Change

Jan-Mar 2012 vs Jan-Mar 2011 % Change

12 Months to Mar 2012 vs 12 Months to Mar 2011 % Change

A Northern B Yorkshire C East Midlands D East Anglia E1 Greater London E2 South East - North of Thames E3 South East - South of Thames E Total for South East F South West G West Midlands H North West J Wales K Scotland

-6.3 -1.1 -3.8 2.5 -5.0 -8.8 1.2 -4.5 0.4 -9.0 -2.9 6.7 -0.1

24.9 3.4 0.8 8.9 2.6 -1.2 10.5 3.6 6.6 -2.0 4.2 4.6 9.8

2.8 3.0 4.8 3.3 6.1 -0.8 4.6 3.1 0.4 -0.5 1.7 10.9 9.5

National Total

-1.8

5.2

3.2

A Northern B Yorkshire C East Midlands D East Anglia E1 Greater London E2 South East - North of Thames E3 South East - South of Thames E Total for South East F South West G West Midlands H North West J Wales K Scotland

-8.7 -3.7 -6.3 -0.2 -7.5 -11.2 -1.4 -7.0 -2.2 -11.4 -5.4 3.9 -2.8

17.5 -2.7 -5.1 2.5 -3.5 -7.0 4.0 -2.5 0.3 -7.7 -1.9 -1.5 3.3

-4.2 -4.0 -2.3 -3.7 -1.1 -7.5 -2.5 -3.9 -6.4 -7.3 -5.3 3.3 2.1

National Total

-4.4

-1.0

-3.8

Unadjusted

Adjusted

Note: Regions are Government Standard Planning Regions, except for the split of the South East outside London according to counties North and South of the Thames.

LINK EXTRAS

Issue: June 2012

March 2012 UK Sales by Type 6 percent percent changechange

4

Adjusted for Price Changes

2 50 0-2 -5-4

-6

-10

Ex-Stock

Direct

Direct

All Trade

Monthly Monthly

-4.6 -4.6

-3.0 -3.0

-4.4 -4.4

Monthly 33Monthly

-1.8 -1.8

3.9 3.9

-1.0 -1.0

12Monthly Monthly 12

-4.5 -4.5

-0.2 -0.2

-3.8 -3.8

Adjusted for PriceNorthern Changes

Ex-Stock

All Trade

Regional Sales Trends Adjusted for Sales Price Regional Trends

Yorkshire Northern

East Midlands

Yorkshire

East Anglia East Midlands

Greater London

East Anglia

Greater London South East - North of Thames South East - North of Thames

South East - South of Thames South East - South of Thames

Total for South East Total for South East

South West South West

West Midlands West Midlands North West North Wales

West

Wales

Scotland

Scotland

National Total

National Total

-10

-5 -10

LINK EXTRAS

0

5

10

15

-5 percent 0change 5over 15 annual percent change last10 three months annual over last three months

20 20

Issue: June 2012

THE BMF SALES INDICES National Sales Index Adjusted for Price Changes Seasonal Variations Adjusted and for Price Changes and Seasonal Variations 120 115

average 1995 = 100 average 1995 = 100

120 115

110

110 105 105

100

100 95

95 90 90 MarMar 20092009

MarMar 2010 2010

Sales Index

Mar Mar 2011 2011

Mar Mar 2012 2012

3 Month Moving Sales Average Index

3 Month Moving Average

The Builders Merchants Federation's Sales Indices measure the volume of sales. They are adjusted for changes in prices and seasonal variations. The Indices are based so that the average for 1995 is equal to 100.

The Index figure for a particular month expresses that month's sales as a percentage relative to the 1995 average. The Indices allow comparisons to be made between successive quarters and can identify turning points in sales trends. It is advisable to make comparisons between three month periods, because the Indices can be erratic from one month to the next.

A Northern B Yorkshire C East Midlands D East Anglia E1 Greater London E2 S. East - Nth Thames E3 S. East - Sth Thames E Total for South East F South West G West Midlands H North West J Wales K Scotland National Total

LINK EXTRAS

2011 Mar

May

Jul

Sep

Nov

2012 Jan

116.5 78.1 88.7 94.0 105.7 98.1 111.6 107.1 94.9 87.8 84.9 130.8 69.5

149.7 103.9 96.2 106.8 165.1 122.6 125.4 133.8 81.0 67.7 73.6 114.7 60.1

138.7 106.5 101.9 99.7 137.2 107.8 133.8 128.6 85.7 93.6 79.1 94.5 76.6

127.8 81.4 91.2 89.1 118.2 100.6 114.1 112.3 76.6 68.4 70.4 109.6 76.7

163.2 70.2 86.0 77.9 136.7 95.7 100.6 108.2 77.3 80.9 59.6 72.9 61.0

188.3 87.0 90.4 85.0 153.7 92.9 92.1 104.8 85.2 73.6 66.4 75.5 60.1

90.5

96.8

103.5

89.2

84.6

84.4

Feb

% Change Jan-Mar vs Mar Oct-Dec

131.9 106.4 80.9 75.2 76.8 83.1 112.4 93.8 143.9 97.8 91.4 87.1 105.5 110.0 108.1 99.5 88.3 92.8 80.1 77.8 67.5 80.3 110.2 135.9 63.7 67.6 88.3

86.5

-1.9 2.1 -5.7 14.0 -0.9 -3.9 0.5 -3.0 15.6 1.8 15.1 19.0 0.7 0.8

Issue: June 2012

The BMF are pleased to be an official partner of Timber Expo 2012 and the Timber Buyers Forum. See us on Stand No.Z27

BMF members are offered several key benefits: •

5% discount off standard quoted rates for stand space (contact Loretta.sales@timber-expo.co.uk)

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VIP status providing: free car parking, free cloackroom, unlimited use of VIP lounge with complimentary refreshments

Don’t’ Leave Empty Handed – join the Timber Buyers Forum After a highly successful first year, the Timber Buyers Forum returns this year in a larger, fresh format to provide a simple, structured and highly effective way for buyers to meet with new and existing suppliers.

This exclusive gathering ground is co-located within Timber Expo and takes place on 25 and 26 September 2012 at the Ricoh Arena, Coventry.

What does the Forum do for BMF Members?

This year the Timber Buyers Forum will be located at the heart of Timber Expo in the main exhibition space and is designed to be one of the truly exclusive parts of the show. The Forum team will organise a bespoke programme of handpicked supplier meetings, relevant seminars and networking events to help fulfil your immediate to longer term project needs. With time a critical element, you can be more efficient in what you do with your valuable time across the two days and maximise the potential for creating and exploiting the best of business from Timber Expo.

Engage at the highest level This focused approach has proved to be highly successful in creating new business relationships and facilitating meetings that allow you to get the most out of your time at Timber Expo. All participants in the Forum have a strong desire to engage at the highest level possible with decision makers and individuals with direct influence. All of the Forum activities and meetings are matched to your needs, organised on your behalf and completely free of charge.

For more information on the Timber Buyers Forum, qualifying criteria and the exclusive benefits of taking part including ‘access all areas’ passes plus lots more visit: www.timber-buyers.co.uk or contact: Julie Richards - Forum Manager: E: julie.richards@timber-expo.co.uk T: 01691 860723

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Issue: June 2012

BMF MONTHLY SALES INDICATORS SURVEY We would like to become participants in the BMF Monthly Sales Indicators Survey.

Please send me more details.

Name ___________________________________________________________________ Company ___________________________________________________________________ Job Title ___________________________________________________________________ Address ___________________________________________________________________ ___________________________________________________________________ Email address ___________________________________________________________________

Phone ___________________________________________________________________

Please return this form to Peter Matthews at: Builders Merchants Federation, 15 Soho Square, London W1D 3HL or by fax to 020 7734 2766 or email: peter.matthews@bmf.org.uk

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Issue: June 2012